Glossary: PMGuru Frameworks and Operating Terms
Definitions of the frameworks and operating terms used across PMGuru insights. Each term links to the full article where the concept is explained in depth.
- KPI Tree Framework
- A structured map that connects a company-level revenue goal to the leading indicators owned by each team. The tree makes it visible which metric is off-track and who owns the fix.
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- Shipped Revenue Framework
- A product decision model where every roadmap item links to a measurable P&L outcome before it gets prioritized. If a feature cannot show a path to revenue, margin, or retention, it does not ship.
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- Revenue Cadence
- The weekly and monthly operating rhythm that keeps execution on track. Includes a weekly revenue standup, monthly product review, and quarterly planning cycle with defined owners and escalation paths.
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- The Invisible 40%
- Revenue leakage that occurs before sales engagement: website drop-off, demo no-shows, trial abandonment, and onboarding churn. Most companies measure from MQL forward and miss 40% of the pipeline problem.
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- Fractional Operator vs. Consultant
- A fractional operator embeds inside the company, owns KPIs, chairs meetings, and stays until outcomes are achieved. A consultant delivers recommendations and leaves. The distinction defines PMGuru's category.
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- Operating Cadence
- The recurring schedule of reviews, standups, and planning sessions that turns strategy into weekly action. A strong operating cadence surfaces problems early and creates accountability without micromanagement.
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- KPI Ownership
- Assigning a single person accountable for each metric in the KPI tree. Shared ownership means no ownership. KPI ownership answers "who presents this number in the weekly review?"
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- Revenue Engine
- The full system from first touch to closed revenue: marketing, sales development, demo, close, onboarding, expansion. A revenue engine diagnostic identifies the constraint with the highest dollar impact.
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- Weekly Rhythm
- A 30-minute weekly standup covering pipeline, product blockers, and metric movement. The weekly rhythm is the smallest unit of the Revenue Cadence and the fastest feedback loop.
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- 90-Day Plan
- A scoped engagement plan with 3-5 measurable outcomes, owner assignments, and a clear exit definition. Every fractional engagement starts with a 90-day plan to prevent scope drift and show progress to the board.
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- Funnel Leakage
- Drop-off between stages of the revenue funnel: visit-to-lead, lead-to-demo, demo-to-close. Each leak has a dollar value, which determines fix priority.
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- Unit Economics
- The per-customer revenue, cost, and margin calculation that determines whether growth is profitable. Includes CAC, LTV, payback period, and gross margin per cohort.
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- Board Reporting
- The structured monthly or quarterly update to investors or board members. Effective board reporting uses a KPI tree summary, a pipeline waterfall, and a clear ask or decision point.
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- Product-Sales Alignment
- The operating agreement between product and revenue teams on roadmap priorities, deal support, and feedback loops. Misalignment shows up as custom feature requests driving the roadmap or sales ignoring new features.
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