[{"data":1,"prerenderedAt":1070},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fprocesses\u002F":3,"handbook-nav":206},{"id":4,"title":5,"body":6,"description":16,"extension":199,"meta":200,"navigation":201,"path":202,"seo":203,"stem":204,"__hash__":205},"handbook\u002Fhandbook\u002Fsales\u002Fprocesses\u002Findex.md","Processes",{"type":7,"value":8,"toc":185},"minimark",[9,13,17,20,25,30,41,49,51,55,62,68,70,74,77,96,101,103,107,110,127,131,133,137,140,154,158,160,164,167,181],[10,11,5],"h1",{"id":12},"processes",[14,15,16],"p",{},"This page is a navigation index for the core processes and methodologies used across the Commercial Organization.\nEach process is owned by a specific function, with other functions contributing as needed.",[18,19],"hr",{},[21,22,24],"h2",{"id":23},"sales-owned-processes","Sales-owned processes",[26,27,29],"h3",{"id":28},"edge-connectivity-sales-process","Edge Connectivity Sales Process",[14,31,32,36,37,40],{},[33,34,35],"strong",{},"Owning function:"," Sales\n",[33,38,39],{},"Used when:"," The customer is evaluating how to standardize or modernize edge connectivity across systems or sites.",[14,42,43,44],{},"→ ",[45,46,48],"a",{"href":47},"\u002Fhandbook\u002Fsales\u002Fedge-connect-process","View process",[18,50],{},[26,52,54],{"id":53},"node-red-scale-sales-process","Node-RED Scale Sales Process",[14,56,57,36,59,61],{},[33,58,35],{},[33,60,39],{}," The customer is already using Node-RED and needs governance, security, and scale.",[14,63,43,64],{},[65,66,67],"em",{},"Coming soon",[18,69],{},[21,71,73],{"id":72},"solution-engineering-owned-processes","Solution Engineering-owned processes",[14,75,76],{},"These processes support Sales-led motions and ensure technical validation and delivery readiness.",[78,79,80,84,90,93],"ul",{},[81,82,83],"li",{},"Discovery support",[81,85,86],{},[45,87,89],{"href":88},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F#demo","Demo execution",[81,91,92],{},"Proof of Concept (PoC) delivery",[81,94,95],{},"Technical onboarding & enablement",[14,97,43,98],{},[65,99,100],{},"Detailed process pages coming soon",[18,102],{},[21,104,106],{"id":105},"customer-success-owned-processes","Customer Success-owned processes",[14,108,109],{},"These processes ensure adoption, renewal readiness, and expansion signal identification.",[78,111,112,115,118,121,124],{},[81,113,114],{},"Customer onboarding framework",[81,116,117],{},"Health monitoring & risk management",[81,119,120],{},"Renewal planning",[81,122,123],{},"Expansion signal identification",[81,125,126],{},"Customer advocacy development",[14,128,43,129],{},[65,130,100],{},[18,132],{},[21,134,136],{"id":135},"professional-services-owned-processes","Professional Services-owned processes",[14,138,139],{},"These processes govern scoped delivery, enablement, and post-engagement transition.",[78,141,142,145,148,151],{},[81,143,144],{},"Engagement scoping",[81,146,147],{},"Project delivery",[81,149,150],{},"Enablement services (workshops, training)",[81,152,153],{},"Post-engagement handoff to Customer Success",[14,155,43,156],{},[65,157,100],{},[18,159],{},[21,161,163],{"id":162},"sales-partnerships-owned-processes","Sales Partnerships-owned processes",[14,165,166],{},"These processes define how FlowFuse identifies, enables, and scales partner-led motions.",[78,168,169,172,175,178],{},[81,170,171],{},"Partner identification & recruitment",[81,173,174],{},"Co-sell enablement",[81,176,177],{},"Partner documentation & support",[81,179,180],{},"Partner performance monitoring",[14,182,43,183],{},[65,184,100],{},{"title":186,"searchDepth":187,"depth":187,"links":188},"",4,[189,195,196,197,198],{"id":23,"depth":190,"text":24,"children":191},2,[192,194],{"id":28,"depth":193,"text":29},3,{"id":53,"depth":193,"text":54},{"id":72,"depth":190,"text":73},{"id":105,"depth":190,"text":106},{"id":135,"depth":190,"text":136},{"id":162,"depth":190,"text":163},"md",{},null,"\u002Fhandbook\u002Fsales\u002Fprocesses",{"title":5,"description":16},"handbook\u002Fsales\u002Fprocesses\u002Findex","ZQKEO9_EEPFj-R8RWbomR56Vcn2blgI1XezKehzoHdM",[207],{"title":208,"path":209,"stem":210,"children":211},"Handbook","\u002Fhandbook","handbook",[212,214,340,372,601,690,752,894,899],{"title":208,"path":209,"stem":213},"handbook\u002Findex",{"title":215,"group":215,"icon":216,"order":217,"path":218,"stem":219,"children":220},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[221,222,226,230,234,253,257,261,265,332,336],{"title":215,"path":218,"stem":219},{"title":223,"path":224,"stem":225},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":227,"path":228,"stem":229},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":231,"path":232,"stem":233},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":235,"icon":236,"path":237,"stem":238,"children":239},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[240,241,245,249],{"title":235,"path":237,"stem":238},{"title":242,"path":243,"stem":244},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":246,"path":247,"stem":248},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":250,"path":251,"stem":252},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":254,"path":255,"stem":256},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":258,"path":259,"stem":260},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":262,"path":263,"stem":264},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":266,"icon":267,"path":268,"stem":269,"children":270},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[271,272,276,280,284,288,292,296,300,304,308,312,316,320,324,328],{"title":266,"path":268,"stem":269},{"title":273,"path":274,"stem":275},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":277,"path":278,"stem":279},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":281,"path":282,"stem":283},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":285,"path":286,"stem":287},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":289,"path":290,"stem":291},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":293