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Glossary

The Pivix Growth Glossary

Plain-language definitions for lead generation, qualification, funnels and conversion — written for marketers and founders.

72 terms

All terms Conversion & CRO CRM, Automation & Sales Growth, Ads & Tracking Lead Generation & Qualification Lead Pages & Landing Pages Quiz Funnels & Scorecards Targeting, ICP & Segmentation

A

Account InsightsDiscover what account insights are, how they enrich target accounts with firmographic and behavioral data, and how they power smarter quiz-funnel targeting.Account Insights Account QualificationLearn how account qualification scores whole companies against your ICP so sales focuses on accounts most likely to buy, not just individual leads.Account Qualification Account TieringLearn how account tiering ranks target companies into prioritized groups so sales and marketing focus effort where revenue potential is highest.Account Tiering Account-Based TargetingDiscover how account-based targeting focuses sales and marketing on a defined list of high-value companies to win larger, better-fit deals faster.Account-Based Targeting Audience FilteringDiscover how audience filtering removes poor-fit visitors early, protects pipeline quality, and uses quiz logic to route only relevant leads to your team.Audience Filtering Audience SegmentationSee how audience segmentation divides your market into focused groups so quiz funnels deliver relevant messaging and qualify each lead for the right offer.Audience Segmentation

B

B2B TargetingUnderstand B2B targeting, how firmographic and intent data narrow your audience, and how scorecard quizzes qualify and route business buyers efficiently.B2B Targeting Behavioral TargetingLearn what behavioral targeting is, how it uses actions and signals to personalize marketing, and how to apply it in quiz funnels to qualify leads by real intent.Behavioral Targeting Buyer Journey MappingLearn how buyer journey mapping charts the awareness, consideration, and decision stages so you can match content and quiz funnels to real buyer intent.Buyer Journey Mapping Buyer PersonaUnderstand what a buyer persona is, how it differs from an ICP, and how a clear persona sharpens messaging, targeting, and lead-qualification across your funnel.Buyer Persona Buying CommitteeA buying committee is the group of stakeholders who jointly evaluate and approve a B2B purchase. Learn how to map and engage every member.Buying Committee Buying SignalDiscover what a buying signal is, the behaviors that reveal purchase intent, and how scorecard quizzes capture and score signals to prioritize hot leads.Buying Signal

C

Champion (Sales)Discover what a sales champion is, why they make or break B2B deals, and how to identify and equip champions using scorecard quizzes and lead segmentation.Champion (Sales)Company Size TargetingUnderstand how company size targeting segments prospects by employee count or revenue to match offers, pricing, and sales motions to each buyer tier.Company Size Targeting Contextual TargetingLearn how contextual targeting matches your offer to the content a visitor is viewing, boosting relevance and lead quality without third-party cookies.Contextual Targeting Custom AudienceLearn what a custom audience is, how to build one from your own data, and how quiz-funnel leads power precise retargeting on ad platforms.Custom Audience Customer AvatarLearn what a customer avatar is, how it sharpens targeting, and how to use it to design quiz funnels that qualify and convert your ideal leads.Customer Avatar Customer Fit ScoringLearn how customer fit scoring rates leads against your ICP, how it differs from intent scoring, and how scorecard quizzes automate fit scoring for SaaS teams.Customer Fit Scoring Customer MatchingCustomer matching pairs each prospect with the offer, content, or rep that fits them best. See how quiz funnels match leads to outcomes the moment they finish.Customer Matching Customer ProfilingLearn what customer profiling is, how it sharpens B2B targeting, and how scorecard quizzes turn raw lead data into actionable buyer profiles for SaaS teams.Customer Profiling

D

Decision MakerA decision maker is the person with authority to approve a purchase. Learn how to identify and qualify them inside a lead funnel.Decision Maker Demographic TargetingLearn how demographic targeting uses age, location, income, and job role to focus your quiz funnels on the prospects most likely to convert into qualified leads.Demographic Targeting Dynamic SegmentationDiscover dynamic segmentation, how contacts move between segments automatically as behavior changes, and how quiz funnels keep audiences current.Dynamic Segmentation

E

Economic BuyerThe economic buyer controls the budget and gives final spending approval in a B2B deal. Learn how to identify and win them over.Economic Buyer

