Key concepts
This page explains the words you’ll see across Shadows, grouped by topic.
The Shadow
Section titled “The Shadow”Shadow
Section titled “Shadow”Your AI sales assistant. Each deal is worked by your workspace’s Shadow, which has its own name and persona (for example, “Maya”). It drafts replies to buyers, answers questions in the Deal Room, raises flags when something needs you, and keeps the deal record up to date. You can tune how it sounds under Settings → My Shadow.
Draft and approval
Section titled “Draft and approval”The Shadow prepares every buyer-facing move: emails, Deal Room replies, meeting bookings, and pricing changes. Each one waits for you to approve, edit, or send it yourself. The one exception is the AI concierge in the Deal Room: it answers buyers’ questions live, using the content you’ve provided, and passes anything it can’t answer to you as a flag. See Approval queue.
Ask Shadow (Co-Pilot)
Section titled “Ask Shadow (Co-Pilot)”A chat available on every page. You can ask it about your deals, or ask it to prepare an action for you to approve. See Co-Pilot.
Deals and the pipeline
Section titled “Deals and the pipeline”An opportunity you’re working to close. A deal has:
- A company and its contacts
- An owner
- A value
- An expected close date
- A stage in its deal flow
A deal’s status is Open, Closed won, or Closed lost.
Deal flow
Section titled “Deal flow”Your sales pipeline. A workspace can have several deal flows, for example one for small companies and one for enterprise. Each flow is a series of stages, and each stage can have smaller steps inside it. When you create a deal, Shadows suggests the right flow based on the company’s size. Admins and Managers set up flows under Settings → Deal flow. See Deal flows.
Where a deal is in its flow, such as discovery, proposal, or negotiation. Each stage has a win probability, which Shadows uses to calculate the deal’s Weighted value.
Weighted value
Section titled “Weighted value”The deal value multiplied by its stage’s win probability. It’s a quick way to estimate how much of your pipeline is likely to close.
The team member responsible for a deal, company, or contact. Owners see their own records even when their role is limited to their own book.
The buyer side
Section titled “The buyer side”Buyer Space / Deal Room
Section titled “Buyer Space / Deal Room”Both names refer to the same thing: a branded, private web page for one deal, shared with the buyer’s team. It holds content for each stage, a mutual action plan, the quote, and an AI concierge that answers questions. Each buyer gets their own access link, and you choose which stages each person can see. A room stays a draft until you publish it. See Buyer Space.
Stakeholders
Section titled “Stakeholders”The people on the buyer’s side of a deal, each with a buying-committee role. When you add contacts to a deal, you can tag them as Champion, Economic buyer, Technical evaluator, Procurement, or End user. More roles are available on the deal itself. Buyers see friendlier versions of these names in the Deal Room. For example, a Champion appears as “Project lead”.
The priced offer for a deal. It’s made of line items from your price book, with discounts and payment terms. You build it on the deal’s Pricing tab, and buyers see it in the Deal Room. See Pricing and quotes.
Signals and follow-up
Section titled “Signals and follow-up”Items that need your attention on a deal. There are two kinds:
- Alerts (red): risks the Shadow has spotted, such as a competitor mention, a buyer going quiet, or a close date that has passed.
- Requests (yellow): things a buyer asked for, including questions the Shadow couldn’t answer on its own.
Flags show as badges in the Deals list and in the Cockpit’s flags rail. See Flags and insights.
Insights
Section titled “Insights”The signals behind a deal’s flags and drafts, explaining why a deal is where it is. Examples include sentiment, champion risk, competitor activity, and how buyers behave in the Deal Room. Insights also feed the Revenue metrics dashboard.
Everything you need to do, across all your deals, in one list. Alerts, buyer requests, and methodology steps become tasks automatically. You can also add your own action items and meetings. See Tasks.
People and access
Section titled “People and access”Workspace
Section titled “Workspace”One company account in Shadows, with its own deals, contacts, settings, and team. You can belong to several workspaces. See Sign in and workspaces.
Organization
Section titled “Organization”A group of related workspaces, such as sister companies or business units. Workspaces in the same organization can suggest each other’s products as cross-sell opportunities. See Organization.
Each member has a role in each workspace. These are the role names shown in Settings → Team:
| Role | What they can do |
|---|---|
| Admin | Full access to the workspace, including every record, all settings, the full Revenue metrics dashboard, and organization management. |
| Manager | Sees every deal, company, and contact. Can manage deal flows and create shared Deals views. Revenue metrics are scoped to their team. |
| Sales Rep | Works their own book: the deals, companies, and contacts they own or are associated with. The sidebar shows this role as “AE”. |
| Viewer | Read-only. Can look at the records they’re associated with, but can’t create or change anything. |
A member can hold more than one role. When that happens, the widest access applies. Admins manage roles under Team and roles.