[{"data":1,"prerenderedAt":1226},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F":3,"handbook-nav":391},{"id":4,"title":5,"body":6,"description":368,"extension":383,"meta":384,"navigation":385,"path":386,"seo":387,"sitemap":388,"stem":389,"__hash__":390},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov.md","Proof of Value",{"type":7,"value":8,"toc":367},"minimark",[9,13,33,37,71,83,152,176,178,207,211,220,262,266,269,299,303,313,318,335,344,348],[10,11,5],"h2",{"id":12},"proof-of-value",[14,15,16,17,22,23,27,28,32],"p",{},"A Proof of Value (PoV) is the stage where FlowFuse and the prospective customer\njointly prove that FlowFuse solves the specific problem uncovered during\n",[18,19,21],"a",{"href":20},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery\u002F","Discovery"," and shown in the\n",[18,24,26],{"href":25},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F","Demo",". Unlike a generic \"kick the tyres\" trial,\na PoV is scoped in the ",[18,29,31],{"href":30},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution\u002F","Solution"," stage — the\napps that will solve the use case, the success criteria they are judged against,\nand the plan are all agreed before it starts — and it ends in a clear decision.",[10,34,36],{"id":35},"where-a-pov-fits-in-the-sales-process","Where a PoV fits in the sales process",[14,38,39,40,49,50,53,54,58,59,62,63,66,67,70],{},"A PoV is ",[41,42,43],"strong",{},[18,44,48],{"href":45,"rel":46},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU\u002F",[47],"nofollow","stage 4 — Validate"," of the sales process: the technical heart of the\nEvaluation phase, jointly owned by the ",[41,51,52],{},"AE and SE",". It is where a deal moves\nfrom ",[55,56,57],"em",{},"best case"," into ",[55,60,61],{},"forecast"," — the customer has agreed the problem is worth\nsolving, and the PoV proves FlowFuse is the solution. A ",[41,64,65],{},"completed installation","\nand ",[41,68,69],{},"technical validation"," against the agreed criteria are the exit signals that\ncarry the deal out of Validate toward Commit.",[14,72,73,74,78,79,82],{},"It runs in three arcs — the same three that shape the ",[18,75,77],{"href":76},"#process","Process"," below\nand the workbook's ",[41,80,81],{},"Plan"," tab:",[84,85,86,102],"table",{},[87,88,89],"thead",{},[90,91,92,96,99],"tr",{},[93,94,95],"th",{},"Arc",[93,97,98],{},"Sales stage",[93,100,101],{},"What happens",[103,104,105,126,139],"tbody",{},[90,106,107,113,118],{},[108,109,110],"td",{},[41,111,112],{},"Pre-PoV",[108,114,115,117],{},[18,116,31],{"href":30}," (stage 3)",[108,119,120,121,125],{},"The gates are produced — use case and value understood, apps and success criteria defined, plan agreed, FlowFuse available (see the ",[18,122,124],{"href":123},"#pre-pov-checklist","Pre-PoV checklist","). A PoV should not start until they are.",[90,127,128,133,136],{},[108,129,130],{},[41,131,132],{},"PoV",[108,134,135],{},"Validate (stage 4)",[108,137,138],{},"Prove each scoping criterion. Completed installation and technical validation are the exit criteria.",[90,140,141,146,149],{},[108,142,143],{},[41,144,145],{},"Post-PoV",[108,147,148],{},"Moving to Commit (stage 5) and Closing",[108,150,151],{},"A successful PoV feeds the business case, Economic Buyer alignment and paper process that carry the deal to close.",[14,153,154,155,161,162,166,167,171,172,175],{},"A PoV is run from the ",[41,156,157],{},[18,158,160],{"href":159},"\u002Fhandbook\u002Fsales\u002Fpov-workbook\u002F","PoV Workbook"," — the single\ndocument that spans the whole engagement — using the shared\n",[18,163,165],{"href":164},"\u002Fhandbook\u002Fsales\u002Fpov-workbook\u002F#definitions","definitions"," defined there. This page\ncovers the PoV stage itself: ",[18,168,170],{"href":169},"#where-a-pov-fits-in-the-sales-process","where it fits","\nin the sales process, and the ",[18,173,174],{"href":76},"process"," of running one.",[10,177,77],{"id":174},[14,179,180,181,183,184,187,188,191,192,195,196,199,200,203,204,206],{},"A PoV moves through a small number of phases, all tracked in the workbook's\n",[41,182,81],{}," tab: ",[41,185,186],{},"pre-PoV gates"," clear, then ",[41,189,190],{},"kickoff"," (agree the plan and\nsuccess criteria, and schedule every check-in and the wrap-up), ",[41,193,194],{},"install",",\n",[41,197,198],{},"execute"," (prove each scoping criterion in turn), and ",[41,201,202],{},"wrap-up"," (sign-off\nagainst the criteria). The commercial follow-on lives in the ",[41,205,145],{}," section\nof the same plan.",[208,209,124],"h3",{"id":210},"pre-pov-checklist",[14,212,213,214,216,217,219],{},"Before a PoV starts, five things must be true. The first four are the output of\nthe ",[18,215,31],{"href":30}," stage (stage 3) — they are\nproduced there, not during the PoV — and the fifth is getting access. They are\nalso the gates tracked in the workbook's ",[41,218,81],{}," tab. Starting a PoV before they\nare met is the most common way one stalls.",[221,222,223,233,239,245,251],"ol",{},[224,225,226,229,230,232],"li",{},[41,227,228],{},"The use case and its business impact are understood."," ",[18,231,21],{"href":20}," has established the pain and what solving it is worth to the customer.",[224,234,235,238],{},[41,236,237],{},"The apps are defined."," The app or apps that will solve the use case are identified and follow FlowFuse's app delivery methods, so the PoV showcases FlowFuse as an app-building platform — not a test of Node-RED.",[224,240,241,244],{},[41,242,243],{},"Success criteria are well defined."," Each criterion has a concrete, agreed pass signal, so \"success\" is not open to interpretation when the PoV