Partnerships Glossary
Your guide to partner program terminology and concepts. Clear definitions and explanations for all the key terms you need to know.
Get the Journeybee partnership newsletter
Trusted by global partners
What is Halo Effect? The halo effect is a type of cognitive bias where our overall impression of a person, brand, or product influences our feelings about their specific traits. For example, if we see a person as friendly, we are also more likely to think they are intelligent. In partnerships, the
What is a Hand-off? A hand-off is the point in a process where responsibility for a task or a customer is transferred from one person or team to another. In a sales process, there might be a hand-off from a BDR who qualified a lead to an account executive who will work on closing the deal. In a par
What is Hard Launch? A hard launch is when a new product or company is released to the public with a big, coordinated marketing push. It's the opposite of a "soft launch," where a product is released quietly to a small group of people first. A hard launch aims to generate as much buzz and media att
What is Headcount? Headcount is simply the total number of people employed by a company. It's a common way to measure the size of a business. When a company is planning its budget, it will often have a headcount plan that outlines how many new people it intends to hire in each department. One of th
What is High-Touch? High-touch is a term used to describe a sales or service model that involves a lot of direct, personal interaction with the customer. It's a hands-on approach where the focus is on building a strong relationship and providing a personalised experience. This model is typically
What is a Horizontal Market? A horizontal market is one where a product or service is designed to be used by a wide range of customers across many different industries. For example, software like Microsoft Office or a CRM system is a horizontal product because businesses in almost every industry c
What is House Account? A house account is a customer account that is managed directly by the vendor's own sales team, rather than by a channel partner. These are often the company's largest and most strategic customers. Having a clear policy on house accounts is very important for avoiding channel
What is Hubspot? While there are many great CRMs, HubSpot is a well-known example of a platform that is central to many companies' sales and marketing efforts. It's an all-in-one platform that includes a CRM, marketing automation, sales tools, and a customer service hub. Many partners build their o
What is a Hurdle Rate? A hurdle rate is the minimum rate of return that a company or investor expects to earn on a project or investment. If a proposed project's expected return is below the hurdle rate, it will be rejected. The hurdle rate is usually set based on the level of risk involved; a risk
What is Hybrid Model? A hybrid model, in the context of sales, is when a company uses a combination of different sales channels to reach its customers. The most common hybrid model is a mix of a direct sales team and an indirect channel sales program. The direct team might focus on large, strategic
