[{"data":1,"prerenderedAt":1310},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fedge-connect-process\u002F":3,"handbook-nav":445},{"id":4,"title":5,"body":6,"description":436,"extension":437,"meta":438,"navigation":439,"path":441,"seo":442,"stem":443,"__hash__":444},"handbook\u002Fhandbook\u002Fsales\u002Fedge-connect-process.md","Edge Connectivity Sales Process",{"type":7,"value":8,"toc":415},"minimark",[9,13,25,30,40,45,62,70,76,79,84,101,104,114,121,126,128,132,146,149,156,161,164,168,182,185,188,203,210,215,218,222,236,239,242,249,254,257,261,278,281,288,293,296,300,314,317,324,331,336,339,343,354,374,381,391,394,398,412],[10,11,5],"h1",{"id":12},"edge-connectivity-sales-process",[14,15,16,20,21,24],"p",{},[17,18,19],"strong",{},"Owning function:"," Sales\n",[17,22,23],{},"Contributing functions:"," Solution Engineering, Customer Success, Professional Services",[14,26,27],{},[17,28,29],{},"Typical deal profile:",[31,32,33,37],"ul",{},[34,35,36],"li",{},"Duration: 3–6 months",[34,38,39],{},"Meetings: 6–10",[14,41,42],{},[17,43,44],{},"Deal Characteristics:",[31,46,47,50,53,56,59],{},[34,48,49],{},"6–12 stakeholders with distinct decision roles (operations, IT\u002FOT, engineering, leadership)",[34,51,52],{},"Organization-wide scope focused on standardizing how a class of problems is solved (often multi-site or platform-level)",[34,54,55],{},"Outcome-driven evaluation where the primary decision is whether to adopt and own an approach, not whether a tool works",[34,57,58],{},"High strategic and organizational impact, requiring explicit governance, ownership, and approval",[34,60,61],{},"Elevated perceived risk, with early involvement from procurement, legal, and security",[63,64,66,69],"h2",{"id":65},"meeting-1a-discovery-3045-min",[17,67,68],{},"Meeting 1a:"," Discovery (30–45 min)",[14,71,72,75],{},[17,73,74],{},"Goal:"," Determine whether the customer has a meaningful, organization-level problem that warrants a standardized edge connectivity approach, and whether it is worth deeper technical and business evaluation.",[14,77,78],{},"Sales stage: 1-Discovery\nLifecycle stage: SQL\nForecast stage: Best case",[14,80,81],{},[17,82,83],{},"Agenda:",[31,85,86,89,92,95,98],{},[34,87,88],{},"Introductions & context (5 min)",[34,90,91],{},"Explore current state (Situation – 10–15 min)",[34,93,94],{},"Identify Pain – operational, cost, compliance risks (15–20 min)",[34,96,97],{},"Map stakeholders & decision-making process (5–10 min)",[34,99,100],{},"Confirm next step and schedule meeting (5 min)",[14,102,103],{},"Next Step: Schedule Impact Analysis \u002F Technical Deep Dive.",[14,105,106,107],{},"Resource:\n",[108,109,113],"a",{"href":110,"rel":111},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1rH1cYQqUg3HTt8a0_kKOWyaClvlAgVjXLmF0jqb3yqY\u002Fedit",[112],"nofollow","Edge Connectivity Discovery Playbook",[63,115,117,120],{"id":116},"meeting-1b-impact-technical-deep-dive-4560-min",[17,118,119],{},"Meeting 1b:"," Impact \u002F Technical Deep Dive (45–60 min)",[14,122,123,125],{},[17,124,74],{}," Validate that the identified problems have material operational and business impact, establish a credible business case, and confirm a time-bound trigger that justifies deeper evaluation and stakeholder involvement.",[14,127,78],{},[14,129,130],{},[17,131,83],{},[31,133,134,137,140,143],{},[34,135,136],{},"Review problems identified in Discovery (5 min)",[34,138,139],{},"Technical landscape & integration points (20 min)",[34,141,142],{},"Quantify Impact (cost savings, uptime, compliance) (20 min)",[34,144,145],{},"Align on critical event\u002Ftimeline (5–10 min)",[14,147,148],{},"Next Step: Prepare tailored demo for champion.",[63,150,152,155],{"id":151},"meeting-2a-champion-demo-45-min",[17,153,154],{},"Meeting 2a:"," Champion Demo (45 min)",[14,157,158,160],{},[17,159,74],{}," Equip the champion with a clear narrative and concrete evidence to confidently represent the Edge Connectivity approach internally and secure alignment for broader stakeholder evaluation.",[14,162,163],{},"Sales stage: 2-Diagnose\nLifecycle stage: SQO\nForecast stage: Forecast",[14,165,166],{},[17,167,83],{},[31,169,170,173,176,179],{},[34,171,172],{},"Context: Discovery & Impact recap (5 min)",[34,174,175],{},"Tailored demo (25–30 min)",[34,177,178],{},"Business case validation (ROI, impact) (10 min)",[34,180,181],{},"Define next step: stakeholder workshop (5 min)",[14,183,184],{},"Next Step: Confirm the deal viability.",[14,186,187],{},"Resource:",[31,189,190,197],{},[34,191,192],{},[108,193,196],{"href":194,"rel":195},"https:\u002F\u002Fdocs.google.com\u002Fpresentation\u002Fd\u002F1aK87jBFXP9ElvJz_b2U_sBmQqpqFD5ddCyjeuVVnnVs\u002Fedit",[112],"Sales Deck",[34,198,199],{},[108,200,202],{"href":201},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F","Sales Demo",[63,204,206,209],{"id":205},"meeting-2b-stakeholder-demo-workshop-6090-min",[17,207,208],{},"Meeting 2b:"," Stakeholder Demo \u002F Workshop (60–90 min)**",[14,211,212,214],{},[17,213,74],{}," Align cross-functional stakeholders on the problem, proposed Edge Connectivity approach, and expected impact, while identifying and addressing risks or objections that must be resolved before committing to a PoC.",[14,216,217],{},"Sales stage: 2-Diagnose (possibly later)\nLifecycle stage: SQO\nForecast stage: Forecast",[14,219,220],{},[17,221,83],{},[31,223,224,227,230,233],{},[34,225,226],{},"Executive alignment (5–10 min)",[34,228,229],{},"Demo for cross-functional team (30–40 min)",[34,231,232],{},"Objection handling & discussion (20–30 min)",[34,234,235],{},"Define next step: PoC alignment (10 min)",[14,237,238],{},"Deal Vialility Meeting Aka Demo Feedback Meeting.