Event planning terms cause disputes when finance and marketing use the same word for two
different numbers. This event glossary defines 40 measurement terms in five groups: revenue and
cost, attribution, forecasting, audience, and sponsorship. Each entry gives a short definition,
the source system, and how finance reads the term.

## Why do finance and marketing define the same event terms differently?

Because they answer for different things. Finance answers for a number that reconciles to the
ledger and survives an audit: cash received in a period, net of every reduction. Marketing
answers for whether the spend produced demand: gross value at the moment of commitment,
credited to the activity that caused it.

Neither is wrong. The trouble starts when both numbers reach a board without a bridge between
them, or when a trend is quoted across years in which the definition quietly changed.

Three conventions make this glossary usable. Record a version and an effective date on every
definition. State the source system on every report. When a definition changes, publish the old
figure beside the new one for one cycle. Who owns each definition is part of
[event data management](https://eventiq.io/md/event-data-management).

## Which revenue and cost terms does finance read differently?
| Term | Definition | Source | Finance reading |
| --- | --- | --- | --- |
| 1. Gross registration revenue | List value of all registrations recorded, before any reduction | Registration platform | Not a finance figure. Risky when quoted as event revenue |
| 2. Net registration revenue | Gross less discounts, refunds, cancellations, and fees | Registration and payment systems | Close to finance's figure, without period timing |
| 3. Recognized revenue | Revenue recorded in the general ledger for the fiscal period | General ledger | The only thing finance means by "revenue" |
| 4. Deferred revenue | Money received for an event not yet held, carried as a liability | General ledger | Why a strong registration month can be absent from revenue |
| 5. Non-dues revenue | An association's revenue other than membership dues | General ledger | Events are usually its largest part |
| 6. Direct cost | Cost incurred only because a specific event ran | General ledger | Test: does it disappear if the event is cancelled? |
| 7. Shared cost | Cost supporting several events: staff time, technology, overhead | Ledger and allocation rule | Write the allocation rule and hold it fixed |
| 8. Contribution margin | Revenue less direct cost, before shared cost | Derived | Tests whether the event covers its own cost. It is not profit |
| 9. Fully loaded margin | Contribution margin less allocated shared cost | Derived | Closest to event profit. The number for the board |
| 10. Revenue per attendee | Total event revenue divided by attendees | Derived | Not comparable between organizations. Trend your own |
| 11. Cost per attendee | Total event cost divided by attendees | Derived | Finance means fully loaded, marketing usually direct. State which |
**Net registration revenue = Gross registration revenue − Discounts − Refunds − Cancellations − Processor fees**

**Fully loaded margin = Contribution margin − (Shared cost pool × Event allocation weight)**

## What do sourced, influenced, and the other attribution terms mean?
| Term | Definition | Source | Finance reading |
| --- | --- | --- | --- |
| 12. Sourced | Pipeline or revenue where the event created the opportunity, with no qualified relationship before it | CRM, marketing automation | Accepted. The dispute is what counts as a prior relationship |
| 13. Influenced | Pipeline or revenue touched by the event inside the attribution window, without being created by it | CRM, marketing automation | Discounted, because several channels can claim one deal |
| 14. First-touch attribution | All credit to the earliest qualifying touch | Marketing automation | Ignores what converted the person |
| 15. Last-touch attribution | All credit to the final qualifying touch before conversion | Marketing automation | Flatters whatever ran most recently |
| 16. Multi-touch attribution | Credit split across qualifying touches by a stated rule, such as linear | Marketing automation, CRM | Acceptable if the rule is written and unchanged |
| 17. Attribution window | The period before a conversion in which a touch may claim credit | A written rule | Registration and closed-won revenue need separate windows |
| 18. Event-influenced deal | A closed-won deal with at least one event touch recorded in the CRM | CRM | No field means absent, which differs from low |
| 19. Cost per registration | Marketing spend divided by registrations, blended and paid | Spend ledger, registration platform | Blended hides a failing channel. Report both |
| 20. Cost per qualified meeting | Event cost divided by meetings that met a qualification rule | CRM or booking tool | Fix the rule before the event |
**Sourced pipeline = Sum of opportunity value where the first qualifying touch is an event touch**

**Influenced pipeline = Sum of opportunity value where an event touch falls inside the attribution window**

**Paid cost per registration = Paid media spend ÷ Registrations attributed to paid media**

Last-touch credit distorts events, because registration arrives late and the last campaign
collects the credit. The Maritz Registration Insights Report analysed more than
360,000 registration records across 30 trade shows and found that in 2023, 45% of registrants
signed up in the final 4 weeks before the event
([PCMA Convene](https://www.pcma.org/rethinking-early-bird-pricing-other-event-registration-strategies/)).
Those are registration records from trade shows, not a survey and not association conferences,
so check your own curve. The models are compared on the
[event marketing attribution](https://eventiq.io/md/event-marketing-attribution) page.

