Glossary

Glossary

Plain-English definitions for the words you'll see across ainocrm.

People & companies

  • Organization — your company's workspace in ainocrm. Everything you and your teammates work on lives inside it, separate from every other company using ainocrm. It has a default currency, set by an admin.
  • Account — a company you're selling to.
  • Contact — a person at that company. Can be tagged with a buying role: decision-maker or influencer.
  • Other email addresses — extra addresses a contact uses. Email from any of them is recognized as coming from that person.
  • Email domain — a domain an account's people email from, like acme.com. Email from someone new at that domain is linked to the account.
  • Left — a contact who has moved on from their company. They stay on past deals for history but no longer count as a decision-maker. See Accounts & contacts.
  • Role — what someone can do: Salesperson, Leader (runs a team), Executive (follows the pipeline read-only) or Admin. See Who can see what.
  • Leader — the person a salesperson reports to; their team is everyone who reports to them.
  • Owner — the salesperson a deal belongs to. Contacts and accounts are shared across the team; deals, chats, and tasks have an owner. With account ownership on, an account can also have an owner.

The deal itself

  • Deal (also called an opportunity — the app uses both words for the same thing) — something you're working to close. Sits in a stage from your company's sales process (see Your opportunities).
  • Deal value — what the deal is worth, as an annual figure. Either an estimate you gave it or the total of its products; recurring prices are annualized.
  • Expected close date — when you think it'll close. Drives "closing this month" and the pipeline-by-month view, and a date that's already passed gets flagged.
  • Interaction — a logged touchpoint: a call, a meeting, an email, or anything else worth keeping on record. Shown on the deal's timeline.
  • Product — something from your catalog attached to a deal as a line item, with a quantity and a unit price. A quote-only product has no list price.
  • Discount — a percentage or flat amount off the deal's price, applied in chat.

The sales process

  • Sales process (sometimes "playbook") — your stages, the allowed moves between them, and the requirements attached to each.
  • Requirement (or "gate") — a measurable fact that must be true for a deal to be in a stage, like having a value or a decision-maker. A deal moves to the next stage automatically once all of that stage's requirements are met.
  • Guidance — your admin's advice for working a stage, shown as its description. It never blocks a move.
  • Close probability — the per-stage likelihood a deal there will eventually be won. Feeds the weighted forecast.
  • Stall threshold — how many days a deal can sit in a stage before it's considered stalled and discounted in the forecast.
  • Cleanup threshold — the org-wide number of days a deal can go without activity before it's flagged as needing attention.

Staying organized

  • Aino — the assistant built into ainocrm. You talk to Aino in chat, typed or spoken, and Aino logs what happened, updates opportunities, answers questions and asks for what's missing. See Talking to Aino.
  • Task — a follow-up on your private list: added by you, by Aino from what you logged, by your leader, after a win, or by an automation. Open, done, or dismissed; some repeat. See Tasks, inbox & alerts.
  • Inbox — where your notifications land: emails filed against your deals, new account research, a nudge from your leader, a deal archived automatically or active again, a task due or assigned, a meeting that just ended, or something an automation flagged. Private to you.
  • Archive — putting an opportunity away without deleting it: it leaves every list and report, and is found under Archived in the sidebar or with search. By hand (with an optional check-back reminder) or automatically after twice the cleanup threshold without activity. New customer activity brings it back. See Archiving.
  • Lost reason — why an opportunity was lost: one of the company's short reasons (or Other) plus the rep's own words. Aino asks for it when a deal is lost, unless the rep or the email that closed it already said why. See Why it was lost.
  • Nudge — your leader or an admin flagging one of your stale deals from the dashboard; arrives as a notification (push and email).
  • Target — a quota, set per person, per quarter, in chat by their leader or an admin. The company quota is the sum of everyone's targets.
  • Automation — a recurring check you describe in chat. It runs daily or weekly and notifies someone, creates a task, writes an AI insight, or moves a deal when something matches. See Automations.
  • Voice chat — talking to Aino out loud instead of typing. On unless your admin switched it off.
  • Insights — AI research on an account (financials, strategy, key people), refreshed when something material happens to the company: checked weekly for accounts with an open or won deal (full refresh at least every 90 days), every fourth week for the rest (at least every 180 days), or on demand with Research now.
  • Focus — an optional AI ranking of which opportunities deserve time right now. See Focus.
  • Reference — a won customer you can learn from (internal) or, if marked, name to other customers. See Won deals as references.
  • Connected app — an AI assistant such as Claude that you have allowed to work with ainocrm as you. See AI apps like Claude.
  • Feature switch — an optional feature your admin turns on for the whole company. See Switching features on.

Forecasting

  • Booked — revenue from deals won this quarter. Already happened.
  • Weighted forecast — the open deals expected to close this quarter, each deal's value × its stage close probability (halved while the deal is stalled).
  • Projected attainment — booked plus the weighted forecast, as a share of quota.
  • Pipeline coverage — the open pipeline closing this quarter divided by what's still needed to hit quota.
  • Pipegen — pipeline generation: the new deals (and their value) created this quarter.
  • Commit / Best Case / Pipeline — progressively wider confidence slices of the open pipeline closing this quarter. See Pipeline & forecasting.

Getting data in

  • Import — bringing companies, contacts, and deals in from HubSpot exports or a spreadsheet. See Bringing in existing data.
  • Change history — a record of what changed on a deal and when — used, among other things, to notice when a deal's been sitting still too long.