\nBefore this meeting - Discuss the commercial model with the deal desk\nGoal - Understand if the customer resonated with the demo and if there are still some outstanding questions.\nCapture feedback and if alignment is established, Evaluate budgets and sizing and anchor pricing",[14,240,241],{},"Next Step: PoC kickoff.",[63,243,245,248],{"id":244},"meeting-3-poc-kickoff-60-min",[17,246,247],{},"Meeting 3:"," PoC Kickoff (60 min)",[14,250,251,253],{},[17,252,74],{}," Establish shared success criteria, ownership, and execution plan for the PoC in order to reduce delivery risk and enable a confident go\u002Fno-go decision.",[14,255,256],{},"Sales stage: 3-Solution\nLifecycle stage: SQO\nForecast stage: Forecast",[14,258,259],{},[17,260,83],{},[31,262,263,266,269,272,275],{},[34,264,265],{},"Review PoC objectives (10 min)",[34,267,268],{},"Setup & responsibilities (20–30 min)",[34,270,271],{},"Success metrics & measurement (15 min)",[34,273,274],{},"Confirm timeline & checkpoints (10 min)",[34,276,277],{},"Next Step: Schedule PoC review.",[14,279,280],{},"Resource:\nFlowFuse Enterprise POC Template",[63,282,284,287],{"id":283},"meeting-4-poc-review-4560-min",[17,285,286],{},"Meeting 4:"," PoC Review (45–60 min)",[14,289,290,292],{},[17,291,74],{}," Confirm that the PoC has met agreed success criteria, validate solution fit and business impact, and establish readiness to proceed to a commercial proposal.",[14,294,295],{},"Sales Stage: 4-Validate\nLifecycle stage: SQO\nForecast stage: Forecast",[14,297,298],{},[17,299,83],{},[31,301,302,305,308,311],{},[34,303,304],{},"Present PoC results (15–20 min)",[34,306,307],{},"Validate success criteria achieved (10–15 min)",[34,309,310],{},"Discuss ROI\u002Fbusiness case (10–15 min)",[34,312,313],{},"Confirm readiness to move to proposal (5–10 min)",[14,315,316],{},"Next Step: Proposal & pricing review.",[14,318,106,319],{},[108,320,323],{"href":321,"rel":322},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F11XLqfBeIgaOMCuH4Er15lu9duwGh5qlnUWskHkV7aeM\u002Fedit",[112],"Enterprise pricing model",[63,325,327,330],{"id":326},"meeting-5-proposal-timeline-review-45-min",[17,328,329],{},"Meeting 5:"," Proposal & Timeline Review (45 min)",[14,332,333,335],{},[17,334,74],{}," Confirm alignment on commercial terms, contractual structure, and implementation timeline in order to enable executive and procurement approval.",[14,337,338],{},"Sales Stage: 5-Commit\nLifecycle stage: SQO\nForecast stage: Commit",[14,340,341],{},[17,342,83],{},[31,344,345,348,351],{},[34,346,347],{},"Walkthrough proposal & pricing (20 min)",[34,349,350],{},"Contract terms discussion (15 min)",[34,352,353],{},"Timeline & implementation planning (10 min)",[14,355,356,357,362,363,368,369,373],{},"Next Step: Move into executive\u002Fprocurement review. If any non-standard pricing, discounts, or contract terms are on the table, submit a form through this ",[108,358,361],{"href":359,"rel":360},"https:\u002F\u002Fform.asana.com\u002F?k=hUrD0SJEka-BxHZ5qXAcxQ&d=1213818720452348",[112],"link"," to create a task in the ",[108,364,367],{"href":365,"rel":366},"https:\u002F\u002Fapp.asana.com\u002Fread-only\u002FDeal-Desk\u002F1213818720452348\u002F35b84534fdbe0d38d02d16cf84565538\u002Flist",[112],"Deal Desk Asana project"," before this meeting — see the ",[108,370,372],{"href":371},"\u002Fhandbook\u002Fsales\u002Fengagements\u002F#asana-deal-desk-tasks","Deal Desk process"," for what context to include.",[63,375,377,380],{"id":376},"meetings-6-executive-procurement-review-close-3045-min",[17,378,379],{},"Meeting(s) 6:"," Executive \u002F Procurement Review + Close (30–45 min)",[14,382,383,385,386,390],{},[17,384,74],{}," Confirm executive and procurement approval by resolving any remaining commercial, legal, or risk considerations and authorizing contract execution. Ensure a ",[108,387,389],{"href":365,"rel":388},[112],"Deal Desk Asana task"," exists for any legal review or approval needed at this stage.",[14,392,393],{},"Sales Stage: 6-Closing\nLifecycle stage: SQO\nForecast stage: Commit",[14,395,396],{},[17,397,83],{},[31,399,400,403,406,409],{},[34,401,402],{},"Final review of solution & ROI (10 min)",[34,404,405],{},"Address objections & confirm approvals (10–15 min)",[34,407,408],{},"Contract\u002Flegal\u002Fprocurement finalization (10 min)",[34,410,411],{},"Obtain decision-maker commitment (5 min)",[14,413,414],{},"Next Step: Transition to implementation.",{"title":416,"searchDepth":417,"depth":417,"links":418},"",4,[419,422,424,426,428,430,432,434],{"id":65,"depth":420,"text":421},2,"Meeting 1a: Discovery (30–45 min)",{"id":116,"depth":420,"text":423},"Meeting 1b: Impact \u002F Technical Deep Dive (45–60 min)",{"id":151,"depth":420,"text":425},"Meeting 2a: Champion Demo (45 min)",{"id":205,"depth":420,"text":427},"Meeting 2b: