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Vocabulary

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OEM Training

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Vocabulary 

 

Bluebird – a deal that popped up and needs a response.

Channel Model – A channel strategy is a vendor’s plan for moving a product or a service through the chain of commerce to the end customer. Product manufacturers and service providers face a number of channel options. The simplest approach is the direct channel in which the vendor sells directly to the customer.

Commit – Deals that are coming in this month.

CSRA Inc – CSRA Inc. provides information technology services to U.S. government clients in national security, civil government, and health care and public health. Its largest market, national security, includes the Department of Defense, Homeland Security, US Army, US Air Force, and intelligence agencies.
CSRA was formed through a merger of CSC’s North American Public Sector business and SRA International on November 30, 2015, and the company began trading on the New York Stock Exchange under the stock symbol CSRA. The company is headquartered in Falls Church, Virginia, and has offices in 21 states in the United States and in four countries. CSRA is a contractor for Red Teams within the DoD/Navy.

DUNS Number – 096327567

Federal Tax ID # – 86-3987053

Forecast – If you think it will come in this month.

Indirect Sales – The sale of a good or service by a third-party, such as a partner or affiliate, rather than a company’s personnel. Indirect sales may be used in conjunction with a company’s direct sales efforts or may be used in lieu of hiring

Instructor Lead Training (ILT)  – Instructor-led, in person

Letter of Authorization (LOA)  – used by a private company purchasing on behalf of the government to qualify for government pricing.

License Agreement Requirements (LAR) – changes to the EULA that the state is making

Management Based Objectives (MBO) – Management by objectives (MBO), also known as management by results (MBR), was first popularized by Peter Drucker in his 1954 book The Practice of Management. Management by objectives is the process of defining specific objectives within an organization that management can convey to organization members, then deciding on how to achieve each objective in sequence. This process allows management to take work that needs to be done one step at a time to allow for a calm, yet productive work environment. This process also helps organization members to see their accomplishments as they achieve each objective, which reinforces a positive work environment and a sense of achievement. An important part of MBO is the measurement and comparison of the employee’s actual performance with the standards set. Ideally, when employees themselves have been involved with the goal setting and choosing the course of action to be followed by them, they are more likely to fulfill their responsibilities.

Marketing distribution or development funds (MDF) – A market development fund (MDF) is a resource that a vendor grants to its indirect sales channel partners to help the channel with sales and marketing activities. The fund may be monetary or knowledge-based.

Open Market Terms & Conditions (T&C) – The terms and conditions applicable to the purchase of the above products can be found at.

Spiff – A spiff, or spiv is an immediate bonus for a sale. Typically, spiffs are paid, either by a manufacturer or employer, directly to a salesperson for selling a specific product. It is sometimes given as SPIF or SPIFF with invented words to fit the letters, but these are not the origin.

Tech Refresh (TR) – When technology items are added to the catalog or pricing is changed.

Unique Entity ID (UEID) – C79WJYMZZAQ3

Upside – If it may come in this month. We usually see about a third of these deals come in.

Virtual Training (VT) – Instructor-led, but conducted online.