The acronym cheat sheet for faster team growth




Buzzwords are BS ... But

The language of Business Development and go-to-market strategy is for efficient collaboration.

Shorthand terms also help you remember the wisdom and strategies to accelerate your growth. 

Acronyms are your friends ... Don't roll your eyes at them because it's more about implementing the frameworks they represent. 

Okay. You can roll your eyes at TLA (Three Letter Acronym).

The most successful GTM strategies integrate multiple acronyms into cohesive systems. For example, your ICP informs your UVP, which drives your AIDA messaging, which generates MQLs that convert to SQLs based on BANT criteria.

Now you're moving PDQ (sorry).


The key is selecting the right combination of frameworks for your specific growth stage ... Young companies and initiatives might focus heavily on ICP, UVP, and PMFit, while scaling organizations need robust CAC/LTV tracking and sophisticated MQL/SQL processes.

With the accelerating velocity of change, these proven frameworks give growth-focused professionals the stable foundation needed to navigate relentless market shifts. More importantly, these acronyms serve as a faster way to get your team and even your clients on the same page, creating shared understanding and alignment around strategic objectives... ASAP!


These are listed in your key categories:

- Foundation: Customer and Market Intelligence
- Value Communication and Positioning
- Product-Market Alignment
- Sales and Marketing Execution
- Performance Measurement and Optimization
- Digital Marketing Metrics
- Strategic Planning and Goal Setting

Get ready for...

ICP, UVP, PMFit, AIDA, BANT, TAM, SAM, SOM, JTBD, STP, MVP, MQL, SQL, ABM, CAC, LTV, ARR, MRR, NPS, CRO, CPC, CPM, CPA, CTR, ROAS, ROI, OKR, KPI, SWOT, CSAT


- Foundation: Customer and Market Intelligence

ICP (Ideal Customer Profile) forms the cornerstone of any successful GTM strategy. Your ICP defines the perfect customer segment most likely to benefit from your solution and generate the highest lifetime value. Without a clear ICP, marketing efforts become scattered and sales cycles elongate unnecessarily.

TAM/SAM/SOM (Total Addressable Market/Serviceable Addressable Market/Serviceable Obtainable Market) provides the market sizing framework that determines opportunity scope. TAM represents the total market demand, SAM narrows to your serviceable portion, and SOM identifies what you can realistically capture. These metrics are essential for investor presentations and strategic planning.

JTBD (Jobs to Be Done) helps identify the fundamental problems customers hire your product to solve. This framework shifts focus from product features to customer outcomes, driving more effective positioning and messaging.

- Value Communication and Positioning

UVP (Unique Value Proposition) articulates why customers should choose your solution over alternatives. A compelling UVP connects directly to your ICP's most pressing needs and differentiates you in crowded markets.

STP (Segmentation, Targeting, Positioning) provides the strategic framework for market approach. Proper segmentation identifies distinct customer groups, targeting selects the most promising segments, and positioning determines how you'll compete in each chosen market.

- Product-Market Alignment

PMFit (Product-Market Fit) represents the holy grail of early-stage companies. Achieving PMFit means your product satisfies strong market demand, typically evidenced by organic growth, high retention rates, and customers who would be "very disappointed" without your solution.

MVP (Minimum Viable Product) enables rapid market validation with minimal resources. The MVP approach allows teams to test core assumptions quickly and iterate based on real customer feedback rather than internal speculation.


- Sales and Marketing Execution

AIDA (Attention, Interest, Desire, Action) remains one of the most enduring frameworks for crafting compelling marketing messages and sales presentations. Each stage requires specific tactics to move prospects through the buying journey effectively.

BANT (Budget, Authority, Need, Timeline) provides sales qualification criteria that separate genuine prospects from tire-kickers. Modern variations include MEDDIC and SPICED, but BANT's simplicity makes it universally applicable. Tip: reverse it for your prospect's priorityies.

MQL/SQL (Marketing Qualified Lead/Sales Qualified Lead) defines the handoff between marketing and sales teams. Clear MQL criteria ensure marketing generates leads that sales can effectively convert, while SQL standards help prioritize follow-up efforts.

ABM (Account-Based Marketing) transforms traditional demand generation by focusing resources on specific high-value accounts. This approach particularly benefits B2B companies with complex sales cycles and multiple decision-makers.


- Performance Measurement and Optimization

CAC/LTV (Customer Acquisition Cost/Lifetime Value) represents the fundamental unit economics of any business. The LTV:CAC ratio should typically exceed 3:1 for sustainable growth, with payback periods under 12 months for most SaaS businesses.

ARR/MRR (Annual Recurring Revenue/Monthly Recurring Revenue) provides subscription business health indicators. These metrics enable predictable revenue forecasting and investor valuation models.

NPS (Net Promoter Score) measures customer loyalty and predicts organic growth potential. Companies with high NPS scores typically enjoy lower churn rates and higher referral volumes.

CRO (Conversion Rate Optimization) focuses on improving the percentage of prospects who complete desired actions. Small CRO improvements compound significantly across sales funnels and marketing campaigns.


- Digital Marketing Metrics

CPC/CPM/CPA (Cost Per Click/Cost Per Mille/Cost Per Acquisition) enable precise digital advertising measurement and optimization. Understanding these metrics helps allocate marketing budgets effectively across channels.

CTR (Click-Through Rate) indicates message resonance and creative effectiveness. Low CTR often signals messaging misalignment with target audiences or creative fatigue.

ROAS/ROI (Return on Ad Spend/Return on Investment) measure marketing efficiency and profitability. These metrics help determine which channels and campaigns deserve increased investment.


- Strategic Planning and Goal Setting

OKR (Objectives and Key Results) provides a goal-setting framework that aligns teams around measurable outcomes. OKRs create transparency and accountability while maintaining flexibility for rapid market changes.

KPI (Key Performance Indicators) identify the vital metrics that drive business success. Effective KPI selection focuses teams on activities that directly impact revenue and growth.

SWOT (Strengths, Weaknesses, Opportunities, Threats) offers a structured approach to strategic analysis. Regular SWOT assessments help identify competitive advantages and market positioning opportunities.

CSAT (Customer Satisfaction Score) provides immediate feedback on customer experience quality. High CSAT scores correlate with retention, expansion, and referral success.


Talk faster
Decide faster 
Grow faster


Reach out to discuss your options and acronyms. 


David
617-331-7852