,"path":294,"stem":295},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":297,"path":298,"stem":299},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":301,"path":302,"stem":303},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":305,"path":306,"stem":307},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":309,"path":310,"stem":311},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":313,"path":314,"stem":315},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":317,"path":318,"stem":319},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":321,"path":322,"stem":323},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":325,"path":326,"stem":327},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":329,"path":330,"stem":331},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":333,"path":334,"stem":335},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":337,"path":338,"stem":339},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":341,"group":342,"icon":343,"order":187,"path":344,"stem":345,"children":346},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[347,348,352,356,360,364,368],{"title":341,"path":344,"stem":345},{"title":349,"path":350,"stem":351},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":353,"path":354,"stem":355},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":357,"path":358,"stem":359},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":361,"path":362,"stem":363},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":365,"path":366,"stem":367},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":369,"path":370,"stem":371},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":373,"group":342,"icon":374,"order":193,"path":375,"stem":376,"children":377},"Engineering","i-lucide-code-2","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[378,379,383,398,402,406,410,444,487,491,548,552,579,583,598],{"title":373,"path":375,"stem":376},{"title":380,"path":381,"stem":382},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":384,"icon":385,"path":386,"stem":387,"children":388},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[389,390,394],{"title":384,"path":386,"stem":387},{"title":391,"path":392,"stem":393},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":395,"path":396,"stem":397},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":399,"path":400,"stem":401},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":403,"path":404,"stem":405},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":407,"path":408,"stem":409},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":411,"icon":412,"path":413,"stem":414,"children":415},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[416,417,421,425,429,433],{"title":411,"path":413,"stem":414},{"title":418,"path":419,"stem":420},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":422,"path":423,"stem":424},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":426,"path":427,"stem":428},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":430,"path":431,"stem":432},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":434,"icon":435,"path":436,"stem":437,"children":438},"UI Conventions and Style Guide","i-lucide-palette","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fui-conventions","handbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Findex",[439,440],{"title":434,"path":436,"stem":437},{"title":441,"path":442,"stem":443},"Feature Flags","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Ffeature-flags","handbook\u002Fengineering\u002Ffrontend\u002Fui-conventions\u002Ffeature-flags",{"title":445,"icon":446,"path":447,"stem":448,"children":449},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[450,451,455,459,463,467,471,475,479,483],{"title":445,"path":447,"stem":448},{"title":452,"path":453,"stem":454},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":456,"path":457,"stem":458},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":460,"path":461,"stem":462},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":464,"path":465,"stem":466},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":468,"path":469,"stem":470},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":472,"path":473,"stem":474},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":476,"path":477,"stem":478},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":480,"path":481,"stem":482},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":484,"path":485,"stem":486},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":488,"path":489,"stem":490},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":492,"icon":493,"path":494,"stem":495,"children":496},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[497,498,502,506,510,514,518,525,529,532,536,540,544],{"title":492,"path":494,"stem":495},{"title":499,"path":500,"stem":501},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":503,"path":504,"stem":505},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":507,"path":508,"stem":509},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":511,"path":512,"stem":513},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":515,"path":516,"stem":517},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":519,"path":520,"stem":521,"children":522,"icon":524},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[523],{"title":519,"path":520,"stem":521},"i-lucide-user-circle",{"title":526,"path":527,"stem":528},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":258,"path":530,"stem":531},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":533,"path":534,"stem":535},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":537,"path":538,"stem":539},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":541,"path":542,"stem":543},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":545,"path":546,"stem":547},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":549,"path":550,"stem":551},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":553,"icon":554,"path":555,"stem":556,"children":557},