ends.",[224,246,247,250],{},[41,248,249],{},"The plan is agreed with the customer."," Tasks, owners and dates are agreed jointly, not just internally.",[224,252,253,256,257,261],{},[41,254,255],{},"FlowFuse is available to test."," The customer has either installed FlowFuse (self-hosted) or signed up for a Cloud trial — set up as the ",[18,258,260],{"href":259},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment\u002F","FlowFuse Trial Environment"," during the Solution stage.",[208,263,265],{"id":264},"pov-meetings","PoV meetings",[14,267,268],{},"Every PoV meeting is scheduled up front, at the kickoff, so the cadence is agreed\nand the wrap-up is already on the calendar before any testing begins.",[270,271,272,283,293],"ul",{},[224,273,274,277,278,282],{},[41,275,276],{},"Kickoff"," — the customer formally agrees to the PoV, the plan and success criteria are confirmed, and every subsequent meeting (the check-ins and the wrap-up) is scheduled. For a self-hosted PoV, this is where the customer receives the ",[18,279,281],{"href":280},"#generating-a-license","trial license key"," to install on their own server.",[224,284,285,288,289,292],{},[41,286,287],{},"Check-ins"," — a regular cadence agreed at kickoff. Each check-in reviews progress against the scoping criteria and clears blockers; open items are tracked in the workbook's ",[41,290,291],{},"Questions"," tab between calls.",[224,294,295,298],{},[41,296,297],{},"Wrap-up \u002F feedback meeting"," — a final session, also booked at kickoff, to review the PoV against its success criteria, capture the customer's feedback, and agree the next step toward Commit.",[208,300,302],{"id":301},"licensing","Licensing",[14,304,305,306,308,309,312],{},"Getting the customer a running FlowFuse — the\n",[18,307,260],{"href":259},", a Cloud\ntrial or a self-hosted install — is set up in the Solution stage. The licensing\ntasks the SE performs during the PoV live here. A ",[41,310,311],{},"license key applies only to\nself-hosting","; a Cloud trial never needs one.",[314,315,317],"h4",{"id":316},"generating-a-license","Generating a license",[270,319,320,329,332],{},[224,321,322,323,328],{},"Generate one by ",[18,324,327],{"href":325,"rel":326},"https:\u002F\u002Fenergetic-sanderling-4472.flowfuse.cloud\u002Fdashboard\u002Flicense",[47],"filling out this form",".",[224,330,331],{},"Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.",[224,333,334],{},"Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.",[14,336,337,338,343],{},"All generated licenses are added ",[18,339,342],{"href":340,"rel":341},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0",[47],"to this sheet"," automatically.",[314,345,347],{"id":346},"extending-a-trial","Extending a trial",[270,349,350,361],{},[224,351,352,355,356,360],{},[41,353,354],{},"Cloud"," — use the 'Extend Trial' button on the Team Settings page (platform Administrators only). Without admin access, raise a ",[18,357,359],{"href":358},"\u002Fhandbook\u002Foperations\u002Fchange\u002F#flowfuse-cloud-change-control","CloudProject change request"," with details.",[224,362,363,366],{},[41,364,365],{},"Self-hosted"," — issue a new license key with a later expiry. Trial extensions need to be approved by management.",{"title":368,"searchDepth":369,"depth":369,"links":370},"",4,[371,373,374],{"id":12,"depth":372,"text":5},2,{"id":35,"depth":372,"text":36},{"id":174,"depth":372,"text":77,"children":375},[376,378,379],{"id":210,"depth":377,"text":124},3,{"id":264,"depth":377,"text":265},{"id":301,"depth":377,"text":302,"children":380},[381,382],{"id":316,"depth":369,"text":317},{"id":346,"depth":369,"text":347},"md",{},{"order":369},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":5,"description":368},{"loc":386},"handbook\u002Fsales\u002Fmeetings\u002Fpov","x5jit404FXBF_Zk2N0eISqkWNu5ddNvYc4zf8gYMrGM",[392],{"title":393,"path":394,"stem":395,"children":396},"Handbook","\u002Fhandbook","handbook",[397,399,525,556,777,866,928,1070,1075],{"title":393,"path":394,"stem":398},"handbook\u002Findex",{"title":400,"group":400,"icon":401,"order":402,"path":403,"stem":404,"children":405},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[406,407,411,415,419,438,442,446,450,517,521],{"title":400,"path":403,"stem":404},{"title":408,"path":409,"stem":410},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":412,"path":413,"stem":414},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":416,"path":417,"stem":418},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":420,"icon":421,"path":422,"stem":423,"children":424},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[425,426,430,434],{"title":420,"path":422,"stem":423},{"title":427,"path":428,"stem":429},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":431,"path":432,"stem":433},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":435,"path":436,"stem":437},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":439,"path":440,"stem":441},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":443,"path":444,"stem":445},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":447,"path":448,"stem":449},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":451,"icon":452,"path":453,"stem":454,"children":455},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[456,457,461,465,469,473,477,481,485,489,493,497,501,505,509,513],{"title":451,"path":453,"stem":454},{"title":458,"path":459,"stem":460},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":462,"path":463,"stem":464},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":466,"path":467,"stem":468},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":470,"path":471,"stem":472},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":474