Resources
Market entry glossary
Plain definitions for relationship intelligence, warm introductions and B2B market entry.
- Warm introduction
- A direct introduction made by someone the buyer already knows and trusts.
- Connector
- A vetted professional who has a real relationship with a relevant decision maker and approves each introduction.
- Relationship intelligence
- The structured understanding of who knows whom, how strong the relationship is and whether it can support a trusted introduction.
- Go to network
- A market strategy that activates trusted relationships around a company instead of relying only on direct outbound.
- Qualified meeting
- A meeting with a person who matches the agreed role, seniority and company criteria and attends the call.
- Non circumvention agreement
- An agreement that prevents parties from bypassing one another after an introduction.
- Market entry
- The process of selling and operating in a new country or commercial region.
- Buying committee
- The group of people who influence, approve and use a B2B purchase.
- GTM signal
- A public change that suggests buying intent or commercial timing, such as funding, hiring or a leadership move.
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