[{"data":1,"prerenderedAt":925},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Forg\u002F":3,"handbook-nav":145},{"id":4,"title":5,"body":6,"description":130,"extension":138,"meta":139,"navigation":140,"path":141,"seo":142,"stem":143,"__hash__":144},"handbook\u002Fhandbook\u002Fsales\u002Forg\u002Findex.md","Commercial Organization",{"type":7,"value":8,"toc":129},"minimark",[9,13,18,22,25,28,32,35,57,60,62,66,69,102,105,107,111,126],[10,11,5],"h1",{"id":12},"commercial-organization",[14,15,17],"h2",{"id":16},"purpose","Purpose",[19,20,21],"p",{},"The Commercial Organization at FlowFuse is responsible for guiding customers from initial engagement through adoption, expansion, and long-term success.\nIt owns the customer-facing commercial motions that turn product capability into realized business value.",[19,23,24],{},"This organization balances revenue responsibility with customer outcomes, ensuring that growth is durable, scalable, and aligned with how customers actually adopt and operate FlowFuse.",[26,27],"hr",{},[14,29,31],{"id":30},"scope-and-responsibilities","Scope and Responsibilities",[19,33,34],{},"The Commercial Organization owns:",[36,37,38,42,45,48,51,54],"ul",{},[39,40,41],"li",{},"Customer engagement from first commercial interaction through renewal and expansion",[39,43,44],{},"Commercial qualification, progression, and close",[39,46,47],{},"Technical validation and solution alignment",[39,49,50],{},"Customer onboarding, adoption, and renewal readiness",[39,52,53],{},"Scoped delivery and enablement services",[39,55,56],{},"Partner-led commercial motions",[19,58,59],{},"While individual functions own specific processes, the Commercial Organization operates as a coordinated system with shared accountability for customer and commercial outcomes.",[26,61],{},[14,63,65],{"id":64},"organizational-structure","Organizational Structure",[19,67,68],{},"The Commercial Organization is composed of the following functions:",[36,70,71,78,84,90,96],{},[39,72,73,77],{},[74,75,76],"strong",{},"Account Executives","\nOwns opportunity qualification, deal progression, and commercial close.",[39,79,80,83],{},[74,81,82],{},"Solution Engineering","\nOwns technical discovery, validation, demos, and proof-of-concept delivery.",[39,85,86,89],{},[74,87,88],{},"Customer Success","\nOwns onboarding, adoption, health monitoring, renewal readiness, and expansion signals.",[39,91,92,95],{},[74,93,94],{},"Professional Services","\nOwns scoped delivery, enablement engagements, and post-engagement handoff.",[39,97,98,101],{},[74,99,100],{},"Sales Partnerships","\nOwns partner identification, enablement, co-sell motions, and partner performance.",[19,103,104],{},"Each function has clear ownership while operating in close collaboration with the others across the customer lifecycle.",[26,106],{},[14,108,110],{"id":109},"how-to-navigate-this-section","How to Navigate This Section",[36,112,113,116,123],{},[39,114,115],{},"Function-specific responsibilities and mandates are documented under each department page.",[39,117,118,119,122],{},"Sales-owned customer-facing motions are documented in the ",[74,120,121],{},"Processes"," section.",[39,124,125],{},"Supporting guidance on systems, tools, working norms, and lifecycle alignment is documented in dedicated pages.",[19,127,128],{},"This structure is intentional: ownership is explicit, collaboration is expected, and accountability is clear.",{"title":130,"searchDepth":131,"depth":131,"links":132},"",4,[133,135,136,137],{"id":16,"depth":134,"text":17},2,{"id":30,"depth":134,"text":31},{"id":64,"depth":134,"text":65},{"id":109,"depth":134,"text":110},"md",{},null,"\u002Fhandbook\u002Fsales\u002Forg",{"title":5,"description":130},"handbook\u002Fsales\u002Forg\u002Findex","eQF8q-SD3WtdcDo4CgfU9-l_75qzTslvy30lcfljRp8",[146],{"title":147,"path":148,"stem":149,"children":150},"Handbook","\u002Fhandbook","handbook",[151,153,278,310,528,618,680,819,824],{"title":147,"path":148,"stem":152},"handbook\u002Findex",{"title":154,"group":154,"icon":155,"order":156,"path":157,"stem":158,"children":159},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[160,161,165,169,173,192,195,199,203,270,274],{"title":154,"path":157,"stem":158},{"title":162,"path":163,"stem":164},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":166,"path":167,"stem":168},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":170,"path":171,"stem":172},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":174,"icon":175,"path":176,"stem":177,"children":178},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[179,180,184,188],{"title":174,"path":176,"stem":177},{"title":181,"path":182,"stem":183},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":185,"path":186,"stem":187},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":189,"path":190,"stem":191},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":65,"path":193,"stem":194},"\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":196,"path":197,"stem":198},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":200,"path":201,"stem":202},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":204,"icon":205,"path":206,"stem":207,"children":208},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[209,210,214,218,222,226,230,234,238,242,246,250,254,258,262,266],{"title":204,"path":206,"stem":207},{"title":211,"path":212,"stem":213},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":215,"path":216,"stem":217},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":219,"path":220,"stem":221},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":223,"path":224,"stem":225},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":227,"path":228,"stem":229},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":231,"path":232,"stem":233},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":235,"path":236,"stem":237},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":239,"path":240,"stem":241},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":243,"path":244,"stem":245},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":247,"path":248,"stem":249},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":251,"path":252,"stem":253},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":255,"path":256,"stem":257},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":259,"path":260,"stem":261},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":263,"path":264,"stem":265},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":267,"path":268,"stem":269},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":271,"path":272,"stem":273},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":275,"path":276,"stem":277},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":279,"group":280,"icon":281,"order":131,"path":282,"stem":283,"children":284},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[285,286,290,294,298,302,306],{"title":279,"path":282,"stem":283},{"title":287,"path":288,"stem":289},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":291,"path":292,"stem":293},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":295,"path":296,"stem":297},