,"path":475,"stem":476},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":478,"path":479,"stem":480},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":482,"path":483,"stem":484},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":486,"path":487,"stem":488},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":490,"path":491,"stem":492},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":494,"path":495,"stem":496},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":498,"path":499,"stem":500},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":502,"path":503,"stem":504},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":506,"path":507,"stem":508},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":510,"path":511,"stem":512},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":514,"path":515,"stem":516},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":518,"path":519,"stem":520},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":522,"path":523,"stem":524},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":526,"group":527,"icon":528,"order":369,"path":529,"stem":530,"children":531},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[532,533,537,541,545,548,552],{"title":526,"path":529,"stem":530},{"title":534,"path":535,"stem":536},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":538,"path":539,"stem":540},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":542,"path":543,"stem":544},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":77,"path":546,"stem":547},"\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":549,"path":550,"stem":551},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":553,"path":554,"stem":555},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":557,"group":527,"icon":558,"order":377,"path":559,"stem":560,"children":561},"Engineering","i-lucide-code-2","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[562,563,567,586,590,594,598,621,663,667,724,728,755,759,774],{"title":557,"path":559,"stem":560},{"title":564,"path":565,"stem":566},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":568,"icon":569,"path":570,"stem":571,"children":572},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[573,574,578,582],{"title":568,"path":570,"stem":571},{"title":575,"path":576,"stem":577},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":579,"path":580,"stem":581},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":583,"path":584,"stem":585},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":587,"path":588,"stem":589},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":591,"path":592,"stem":593},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":595,"path":596,"stem":597},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":599,"icon":600,"path":601,"stem":602,"children":603},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[604,605,609,613,617],{"title":599,"path":601,"stem":602},{"title":606,"path":607,"stem":608},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":610,"path":611,"stem":612},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":614,"path":615,"stem":616},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":618,"path":619,"stem":620},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":622,"icon":623,"path":624,"stem":625,"children":626},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[627,628,631,635,639,643,647,651,655,659],{"title":622,"path":624,"stem":625},{"title":575,"path":629,"stem":630},"\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":632,"path":633,"stem":634},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":636,"path":637,"stem":638},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":640,"path":641,"stem":642},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":644,"path":645,"stem":646},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":648,"path":649,"stem":650},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":652,"path":653,"stem":654},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":656,"path":657,"stem":658},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":660,"path":661,"stem":662},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":664,"path":665,"stem":666},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":668,"icon":669,"path":670,"stem":671,"children":672},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[673,674,678,682,686,690,694,701,705,708,712,716,720],{"title":668,"path":670,"stem":671},{"title":675,"path":676,"stem":677},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":679,"path":680,"stem":681},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":683,"path":684,"stem":685},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":687,"path":688,"stem":689},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":691,"path":692,"stem":693},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":695,"path":696,"stem":697,"children":698,"icon":700},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[699],{"title":695,"path":696,"stem":697},"i-lucide-user-circle",{"title":702,"path":703,"stem":704},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":443,"path":706,"stem":707},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":709,"path":710,"stem":711},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":713,"path":714,"stem":715},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":717,"path":718,"stem":719},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":721,"path":722,"stem":723},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":725,"path":726,"stem":727},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":729,"icon":730,"path":731,"stem":732,"children":