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[558,559,563,567,571,575],{"title":553,"path":555,"stem":556},{"title":560,"path":561,"stem":562},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":564,"path":565,"stem":566},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":568,"path":569,"stem":570},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":572,"path":573,"stem":574},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":576,"path":577,"stem":578},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":580,"path":581,"stem":582},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":584,"path":585,"stem":586,"children":587,"icon":597},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[588,589,593],{"title":584,"path":585,"stem":586},{"title":590,"path":591,"stem":592},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":594,"path":595,"stem":596},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":365,"path":599,"stem":600},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":602,"group":603,"icon":604,"order":605,"path":606,"stem":607,"children":608},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[609,610,616,620,635,654,658,662,666,670,674,678,682,686],{"title":602,"path":606,"stem":607},{"title":611,"path":612,"stem":613,"children":614},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[615],{"title":611,"path":612,"stem":613},{"title":617,"path":618,"stem":619},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":621,"icon":622,"path":623,"stem":624,"children":625},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[626,627,631],{"title":621,"path":623,"stem":624},{"title":628,"path":629,"stem":630},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":632,"path":633,"stem":634},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":636,"icon":637,"path":638,"stem":639,"children":640,"order":217},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[641,642,646,650],{"title":636,"path":638,"stem":639,"order":217},{"title":643,"path":644,"stem":645},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":647,"path":648,"stem":649},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":651,"path":652,"stem":653},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":655,"path":656,"stem":657},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":659,"path":660,"stem":661},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":663,"path":664,"stem":665},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":667,"path":668,"stem":669},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":671,"path":672,"stem":673},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":675,"path":676,"stem":677},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":679,"path":680,"stem":681},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":683,"path":684,"stem":685},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":687,"path":688,"stem":689},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":691,"group":215,"icon":692,"order":190,"path":693,"stem":694,"children":695},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[696,697,701,705,709,732,736,740,744,748],{"title":691,"path":693,"stem":694},{"title":698,"path":699,"stem":700},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":702,"path":703,"stem":704},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":706,"path":707,"stem":708},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":710,"icon":711,"path":712,"stem":713,"children":714},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[715,716,720,724,728],{"title":710,"path":712,"stem":713},{"title":717,"path":718,"stem":719},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":721,"path":722,"stem":723},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":725,"path":726,"stem":727},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":729,"path":730,"stem":731},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":733,"path":734,"stem":735},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":737,"path":738,"stem":739},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":741,"path":742,"stem":743},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":745,"path":746,"stem":747},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":749,"path":750,"stem":751},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":753,"group":754,"icon":755,"order":756,"path":757,"stem":758,"children":759},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[760,761,765,769,773,777,781,804,870,874,878,882,886,890],{"title":753,"path":757,"stem":758},{"title":762,"path":763,"stem":764},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":766,"path":767,"stem":768},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":770,"path":771,"stem":772},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":774,"path":775,"stem":776},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":778,"path":779,"stem":780},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":782,"icon":783,"path":784,"stem":785,"children":786},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[787,788,792,796,800],{"title":782,"path":784,"stem":785},{"title":789,"path":790,"stem":791},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":793,"path":794,"stem":795},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":797,"path":798,"stem":799},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":801,"path":802,"stem":803},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":805,"icon":806,"path":807,"stem":808,"children":809},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[810,811,815,819,823,827,831,835,839,843,847,851,855,859,862,866],{"title":805,"path":807,"stem":808},{"title":812,"path":813,"stem":814},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":816,"path":817,"stem":818},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":820,"path":821,"stem":822},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":824,"path":825,"stem":826},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":828,"