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Glossary

This glossary provides definitions for key terms and concepts used throughout the Ept AI application.

A​

AI Performance Manager​

A user role with specialized access to AI Performance Management tools including responses, conversations, reporting, and knowledge source configuration. Cannot access deal rooms or sales-specific features. See Users for more details.

AI Sales Pro​

A user role with full access to Deal Rooms functionality, including stakeholder management, competitive intelligence, and AI-generated sales collateral. See Users for more details.

Assessment​

A grading record associated with a response, created using the 21-point rubric. Assessments indicate which issues were present (e.g., hallucination, conflicting knowledge) and feed into the Reporting dashboards. See Responses for more details.

Activities Table​

A section within Reporting that lists individual feedback events and rubric flags. It shows who provided feedback, what type of feedback it was, and links back to the related conversation. Found in Reporting.

C​

Channel​

A place where the AI answers questions and interacts with users. May represent external integrations (e.g., Slack channel, community forum, email queue) or internal interfaces (AI Chat, Deal Rooms). Each channel must reference exactly one Knowledge Source Configuration and inherits confidentiality if the KSC contains any confidential sources. Learn more in Channels.

Champion​

A stakeholder role indicating someone who actively supports and advocates for your solution within the customer organization. Champions help navigate internal processes and influence other decision makers. See Deal Rooms for stakeholder management details.

Confidential Flag​

A security setting applied to a Knowledge Source (KS) or Knowledge Source Configuration (KSC) that prevents its content from being used in public channels. Confidentiality cascades through the system: if any knowledge source in a KSC is confidential, the entire KSC becomes confidential and can only be used by confidential channels.

Conversations​

A page under AI Performance Management that provides a comprehensive view of all chat interactions and dialogue history across all channels. Displays conversations in a table with columns for Title, Channel, User, Created Date, and Updated Date, allowing users to monitor conversation patterns and download transcripts.

D​

Deal Insights​

A tab within Deal Rooms that consolidates business data from CRM systems and AI analysis, providing comprehensive opportunity information including open objections, competitive intelligence, success metrics, win probability, and next steps. Essential for deal strategy and management.

Deal Room​

A collaborative workspace centered on a single sales opportunity. Deal rooms combine CRM data, competitive intelligence, stakeholder information, and AI chat to help sellers track account intel, manage relationships, and develop winning strategies. Each deal room uses a specific channel configuration and includes multiple specialized tabs. See Deal Rooms.

F​

Feedback​

User reactions to an AI answer, typically represented by thumbs up (positive) or thumbs down (negative) icons. Feedback influences reporting metrics and helps identify problematic answers. Feedback data is analyzed in Reporting.

K​

Kill Sheet​

See Product Lens. A competitive analysis tool within Deal Rooms that shows AI-derived insights about competitive positioning, strengths/weaknesses, and market intelligence to help with competitive differentiation.

Knowledge Source (KS)​

An individual repository of information including websites, PDFs, forums, GitHub repositories, Zendesk knowledge bases, anonymized support tickets, CRM objects, contributed knowledge, and canned responses. Each source is assigned a unique identifier (KSID) and can be ingested, reprocessed, or deleted. Managed in Knowledge Sources.

Knowledge Source Configuration (KSC)​

A named collection of Knowledge Sources used to answer questions in a channel or deal room. Each channel must reference exactly one KSC. If any knowledge source in a KSC is marked confidential, the entire KSC becomes confidential and can only be used by confidential channels. Configured in Knowledge Source Configurations.

KSC ID​

Unique identifier for a Knowledge Source Configuration, used to reference and manage KSCs across the system.

KSID​

Knowledge Source Identifier - a unique identifier assigned to each knowledge source when it's added to the system.

P​

Performance Criteria​

Standards and metrics used to evaluate AI performance, deal success, and system effectiveness. These criteria help establish benchmarks for quality assessment, competitive positioning, and strategic decision-making across the platform.

Product Lens​

A feature within Deal Rooms that provides detailed competitive comparison and sales guidance across key categories including features, technical capabilities, market fit, and integration capabilities. Also known as a "kill sheet" for competitive differentiation and strategic sales positioning.

Project Signals​

Technical evaluation indicators and project-specific signals found in Deal Rooms that help assess where customers are in their technical evaluation process. Includes proof of concept status, technical requirements, implementation timelines, and technical stakeholder engagement levels.

