[{"data":1,"prerenderedAt":1264},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002F":3,"handbook-nav":476},{"id":4,"title":5,"body":6,"description":16,"extension":468,"meta":469,"navigation":470,"path":471,"seo":472,"sitemap":473,"stem":474,"__hash__":475},"handbook\u002Fhandbook\u002Fsales\u002Findex.md","Commercial Organization",{"type":7,"value":8,"toc":457},"minimark",[9,13,17,20,25,28,79,82,86,171,175,181,184,253,257,260,270,274,438,444,448],[10,11,5],"h1",{"id":12},"commercial-organization",[14,15,16],"p",{},"The Commercial Organization owns how FlowFuse turns product capability into\nrealized customer value — from the first commercial conversation through\nadoption, expansion, and long-term success. It is more than a revenue function:\nit is a unified commercial team responsible for building customer relationships,\naccelerating adoption, and scaling the business through trusted partnerships.",[14,18,19],{},"This page is the entry point to the section. It covers what we do, how we are\norganized, and where to find the detail for each function.",[21,22,24],"h2",{"id":23},"what-we-do","What we do",[14,26,27],{},"Our scope spans five functions, each accountable for a phase of the customer\nlifecycle:",[29,30,31,43,52,61,70],"ul",{},[32,33,34,42],"li",{},[35,36,37],"strong",{},[38,39,41],"a",{"href":40},"\u002Fhandbook\u002Fsales\u002Fsales-team","Sales"," — Identify, qualify, and convert opportunities\ninto customers; own the commercial process through close and expansion.",[32,44,45,51],{},[35,46,47],{},[38,48,50],{"href":49},"\u002Fhandbook\u002Fsales\u002Fsolution-engineering","Solution Engineering"," — Serve as technical\nadvisors across the lifecycle: discovery, tailored demos, proof-of-value\nevaluations, onboarding, and architecture guidance.",[32,53,54,60],{},[35,55,56],{},[38,57,59],{"href":58},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","Customer Success"," — Own onboarding, adoption,\nrenewals, and expansion; measured by customer outcomes, not just retention.",[32,62,63,69],{},[35,64,65],{},[38,66,68],{"href":67},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","Professional Services"," — Deliver scoped,\nhigh-impact engagements that accelerate implementation and time-to-value.",[32,71,72,78],{},[35,73,74],{},[38,75,77],{"href":76},"\u002Fhandbook\u002Fsales\u002Fpartnerships","Sales Partnerships"," — Extend FlowFuse's reach through\nresellers, referrers, and system integrators.",[14,80,81],{},"Together these teams form a single commercial engine aligned around one goal:\nhelping customers succeed while scaling FlowFuse's business responsibly and\nsustainably.",[21,83,85],{"id":84},"team","Team",[87,88,89,102],"table",{},[90,91,92],"thead",{},[93,94,95,99],"tr",{},[96,97,98],"th",{},"Role",[96,100,101],{},"Contributors",[103,104,105,124,140,155],"tbody",{},[93,106,107,111],{},[108,109,110],"td",{},"VP of Sales",[108,112,113,117,118],{},[38,114,116],{"href":115},"\u002Fabout#michael-davis","Michael Davis"," ",[38,119,123],{"href":120,"rel":121},"https:\u002F\u002Fgithub.com\u002FMichaelBDavis",[122],"nofollow","@MichaelBDavis",[93,125,126,129],{},[108,127,128],{},"AE",[108,130,131,117,135],{},[38,132,134],{"href":133},"\u002Fabout#dan-parry","Dan Parry",[38,136,139],{"href":137,"rel":138},"https:\u002F\u002Fgithub.com\u002Fdanielgparry-star",[122],"@dgparry32",[93,141,142,144],{},[108,143,128],{},[108,145,146,117,150],{},[38,147,149],{"href":148},"\u002Fabout#kasheef-mohammed","Kasheef Mohammed",[38,151,154],{"href":152,"rel":153},"https:\u002F\u002Fgithub.com\u002FKasheef13",[122],"@Kasheef",[93,156,157,160],{},[108,158,159],{},"CSM",[108,161,162,117,166],{},[38,163,165],{"href":164},"\u002Fabout#esme-wieringa","Esmé Wieringa",[38,167,170],{"href":168,"rel":169},"https:\u002F\u002Fgithub.com\u002FEsmewieringa",[122],"@Esmewieringa",[21,172,174],{"id":173},"organizational-structure","Organizational structure",[14,176,177,178,180],{},"The Commercial Organization is led by the ",[35,179,110],{},", who oversees the five\nfunctions. Each function has distinct responsibilities, but we operate as a\nsingle, collaborative department aligned around customer value and commercial\ngrowth, with strong cross-functional collaboration across Product, Marketing,\nand Engineering.",[14,182,183],{},"Each function is accountable for a specific phase of the customer journey:",[87,185,186,196],{},[90,187,188],{},[93,189,190,193],{},[96,191,192],{},"Function",[96,194,195],{},"Primary focus",[103,197,198,209,220,231,242],{},[93,199,200,206],{},[108,201,202],{},[35,203,204],{},[38,205,41],{"href":40},[108,207,208],{},"New business, opportunity qualification, demos, proposals, closing new and expansion ARR",[93,210,211,217],{},[108,212,213],{},[35,214,215],{},[38,216,50],{"href":49},[108,218,219],{},"Technical discovery, demos, proofs of value, onboarding, architecture and expansion