Stakeholder Demo \u002F Workshop (60–90 min)**",{"id":244,"depth":420,"text":429},"Meeting 3: PoC Kickoff (60 min)",{"id":283,"depth":420,"text":431},"Meeting 4: PoC Review (45–60 min)",{"id":326,"depth":420,"text":433},"Meeting 5: Proposal & Timeline Review (45 min)",{"id":376,"depth":420,"text":435},"Meeting(s) 6: Executive \u002F Procurement Review + Close (30–45 min)","Owning function: Sales\nContributing functions: Solution Engineering, Customer Success, Professional Services","md",{},{"order":440},19,"\u002Fhandbook\u002Fsales\u002Fedge-connect-process",{"title":5,"description":436},"handbook\u002Fsales\u002Fedge-connect-process","LLe_Q6nP8W2A9vE5fUA434qHu3p5ky5JH58-9EejCp8",[446],{"title":447,"path":448,"stem":449,"children":450},"Handbook","\u002Fhandbook","handbook",[451,453,579,611,841,930,992,1134,1139],{"title":447,"path":448,"stem":452},"handbook\u002Findex",{"title":454,"group":454,"icon":455,"order":456,"path":457,"stem":458,"children":459},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[460,461,465,469,473,492,496,500,504,571,575],{"title":454,"path":457,"stem":458},{"title":462,"path":463,"stem":464},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":466,"path":467,"stem":468},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":470,"path":471,"stem":472},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":474,"icon":475,"path":476,"stem":477,"children":478},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[479,480,484,488],{"title":474,"path":476,"stem":477},{"title":481,"path":482,"stem":483},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":485,"path":486,"stem":487},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":489,"path":490,"stem":491},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":493,"path":494,"stem":495},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":497,"path":498,"stem":499},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":501,"path":502,"stem":503},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":505,"icon":506,"path":507,"stem":508,"children":509},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[510,511,515,519,523,527,531,535,539,543,547,551,555,559,563,567],{"title":505,"path":507,"stem":508},{"title":512,"path":513,"stem":514},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":516,"path":517,"stem":518},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":520,"path":521,"stem":522},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":524,"path":525,"stem":526},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":528,"path":529,"stem":530},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":532,"path":533,"stem":534},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":536,"path":537,"stem":538},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":540,"path":541,"stem":542},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":544,"path":545,"stem":546},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":548,"path":549,"stem":550},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":552,"path":553,"stem":554},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":556,"path":557,"stem":558},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":560,"path":561,"stem":562},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":564,"path":565,"stem":566},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":568,"path":569,"stem":570},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":572,"path":573,"stem":574},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":576,"path":577,"stem":578},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":580,"group":581,"icon":582,"order":417,"path":583,"stem":584,"children":585},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[586,587,591,595,599,603,607],{"title":580,"path":583,"stem":584},{"title":588,"path":589,"stem":590},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":592,"path":593,"stem":594},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":596,"path":597,"stem":598},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":600,"path":601,"stem":602},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":604,"path":605,"stem":606},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":608,"path":609,"stem":610},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":612,"group":581,"icon":613,"order":614,"path":615,"stem":616,"children":617},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[618,619,623,638,642,646,650,684,727,731,788,792,819,823,838],{"title":612,"path":615,"stem":616},{"title":620,"path":621,"stem":622},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":624,"icon":625,"path":626,"stem":627,"children":628},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[629,630,634],{"title":624,"path":626,"stem":627},{"title":631,"path":632,"stem":633},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":635,"path":636,"stem":637},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":639,"path":640,"stem":641},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":643,"path":644,"stem":645},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":647,"path":648,"stem":649},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":651,"icon":652,"path":653,"stem":654,"children":655},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[656,657,661,665,669,673],{"title":651,"path":653,"stem":654},{"title":658,"path":659,"stem":660},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":662,"path":663,"stem":664},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":666,"path":667,"stem":668},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":670,"path":671,"stem":672},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":674,"icon":675,"path":676,"stem":677,"children":678},"UI