Less jargon.
More understanding.
Find a term, phrase or acronym. Understand what it means, how Pearl uses it, and the distinctions that matter.
Matching terms
How to read B2P
This glossary is written for colleagues and newcomers. It explains internal vocabulary in plain language and keeps general business concepts distinct from Pearl-specific usage. It is a reference, rather than a scorecard or an approval record.
Start with the people
In the owned professional product model, Pearl sells tools and services to professionals or firms. Those professionals serve their own consumers and clients. Enterprise also serves organizational buyers. “Customer,” “sales,” “conversion” and “success” need a named actor and event to be meaningful.
| Phrase | What it means |
|---|---|
| Firm | The professional practice or service business, such as a law firm. It may have one practitioner. |
| Firm-originated | Interest coming through the firm’s own sources, such as its website or advertising. It identifies the source, rather than the quality or progress of that interest. |
| Inquiry | Someone expressing interest or asking for help. It may still be unqualified. |
| Opportunity | In the canonical Legal/Fount outcome definition: good fit, matched, booked and showed. In a CRM, “opportunity” can instead mean a professional sales deal; name the context. |
| Firm-originated opportunities | Qualified attended opportunities originating through the firm’s own channels. If attendance or fit is not established, use “firm-originated inquiries” and describe the actual stage. |
Distinctions that prevent most confusion
- Professional customer versus consumer client. State who pays whom and for what.
- Lead versus opportunity versus client. Contact details, attendance and being hired are different outcomes.
- Internal sales team versus Sales Agent. One sells Pearl to professionals; the other helps a professional convert their own inquiries.
- Finance Agent versus Payment Agent. The customer-facing finance role and the parallel marketplace payment initiative have different scopes.
- General meaning versus local usage. HI can mean Home Improvement or Hybrid Intelligence. RE, UEM, QCAT, DSE and other internal abbreviations need a source-aware definition.
- Activation versus retained value. Installation or signup can begin a journey; repeat behavior, payment and renewal require additional evidence.
- ARR versus annualized revenue. An annualized one-time or lead-selling run rate is not automatically recurring contractual revenue.
- Budget versus forecast versus target. They describe allocation, expected results and desired results, respectively. None is an actual result.
- Demonstration versus production proof. A working screen does not establish integration, reliability, adoption, economics or the complete outcome.
- Team label versus authority. Historical names and proposed swimlanes do not assign current leaders, reporting lines or approval rights.
Read the status and source notes
Pearl source means the usage is supported by retrieved Pearl material. General concept is standard vocabulary explained for this setting. Working language is a proposal, concept or evolving label. Historical explains an older offer, team label or prototype. Unresolved preserves a gap in meaning or acronym expansion. These labels describe terminology evidence, not product availability or approval.
Research coverage and limits
Sources are given as safe filenames, evidence IDs or official public links. Internal conversation links and raw transcript passages are excluded. Dates describe the cited source or review; check each entry’s caveats before making a current operational claim.
Missing a term? Record the exact phrase, the sentence where it appeared, the workstream and the date. A source-backed clarification can then be added without guessing.