This glossary covers key terms related to the Challenger Salesforce App. As you’re working to install and configure the App, managing your sales stages and activities, and granting your team access, these definitions offer clarification to support you along the way.

Activities: The content included in the app by default is based on the TEMPO playbooks in the Challenger Hub. Templates, job aids, and coaching support found on the Hub along with some unique content and coaching questions are built into Salesforce. Admins can completely customize the content; pre-loaded Challenger content can be completely edited or hidden from a workbook and fully custom, new activities can be created.

Buyer Verifiers: A customer reaction to the sales interaction that indicates they are ready and willing to move forward in the buying process. Challengers use verifiers to track their customers’ progress through the buying journey and guide them toward a recommended action. Customer verifiers ensure that sellers do not waste time and resources on customers that aren’t ready to make a change.

Dashboard: A high level snapshot of your opportunities and the progress made within the Challenger Salesforce App.

Permissions / Provision Licenses: Skuid and Challenger App permissions are managed through specific roles. For the Skuid app, the Skuid Admin permission is required for users making customizations that involve app configurations, while the Skuid Page Viewer is the standard permission for all users needing access to the Challenger App. For the Challenger App, there are two types of permissions:

• User: which grants access to the Challenger Dashboard and all content related to opportunities
• Admin: which includes full user access with the added ability to edit the playbook builder.

These permissions are governed by Salesforce settings, meaning users can only view what their organization allows based on existing permissions.

Playbook: Foundational elements of the Challenger Salesforce App where you will map and assign our buyer verifiers and activities to your sale stages.

Skuid: Skuid is the platform and technical partner we’ve used to build the Challenger Salesforce App. Their app is available on the app exchange as a managed package.

Stakeholders View: In this view you can capture details about the prospect contacts, aligned with Challenger methodology. Stakeholders displayed in the Challenger App are not duplicates. They are Salesforce Contact Records from the Opportunity level that are surfaced. A new stakeholder can be added with in the App, which would then create a new Contact Record in the connected Opportunity.

Worksheets: The Worksheets tab contains high value and most popular templates, based on Hub content for access without logging into the Hub.