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Glossary
Deal Hub's terms, from As Is and Right Sized to price books, procurement sources, incentives and funded engagements.
Scenarios
| Term | Meaning |
|---|---|
| Scenario | One version of the deal: products, quantities and prices |
| As Is | What the customer has today. Sell prices are set here |
| Right Sized | As Is without license seats nobody is assigned |
| Optimized | Right Sized, further reduced from real usage, overlaps and admin roles, reviewed by the Optimize agent |
| Your scenario / Custom | A scenario you made yourself, or a built one with products added |
| Starred scenario | The customer's preferred scenario; one per customer |
| Saved figures | The saved version of a scenario that quotes and exports use. A built scenario saves itself |
| Snapshot | Every scenario of a customer kept as it was at one moment, to view and compare later |
| Right-Size agent | Explains each Right Sized quantity |
| Optimize agent | Decides, license by license, what Optimized keeps or removes |
| Needs a person | A line the Optimize agent left for you to decide |
| Segment | The customer's type for Microsoft pricing: Corporate, Government, Charity or Education |
Pricing
| Term | Meaning |
|---|---|
| Procurement source / Purchase source | A supplier you buy Microsoft from: Microsoft itself, or a distributor |
| Channel | Direct (you buy from Microsoft) or Indirect (you buy through a distributor) |
| Direct Bill / Indirect Reseller | The incentive partner type that goes with each channel |
| Price list / Price book | A supplier's monthly file of prices, uploaded in Onyx Platform's Settings › Pricing |
| Active | The price list version that prices deals now |
| Superseded | An older version replaced by a newer one |
| Product family | Microsoft 365 or Dynamics 365. Deal Hub sorts each product in a price list into one |
| Column mapping | Which column of a price list holds which field. An approved mapping is reused for the same format and procurement source |
| Pricing period | The month a price list applies to |
| Price basis | Whether one amount in a price list covers the whole term or one billing period |
| Partner cost | What you pay your supplier |
| ERP price | Microsoft's list price |
| Customer price | What the customer pays |
| Markup / Margin | Your uplift, as a percentage of cost (markup) or of price (margin) |
| Upfront GP | Gross profit on the licenses before incentives |
| Total profit | Upfront GP plus incentives |
| Term | How long the license is committed for, for example one year |
| Billing plan | How often it's billed, for example monthly or annual |
| SKU, Product ID, SKU ID | Microsoft's identifiers for a product and its variant |
| Pricing level | The agreement's price level, Level A to D |
Incentives and funding
| Term | Meaning |
|---|---|
| Incentive | Money Microsoft pays you on a product you sell |
| Lever | One incentive program on a product |
| Not paid | A lever Microsoft doesn't pay for your channel |
| Waiting | A line or incentive that can't be worked out yet. Its warning icon says what it waits for; it's never treated as a real zero |
| Funded engagement | A Microsoft-funded piece of partner work, such as an assessment |
| Market | Microsoft's market band (A, B or C) that sets funding amounts |
| Tracked funding | Funding you've ticked to count on a deal |
Customers
| Term | Meaning |
|---|---|
| Onboarding link | A secure link that asks a customer to connect Microsoft 365 or Azure |
| Tenant | The customer's Microsoft 365 or Azure organization |
| Stage | Where the deal is: Target, Engaged, Negotiation, Won or Lost |
| CSP likelihood | How likely the customer is to buy through CSP: High, Medium or Low |
| TCV | Total contract value |
| Partner offer | One of your own services attached to a deal |
| Services | Your list of services, in Onyx Platform's Settings › Services |
| Tech Stack | Competitor tools the customer uses that Microsoft could replace |
| CSP migration readiness | Whether an Azure subscription can move to CSP |
Documents
| Term | Meaning |
|---|---|
| Document Studio | Where presentations, briefs, quotes and exports are made |
| Executive brief | A written report for decision makers |
| Scenario export | An Excel workbook of a scenario's lines |
| Customer-facing / Internal-only | An export with costs and margins removed, or included |
| Brand kit | A named set of colors, fonts and logo for documents, in Onyx Platform's Settings › Branding. The kit in use is your brand |
| Studio agent | The AI you ask to change a presentation or brief |
| Version | A saved copy of a document, kept in its history |
Help
| Term | Meaning |
|---|---|
| Maya | The Onyx Microsoft licensing assistant. Open it with Ask Maya |
| Documentation | This guide, opened from the book icon in the top bar or the command palette |
For Microsoft licensing abbreviations (CSP, EA, NCE and more), see the SupportHub glossary.