Conventions and Style Guide","i-lucide-palette","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fui-conventions","handbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Findex",[679,680],{"title":674,"path":676,"stem":677},{"title":681,"path":682,"stem":683},"Feature Flags","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Ffeature-flags","handbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Ffeature-flags",{"title":685,"icon":686,"path":687,"stem":688,"children":689},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[690,691,695,699,703,707,711,715,719,723],{"title":685,"path":687,"stem":688},{"title":692,"path":693,"stem":694},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":696,"path":697,"stem":698},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":700,"path":701,"stem":702},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":704,"path":705,"stem":706},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":708,"path":709,"stem":710},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":712,"path":713,"stem":714},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":716,"path":717,"stem":718},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":720,"path":721,"stem":722},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":724,"path":725,"stem":726},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":728,"path":729,"stem":730},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":732,"icon":733,"path":734,"stem":735,"children":736},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[737,738,742,746,750,754,758,765,769,772,776,780,784],{"title":732,"path":734,"stem":735},{"title":739,"path":740,"stem":741},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":743,"path":744,"stem":745},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":747,"path":748,"stem":749},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":751,"path":752,"stem":753},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":755,"path":756,"stem":757},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":759,"path":760,"stem":761,"children":762,"icon":764},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[763],{"title":759,"path":760,"stem":761},"i-lucide-user-circle",{"title":766,"path":767,"stem":768},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":497,"path":770,"stem":771},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":773,"path":774,"stem":775},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":777,"path":778,"stem":779},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":781,"path":782,"stem":783},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":785,"path":786,"stem":787},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":789,"path":790,"stem":791},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":793,"icon":794,"path":795,"stem":796,"children":797},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[798,799,803,807,811,815],{"title":793,"path":795,"stem":796},{"title":800,"path":801,"stem":802},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":804,"path":805,"stem":806},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":808,"path":809,"stem":810},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":812,"path":813,"stem":814},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":816,"path":817,"stem":818},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":820,"path":821,"stem":822},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":824,"path":825,"stem":826,"children":827,"icon":837},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[828,829,833],{"title":824,"path":825,"stem":826},{"title":830,"path":831,"stem":832},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":834,"path":835,"stem":836},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":604,"path":839,"stem":840},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":842,"group":843,"icon":844,"order":845,"path":846,"stem":847,"children":848},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[849,850,856,860,875,894,898,902,906,910,914,918,922,926],{"title":842,"path":846,"stem":847},{"title":851,"path":852,"stem":853,"children":854},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[855],{"title":851,"path":852,"stem":853},{"title":857,"path":858,"stem":859},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":861,"icon":862,"path":863,"stem":864,"children":865},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[866,867,871],{"title":861,"path":863,"stem":864},{"title":868,"path":869,"stem":870},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":872,"path":873,"stem":874},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":876,"icon":877,"path":878,"stem":879,"children