F

Firmographic DataDiscover how firmographic data like industry, company size, and revenue helps B2B teams qualify accounts and route quiz leads to the right sales motion.Firmographic Data First-Party Intent DataUnderstand first-party intent data: behavioral signals you collect on your own channels, why it is the most reliable intent, and how to act on it.First-Party Intent Data

G

GatekeeperUnderstand what a gatekeeper is in B2B sales, how they filter access to decision-makers, and how quiz funnels help you qualify leads without getting blocked.Gatekeeper Geo-FencingUnderstand geo-fencing, how virtual boundaries trigger marketing actions when devices enter an area, and how to feed those leads into a quiz-funnel workflow.Geo-Fencing Geo-TargetingLearn what geo-targeting is, how ad platforms deliver campaigns by location, and how to pair it with quiz funnels for localized, location-aware lead capture.Geo-Targeting Geographic TargetingDiscover geographic targeting, how it focuses marketing and qualification on chosen locations, and how to localize quiz funnels for region-specific lead capture.Geographic Targeting

H

High-Intent AudienceDiscover what a high-intent audience is, the signals that reveal buying readiness, and how quiz funnels surface and convert ready-to-buy prospects faster.High-Intent Audience Hyper-PersonalizationUnderstand hyper-personalization, how real-time data and AI tailor every touchpoint, and how quiz funnels deliver it without feeling intrusive.Hyper-Personalization

I

Ideal Customer Profile (ICP)Learn what an Ideal Customer Profile (ICP) is, how it shapes targeting and lead qualification, and how to build one that focuses your go-to-market on best-fit accounts.Ideal Customer Profile (ICP)Industry TargetingSee how industry targeting uses firmographic data to focus campaigns on the sectors most likely to buy, improving relevance and conversion rates.Industry Targeting Influencer (Buying)Learn what a buying influencer is, how they shape B2B purchase decisions, and how to map and engage them with scorecard quizzes and lead segmentation.Influencer (Buying)Intent DataDiscover what intent data is, how it reveals which accounts are actively researching a purchase, and how to use it to prioritize sales and marketing outreach.Intent Data

J

Job Title TargetingJob title targeting filters and routes leads by their stated role so your funnel speaks to the right person. Learn how it sharpens qualification.Job Title Targeting Jobs To Be Done (JTBD)Understand the Jobs To Be Done framework: why customers 'hire' a product to make progress, and how JTBD sharpens targeting and quiz-funnel messaging.Jobs To Be Done (JTBD)

L

Lead Fit ScoreLearn what a lead fit score is, how it grades a prospect's match to your ideal customer profile, and how quiz funnels capture the data to calculate it.Lead Fit Score Lifecycle SegmentationUnderstand lifecycle segmentation, how it groups contacts by their stage in the customer journey, and how to tailor quiz funnels and messaging to each stage.Lifecycle Segmentation Lookalike ModelingDiscover how lookalike modeling finds new prospects who resemble your best customers, and how to feed it clean data from quiz-funnel leads.Lookalike Modeling

M

Market QualificationMarket qualification decides whether a prospect belongs in your serviceable market at all. Learn how it differs from sales qualification and how quizzes automate it.Market Qualification Market SegmentationLearn what market segmentation is, the main segmentation types, and how dividing your audience into groups sharpens targeting, messaging, and lead qualification.Market Segmentation

N

Named AccountLearn what a named account is, how it is assigned to specific reps, and why named-account selling drives focused, personalized B2B pipeline.Named Account Needs-Based SegmentationLearn what needs-based segmentation is, how it groups prospects by the problems they want solved, and how to apply it inside lead-qualification quiz funnels.Needs-Based Segmentation Negative PersonaDiscover what a negative persona is, why defining who you should not sell to protects your pipeline, and how to filter poor-fit leads inside a quiz funnel.Negative Persona Niche TargetingLearn how niche targeting concentrates messaging and product on a narrow, high-fit segment, and how scorecard quizzes confirm a visitor belongs to your niche.Niche Targeting