path":829,"stem":830},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":832,"path":833,"stem":834},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":836,"path":837,"stem":838},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":840,"path":841,"stem":842},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":844,"path":845,"stem":846},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":848,"path":849,"stem":850},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":852,"path":853,"stem":854},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":856,"path":857,"stem":858},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":679,"path":860,"stem":861},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":863,"path":864,"stem":865},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":867,"path":868,"stem":869},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":871,"path":872,"stem":873},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":875,"path":876,"stem":877},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":879,"path":880,"stem":881},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":883,"path":884,"stem":885},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":887,"path":888,"stem":889},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":891,"path":892,"stem":893},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":895,"path":896,"stem":897,"group":208,"order":898},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":900,"group":900,"icon":901,"order":902,"path":903,"stem":904,"children":905},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[906,907,915,920,924,929,935,938,943,948,953,958,963,987,992,996,1018,1024,1029,1034,1038,1042,1047,1051,1055,1060,1065],{"title":900,"path":903,"stem":904},{"title":908,"path":909,"stem":910,"children":911,"order":913,"icon":914},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[912],{"title":908,"path":909,"stem":910},22,"i-lucide-dollar-sign",{"title":916,"path":917,"stem":918,"order":919},"Customer Journey Alignment","\u002Fhandbook\u002Fsales\u002Fcustomer-journey","handbook\u002Fsales\u002Fcustomer-journey",10,{"title":921,"path":922,"stem":923,"order":193},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":925,"path":926,"stem":927,"order":928},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":930,"path":931,"stem":932,"order":933,"icon":934},"Demo Apps","\u002Fhandbook\u002Fsales\u002Fdemo-apps","handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":29,"path":47,"stem":936,"order":937},"handbook\u002Fsales\u002Fedge-connect-process",19,{"title":939,"path":940,"stem":941,"order":942},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":944,"path":945,"stem":946,"order":947,"icon":446},"FlowFuse Trial Environment","\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":949,"path":950,"stem":951,"order":952},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":954,"path":955,"stem":956,"order":957},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":959,"path":960,"stem":961,"order":962},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":964,"order":965,"icon":966,"path":967,"stem":968,"children":969},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[970,971,975,979,983],{"title":964,"path":967,"stem":968},{"title":972,"path":973,"stem":974,"order":190},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":976,"path":977,"stem":978,"order":217},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":980,"path":981,"stem":982,"order":187},"Proof of Value","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov","handbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":984,"path":985,"stem":986,"order":193},"Solution","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":988,"path":989,"stem":990,"order":991},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":993,"path":994,"stem":995,"order":605},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":997,"order":756,"icon":998,"path":999,"stem":1000,"children":1001},"Partnerships","i-lucide-handshake","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships\u002Findex",[1002,1003,1007],{"title":997,"path":999,"stem":1000},{"title":1004,"path":1005,"stem":1006,"order":190},"Channel Partners","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners","handbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners",{"title":1008,"path":1009,"stem":1010,"children":1011,"order":217,"icon":1017},"Hardware Partners","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners","handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Findex",[1012,1013],{"title":1008,"path":1009,"stem":1010},{"title":1014,"path":1015,"stem":1016,"order":217},"Hardware Partner Workbook","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","i-lucide-cpu",{"title":1019,"path":1020,"stem":1021,"order":1022,"icon":1023},"PoV Workbook","\u002Fhandbook\u002Fsales\u002Fpov-workbook","handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":1025,"path":1026,"stem":1027,"order":1028},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":5,"path":202,"stem":204,"children":1030,"order":1032,"icon":1033},[1031],{"title":5,"path":202,"stem":204},12,"i-lucide-workflow",{"title":1035,"path":1036,"stem":1037,"order":187},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1039,"path":1040,"stem":1041,"order":902},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":1043,"path":1044,"stem":1045,"order":1046},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":1048,"path":1049,"stem":1050,"order":217},"Sales","\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":1052,"path":1053,"stem":1054,"order":190},"Solution Engineering","\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1056,"path":1057,"stem":1058,"order":1059},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1061,"path":1062,"stem":1063,"order":1064},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1066,"path":1067,"stem":1068,"order":1069},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1788365209605]