Glossary

Definitions for the terms used across the 11x platform and in modern AI go-to-market operations. Terms specific to 11x are marked 11x.

A

ABM (Account-Based Marketing). A go-to-market approach that targets a defined set of named accounts as the unit of work rather than individual leads. Outreach is coordinated across every contact in the account's buying committee.

ABM Plays (11x). Alice's account-based targeting motion: define target accounts, discover the relevant contacts within each, qualify them, and engage the buying committee in a coordinated multi-threaded campaign.

AI personalization (11x). Generating message copy tailored to an individual prospect from researched context — their role, company, recent activity, and observed signals — rather than filling template variables.

AI phone agent. An AI system that conducts live two-way voice conversations over the phone, handling inbound calls or placing outbound ones. Julian is 11x's AI phone agent. See the AI phone agents guide.

AI SDR. An AI sales development representative: software that performs the prospecting, research, outreach, and meeting-booking work traditionally done by a human SDR. Alice is 11x's AI SDR.

Alice (11x). The 11x outbound digital worker. Identifies accounts and contacts, researches each, personalizes outreach, runs multi-channel sequences, handles replies, and books meetings.

Assessments & Smart Outcomes (11x). Julian's call-quality evaluation and structured outcome tracking, used to audit conversation quality and report results at scale.

B

BDR (Business Development Representative). A rep focused on generating new pipeline through outbound prospecting. Functionally interchangeable with SDR at most companies.

BIMI (Brand Indicators for Message Identification). An email standard that displays your verified brand logo next to your messages in supporting inboxes. Requires DMARC enforcement. Check yours with the BIMI checker.

Buying committee. The full group of people involved in a purchase decision — economic buyer, champion, technical evaluator, and blockers. ABM motions engage the committee, not one contact.

C

Call deliverability (11x). The likelihood that an outbound call connects rather than being blocked, labelled as spam, or sent to voicemail by the carrier. Managed through number management and reputation monitoring.

Call flow (11x). The definition of how Julian conducts a conversation: how he opens, what he must establish, how he handles objections, and what happens at each outcome. Not a decision tree — Julian converses naturally and uses the flow as the objective.

Connection Boosts (11x). Julian's phone-deliverability capability, which improves the rate at which inbound and callback attempts actually connect.

Consented outbound calling (11x). Placing outbound calls only to contacts who have provided the consent required by applicable law. See consent and calling compliance.

CRM sync. Reading records from and writing interactions back to a CRM. 11x sync is bi-directional: every outreach, transcript, qualification result, and outcome is written to the record.

D

Deep Research (11x). Alice's capability for building substantive context on a prospect or account from public, social, and engagement data — used as the input to personalization.

Deliverability Engine (11x). The infrastructure managing sending reputation, inbox placement, domain and mailbox health, and volume pacing for Alice's email.

Digital worker. An autonomous AI agent that owns a complete business function end to end, making the intermediate decisions itself. Distinguished from a tool, which executes the specific action you instruct.

DKIM (DomainKeys Identified Mail). An email authentication standard that cryptographically signs your messages so receiving servers can verify they weren't altered. Check yours with the DKIM checker.

DMARC (Domain-based Message Authentication, Reporting and Conformance). A policy layer on top of SPF and DKIM that tells receiving servers what to do with mail that fails authentication. Check yours with the DMARC checker.

Dynamic Triggers (11x). Julian's capability for initiating a call automatically from an external event — a CRM field change, a product signal, or an API call.

E

Enrichment. Adding missing attributes to a record — firmographics, contact details, technology usage — from an external data source.

Exit condition. The rule that removes a prospect from a sequence: a reply, a booked meeting, a disqualification, or a bounce.

I

ICP (Ideal Customer Profile). The definition of which companies and roles are worth engaging, expressed as firmographic filters, role filters, and exclusions.

ICP scoring (11x). Evaluating a lead against your ICP in real time — using conversation context, company data, and engagement signals — to decide whether it reaches a human rep.

Inbound lead qualification. Determining whether an inbound lead meets your criteria for a sales conversation. Julian does this during the first contact rather than after it.

Intent data. Signals indicating that an account is actively researching a purchase — category research on review sites, competitor comparison, pricing-page visits.

J

Julian (11x). The 11x inbound digital worker. Responds to inbound leads in under 60 seconds by phone, chat, SMS, or WhatsApp; qualifies against your ICP; books meetings; and routes leads to reps with full context.

K

Knowledge base (11x). The set of company facts a digital worker draws on: positioning, product detail, competitive differentiation, objection handling, and proof points.

L

Lead reactivation. Re-engaging contacts who went cold — in nurture, after a stalled deal, or after a lost opportunity. See the closed-lost revival play.

Lead routing. Assigning a qualified lead to the correct rep based on territory, segment, account ownership, or availability.

Live Web Search (11x). Alice's ability to research prospects against the live web at the moment of engagement, rather than relying only on a cached database.

M

Mailbox health (11x). The reputation and sending condition of an individual mailbox — bounce rate, spam-complaint rate, engagement, and inbox-placement rate.

Multi-channel sequence. A sequence combining more than one channel — email, phone, LinkedIn, SMS, WhatsApp — in a single coordinated cadence.

Multichannel (11x). Julian's integrated text and voice engagement across phone, SMS, and WhatsApp within one conversation thread.

Multi-lingual outreach (11x). Running sequences in the prospect's own language. Alice operates across 105+ languages.

P

Playbook (11x). A proven sales motion captured as a reusable, executable template — target definition, messaging angle, channel mix, and success criteria for one specific play.

PLG (Product-Led Growth). A motion where product usage drives acquisition and expansion. The corresponding play converts qualified free-tier usage into sales conversations.

Q

Qualification Agent (11x). Alice's real-time filter that verifies a prospect matches your ICP before outreach begins, so touches aren't spent on out-of-profile accounts.

S

SDR (Sales Development Representative). A rep responsible for qualifying leads and creating sales-ready opportunities for account executives.

Sequence. The ordered set of touches a prospect receives: channels, order, delays, and exit conditions.

Signal. An observable event indicating buying intent or a change in fit — a job change, funding round, hiring pattern, technology adoption, website visit, or review-site research.

Smart CRM Sync (11x). Bi-directional CRM synchronization that writes structured interaction data to the correct object and field without manual logging.

Smart Replies (11x). Automated classification of prospect replies, drafting of responses, and escalation of anything requiring a human.

Speed to lead. The elapsed time between an inbound lead expressing interest and a seller responding. Conversion rates fall sharply as this number rises, which is why Julian targets sub-60-second response.

SPF (Sender Policy Framework). A DNS record listing which servers are authorized to send email for your domain. Check yours with the SPF record checker.

T

Trigger. The rule that converts a signal into action: when this signal appears on an account matching this ICP, start this play.

W

Warm-up. Gradually increasing send volume on a new domain or mailbox so mailbox providers build a positive reputation before you send at full volume.

Webhook. An HTTP callback 11x sends to your endpoint when an event occurs, so your systems can react in real time.

Website visitor tracking (11x). Identifying the companies behind anonymous website traffic so they can be targeted with a relevant play.

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