":880,"order":456},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[881,882,886,890],{"title":876,"path":878,"stem":879,"order":456},{"title":883,"path":884,"stem":885},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":887,"path":888,"stem":889},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":891,"path":892,"stem":893},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":895,"path":896,"stem":897},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":899,"path":900,"stem":901},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":903,"path":904,"stem":905},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":907,"path":908,"stem":909},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":911,"path":912,"stem":913},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":915,"path":916,"stem":917},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":919,"path":920,"stem":921},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":923,"path":924,"stem":925},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":927,"path":928,"stem":929},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":931,"group":454,"icon":932,"order":420,"path":933,"stem":934,"children":935},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[936,937,941,945,949,972,976,980,984,988],{"title":931,"path":933,"stem":934},{"title":938,"path":939,"stem":940},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":942,"path":943,"stem":944},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":946,"path":947,"stem":948},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":950,"icon":951,"path":952,"stem":953,"children":954},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[955,956,960,964,968],{"title":950,"path":952,"stem":953},{"title":957,"path":958,"stem":959},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":961,"path":962,"stem":963},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":965,"path":966,"stem":967},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":969,"path":970,"stem":971},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":973,"path":974,"stem":975},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":977,"path":978,"stem":979},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":981,"path":982,"stem":983},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":985,"path":986,"stem":987},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":989,"path":990,"stem":991},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":993,"group":994,"icon":995,"order":996,"path":997,"stem":998,"children":999},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[1000,1001,1005,1009,1013,1017,1021,1044,1110,1114,1118,1122,1126,1130],{"title":993,"path":997,"stem":998},{"title":1002,"path":1003,"stem":1004},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":1006,"path":1007,"stem":1008},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":1010,"path":1011,"stem":1012},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":1014,"path":1015,"stem":1016},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":1018,"path":1019,"stem":1020},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":1022,"icon":1023,"path":1024,"stem":1025,"children":1026},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[1027,1028,1032,1036,1040],{"title":1022,"path":1024,"stem":1025},{"title":1029,"path":1030,"stem":1031},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":1033,"path":1034,"stem":1035},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":1037,"path":1038,"stem":1039},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":1041,"path":1042,"stem":1043},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":1045,"icon":1046,"path":1047,"stem":1048,"children":1049},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[1050,1051,1055,1059,1063,1067,1071,1075,1079,1083,1087,1091,1095,1099,1102,1106],{"title":1045,"path":1047,"stem":1048},{"title":1052,"path":1053,"stem":1054},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":1056,"path":1057,"stem":1058},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":1060,"path":1061,"stem":1062},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":1064,"path":1065,"stem":1066},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":1068,"path":1069,"stem":1070},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":1072,"path":1073,"stem":1074},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":1076,"path":1077,"stem":1078},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":1080,"path":1081,"stem":1082},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":1084,"path":1085,"stem":1086},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":1088,"path":1089,"stem":1090},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":1092,"path":1093,"stem":1094},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":1096,"path":1097,"stem":1098},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":919,"path":1100,"stem":1101},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":1103,"path":1104,"stem":1105},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":1107,"path":1108,"stem":1109},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":1111,"path":1112,"stem":1113},