advisory",[93,221,222,228],{},[108,223,224],{},[35,225,226],{},[38,227,59],{"href":58},[108,229,230],{},"Onboarding, adoption, renewals, advocacy, and driving account health and growth",[93,232,233,239],{},[108,234,235],{},[35,236,237],{},[38,238,77],{"href":76},[108,240,241],{},"Reseller, referrer, and system-integrator motions; partner enablement",[93,243,244,250],{},[108,245,246],{},[35,247,248],{},[38,249,68],{"href":67},[108,251,252],{},"Scoped implementation, integration, and enablement services",[21,254,256],{"id":255},"regional-coverage","Regional coverage",[14,258,259],{},"We manage commercial activity across three regions — Americas; EMEA; and Oceania",[29,261,262],{},[32,263,264,265,269],{},"East, South, and Southeast Asia — each supported by AEs, CSMs, and SEs. See\n",[38,266,268],{"href":267},"\u002Fhandbook\u002Fsales\u002Fregions","Sales Regions"," for territory assignments and multi-region deal\nrules.",[21,271,273],{"id":272},"how-we-work","How we work",[29,275,276,283,290,297,304,311,318,342,349,356,363,369,375,386,393,403,410,417,424,431],{},[32,277,278,282],{},[38,279,281],{"href":280},"\u002Fhandbook\u002Fsales\u002Foperating-principles","Commercial Team Operating Principles"," — individual conduct standards",[32,284,285,289],{},[38,286,288],{"href":287},"\u002Fhandbook\u002Fsales\u002Fworking-norms","Working Norms"," — meeting cadence and escalation routing",[32,291,292,296],{},[38,293,295],{"href":294},"\u002Fhandbook\u002Fsales\u002Fcustomer-journey","Customer Journey Alignment"," — lifecycle stages and ownership",[32,298,299,303],{},[38,300,302],{"href":301},"\u002Fhandbook\u002Fsales\u002Ftools","Systems & Tools"," — the commercial tech stack",[32,305,306,310],{},[38,307,309],{"href":308},"\u002Fhandbook\u002Fsales\u002Fonboarding","Onboarding & Development"," — ramping and growing the team",[32,312,313,317],{},[38,314,316],{"href":315},"\u002Fhandbook\u002Fsales\u002Fprocesses","Processes"," — the process and methodology index",[32,319,320,324,325,329,330,329,334,329,338],{},[38,321,323],{"href":322},"\u002Fhandbook\u002Fsales\u002Fmeetings","Sales Meetings"," — ",[38,326,328],{"href":327},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","Discovery",", ",[38,331,333],{"href":332},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","Demo",[38,335,337],{"href":336},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","Solution",[38,339,341],{"href":340},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov","PoV",[32,343,344,348],{},[38,345,347],{"href":346},"\u002Fhandbook\u002Fsales\u002Fpov-workbook","PoV Workbook"," — the deal document that spans the SE stages, and its shared definitions",[32,350,351,355],{},[38,352,354],{"href":353},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","FlowFuse Trial Environment"," — the running FlowFuse the customer tests in, and the trial-license policy",[32,357,358,362],{},[38,359,361],{"href":360},"\u002Fhandbook\u002Fsales\u002Fdemo-apps","Demo Apps"," — the public FlowFuse team where our demo apps live, and the criteria for publishing to it",[32,364,365],{},[38,366,368],{"href":367},"\u002Fhandbook\u002Fsales\u002Fengagements","Engagements & Pricing",[32,370,371],{},[38,372,374],{"href":373},"\u002Fhandbook\u002Fsales\u002Fforecast-review","Forecast Review",[32,376,377,381,382],{},[38,378,380],{"href":379},"\u002Fhandbook\u002Fsales\u002Fsales-deck","Sales Deck"," and ",[38,383,385],{"href":384},"\u002Fhandbook\u002Fsales\u002Fpricing-decks","Pricing Decks",[32,387,388,392],{},[38,389,391],{"href":390},"\u002Fhandbook\u002Fsales\u002Fhubspot","HubSpot"," — CRM lifecycle stages and conventions",[32,394,395,381,399],{},[38,396,398],{"href":397},"\u002Fhandbook\u002Fsales\u002Flegal","Legal",[38,400,402],{"href":401},"\u002Fhandbook\u002Fsales\u002Fcommission-plan","Sales Compensation Plan",[32,404,405],{},[38,406,409],{"href":407,"rel":408},"https:\u002F\u002Fapp-eu1.hubspot.com\u002Fcontacts\u002F26586079\u002Fobjects\u002F0-3\u002Fviews\u002Fall\u002Fboard",[122],"Deal Board",[32,411,412],{},[38,413,416],{"href":414,"rel":415},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1Jrt5sNg46wngQ5UAii8sbN94PTlIAscOWrFcOhSVNPE\u002Fedit",[122],"Sales playbook (internal)",[32,418,419],{},[38,420,423],{"href":421,"rel":422},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU",[122],"SPICED Sales Framework",[32,425,426],{},[38,427,430],{"href":428,"rel":429},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1krMIUJvosw8xUQog_iq_FEvI9R5WEo9ZyWUCdTb9XnQ\u002Fedit#heading=h.3rr2wuny55dl",[122],"Ideal Customer Profile",[32,432,433],{},[38,434,437],{"href":435,"rel":436},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0\u002Fedit#gid=0",[122],"Customer Licenses (internal)",[14,439,440,441,443],{},"The full commercial tech stack — CRM, enrichment, communication, and demo\nenvironments — is documented on the ",[38,442,302],{"href":301}," page.",[21,445,447],{"id":446},"contact-us","Contact us",[14,449,450,451,456],{},"Questions can be asked in\n",[38,452,455],{"href":453,"rel":454},"https:\u002F\u002Fflowfuse.slack.com\u002Farchives\u002FC05GYH95NJZ",[122],"#dept-sales",".",{"title":458,"searchDepth":459,"depth":459,"links":460},"",4,[461,463,464,465,466,467],{"id":23,"depth":462,"text":24},2,{"id":84,"depth":462,"text":85},{"id":173,"depth":462,"text":174},{"id":255,"depth":462,"text":256},{"id":272,"depth":462,"text":273},{"id":446,"depth":462,"text":447},"md",{},null,"\u002Fhandbook\u002Fsales",{"title":5,"description":16},{"loc":471},"handbook\u002Fsales\u002Findex","Rmh6DutHTazvPTQAsWlVgyTLH4IW6GCjI-3kQE7GgQw",[477],{"title":478,"path":479,"stem":480,"children":481},"Handbook","\u002Fhandbook","handbook",[482,484,610,642,864,952,1014,1155,1160],{"title":478,"path":479,"stem":483},"handbook\u002Findex",{"title":485,"group":485,"icon":486,"order":487,"path":488,"stem":489,"children":490},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[491,492,496,500,504,523,527,531,535,602,606],{"title":485,"path":488,"stem":489},{"title":493,"path":494,"stem":495},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":497,"path":498,"stem":499},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":501,"path":502,"stem":503},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":505,"icon":506,"path":507,"stem":508,"children":509},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[510,511,515,519],{"title":505,"path":507,"stem":508},{"title":512,"path":513,"stem":514},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":516,"path":517,"stem":518},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":520,"path":521,"stem":522},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":524,"path":525,"stem":526},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":528,"path":529,"stem":530},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":532,"path":533,"stem":534},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":536,"icon":537,"path":538,"stem":539,"children":540},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[541,542,546,550,554,558,562,566,570,574,578,582,586,590,594,598],{"title":536,"path":538,"stem":539},{"title":543,"path":544,"stem":545},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":547,"path":548,"stem":549},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":551,"path":552,"stem":553},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":555,"path":556,"stem":557},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":559,"path":560,"stem":561},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":563,"path":564,"stem":565},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":567,"path":568,"stem":569},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":571,"path":572,"stem":573},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":575,"path":576,"stem":577},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":579,"path":580,"stem":581},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":583,"path":584,"stem":585},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":587,"path":588,"stem":589},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":591,"path":592,"stem":593},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":595,"path":596,"stem":597},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":599,"path":600,"stem":601},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":603,"path":604,"stem":605},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":607,"path":608,"stem":609},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":611,"group":612,"icon":613,"order":459,"path":614,"stem":615,"children":616},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[617,618,622,626,630,634,638],{"title":611,"path":614,"stem":615},{"title":619,"path":620,"stem":621},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":623,"path":624,"stem":625},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":627,"path":628,"stem":629},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":631,"path":632,"stem":633},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":635,"path":636,"stem":637},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":639,"path":640,"stem":641},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":643,"group":612,"icon":644,"order":645,"path":646,"stem":647,"children":648},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[649,650,654,673,677,681,685,708,750,754,811,815,842,846,861],{"title":643,"path":646,"stem":647},{"title":651,"path":652,"stem":653},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":655,"icon":656,"path":657,"stem":658,"children":659},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[660,661,665,669],{"title":655,"path":657,"stem":658},{"title":662,"path":663,"stem":664},