Sales Acronyms
CLP
Adobe Open Options Contractual License Program
ATS
Adobe Training Services
MCR
Maximum Commission Rate
MM
Midmarket Sales
MSV
Multi-Year Subscription Growth Value
MY
Multi-year
NAM
Named Account Manager
NIR
Net Invoiced Revenue
RBOB
Renewable Book of Business
RTM
Route to Market
SO
Sales Order, Service Order
SQL
Sales Qualified Leads
SFDC
Salesforce
SCD
Service Commencement Date
SMB
Small and Medium Business
SAAS
Software as a Service
SC
Solutions Consultant
SKU
Stock Keeping Unit
SI
System Integrator
AGS
Adobe Global Services
AE
Account Executive
ACM
Adobe Contract Management Systems
ACS
Adobe Customer Solutions
ADLS
Adobe Digital Learning Services
ARR
Annual Recurring Revenue. Annual run rate of recurring revenue from the current installed base. Includes subscription bookings for existing contracts, attrition and committed and non-committed M&S streams.
ASV
Annual Subscription Value. The total amount of the minimum committed Customer Fees to be paid by the Customer to Adobe, according to the terms of a New or Amended Contract with such customer during the first twelve months of the contract.
A&L
Architect and Launch
APAC
Asia Pacific
APJ
Asia Pacific and Japan
ADS
Average Deal Size
BOB
Book of Business
BDM
Business Development Manager
BDO
Business Development Objective. Any goal-based objective; BDOs should be specific and should be measured by results, not activity
BDR
Business Development Rep
BU
Business Unit
COE
Center of Excellence
CNB
Consumer and Business
CSMB
Consumer and Small and Medium Business
CC
Creative Cloud
CCE
Creative Cloud Enterprise
CS
Creative Suite
CSM
Customer Success Manager
DX
Digital Experience
DME
Digital Media
DSG
Digital Strategy Group
DC
Document Cloud
EDU
Education
EEA
Education Enterprise Agreement
ELA
Enterprise License Agreement
ETLA
Enterprise Term License Agreement
EMEA
Europe, Middle East, and Africa
MBO
Management Business Objective
MSA
Master Service Agreement
FRL
Feature Restricted License
FCCMS
Field Compensation Case Management System
FO
Field Organization
FY
Fiscal Year
GEO
Geographic Sales Region
GDC
Global Delivery Center
GMV
Gross Merchandizing Volume
ICM
Incentive Compensation Management
IO
Insertion Order
ISE
Inside Sales Executive
ISR
Inside Sales Rep
ISS
Inside Sales Specialist
ISV
Integrated Systems Vendor
JAPAC
Japan and Asia Pacific
LATAM
Latin America
LOA
Leave of Absence
M&S
Maintenance and support (enterprise only)
MOPG1
Major Outlook Product Group
NA
North America
OEM
Original Equipment Manufacturer
PM
Partner Manager
PAYG
Pay as you go
PCR
Personal Commission Rate
POSA
Point of Sales Activation
Portable Document Format
PPBU
Print and Classic Publishing Business Unit
PMBU
Product Marketing Business Unit
POI
Product of Interest
PSS
Professional Services Sales
PTV
Programmatic TV
POC
Proof of Concepts
PO
Purchase Order
QRF
Quarterly Revenue Forecast
QBSR
Quota Bearing Sales Rep
TSL
Term Site Licensing
TAM
Territory Account Manager
TSS
Territory Sales Specialist
TBE
Time Billable Estimate
TCV
Total Contract Value
TSV
Total Subscription Value
TTC
Total Target Compensation
TLP
Transactional Licensing Program
USD
United States Dollars
VAR
Value Added Reseller
VIP
Value Incentive Plan
VCT
Variable Compensation Target
DSP
Video, display, on demand, smart ad serving, audio
