Glossary
Definitions of role-related terms
Plain-language definitions of role and permission terms.
Organization Roles
ADMIN
Organization role with full control. Can manage settings, billing, all Decision Sites, and change any user's role. Access level 0 (highest). Limit to 1-2 people.
COLLABORATOR
Organization role that can edit Decision Sites shared with them but cannot create new ones. Access level 2. Common for support roles (sales ops, sales engineers).
CREATOR
Organization role that can create and own Decision Sites. Access level 1. Common for sales reps and account executives.
GUEST
Organization role with view-only access. Access level 3 (lowest). Automatically assigned to external users. Limited navigation (no Meetings, no AI Assistant).
Team Roles
Team OWNER
Can manage team membership, add/remove members, change team settings. Multiple OWNERs allowed per team.
Team MEMBER
Can access team content but cannot manage team membership or settings.
Contact Roles
BUYER
Contact role for external stakeholders on buying side. Activity counts 1.5x in Deal Pulse scoring. Doesn't grant permissions.
BUYER_ADMIN
Contact role for buyer-side administrator managing the Decision Site. Activity counts 1.5x.
BUYER_CONTRIBUTOR
Contact role for buyer-side person contributing to evaluation. Activity counts 1.5x.
BUYER_REVIEWER
Contact role for buyer-side person reviewing materials. Activity counts 1.5x.
CHAMPION
Contact role for internal advocate at buyer company. Doesn't affect permissions or scoring weight - used for stakeholder tracking.
DECISION_MAKER
Contact role for person with final approval authority. Doesn't affect permissions or scoring weight - used for stakeholder tracking.
GATEKEEPER
Contact role for person controlling access to decision makers. Doesn't affect permissions or scoring weight - used for stakeholder tracking.
INFLUENCER
Contact role for person who affects the decision but doesn't have final approval. Doesn't affect permissions or scoring weight - used for stakeholder tracking.
SELLER
Contact role for internal stakeholders on selling side. Activity counts 1.0x in Deal Pulse scoring (standard weight).
Permission Terms
Access Level
Numerical ranking of organization roles. Lower number = more access. ADMIN = 0, CREATOR = 1, COLLABORATOR = 2, GUEST = 3.
Organization Membership
Being part of an organization with an assigned organization role (ADMIN, CREATOR, COLLABORATOR, or GUEST).
Permission
What a user is allowed to do based on their roles.
Role
A category defining what a person can do. Three types: Organization Role, Team Role, Contact Role.
Team Terms
Team
A group of organization members who collaborate together. Has its own access control and membership.
Team Access Control
Setting that determines who can access Decision Sites owned by the team. Three options: ORGANIZATION, TEAM, OWN.
Team Membership
Being part of a team with an assigned team role (OWNER or MEMBER).
Access Control Terms
ORGANIZATION Access
Team access control setting where all organization members with appropriate role can access Decision Sites. Team membership doesn't limit access.
OWN Access
Team access control setting where only the owner can access Decision Sites. Even team members cannot access.
TEAM Access
Team access control setting where only team members can access Decision Sites.
Decision Site Terms
Decision Site
Collaborative workspace for a deal or project. Also called Deal Room. Can be created by ADMIN and CREATOR roles.
Owner
The person who created a Decision Site. Has full control over that site.
Shared Decision Site
Decision Site that has been shared with other users or teams. Shareable by owners and ADMINs.
Special Terms
Domain Rule
Automatic role assignment based on email domain. Can set default role for users from specific domains.
External User
Person from outside your organization. Typically gets GUEST organization role and BUYER contact role.
Internal User
Person from your organization. Gets ADMIN, CREATOR, or COLLABORATOR organization role.
Organization
Your workspace containing all members, teams, and Decision Sites. One organization per company.
Role Escalation
Requesting or receiving higher access permissions. Example: COLLABORATOR → CREATOR.
Scoring Weight
How much contact activity affects Deal Pulse score. BUYER = 1.5x, SELLER = 1.0x.
Stakeholder Type
Categorization of contact's role in the deal: DECISION_MAKER, INFLUENCER, CHAMPION, GATEKEEPER.
Action Terms
Add
Create or invite. Example: Add member to team, add contact to Decision Site.
Assign
Give a role to someone. Example: Assign BUYER role to contact.
Demote
Lower someone's role. Example: Team OWNER → Team MEMBER.
Downgrade
Lower someone's organization role. Example: CREATOR → COLLABORATOR.
Invite
Send invitation to join organization or access Decision Site.
Promote
Raise someone's role. Example: Team MEMBER → Team OWNER.
Remove
Delete membership or access. Example: Remove member from team.
Share
Grant access to Decision Site for specific users or teams.
Upgrade
Raise someone's organization role. Example: COLLABORATOR → CREATOR. (Note: GUEST cannot be upgraded directly - must re-invite.)
Navigation Terms
AI Assistant
Feature for AI-powered assistance. Accessible to ADMIN, CREATOR, and COLLABORATOR. Not accessible to GUEST.
Agents
Workflow automation feature. Accessible to ADMIN and CREATOR (if Augment employee). Not accessible to COLLABORATOR or GUEST.
Home
Also called "Relationship 360". Main dashboard. Accessible to all roles.
Meetings
Calendar view of meetings. Accessible to ADMIN, CREATOR, and COLLABORATOR. Not accessible to GUEST.
Settings
Organization configuration. Full access for ADMIN. Limited access (own profile) for other roles.
Analytics Terms
Deal Pulse
0-100 score measuring engagement health. Affected by contact roles (BUYER = 1.5x, SELLER = 1.0x).
Stakeholder Diversity
Measure of different stakeholder types in a deal. Higher with more DECISION_MAKER, INFLUENCER, CHAMPION, GATEKEEPER roles.
Common Abbreviations
DS - Decision Site
Org - Organization
Role Relationships
Independent Roles
Organization role and team role are independent. A COLLABORATOR can be a team OWNER.
Complementary Roles
Contact roles complement organization roles. A GUEST can also be a BUYER + DECISION_MAKER.
Hierarchical Roles
Organization roles have hierarchy: ADMIN > CREATOR > COLLABORATOR > GUEST.
Next Steps
- See what each role can do: Permissions Matrix
- Understand role concepts: Understanding Roles
- Choose right roles: Role Selection Guide