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":666,"path":667,"stem":668},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":670,"path":671,"stem":672},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":674,"path":675,"stem":676},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":678,"path":679,"stem":680},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":682,"path":683,"stem":684},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":686,"icon":687,"path":688,"stem":689,"children":690},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[691,692,696,700,704],{"title":686,"path":688,"stem":689},{"title":693,"path":694,"stem":695},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":697,"path":698,"stem":699},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":701,"path":702,"stem":703},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":705,"path":706,"stem":707},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":709,"icon":710,"path":711,"stem":712,"children":713},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[714,715,718,722,726,730,734,738,742,746],{"title":709,"path":711,"stem":712},{"title":662,"path":716,"stem":717},"\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":719,"path":720,"stem":721},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":723,"path":724,"stem":725},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":727,"path":728,"stem":729},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":731,"path":732,"stem":733},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":735,"path":736,"stem":737},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":739,"path":740,"stem":741},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":743,"path":744,"stem":745},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":747,"path":748,"stem":749},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":751,"path":752,"stem":753},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":755,"icon":756,"path":757,"stem":758,"children":759},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[760,761,765,769,773,777,781,788,792,795,799,803,807],{"title":755,"path":757,"stem":758},{"title":762,"path":763,"stem":764},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":766,"path":767,"stem":768},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":770,"path":771,"stem":772},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":774,"path":775,"stem":776},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":778,"path":779,"stem":780},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":782,"path":783,"stem":784,"children":785,"icon":787},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[786],{"title":782,"path":783,"stem":784},"i-lucide-user-circle",{"title":789,"path":790,"stem":791},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":528,"path":793,"stem":794},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":796,"path":797,"stem":798},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":800,"path":801,"stem":802},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":804,"path":805,"stem":806},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":808,"path":809,"stem":810},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":812,"path":813,"stem":814},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":816,"icon":817,"path":818,"stem":819,"children":820},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[821,822,826,830,834,838],{"title":816,"path":818,"stem":819},{"title":823,"path":824,"stem":825},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":827,"path":828,"stem":829},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":831,"path":832,"stem":833},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":835,"path":836,"stem":837},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":839,"path":840,"stem":841},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":843,"path":844,"stem":845},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":847,"path":848,"stem":849,"children":850,"icon":860},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[851,852,856],{"title":847,"path":848,"stem":849},{"title":853,"path":854,"stem":855},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":857,"path":858,"stem":859},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":635,"path":862,"stem":863},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":865,"group":866,"icon":867,"order":868,"path":869,"stem":870,"children":871},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[872,873,879,883,898,917,921,924,928,932,936,940,944,948],{"title":865,"path":869,"stem":870},{"title":874,"path":875,"stem":876,"children":877},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[878],{"title":874,"path":875,"stem":876},{"title":880,"path":881,"stem":882},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":884,