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":299,"path":300,"stem":301},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":303,"path":304,"stem":305},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":307,"path":308,"stem":309},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":311,"group":280,"icon":312,"order":313,"path":314,"stem":315,"children":316},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[317,318,322,341,345,349,353,376,418,422,479,483,506,510,525],{"title":311,"path":314,"stem":315},{"title":319,"path":320,"stem":321},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":323,"icon":324,"path":325,"stem":326,"children":327},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[328,329,333,337],{"title":323,"path":325,"stem":326},{"title":330,"path":331,"stem":332},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":334,"path":335,"stem":336},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":338,"path":339,"stem":340},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":342,"path":343,"stem":344},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":346,"path":347,"stem":348},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":350,"path":351,"stem":352},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":354,"icon":355,"path":356,"stem":357,"children":358},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[359,360,364,368,372],{"title":354,"path":356,"stem":357},{"title":361,"path":362,"stem":363},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":365,"path":366,"stem":367},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":369,"path":370,"stem":371},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":373,"path":374,"stem":375},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":377,"icon":378,"path":379,"stem":380,"children":381},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[382,383,386,390,394,398,402,406,410,414],{"title":377,"path":379,"stem":380},{"title":330,"path":384,"stem":385},"\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":387,"path":388,"stem":389},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":391,"path":392,"stem":393},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":395,"path":396,"stem":397},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":399,"path":400,"stem":401},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":403,"path":404,"stem":405},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":407,"path":408,"stem":409},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":411,"path":412,"stem":413},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":415,"path":416,"stem":417},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":419,"path":420,"stem":421},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":423,"icon":424,"path":425,"stem":426,"children":427},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[428,429,433,437,441,445,449,456,460,463,467,471,475],{"title":423,"path":425,"stem":426},{"title":430,"path":431,"stem":432},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":434,"path":435,"stem":436},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":438,"path":439,"stem":440},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":442,"path":443,"stem":444},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":446,"path":447,"stem":448},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":450,"path":451,"stem":452,"children":453,"icon":455},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[454],{"title":450,"path":451,"stem":452},"i-lucide-user-circle",{"title":457,"path":458,"stem":459},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":196,"path":461,"stem":462},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":464,"path":465,"stem":466},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":468,"path":469,"stem":470},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":472,"path":473,"stem":474},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":476,"path":477,"stem":478},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":480,"path":481,"stem":482},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":484,"icon":485,"path":486,"stem":487,"children":488},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[489,490,494,498,502],{"title":484,"path":486,"stem":487},{"title":491,"path":492,"stem":493},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":495,"path":496,"stem":497},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":499,"path":500,"stem":501},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":503,"path":504,"stem":505},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":507,"path":508,"stem":509},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":511,"path":512,"stem":513,"children":514,"icon":524},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[515,516,520],{"title":511,"path":512,"stem":513},{"title":517,"path":518,"stem":519},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":521,"path":522,"stem":523},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":303,"path":526,"stem":527},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":529,"group":530,"icon":531,"order":532,"path":533,"stem":534,"children":535},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[536,537,544,548,563,582,586,590,594,598,602,606,610,614],{"title":529,"path":533,"stem":534},{"title":538,"path":539,"stem":540,"children":541,"icon":543},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[542],{"title":538,"path":539,"stem":540},"i-lucide-target",{"title":545,"path":546,"stem":547},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":549,"icon":550,"path":551,"stem":552,"children":553},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[554,555,559],{"title":549,"path":551,"stem":552},{"title":556,"path":557,"stem":558},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":560,"path":561,"stem":562},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":564,"icon":565,"path":566,"stem":567,"children":568,"order":156},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[569,570,574,578],{"title":564,"path":566,"stem":567,"order":156},{"title":571,"path":572,"stem":573},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":575,"path":576,"stem":577},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":579,"path":580,"stem":581},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":583,"path":584,"stem":585},"FlowFuse for