P

Pain Point MappingSee how pain point mapping catalogs customer problems by severity and persona so messaging and quiz funnels speak directly to what buyers want to fix.Pain Point Mapping Persona MappingDiscover how persona mapping defines the buyer roles behind a purchase so you can tailor messaging, content, and quiz funnels to each decision-maker.Persona Mapping Predictive AudienceUnderstand predictive audiences, how machine learning forecasts buyer intent, and how quiz-funnel data fuels smarter, higher-converting segments.Predictive Audience Prospect QualificationUnderstand prospect qualification, how to score fit and intent, and how scorecard quizzes separate sales-ready leads from prospects who need nurturing.Prospect Qualification Psychographic TargetingLearn how psychographic targeting uses values, attitudes, and motivations to craft messaging that resonates and turns quiz respondents into qualified leads.Psychographic Targeting Purchase IntentDiscover what purchase intent means, the signals that reveal a prospect is ready to buy, and how to score and prioritize high-intent leads in your funnel.Purchase Intent

R

RFM SegmentationLearn RFM segmentation, how recency, frequency, and monetary scores rank customers, and how quiz funnels enrich it for smarter B2B targeting.RFM Segmentation

S

SaaS ICP DefinitionLearn how to write a SaaS ICP definition, which attributes to include, and how scorecard quizzes operationalize your ideal customer profile to qualify leads.SaaS ICP Definition Saved AudienceFind out what a saved audience is, how reusable targeting criteria speed up campaigns, and how to align them with your quiz-funnel ICP.Saved Audience Segment of OneLearn what a Segment of One means in B2B marketing, how individual-level targeting works, and how quiz funnels make it practical at scale.Segment of One Segmentation StrategyA segmentation strategy groups your market into distinct audiences so you can tailor messaging. See how quiz funnels segment leads in real time at capture.Segmentation Strategy Seniority TargetingSeniority targeting filters prospects by their level of authority, from individual contributor to C-suite, so your funnel matches their decision power.Seniority Targeting Serviceable Addressable Market (SAM)Learn what Serviceable Addressable Market (SAM) means, how it differs from TAM, and how to size the segment your product can actually serve and reach.Serviceable Addressable Market (SAM)Serviceable Obtainable Market (SOM)Understand Serviceable Obtainable Market (SOM): the realistic share of SAM you can win short term given competition, capacity, and go-to-market reach.Serviceable Obtainable Market (SOM)

T

Target Account ListLearn what a Target Account List is, how to build one from your ICP, and how it focuses sales and marketing on high-fit accounts in an ABM motion.Target Account List Target Audience AnalysisTarget audience analysis is the research that defines who you serve. Learn the inputs, the common pitfalls, and how quiz funnels validate audiences with real data.Target Audience Analysis Technical BuyerLearn what a technical buyer is, how they evaluate B2B software, and how to qualify and nurture them with scorecard quiz funnels and targeted segmentation.Technical Buyer Technographic DataUnderstand how technographic data reveals the tools a company uses, helping you target prospects with the right stack and qualify quiz leads more precisely.Technographic Data Third-Party Intent DataLearn what third-party intent data is, how vendors aggregate buying signals across the web, and how to use it to discover in-market accounts you do not yet know.Third-Party Intent Data Tier 1 AccountUnderstand what a Tier 1 account is, how it sits at the top of an account-tiering model, and why it earns the most personalized go-to-market effort.Tier 1 Account Total Addressable Market (TAM)Understand Total Addressable Market (TAM), how to size it top-down and bottom-up, and why an accurate TAM grounds your targeting and lead-funnel strategy.Total Addressable Market (TAM)Trigger EventLearn what a trigger event is, why it signals buying readiness, and how to use it to time outreach and segment leads in a scorecard quiz funnel.Trigger Event

U

Use Case MappingLearn how use case mapping links product capabilities to the concrete scenarios buyers want to solve, sharpening targeting, demos, and quiz-funnel routing.Use Case Mapping

V

Value-Based SegmentationUnderstand value-based segmentation, how to group customers by lifetime value and potential, and how quiz funnels surface high-value leads early.Value-Based Segmentation Vertical TargetingLearn how vertical targeting tailors messaging, products, and funnels to a specific industry niche to win trust and convert better-fit buyers.Vertical Targeting

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