733},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[734,735,739,743,747,751],{"title":729,"path":731,"stem":732},{"title":736,"path":737,"stem":738},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":740,"path":741,"stem":742},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":744,"path":745,"stem":746},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":748,"path":749,"stem":750},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":752,"path":753,"stem":754},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":756,"path":757,"stem":758},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":760,"path":761,"stem":762,"children":763,"icon":773},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[764,765,769],{"title":760,"path":761,"stem":762},{"title":766,"path":767,"stem":768},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":770,"path":771,"stem":772},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":549,"path":775,"stem":776},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":778,"group":779,"icon":780,"order":781,"path":782,"stem":783,"children":784},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[785,786,792,796,811,830,834,838,842,846,850,854,858,862],{"title":778,"path":782,"stem":783},{"title":787,"path":788,"stem":789,"children":790},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[791],{"title":787,"path":788,"stem":789},{"title":793,"path":794,"stem":795},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":797,"icon":798,"path":799,"stem":800,"children":801},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[802,803,807],{"title":797,"path":799,"stem":800},{"title":804,"path":805,"stem":806},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":808,"path":809,"stem":810},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":812,"icon":813,"path":814,"stem":815,"children":816,"order":402},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[817,818,822,826],{"title":812,"path":814,"stem":815,"order":402},{"title":819,"path":820,"stem":821},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":823,"path":824,"stem":825},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":827,"path":828,"stem":829},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":831,"path":832,"stem":833},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":835,"path":836,"stem":837},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":839,"path":840,"stem":841},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":843,"path":844,"stem":845},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":847,"path":848,"stem":849},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":851,"path":852,"stem":853},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":855,"path":856,"stem":857},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":859,"path":860,"stem":861},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":863,"path":864,"stem":865},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":867,"group":400,"icon":868,"order":372,"path":869,"stem":870,"children":871},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[872,873,877,881,885,908,912,916,920,924],{"title":867,"path":869,"stem":870},{"title":874,"path":875,"stem":876},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":878,"path":879,"stem":880},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":882,"path":883,"stem":884},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":886,"icon":887,"path":888,"stem":889,"children":890},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[891,892,896,900,904],{"title":886,"path":888,"stem":889},{"title":893,"path":894,"stem":895},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":897,"path":898,"stem":899},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":901,"path":902,"stem":903},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":905,"path":906,"stem":907},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":909,"path":910,"stem":911},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":913,"path":914,"stem":915},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":917,"path":918,"stem":919},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":921,"path":922,"stem":923},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":925,"path":926,"stem":927},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":929,"group":930,"icon":931,"order":932,"path":933,"stem":934,"children":935},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[936,937,941,945,949,953,957,980,1046,1050,1054,1058,1062,1066],{"title":929,"path":933,"stem":934},{"title":938,"path":939,"stem":940},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":942,"path":943,"stem":944},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":946,"path":947,"stem":948},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":950,"path":951,"stem":952},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":954,"path":955,"stem":956},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":958,"icon":959,"path":960,"stem":961,"children":962},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[963,964,968,972,976],{"title":958,"path":960,"stem":961},{"title":965,"path":966,"stem":967},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":969,"path":970,"stem":971},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":973,"path":974,"stem":975},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":977,"path":978,"stem":979},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":981,"icon":982,"path":983,"stem":984,"children":985},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[986,987,991,995,999,1003,1007,1011,1015,1019,1023,1027,1031,1035,1038,1042],{"