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":1115,"path":1116,"stem":1117},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":1119,"path":1120,"stem":1121},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":1123,"path":1124,"stem":1125},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":1127,"path":1128,"stem":1129},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":1131,"path":1132,"stem":1133},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":1135,"path":1136,"stem":1137,"group":447,"order":1138},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":1140,"group":1140,"icon":1141,"order":1142,"path":1143,"stem":1144,"children":1145},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[1146,1147,1155,1160,1164,1169,1175,1176,1181,1186,1191,1196,1201,1225,1230,1234,1256,1262,1267,1275,1279,1283,1287,1291,1295,1300,1305],{"title":1140,"path":1143,"stem":1144},{"title":1148,"path":1149,"stem":1150,"children":1151,"order":1153,"icon":1154},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[1152],{"title":1148,"path":1149,"stem":1150},22,"i-lucide-dollar-sign",{"title":1156,"path":1157,"stem":1158,"order":1159},"Customer Journey Alignment","\u002Fhandbook\u002Fsales\u002Fcustomer-journey","handbook\u002Fsales\u002Fcustomer-journey",10,{"title":1161,"path":1162,"stem":1163,"order":614},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":1165,"path":1166,"stem":1167,"order":1168},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":1170,"path":1171,"stem":1172,"order":1173,"icon":1174},"Demo Apps","\u002Fhandbook\u002Fsales\u002Fdemo-apps","handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":5,"path":441,"stem":443,"order":440},{"title":1177,"path":1178,"stem":1179,"order":1180},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":1182,"path":1183,"stem":1184,"order":1185,"icon":686},"FlowFuse Trial Environment","\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":1187,"path":1188,"stem":1189,"order":1190},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":1192,"path":1193,"stem":1194,"order":1195},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":1197,"path":1198,"stem":1199,"order":1200},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":1202,"order":1203,"icon":1204,"path":1205,"stem":1206,"children":1207},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[1208,1209,1213,1217,1221],{"title":1202,"path":1205,"stem":1206},{"title":1210,"path":1211,"stem":1212,"order":420},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1214,"path":1215,"stem":1216,"order":456},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1218,"path":1219,"stem":1220,"order":417},"Proof of Value","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov","handbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":1222,"path":1223,"stem":1224,"order":614},"Solution","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":1226,"path":1227,"stem":1228,"order":1229},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":1231,"path":1232,"stem":1233,"order":845},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":1235,"order":996,"icon":1236,"path":1237,"stem":1238,"children":1239},"Partnerships","i-lucide-handshake","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships\u002Findex",[1240,1241,1245],{"title":1235,"path":1237,"stem":1238},{"title":1242,"path":1243,"stem":1244,"order":420},"Channel Partners","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners","handbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners",{"title":1246,"path":1247,"stem":1248,"children":1249,"order":456,"icon":1255},"Hardware Partners","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners","handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Findex",[1250,1251],{"title":1246,"path":1247,"stem":1248},{"title":1252,"path":1253,"stem":1254,"order":456},"Hardware Partner Workbook","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","i-lucide-cpu",{"title":1257,"path":1258,"stem":1259,"order":1260,"icon":1261},"PoV Workbook","\u002Fhandbook\u002Fsales\u002Fpov-workbook","handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":1263,"path":1264,"stem":1265,"order":1266},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":1268,"path":1269,"stem":1270,"children":1271,"order":1273,"icon":1274},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1272],{"title":1268,"path":1269,"stem":1270},12,"i-lucide-workflow",{"title":1276,"path":1277,"stem":1278,"order":417},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1280,"path":1281,"stem":1282,"order":1142},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":196,"path":1284,"stem":1285,"order":1286},"\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":1288,"path":1289,"stem":1290,"order":456},"Sales","\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":1292,"path":1293,"stem":1294,"order":420},"Solution Engineering","\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1296,"path":1297,"stem":1298,"order":1299},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1301,"path":1302,"stem":1303,"order":1304},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1306,"path":1307,"stem":1308,"order":1309},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1788365207178]