Reference
Sales Engineering glossary
The vocabulary a Sales Engineering team needs to inspect a technical deal and agree what it is telling them. These are the same definitions ApexIQ WinCommand™ uses inside the product, so a team reading this page and a team using the product are speaking about the same things.
- ApexIQ WinCommand™
- The Technical Win command centre from Apex Edge Sales Engineering. It brings three instruments together: WinIndex™ for team maturity, WinEdge™ for deal execution, and WinScore™ for deal and bid qualification.
- See also WinIndex™, WinEdge™, WinScore™.
- WinIndex™
- The Sales Engineering maturity assessment. It measures how your team operates across three areas - WinReadiness™, WinSystem™, and WinProof™ - and reports a maturity level so you can see where the operating model creates the most drag on the Technical Win.
- See also Maturity band, WinReadiness™, WinSystem™, WinProof™.
- WinEdge™
- The deal execution layer for in-flight opportunities. It reviews a live deal across DealEdge™, ValueEdge™, and VisualEdge™, surfaces execution gaps early, and reports a composite that signals gate readiness.
- See also DealEdge™, ValueEdge™, VisualEdge™, Gate readiness.
- WinScore™
- The qualification instrument for a single opportunity. A DealScore™ qualifies a deal you are working; a BidScore™ qualifies a bid or tender decision. Both read off MEDDPICC evidence and report a qualification result.
- See also MEDDPICC, DealScore™, BidScore™.
- DealEdge™
- The WinEdge™ dimension covering deal execution discipline: how cleanly the opportunity is being run, qualified, and progressed.
- See also WinEdge™.
- ValueEdge™
- The WinEdge™ dimension covering the value case: how clearly the business outcome, proof, and commercial justification are established with the customer.
- See also WinEdge™.
- VisualEdge™
- The WinEdge™ dimension covering how the solution is demonstrated and made tangible: the quality of the demo, proof of concept, and visual storytelling.
- See also WinEdge™.
- Gate readiness
- The point at which a deal is judged ready to advance through a review gate. WinEdge™ reports gate readiness from the execution composite; a deal that is not yet ready shows where the gaps are so you know what to close.
- See also WinEdge™.
- MEDDPICC
- A qualification framework covering Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identified pain, Champion, and Competition. WinScore™ reads your MEDDPICC evidence to qualify a deal or bid.
- See also WinScore™, Champion, Economic buyer.
- Economic buyer
- The person with the authority and budget to approve the purchase. Strong qualification names them, confirms access to them, and records what they need to see to say yes.
- See also MEDDPICC.
- Champion
- A person inside the customer with influence and a personal stake in your success, who sells on your behalf when you are not in the room. A tested champion has been verified, not assumed.
- See also MEDDPICC.
- DealScore™
- A WinScore™ record that qualifies an opportunity you are actively working, so you can judge how well it is qualified and what evidence is still missing.
- See also WinScore™, BidScore™.
- BidScore™
- A WinScore™ record that qualifies a bid or tender decision, so a team can make a deliberate bid or no-bid call on the evidence rather than on instinct.
- See also WinScore™, DealScore™.
- Maturity band
- The level WinIndex™ reports for your team, from Level 1 Unstructured through to Level 5 High Performing. The band tells you where the operating model stands today and which capabilities are holding it back.
- See also WinIndex™.
- WinReadiness™
- One of the WinIndex™ assessment areas, covering how ready the team is to win: the skills, knowledge, and preparation it brings to a technical engagement.
- See also WinIndex™, WinSystem™, WinProof™.
- WinSystem™
- One of the WinIndex™ assessment areas, covering the operating system a Sales Engineering team runs on: its processes, tooling, and repeatable practice.
- See also WinIndex™, WinReadiness™, WinProof™.
- WinProof™
- One of the WinIndex™ assessment areas, covering how well the team proves value: the quality of its demos, evidence, and proof points that move a technical decision.
- See also WinIndex™, WinReadiness™, WinSystem™.
- Blocker
- Something stopping a WinEdge™ deal from progressing - a technical gap, a missing approval, or an unresolved objection. WinEdge surfaces blockers so you can clear them before a gate.
- See also WinEdge™, Gate readiness.
- Auto-fail
- A WinScore™ guardrail: when a critical qualification element is missing, the result is flagged regardless of how strong the rest is, so a deal can never look healthy while a deal-breaker is unaddressed.
- See also WinScore™, MEDDPICC.
- Technical Win Index
- A single 0 to 100 read of how effectively a team wins the technical evaluation: reaching a technical win efficiently, with rigour, and losing for non-technical reasons when it does lose. It draws on outcome signals from your closed and live WinEdge™ deals and reports a band (Strong, Developing, or At risk). It is a prompt for coaching and review conversations, not a target to hit.
- See also Technical Win, WinEdge™, Gate readiness.
- Technical Win
- The moment a customer is technically convinced: the solution has been proven to meet their requirements and the technical evaluation is effectively won. Making the Technical Win measured, governed, and repeatable is what ApexIQ WinCommand™ is built to do.
- See also Technical Win Index, ApexIQ WinCommand™.
- Archive
- A record set aside from your default views to keep your working set focused on the current and previous subscription year. Archiving is non-destructive and reversible: an archived WinIndex™ assessment, WinEdge™ deal, or WinScore™ record is never deleted, stays exportable under Include archived, does not change your usage allowance, and can be restored to your default views at any time. Automatic archival is on by default, and a tenant admin can turn it off in Workspace settings.
- See also WinIndex™, WinEdge™, WinScore™.
- Seat
- A named-user place in a workspace. Every plan includes a number of seats, and one is held by each active person and by each invitation that has been sent but not yet accepted. Suspending or removing someone releases their seat for someone else. Pricing is flat, so a seat is a capacity limit rather than something charged for one by one.
- See also Extension pack, Team.
- Extension pack
- Extra capacity added to a plan without changing the plan itself, for example more active WinEdge™ deals or more WinScore™ records. A pack is a one-off payment whose capacity runs to the end of the current subscription term. A workspace admin or billing admin buys one from the Billing page, where each active pack is listed with the date it is valid until.
- See also Seat, WinEdge™, WinScore™.
- Team
- A group of people inside a workspace. Every workspace has one root team named after the company, and teams can be nested beneath it. A person gets their access to deals and scores from the teams they belong to, and a team role of manager, contributor, or viewer sets what they can do there.
- See also WinEdge™, WinScore™.
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