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

PDF

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