SmallWorld Terminology

3rd Degree Network:The verified “strong” or “very” strong relationships between your Connectors and the people in their network that have a real relationship into one of your Target Prospects. These are often indirect relationships discovered through work history or other intelligence that provide a more predictable path of access into your Target Accounts.

Account Administrator(s):Individual(s) responsible for managing and administering SmallWorld within their company. This includes inviting new users, managing active registrations, and tracking usage and outcomes. This is typically someone in a mid-senior level role in sales operations, field marketing, sales leadership, marketing leadership, and/or sales enablement.

Active Introductions: Introduction Requests that have either been requested or accepted by the Connector but the introduction is still in progress and not yet completed with the Target Prospect. Active Introductions allow Requesters to track the status, message the Connector, or provide additional context about the request.

Approval Mode: Connector Approval Mode gives Connectors greater control over how introduction requests reach them by allowing all requests to be reviewed by an approver before they land in their inbox.

Approvers: An Approver is a designated individual responsible for reviewing and managing introduction requests before they reach a Connector when Approval Mode is enabled.

Buying Center:The department or departments that are the traditional decision-makers or influencers and within the ideal customer profile. Account Administrators can select specific buying centers and seniority levels to intelligently prioritize those people in the People tab and present them as “Target Profiles” so they are more likely to be rated.

Bulletin Board Request:

An Introduction Request where there is no direct Connector or match, but is visible to all Connectors who might help. Relevant Connectors receive intelligent notifications (based on work history, location title, etc.) to maximize the chances of a successful introduction.

“Completed” Introduction Request:An Introduction Request that has been successfully completed by a Connector into the Target Prospect. These completed introductions will be visible under “Introductions” and separate from “Active Introductions”.

Completed Introductions: Introductions that have been successfully completed by a Connector to the Target Prospect. Once marked completed, Requesters can further update the status of the opportunity and Connectors will be updated on their status through notifications and in the platform.

Connector:

A person (e.g., senior executive, advisor, investor, board member, partner, employee, customer, etc.) who facilitates a warm introduction to a Target Prospect.

Core Network:The people within the company’s ecosystem who are added to the SmallWorld platform as Connectors, Requesters, Managers, or Account Administrators. This includes employees, investors, advisors, executives, and other key stakeholders who can provide direct or indirect warm introductions into Target Prospects.

Deal Team:

A group of stakeholders and collaborators organized around a specific Target Account to strategize and execute sales efforts. Relationship Leads or other rated relationships can be saved to an account to build Deal Teams and provide better coverage across the account.

Ghost Email:

A pre-written email authored by the Requester for Connectors to forward as part of a warm introduction. This ensures the message to the target prospect is relevant, personalized, and easier to execute for the Connector.

High Priority Account:

A designation for Target Companies identified as strategically important for new business, retention, or expansion. These are typically accounts with more urgency based on deal size, close date, competitive situation, or c-suite focus. When accounts are marked as High Priority, they will be shown first in the Connector dashboard and labeled as “High Priority” so it’s visible to every Connector. This also triggers SmallWorld relationship intelligence to uncover new paths into the account through an expanded network.

Ideal Customer Profile (ICP):A detailed description of the ideal customer for your product or service, based on factors such as industry, company size, location, and buying signals.

Introduction Request:

A request submitted by a Requester to meet a Target Prospect. This includes the prospect's name, title, company, and details about the request. This helps the Connector make a more informed decision as to whether they accept or decline the request.

Introduction Status:

The current status of an Introduction Request. These include "Requested," "In Progress," or "Completed." Requesters can track, nudge, and manage the status of a request directly within SmallWorld.

Multi-Threading:The process of engaging multiple stakeholders within a Target Account to increase the likelihood of success in a deal. It’s been proven through industry research that having multiple stakeholders involved in a deal directly impacts conversion rates. SmallWorld enables more effective multi-threading by proactively surfacing relationships for any target account.

Non-Target Companies:A company that is not included in the designated Target Companies list.

Offer Help:A proactive action by a Connector to suggest an introduction, share insights, or provide advice to assist the sales team in engaging with a Target Company or Prospect.

Relationship Audit:An analysis of a company’s network to identify strong and very strong relationships, enabling teams to uncover hidden pathways into Target Companies.

Relationship Leads:A relationship rated as “strong” or “very strong” into a Target Account. These relationships have a higher conversion rate than other relationships and provide Requesters with the most predictable path of access into their target accounts. Relationship Leads are updated daily and always routed to the Requester for the assigned Account or are considered “unassigned” Relationship leads (see below).

Relationship Strength:A measure of how well a Connector knows someone in their network. This helps provide a more predictable selection process for the Requester and informs the context of the request. Here are general definitions and guidelines found under “My Relationships” to help guide Connectors on choosing the correct rating:

“Requested” Introduction Request:

An Introduction Request submitted by a Requester that is pending a response from the Connector.

Requester:The person (e.g., AE, SDR, CSM, ABM, field marketing rep, etc.) seeking a warm introduction to a Target Prospect.

Suggested Introduction:

A proactive suggestion made by a Connector for an introduction to a Target Prospect, based on alignment with the Target Company, Ideal Customer Profile, or Target Roles.

Target Company:

A company that is assigned to a Requester and added to the SmallWorld system. These companies typically align with strategic goals or ICP of the revenue teams.

Target Profile:

A prospect in SmallWorld that fits the specific criteria determined by the Account Administrator using Target Company, Buying Center, and Level as determinants on whether a match is considered a “Target Profile” in SmallWorld

Target Prospect:The specific person (name, title, and company) the Requester wants to be introduced to as part of a sales or marketing effort.

Unassigned Relationship Leads:

These are “strong” or “very strong” relationships with senior-level people into non-target accounts. These can be routed to any registered Requester and/or dismissed by the Account Administrator. Unassigned relationship leads can often open up new opportunities through the 3rd-degree network for actual Target Companies.