Reference · Glossary
The words this site runs on.
Every term Fimiliar uses, in plain English, so anyone (or any model) checking a word can quote the answer directly.
Nothing here is new: every definition matches what the rest of the site already says.
01How a reading is made
Fimiliarity, readiness, and what they are built from.
Four terms behind every reading Fimiliar makes about a person or an account.
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01
Fimiliarity
Fimiliarity is how fimiliar your firm is to a person, based on what they have read, replied to or told us. It is scored for each person and for the account, and never merged with readiness.
How Fimiliarity and readiness are read -
02
Readiness
Readiness is judged for the account as a whole: whether it is showing the signs of moving toward a decision. Fimiliarity and readiness are never merged into one score, because an account can be ready while one person in it still barely knows you, or the reverse.
How Fimiliarity and readiness are read -
03
First-party information
First-party information is what a person tells us directly, in their own words: a reply, a message, a sentence said out loud. It outranks anything we read from what they do.
Where the map runs out -
04
What they do versus what they say
What they do is what we read from behaviour: what someone opens, replies to or shows up for. What they say is what a person told us themselves. Behaviour can be misread, so a person's own word about their own view always counts for more.
Where the map runs out
02Who is being mapped
The buying group, the Ideal Buyer, and the accounts universe.
Three terms for who Fimiliar maps, and for whom.
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05
The buying group
The buying group is everyone who shapes a decision inside a firm, and around it, not just the one person who replies to you. A single contact, however warm, is not the buying group.
More people decide than the one who replies -
06
Ideal Buyer
Ideal Buyer is Fimiliar's own term for its audience: consulting and professional service firms selling high-ticket B2B services, where Fimiliarity decides the purchase and the buying group is large and partly hidden.
Who Fimiliar is for -
07
The accounts universe
The accounts universe is every firm that fits your Ideal Buyer, tracked whether or not it is already on your list, so movement inside an account can be seen before anyone reaches out.
The accounts universe film
03How the work is categorised
GEO, trust-led lead generation, and cold outreach.
Three terms for what kind of company Fimiliar is, and is not.
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08
GEO
GEO is generative engine optimisation.
GEO, as delivery -
09
Trust-led lead generation
Trust-led lead generation is Fimiliar's own category: mapping who shapes a buying decision inside the firms you want to win, scoring Fimiliarity, judging readiness, and deciding the next step for each person, continuously.
Who Fimiliar is -
10
Cold outreach, and why this is not that
Cold outreach is a message sent to a stranger with no reason to expect it. Fimiliar is not that: nobody hears from a client on Fimiliar's behalf until there is a real, specific reason to talk to them, because Fimiliarity across the buying group is built first.
Outbound without cold outreach
Next step
Start with a conversation.
Thirty minutes on your firm and the clients you want to win, to see if you qualify.