## Which forecasting terms belong in an event glossary?
| Term | Definition | Source | Finance reading |
| --- | --- | --- | --- |
| 21. Registration pacing | Cumulative registrations to date against the same point in a prior cycle | Registration platform | Only as good as the reference cycle |
| 22. Pacing curve | Cumulative registrations by weeks out, as a share of the final total | Registration history | An old curve reads a late cycle as failure |
| 23. Show rate | Share of registrations that attended | Check-in data | Drives catering commitments, so optimism costs money |
| 24. No-show rate | One minus show rate | Check-in data | Differs between paid and free registrations |
| 25. Confidence range | The interval around a forecast, published before the outcome | Forecasting method | Commitments are made against the lower bound |
| 26. Absolute percentage error | The size of a forecast miss, without direction | Derived | Measure it at fixed weeks-out marks |
| 27. Forecast bias | The direction of error across repeated forecasts | Derived | Steady over-forecasting produces recurring budget variances |
**Pacing index = Registrations at T weeks out ÷ Registrations at T weeks out in the reference cycle**

**Absolute percentage error = |Actual − Forecast| ÷ Actual**

**Forecast bias = Mean of (Forecast − Actual) ÷ Actual, across events**

Rebuild the curve from recent cycles before you trust a pacing index. See the
[registration forecast](https://eventiq.io/md/blog/conference-registration-forecasting) page for the method and the
[attendance rate](https://eventiq.io/md/blog/event-attendance-rate) page for show rate.

## How do registration, attendee, and the other audience terms differ?
| Term | Definition | Source | Finance reading |
| --- | --- | --- | --- |
| 28. Registration | A recorded sign-up: paid, comped, or cancelled, unless your definition excludes some | Registration platform | Finance means a paid registration |
| 29. Attendee | A registration that was present, on a stated presence test | Check-in or session platform | For virtual, state a minimum duration, or a 30-second join counts |
| 30. Unique attendee | Distinct people who attended, after deduplication across systems | Derived | Lower than the attendee count. Document the match method |
| 31. Comped registration | A registration issued at no charge: speakers, board, press, staff, sponsors | Registration platform | A real cost carried at zero revenue |
| 32. Attendee retention rate | Share of one cycle's attendees who attend the next | Registration history | A forward indicator for next year's revenue |
| 33. First-time attendee rate | Share of attendees with no prior attendance on record | Registration history | Inflated when returning people are not recognized |
| 34. Attendee lifetime value | Expected net value of an attendee over a stated horizon, discounted | Registration, finance, membership data | Finance checks the discount rate and survival assumption first |
**Comp ratio = Comped registrations ÷ Total registrations**

**Attendee retention rate = Attendees present in both cycle N and cycle N+1 ÷ Attendees in cycle N**

**Attendee LTV = Sum over years of (Annual net revenue per attendee × Survival probability) ÷ (1 + Discount rate)^year**

Terms 28 and 29 are the usual cause of two attendance numbers in one organization. Term 32 has
its own page on [attendee retention](https://eventiq.io/md/blog/attendee-retention).

## Which sponsorship terms need a written definition?
| Term | Definition | Source | Finance reading |
| --- | --- | --- | --- |
| 35. Sponsorship revenue | Contracted sponsorship and exhibit sales value for the event | CRM and ledger | Finance means recognized revenue, net of unfulfilled deliverables |
| 36. Sell-through rate | Share of available inventory sold, by value or by unit | Inventory records | The unit version alone hides discount erosion |
| 37. Rebooking rate | Share of sponsors or exhibitors who commit to the next cycle, by count, space, or revenue | Sales records | Finance means the revenue version. Name yours |
| 38. Sponsor ROI | The sponsor's return against the sponsor's own objective | The sponsor's CRM | Report what you can evidence. The pipeline figure belongs to the sponsor |
| 39. Activation | A sponsor-funded program element beyond a booth or logo | Contract and participation data | Record who took part in which activation |
| 40. Scanned lead | A badge scan captured by a sponsor or exhibitor device | Lead retrieval system | Proximity and consent to scan. Delivery, never an outcome |
## Example: one annual meeting, described twice

