Vitality Index Glossary
Plain-language definitions of the terms used throughout the Vitality Index account growth system.
Account Growth System
An Account Growth System is a repeatable, continuous method for growing B2B customer partnerships, built as a loop of connected stages: the system diagnoses the account, builds the strategy, and guides the execution, then repeats.
Growth Driver
A Growth Driver is one of the 21 measurable factors the Vitality Index uses to assess the depth of a customer partnership.
Key-account churn
Key-account churn is the loss of a major customer account, and in enterprise B2B it rarely arrives without warning.
Key-person dependence
Key-person dependence is the condition where a customer relationship, and the revenue attached to it, rests on one person.
Leading indicators of account health
Leading indicators of account health are the measurable conditions in a customer relationship that predict where the revenue is heading before the number moves.
Multi-threading
Multi-threading is the practice of building several working relationships between your team and the customer's organization, so the partnership stands on many connections instead of one.
Partnership depth
Partnership depth is the measure of how far a B2B customer relationship has progressed from transactional vendor toward strategic partner.
Partnership Domains
Partnership Domains are the seven areas where a strategic B2B customer relationship is built and measured: Foundation, Relationships, Competitiveness, Expansion, Collaboration, Predictability, and Reputation.
Revenue concentration risk
Revenue concentration risk is the exposure a business carries when a large share of its revenue depends on a small number of accounts, sellers, or relationships.
Single-threaded account
A single-threaded account is a customer relationship that runs through one contact, one seller, or both.
Strategic Account Intelligence
Strategic Account Intelligence is the ability to measure the actual health of your most important customer partnerships and know what to do next.
Strategic Growth Plan
A Strategic Growth Plan is the account-specific plan the Vitality Index generates after diagnosing a partnership across the 7 Partnership Domains and 21 Growth Drivers.
Vertical alignment
Vertical alignment is the practice of building sales strategy, coaching, and expertise around a specific industry vertical rather than applying one generic playbook across every market.
Vital Partnership
A Vital Partnership is the fourth and highest level of partnership in the Vitality Index, reached when the customer treats the provider as essential to its own success rather than as an interchangeable vendor.
Vitality Index
The Vitality Index is an Account Growth System for Enterprise Revenue, built by Match Vertical Partners.
Vitality Score
A Vitality Score is the Vitality Index's measure of the depth of a rep's relationship with a key account.