Education","\u002Fhandbook\u002Fmarketing\u002Feducation","handbook\u002Fmarketing\u002Feducation",{"title":587,"path":588,"stem":589},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":591,"path":592,"stem":593},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":595,"path":596,"stem":597},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":599,"path":600,"stem":601},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":603,"path":604,"stem":605},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":607,"path":608,"stem":609},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":611,"path":612,"stem":613},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":615,"path":616,"stem":617},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":619,"group":154,"icon":620,"order":134,"path":621,"stem":622,"children":623},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[624,625,629,633,637,660,664,668,672,676],{"title":619,"path":621,"stem":622},{"title":626,"path":627,"stem":628},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":630,"path":631,"stem":632},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":634,"path":635,"stem":636},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":638,"icon":639,"path":640,"stem":641,"children":642},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[643,644,648,652,656],{"title":638,"path":640,"stem":641},{"title":645,"path":646,"stem":647},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":649,"path":650,"stem":651},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":653,"path":654,"stem":655},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":657,"path":658,"stem":659},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":661,"path":662,"stem":663},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":665,"path":666,"stem":667},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":669,"path":670,"stem":671},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":673,"path":674,"stem":675},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":677,"path":678,"stem":679},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":681,"group":682,"icon":683,"order":684,"path":685,"stem":686,"children":687},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[688,689,693,697,701,705,709,728,795,799,803,807,811,815],{"title":681,"path":685,"stem":686},{"title":690,"path":691,"stem":692},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":694,"path":695,"stem":696},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":698,"path":699,"stem":700},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":702,"path":703,"stem":704},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":706,"path":707,"stem":708},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":710,"path":711,"stem":712,"children":713,"icon":727},"Hiring","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[714,715,719,723],{"title":710,"path":711,"stem":712},{"title":716,"path":717,"stem":718},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":720,"path":721,"stem":722},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":724,"path":725,"stem":726},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","i-lucide-user-plus",{"title":729,"icon":730,"path":731,"stem":732,"children":733},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[734,735,739,743,747,751,755,759,763,767,771,775,779,783,787,791],{"title":729,"path":731,"stem":732},{"title":736,"path":737,"stem":738},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":740,"path":741,"stem":742},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":744,"path":745,"stem":746},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":748,"path":749,"stem":750},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":752,"path":753,"stem":754},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":756,"path":757,"stem":758},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":760,"path":761,"stem":762},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":764,"path":765,"stem":766},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":768,"path":769,"stem":770},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":772,"path":773,"stem":774},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":776,"path":777,"stem":778},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":780,"path":781,"stem":782},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":784,"path":785,"stem":786},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":788,"path":789,"stem":790},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":792,"path":793,"stem":794},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":796,"path":797,"stem":798},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":800,"path":801,"stem":802},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":804,"path":805,"stem":806},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":808,"path":809,"stem":810},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":812,"path":813,"stem":814},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":816,"path":817,"stem":818},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":820,"path":821,"stem":822,"group":147,"order":823},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":825,"group":826,"icon":827,"order":828,"path":829,"stem":830,"children":831},"Sales","Sales department","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[832,833,840,843,847,851,855,859,863,867,886,890,900,904,910,913,917,921],{"title":825,"path":829,"stem":830},{"title":834,"path":835,"stem":836,"children":837,"icon":839},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[838],{"title":834,"path":835,"stem":836},"i-lucide-dollar-sign",{"title":88,"path":841,"stem":842},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":844,"path":845,"stem":846},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":848,"path":849,"stem":850},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",{"title":852,"path":853,"stem":854},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",{"title":856,"path":857,"stem":858},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",{"title":860,"path":861,"stem":862},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",{"title":864,"path":865,"stem":866},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",{"title":868,"icon":869,"path":870,"stem":871,"children":872},"Sales Meetings","i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[873,874,878,882],{"title":868,"path":870,"stem":871},{"title":875,"path":876,"stem":877},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":879,"path":880,"stem":881},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":883,"path":884,"stem":885},"Proof of Concept","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":887,"path":888,"stem":889},"Sales Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":5,"icon":891,"path":141,"stem":143,"children":892},"i-lucide-sitemap",[893,894],{"title":5,"path":141,"stem":143},{"title":76,"path":895,"stem":896,"children":897,"icon":899},"\u002Fhandbook\u002Fsales\u002Forg\u002Faccount-executives","handbook\u002Fsales\u002Forg\u002Faccount-executives\u002Findex",[898],{"title":76,"path":895,"stem":896},"i-lucide-user-check",{"title":901,"path":902,"stem":903},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":121,"path":905,"stem":906,"children":907,"icon":909},"\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[908],{"title":121,"path":905,"stem":906},"i-lucide-workflow",{"title":94,"path":911,"stem":912},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":914,"path":915,"stem":916},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":918,"path":919,"stem":920},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",{"title":922,"path":923,"stem":924},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",1783535816961]