title":981,"path":983,"stem":984},{"title":988,"path":989,"stem":990},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":992,"path":993,"stem":994},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":996,"path":997,"stem":998},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":1000,"path":1001,"stem":1002},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":1004,"path":1005,"stem":1006},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":1008,"path":1009,"stem":1010},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":1012,"path":1013,"stem":1014},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":1016,"path":1017,"stem":1018},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":1020,"path":1021,"stem":1022},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":1024,"path":1025,"stem":1026},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":1028,"path":1029,"stem":1030},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":1032,"path":1033,"stem":1034},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":855,"path":1036,"stem":1037},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":1039,"path":1040,"stem":1041},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":1043,"path":1044,"stem":1045},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":1047,"path":1048,"stem":1049},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":1051,"path":1052,"stem":1053},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":1055,"path":1056,"stem":1057},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":1059,"path":1060,"stem":1061},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":1063,"path":1064,"stem":1065},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":1067,"path":1068,"stem":1069},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":1071,"path":1072,"stem":1073,"group":393,"order":1074},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":1076,"group":1076,"icon":1077,"order":1078,"path":1079,"stem":1080,"children":1081},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[1082,1083,1091,1096,1100,1105,1111,1116,1121,1125,1130,1135,1140,1159,1164,1168,1172,1177,1182,1190,1194,1198,1203,1207,1211,1216,1221],{"title":1076,"path":1079,"stem":1080},{"title":1084,"path":1085,"stem":1086,"children":1087,"order":1089,"icon":1090},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[1088],{"title":1084,"path":1085,"stem":1086},22,"i-lucide-dollar-sign",{"title":1092,"path":1093,"stem":1094,"order":1095},"Customer Journey Alignment","\u002Fhandbook\u002Fsales\u002Fcustomer-journey","handbook\u002Fsales\u002Fcustomer-journey",10,{"title":1097,"path":1098,"stem":1099,"order":377},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":1101,"path":1102,"stem":1103,"order":1104},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":1106,"path":1107,"stem":1108,"order":1109,"icon":1110},"Demo Apps","\u002Fhandbook\u002Fsales\u002Fdemo-apps","handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":1112,"path":1113,"stem":1114,"order":1115},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",19,{"title":1117,"path":1118,"stem":1119,"order":1120},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":260,"path":1122,"stem":1123,"order":1124,"icon":623},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":1126,"path":1127,"stem":1128,"order":1129},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":1131,"path":1132,"stem":1133,"order":1134},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":1136,"path":1137,"stem":1138,"order":1139},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":1141,"order":1142,"icon":1143,"path":1144,"stem":1145,"children":1146},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[1147,1148,1151,1155,1156],{"title":1141,"path":1144,"stem":1145},{"title":26,"path":1149,"stem":1150,"order":372},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1152,"path":1153,"stem":1154,"order":402},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":5,"path":386,"stem":389,"order":369},{"title":31,"path":1157,"stem":1158,"order":377},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":1160,"path":1161,"stem":1162,"order":1163},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":1165,"path":1166,"stem":1167,"order":781},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":1169,"path":1170,"stem":1171,"order":932},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":160,"path":1173,"stem":1174,"order":1175,"icon":1176},"\u002Fhandbook\u002Fsales\u002Fpov-workbook","handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":1178,"path":1179,"stem":1180,"order":1181},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":1183,"path":1184,"stem":1185,"children":1186,"order":1188,"icon":1189},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1187],{"title":1183,"path":1184,"stem":1185},12,"i-lucide-workflow",{"title":1191,"path":1192,"stem":1193,"order":369},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1195,"path":1196,"stem":1197,"order":1078},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":1199,"path":1200,"stem":1201,"order":1202},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":1204,"path":1205,"stem":1206,"order":402},"Sales","\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":1208,"path":1209,"stem":1210,"order":372},"Solution Engineering","\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1212,"path":1213,"stem":1214,"order":1215},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1217,"path":1218,"stem":1219,"order":1220},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1222,"path":1223,"stem":1224,"order":1225},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1786490259821]