Glossary
Definitions of key Deal Pulse terms and concepts
Plain-language definitions of terms used in Deal Pulse scoring and documentation.
A
Action Item
A task in your mutual action plan that needs to be completed. Can be assigned to buyer or seller, with or without a due date.
Algorithm
The scoring system that calculates your Deal Pulse score. Current version is vibe-clso4 v1.1.0.
Artifact
A document or file uploaded to your Decision Site (proposals, case studies, technical docs, etc.).
AT_RISK
Score state for overall scores between 25-49. Indicates low activity that needs attention.
B
Balance Bonus
Extra points awarded when both buyers and sellers are participating (commenting or completing tasks).
Buyer
A contact with a buyer-side role (decision maker, influencer, champion, etc.). Buyer actions get 1.5x weight in scoring.
Buyer Engagement
Measures buyer participation through logins, first-time actions, and other buyer-specific activities.
C
Category
One of the five scoring components: Engagement, Collaboration, Diversity, Organization, or Communication. Each category has its own 0-100 score.
Category Breakdown
The detailed view showing individual scores for each of the five categories.
Category Weight
How much each category contributes to the overall score. Engagement is 50%, Collaboration is 25%, etc.
Collaboration
The category (25% of overall score) that measures mutual action plan activity - milestones, tasks, and templates.
Communication
The category (5% of overall score) that measures comments and dialogue between buyers and sellers.
Contact
A person added to your Decision Site, either buyer-side or seller-side.
D
Deal Pulse
The 0-100 score that measures the engagement health of your deal based on activity patterns in the Decision Site.
Deal Room
Another term for Decision Site (the collaborative workspace for your deal).
Decision Site
The collaborative workspace where buyers and sellers work together on the deal.
Diversity
The category (10% of overall score) that measures stakeholder breadth - number of contacts, departments, companies involved.
E
Engagement
The category (50% of overall score) that measures meeting activity, buyer logins, and recency of activity.
F
First-Time Bonus
One-time score boost for achieving certain milestones (first buyer view, first artifact upload, etc.). These bonuses don't decay.
Future Meeting
A meeting scheduled for a future date. Counts for 80% of what a past meeting counts for.
I
INACTIVE
Score state for overall scores below 5. Indicates essentially no activity.
M
Meeting
A scheduled or past meeting linked to your Decision Site. Primary driver of Engagement score.
Milestone
A major step or phase in your mutual action plan. Adding, updating, or completing milestones drives Collaboration score.
Mutual Action Plan
The shared plan with milestones and action items that both buyer and seller use to track progress toward close.
N
Normalization
The process of capping activity counts at expected maximums (e.g., 3 meetings, 20 comments) to prevent outliers from distorting scores.
O
OFF_TRACK
Score state for overall scores between 5-24. Indicates very low activity, likely stalled.
ON_TRACK
Score state for overall scores 50 or above. Indicates healthy engagement.
Organization
The category (10% of overall score) that measures task organization, artifact sharing, and balanced participation.
Overall Score
The 0-100 Deal Pulse score combining all five category scores with their weights.
P
Past Meeting
A meeting that has already occurred. Counts for full credit in scoring.
R
Recency
How recently any activity occurred. Measured in days since last activity, with activity within 7 days getting maximum points.
Recent Activity
Activity in the "recent" time window (last 7 days). Gets full credit (100%) in scoring.
S
Score State
The label applied to your overall score: ON_TRACK, AT_RISK, OFF_TRACK, or INACTIVE.
Seller
A contact with a seller-side role. Seller actions get standard weight (1.0x) in scoring.
Session
A browser session when a buyer logs into Decision Site. Multiple page views in one visit = one session.
T
Template
A pre-built mutual action plan structure that can be applied to your Decision Site. Using templates gives small bonus in Collaboration.
Time Decay
The reduction in credit for older activity. Recent activity (7 days) gets 100% credit, medium (30 days) gets 85%, distant (90 days) gets 70%.
Time Window
The period over which activity is counted: recent (7 days), medium (30 days), or distant (90 days).
W
Weight
The percentage contribution of each category to the overall score. Engagement has highest weight (50%).
Scoring Terms
0-100 Scale
The range for both overall and category scores. Higher is better.
1.5x Multiplier
The extra weight given to buyer actions in scoring. Buyer comments and first-time actions count 1.5 times more than seller actions.
80% Future Meeting Weight
Future meetings count for 80% of what past meetings count for in scoring.
Activity Terms
Add
Creating a new item (milestone, action item, contact, comment, artifact).
Complete
Marking a milestone or action item as done.
Update
Changing an existing item (milestone description, action item details).
View
Looking at content in Decision Site. Viewing doesn't affect score except for buyer sessions.
Technical Terms (Simplified)
Algorithm Version
The identifier for the scoring system (currently vibe-clso4 v1.1.0). If the algorithm changes, the version updates.
Data Aggregation
The overnight process (1 AM) that counts all your activity.
Score Calculation
The overnight process (2-3 AM) that applies the algorithm to calculate your new score.
Common Abbreviations
DS - Decision Site / Deal Room
MAP - Mutual Action Plan
Related Concepts
CRM
Customer Relationship Management system. Deal Pulse doesn't integrate with CRM data (stage, value, forecast).
Pipeline
Your collection of active deals. Deal Pulse helps you assess engagement health across your pipeline.
Next Steps
- How scoring works: Scoring Algorithm
- What each category measures: Category Breakdown
- Improving your scores: Improving Scores