"icon":885,"path":886,"stem":887,"children":888},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[889,890,894],{"title":884,"path":886,"stem":887},{"title":891,"path":892,"stem":893},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":895,"path":896,"stem":897},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":899,"icon":900,"path":901,"stem":902,"children":903,"order":487},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[904,905,909,913],{"title":899,"path":901,"stem":902,"order":487},{"title":906,"path":907,"stem":908},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":910,"path":911,"stem":912},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":914,"path":915,"stem":916},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":918,"path":919,"stem":920},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":273,"path":922,"stem":923},"\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":925,"path":926,"stem":927},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":929,"path":930,"stem":931},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":933,"path":934,"stem":935},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":937,"path":938,"stem":939},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":941,"path":942,"stem":943},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":945,"path":946,"stem":947},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":949,"path":950,"stem":951},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":953,"group":485,"icon":954,"order":462,"path":955,"stem":956,"children":957},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[958,959,963,967,971,994,998,1002,1006,1010],{"title":953,"path":955,"stem":956},{"title":960,"path":961,"stem":962},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":964,"path":965,"stem":966},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":968,"path":969,"stem":970},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":972,"icon":973,"path":974,"stem":975,"children":976},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[977,978,982,986,990],{"title":972,"path":974,"stem":975},{"title":979,"path":980,"stem":981},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":983,"path":984,"stem":985},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":987,"path":988,"stem":989},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":991,"path":992,"stem":993},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":995,"path":996,"stem":997},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":999,"path":1000,"stem":1001},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":1003,"path":1004,"stem":1005},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":1007,"path":1008,"stem":1009},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":1011,"path":1012,"stem":1013},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":1015,"group":1016,"icon":1017,"order":1018,"path":1019,"stem":1020,"children":1021},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[1022,1023,1027,1031,1035,1039,1043,1066,1131,1135,1139,1143,1147,1151],{"title":1015,"path":1019,"stem":1020},{"title":1024,"path":1025,"stem":1026},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":1028,"path":1029,"stem":1030},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":1032,"path":1033,"stem":1034},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":1036,"path":1037,"stem":1038},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":1040,"path":1041,"stem":1042},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":1044,"icon":1045,"path":1046,"stem":1047,"children":1048},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[1049,1050,1054,1058,1062],{"title":1044,"path":1046,"stem":1047},{"title":1051,"path":1052,"stem":1053},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":1055,"path":1056,"stem":1057},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":1059,"path":1060,"stem":1061},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":1063,"path":1064,"stem":1065},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":1067,"icon":1068,"path":1069,"stem":1070,"children":1071},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[1072,1073,1077,1081,1085,1089,1093,1097,1101,1105,1109,1113,1117,1121,1124,1128],{"title":1067,"path":1069,"stem":1070},{"title":1074,"path":1075,"stem":1076},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":1078,"path":1079,"stem":1080},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":1082,"path":1083,"stem":1084},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":1086,"path":1087,"stem":1088},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":1090,"path":1091,"stem":1092},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":1094,"path":1095,"stem":1096},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":1098,"path":1099,"stem":1100},