# Key Concepts & Terminology ### Core entities | Term | Definition | | ----------- | ---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | **Account** | A company tracked within AccountOS. Every account must be assigned to at least one segment. | | **Segment** | A user-defined, team-shared list of accounts. Used to organise tracked companies by any criteria — territory, campaign, deal stage, etc. One account can belong to multiple segments with no upper limit. Segments are not AI-generated. | | **Tenant** | Your organisation — the customer using AccountOS. Tenant-level configuration (products, competitors, connectors) applies globally across all accounts. | | **Contact** | A person associated with a target account. Contacts appear across Org Chart, Buyer Committee, Contact Map, and Relationship Network. Email and phone can be enriched on demand. | *** ### Intelligence states | Term | Definition | | -------------------------- | -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | **Basic State** | The default state when Deep Intelligence is OFF. Provides the company profile, Org Chart, user-created signals, contact enrichment, CRM opportunities (requires CRM connector), and email activities (requires email connector). | | **Deep Intelligence (DI)** | A per-account toggle that unlocks the full AI-enriched intelligence layer. Operates as all-or-nothing — partial sub-feature activation is not supported. Once enabled, DI cannot be turned off in v1.1. | *** ### Opportunities and whitespaces > **Important nomenclature note:** These two terms are distinct and should not be used interchangeably. | Term | Definition | | ------------------- | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | **Whitespace** | An AI-identified potential sales opportunity, scored as **Act Now**, **Investigate**, or **Monitor**. Mapped to your product catalogue. Each whitespace has its own Buyer Committee. AI-generated — requires Deep Intelligence. | | **Opportunity** | A real sales opportunity sourced from your connected CRM (Salesforce, MS Dynamics). Externally sourced — not AI-generated. Only visible when a CRM connector is configured. Does not require Deep Intelligence. | | **Buyer Committee** | AI-recommended contacts for outreach, scoped to a specific whitespace. Each contact has a Decision Score and a role tag. Not a standalone feature — exists within a whitespace. | | **Decision Score** | An AI-generated score indicating the relative importance of engaging a specific contact for a given whitespace. Higher score = higher outreach priority. | *** ### Signals | Term | Definition | | ------------------------- | -------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | **Signal (AI-generated)** | A monitored data point automatically created when Deep Intelligence is activated. Requires DI ON. | | **Signal (User-created)** | A monitored data point manually created via a natural language prompt with a configured refresh schedule (1, 7, 14, or 30 days). Available in Basic State. | | **Signal Lifecycle** | Pending → Tracking → Deactivated. Pending means the prompt is being validated. Tracking means it is active and running. Deactivated means it has been stopped — manually by the user for user-created signals. | *** ### Contacts and connections | Term | Definition | | ----------------------- | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ | | **Contact Card** | A standardised UI component for displaying contact information across all platform sections. Has two modes: collapsed (compact card in lists) and expanded (full-detail side drawer). | | **Contact Side Drawer** | The expanded contact detail panel that opens when clicking any contact card. Contains profile details, work history, whitespaces, opportunities, warm intro paths, and enrichment options. | | **Contact Map** | A canvas-based view of contacts associated with a specific CRM opportunity, showing contacts synced from CRM opportunity-contact associations. | | **Warm Intro Path** | A connection route between your team and a target contact, surfaced via shared employment history, alumni networks, LinkedIn connections, or educational background. | | **Champion Contacts** | Contacts at the target account who previously worked at your organisation — potential deal advocates. Found in Relationship Network. | | **Internal Advocates** | People currently at your organisation who previously worked at the target account — internal sources of firsthand insight. Found in Relationship Network. | *** ### Messaging and outreach | Term | Definition | | ------------------------ | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ | | **Personalized Message** | An AI-generated outreach message tailored to a specific contact, account, whitespace or opportunity, and connection path. Users can edit before sending. Direct send is available via Slack; Gmail/Outlook and LinkedIn copy-paste only in v1.1. | *** ### Platform | Term | Definition | | -------------- | -------------------------------------------------------------------------------------------------------------------------------------------- | | **Activities** | A read-only, account-level view of all email communications between your team and the target account. Requires a Gmail or Outlook connector. | | **Cortex** | AccountOS's embedded AI co-pilot. Documented separately as AI Co-Pilot. | Still have questions? Reach out at --- # Agent Instructions: Querying This Documentation If you need additional information that is not directly available in this page, you can query the documentation dynamically by asking a question. Perform an HTTP GET request on the current page URL with the `ask` query parameter: ``` GET https://docs.sprouts.ai/account-intelligence/key-concepts-and-terminology.md?ask= ``` The question should be specific, self-contained, and written in natural language. The response will contain a direct answer to the question and relevant excerpts and sources from the documentation. Use this mechanism when the answer is not explicitly present in the current page, you need clarification or additional context, or you want to retrieve related documentation sections.