Take an association annual meeting with one list price of $800. Marketing and finance each
report it accurately, in their own vocabulary. All figures are hypothetical, and sponsorship is
left out to keep the bridge short.
| Marketing's report | Figure | Finance's report | Figure |
| --- | --- | --- | --- |
| Registrations recorded | 2,140 | Paid registrations | 1,839 |
| Gross registration revenue (2,140 × $800) | $1,712,000 | Recognized revenue | $1,398,000 |
| Attributed revenue, last touch, 30-day window (1,860 × $800) | $1,488,000 | Direct cost | $1,041,000 |
| Paid cost per registration ($84,000 ÷ 400) | $210 | Allocated shared cost | $214,000 |
| Influenced pipeline | $4,300,000 | Fully loaded margin | $143,000 |
|  |  | Comp ratio (236 ÷ 2,140) | 11.0% |
Both reports are internally consistent. The bridge between the revenue figures:
| Line | Amount |
| --- | --- |
| Gross registration revenue | $1,712,000 |
| Less comps carried at list value (236 × $800) | −$188,800 |
| Less refunds and cancellations (65 × $800) | −$52,000 |
| Less discounts below list | −$40,200 |
| Less payment processor fees | −$29,000 |
| Less revenue deferred to the next fiscal period | −$4,000 |
| Recognized revenue | $1,398,000 |
The $314,000 gap is 18% of gross, and none of it is error. It is comps at list value,
cancellations, discounting, fees, and one deferral, each traceable to a source record.

Attributed revenue of $1,488,000 exceeds recognized revenue by $90,000. It credits 1,860
registrations at list price, more than the 1,839 that paid. Attribute net revenue, or state the
basis on the report.

Registrations and paid registrations differ by 301: 236 comped badges and 65 cancellations.
Marketing's 2,140 is correct for reach, and finance's 1,839 for revenue. The attendance number
should be neither, because it should count attendees.

Influenced pipeline of $4.3 million has no counterpart in finance's column. It is a
marketing-owned forward indicator, and placing it beside recognized revenue invites a
comparison it cannot survive.

## What to do this quarter

- Pick the ten terms that appear in your board reporting and write your own definition of
  each, with a version number and effective date.
- Name the system of record and one accountable person for each.
- Find the three terms where marketing and finance disagree and publish a bridge between the
  two figures.
- State separate attribution windows for registrations and for closed-won revenue.
- Add a presence test to your attendee definition, with a virtual duration threshold.

## Common questions

### Which definition should we use when the two functions disagree?

Both, with a bridge between them, for anything reaching a board. Where a single figure is
required, such as an annual report, use the finance definition, because it has to survive
scrutiny.

### Are these figures comparable between organizations?

Very few, and none of the margin or per-attendee figures. Cost bases, revenue scope, and
staff-time treatment differ too much. Build your own trend on a fixed definition over three
years.

### How many of these event planning terms do we need?

Fewer than 40. Most organizations can run on about twelve: net registration revenue, recognized
revenue, direct cost, fully loaded margin, registration count, attendee count, comp ratio, show
rate, cost per registration, sourced pipeline, influenced pipeline, and one retention figure.

## Where EventIQ fits

EventIQ replaces nothing. It connects on top of the platforms you already run: event platforms
(Cvent, Zoom, Swapcard), CRM (Salesforce, HubSpot, GoHighLevel), and marketing (Google Ads, Meta
Ads, LinkedIn Ads, Mailchimp, Google Analytics). Platforms with an API outside that list are
connected on request.

Several terms here rest on records the product holds. Registrations from Cvent carry their
date, ticket type, and price where the platform provides them, plus a check-in mark, so
registration and attendance stay separate counts and show rate is a division you run on them
yourself. Zoom brings attendance and time in session per participant, not registrants per webinar.
Salesforce deals arrive with stage, amount, and close date, linked to an event through a
campaign relationship that a person confirms. Attendees are matched to CRM contacts by exact
email, and the result (matched, unmatched, no email) stays on each record.

The finance column is outside the product. None of the 12 connected platforms is a general
ledger, so recognized revenue, deferred revenue, and cost allocation stay in your books. ROI in
EventIQ is arithmetic on the budget and revenue target you enter. Marketing spend is entered by
your team or imported from CSV, because the ad platforms bring campaign name and status only.

EventIQ does not calculate cost per registration, and it does not merge one person across
sources, so a unique attendee count is yours to produce. There is no multi-touch attribution,
and the model picker in the product does not change the calculation yet.
Classifying a deal as sourced or influenced is your rule to apply, and the definition register
stays in your own documents.

[Book a demo](https://eventiq.io/#early-access) to see registrations, check-ins, and confirmed deal links as
separate records on a sample event, in a 20-minute demo.

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