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":1102,"path":1103,"stem":1104},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":1106,"path":1107,"stem":1108},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":1110,"path":1111,"stem":1112},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":1114,"path":1115,"stem":1116},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":1118,"path":1119,"stem":1120},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":941,"path":1122,"stem":1123},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":1125,"path":1126,"stem":1127},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":110,"path":1129,"stem":1130},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":1132,"path":1133,"stem":1134},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":1136,"path":1137,"stem":1138},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":1140,"path":1141,"stem":1142},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":1144,"path":1145,"stem":1146},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":1148,"path":1149,"stem":1150},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":1152,"path":1153,"stem":1154},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":1156,"path":1157,"stem":1158,"group":478,"order":1159},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":5,"group":5,"icon":1161,"order":1162,"path":471,"stem":474,"children":1163},"i-lucide-trending-up",7,[1164,1165,1171,1174,1176,1181,1185,1190,1193,1196,1199,1202,1205,1221,1224,1226,1229,1233,1236,1242,1244,1246,1249,1251,1253,1258,1261],{"title":5,"path":471,"stem":474},{"title":402,"path":401,"stem":1166,"children":1167,"order":1169,"icon":1170},"handbook\u002Fsales\u002Fcommission-plan\u002Findex",[1168],{"title":402,"path":401,"stem":1166},22,"i-lucide-dollar-sign",{"title":295,"path":294,"stem":1172,"order":1173},"handbook\u002Fsales\u002Fcustomer-journey",10,{"title":59,"path":58,"stem":1175,"order":645},"handbook\u002Fsales\u002Fcustomer-success",{"title":1177,"path":1178,"stem":1179,"order":1180},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":361,"path":360,"stem":1182,"order":1183,"icon":1184},"handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":1186,"path":1187,"stem":1188,"order":1189},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",19,{"title":368,"path":367,"stem":1191,"order":1192},"handbook\u002Fsales\u002Fengagements",14,{"title":354,"path":353,"stem":1194,"order":1195,"icon":710},"handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":374,"path":373,"stem":1197,"order":1198},"handbook\u002Fsales\u002Fforecast-review",15,{"title":391,"path":390,"stem":1200,"order":1201},"handbook\u002Fsales\u002Fhubspot",16,{"title":398,"path":397,"stem":1203,"order":1204},"handbook\u002Fsales\u002Flegal",21,{"title":323,"order":1206,"icon":1207,"path":322,"stem":1208,"children":1209},13,"i-lucide-calendar","handbook\u002Fsales\u002Fmeetings\u002Findex",[1210,1211,1213,1216,1219],{"title":323,"path":322,"stem":1208},{"title":333,"path":332,"stem":1212,"order":462},"handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1214,"path":327,"stem":1215,"order":487},"Discovery Meeting","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1217,"path":340,"stem":1218,"order":459},"Proof of Value","handbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":337,"path":336,"stem":1220,"order":645},"handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":309,"path":308,"stem":1222,"order":1223},"handbook\u002Fsales\u002Fonboarding",11,{"title":281,"path":280,"stem":1225,"order":868},"handbook\u002Fsales\u002Foperating-principles",{"title":1227,"path":76,"stem":1228,"order":1018},"Partnerships","handbook\u002Fsales\u002Fpartnerships",{"title":347,"path":346,"stem":1230,"order":1231,"icon":1232},"handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":385,"path":384,"stem":1234,"order":1235},"handbook\u002Fsales\u002Fpricing-decks",18,{"title":316,"path":315,"stem":1237,"children":1238,"order":1240,"icon":1241},"handbook\u002Fsales\u002Fprocesses\u002Findex",[1239],{"title":316,"path":315,"stem":1237},12,"i-lucide-workflow",{"title":68,"path":67,"stem":1243,"order":459},"handbook\u002Fsales\u002Fprofessional-services",{"title":268,"path":267,"stem":1245,"order":1162},"handbook\u002Fsales\u002Fregions",{"title":380,"path":379,"stem":1247,"order":1248},"handbook\u002Fsales\u002Fsales-deck",17,{"title":41,"path":40,"stem":1250,"order":487},"handbook\u002Fsales\u002Fsales-team",{"title":50,"path":49,"stem":1252,"order":462},"handbook\u002Fsales\u002Fsolution-engineering",{"title":1254,"path":1255,"stem":1256,"order":1257},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":302,"path":301,"stem":1259,"order":1260},"handbook\u002Fsales\u002Ftools",8,{"title":288,"path":287,"stem":1262,"order":1263},"handbook\u002Fsales\u002Fworking-norms",9,1786490257573]