R​

Resources​

A tab within Deal Rooms that serves as a centralized document repository and report generation center. Includes AI-generated reports (Deal Data, Sales Guide, Customer Backgrounder), file uploads, version control, and integration with CRM attachments and email systems.

Response​

A single question-and-answer exchange generated by the AI. Responses are logged in the Responses page for review, feedback, and grading. Each response can be analyzed for quality using the assessment rubric. View all responses in Responses.

Rubric​

The 21-point scoring system used to assess AI answer quality. Metrics include:

  • Conflicting Knowledge: When sources contradict each other
  • Knowledge Gap: When relevant information is missing
  • Bad Links: Broken or incorrect URLs
  • Hallucination: AI generating false information
  • Misinterpretation: Misunderstanding the question
  • Incomplete Answers: Missing key information
  • Outdated Information: When sources contain old data
  • And other quality indicators

S​

Sales Guide​

AI-generated sales guidance and positioning documents that provide strategic messaging, competitive positioning, and tactical advice tailored to specific sales opportunities and customer contexts.

Sales Playbook​

A strategic framework and set of best practices for sales processes, including competitive positioning, objection handling, and deal progression strategies. Sales playbooks can be created and customized using AI-powered insights from Deal Rooms and competitive intelligence.

SSO (Single Sign-On)​

An authentication mechanism that allows users to log in with their organization's identity provider. The SSO configuration page enables administrators to upload metadata, test the connection, and enforce SSO for all users. Configured in Users.

Stakeholder​

An individual involved in the buying decision process within a customer organization. Stakeholders are managed in Deal Rooms with detailed information including role, relationship strength, champion/blocker status, support level, and specific objections. See Deal Rooms for stakeholder management features.

Supporter​

A stakeholder role indicating someone who generally supports your solution but may not be actively advocating for it. Supporters are potential champions who may need additional engagement and information.

U​

User Roles​

Permission levels that determine system access:

Admin​

Full control including managing users, channels, and knowledge sources. Can configure system settings and access all features.

AI Sales Pro​

Full access to Deal Rooms functionality including stakeholder management, competitive intelligence, and AI-generated sales collateral. Designed for sales professionals and account executives.

AI Performance Manager​

Specialized access to AI Performance Management tools including responses, conversations, reporting, and knowledge source configuration. Cannot access deal rooms or sales features.

Collaborator​

Can edit content within shared deal rooms, provide feedback on responses, and use AI features. Cannot access system configuration.

Viewer​

Read-only access to view data and reports. Can use AI chat functionality but cannot edit content or configurations.

User roles are managed in Users.

V​

Version​

Each time a knowledge source is ingested or reprocessed, a new version is created. The system maintains version history, allowing administrators to rollback to previous versions if needed. Only one version per knowledge source is "Active" at any time.

B​

Blocker​

A stakeholder role indicating someone who opposes or creates obstacles for your solution within the customer organization. Blockers require special attention and strategy to address their concerns and objections.

Brain-Dump​

A feature within AI Performance Management that allows users to contribute knowledge through text or voice input when reviewing responses with quality issues or knowledge gaps. Contributions automatically create new knowledge sources. See Responses for details.

W​

Win Probability​

An AI-calculated metric displayed in Deal Insights that estimates the likelihood of closing a deal based on various factors including stakeholder relationships, competitive position, and deal progression. Used for pipeline forecasting and resource allocation.

Workspace​

See Deal Room - these terms are used interchangeably in the context of sales opportunities.

Content Management​

User Interaction​

System Administration​

  • Channels - Configure AI integration points
  • Users - Manage team access and permissions

Performance Monitoring​

  • Conversations - Monitor chat interactions and dialogue history
  • Responses - Review individual AI interactions
  • Reporting - Analytics and performance metrics

Quick Reference​

TermTypePrimary Location
ChannelConfigurationChannels
ConversationsAnalyticsConversations
Deal RoomWorkspaceDeal Rooms
Deal InsightsFeatureDeal Rooms
Knowledge SourceContentKnowledge Sources
KSCConfigurationKnowledge Source Configurations
Performance CriteriaStandardsDeal Rooms
Product LensFeatureDeal Rooms
Project SignalsFeatureDeal Rooms
ResourcesFeatureDeal Rooms
ResponseDataResponses
Sales GuideDocumentDeal Rooms
Sales PlaybookFrameworkDeal Rooms
StakeholderContactDeal Rooms
User RolePermissionUsers
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If you don't find a term you're looking for, try searching the documentation or check the specific feature pages for more detailed explanations.