[{"data":1,"prerenderedAt":905},["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",[151,153,278,310,524,607,669,804],{"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",[317,318,337,341,345,368,407,411,475,479,502,506,521],{"title":311,"path":314,"stem":315},{"title":319,"icon":320,"path":321,"stem":322,"children":323},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[324,325,329,333],{"title":319,"path":321,"stem":322},{"title":326,"path":327,"stem":328},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":330,"path":331,"stem":332},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":334,"path":335,"stem":336},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":338,"path":339,"stem":340},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":342,"path":343,"stem":344},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":346,"icon":347,"path":348,"stem":349,"children":350},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[351,352,356,360,364],{"title":346,"path":348,"stem":349},{"title":353,"path":354,"stem":355},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":357,"path":358,"stem":359},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":361,"path":362,"stem":363},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":365,"path":366,"stem":367},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":369,"icon":370,"path":371,"stem":372,"children":373},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[374,375,379,383,387,391,395,399,403],{"title":369,"path":371,"stem":372},{"title":376,"path":377,"stem":378},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":380,"path":381,"stem":382},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":384,"path":385,"stem":386},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":388,"path":389,"stem":390},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":392,"path":393,"stem":394},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":396,"path":397,"stem":398},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":400,"path":401,"stem":402},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":404,"path":405,"stem":406},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":408,"path":409,"stem":410},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":412,"icon":413,"path":414,"stem":415,"children":416},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[417,418,422,426,430,434,438,445,449,452,456,459,463,467,471],{"title":412,"path":414,"stem":415},{"title":419,"path":420,"stem":421},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fblueprints","handbook\u002Fengineering\u002Fproduct\u002Fblueprints",{"title":423,"path":424,"stem":425},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fdashboard","handbook\u002Fengineering\u002Fproduct\u002Fdashboard",{"title":427,"path":428,"stem":429},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":431,"path":432,"stem":433},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":435,"path":436,"stem":437},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":439,"path":440,"stem":441,"children":442,"icon":444},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[443],{"title":439,"path":440,"stem":441},"i-lucide-user-circle",{"title":446,"path":447,"stem":448},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":196,"path":450,"stem":451},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":453,"path":454,"stem":455},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":271,"path":457,"stem":458},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fstrategy","handbook\u002Fengineering\u002Fproduct\u002Fstrategy",{"title":460,"path":461,"stem":462},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":464,"path":465,"stem":466},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":468,"path":469,"stem":470},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":472,"path":473,"stem":474},"Vision","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fvision","handbook\u002Fengineering\u002Fproduct\u002Fvision",{"title":476,"path":477,"stem":478},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":480,"icon":481,"path":482,"stem":483,"children":484},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[485,486,490,494,498],{"title":480,"path":482,"stem":483},{"title":487,"path":488,"stem":489},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":491,"path":492,"stem":493},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":495,"path":496,"stem":497},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":499,"path":500,"stem":501},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":503,"path":504,"stem":505},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":507,"path":508,"stem":509,"children":510,"icon":520},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[511,512,516],{"title":507,"path":508,"stem":509},{"title":513,"path":514,"stem":515},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":517,"path":518,"stem":519},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":303,"path":522,"stem":523},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":525,"group":526,"icon":527,"order":528,"path":529,"stem":530,"children":531},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[532,533,537,552,571,575,579,583,587,591,595,599,603],{"title":525,"path":529,"stem":530},{"title":534,"path":535,"stem":536},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":538,"icon":539,"path":540,"stem":541,"children":542},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[543,544,548],{"title":538,"path":540,"stem":541},{"title":545,"path":546,"stem":547},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":549,"path":550,"stem":551},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":553,"icon":554,"path":555,"stem":556,"children":557,"order":156},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[558,559,563,567],{"title":553,"path":555,"stem":556,"order":156},{"title":560,"path":561,"stem":562},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":564,"path":565,"stem":566},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":568,"path":569,"stem":570},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":572,"path":573,"stem":574},"FlowFuse for Education","\u002Fhandbook\u002Fmarketing\u002Feducation","handbook\u002Fmarketing\u002Feducation",{"title":576,"path":577,"stem":578},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":580,"path":581,"stem":582},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":584,"path":585,"stem":586},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":588,"path":589,"stem":590},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":592,"path":593,"stem":594},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":596,"path":597,"stem":598},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":600,"path":601,"stem":602},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":604,"path":605,"stem":606},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":608,"group":154,"icon":609,"order":134,"path":610,"stem":611,"children":612},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[613,614,618,622,626,649,653,657,661,665],{"title":608,"path":610,"stem":611},{"title":615,"path":616,"stem":617},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":619,"path":620,"stem":621},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":623,"path":624,"stem":625},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":627,"icon":628,"path":629,"stem":630,"children":631},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[632,633,637,641,645],{"title":627,"path":629,"stem":630},{"title":634,"path":635,"stem":636},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":638,"path":639,"stem":640},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":642,"path":643,"stem":644},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":646,"path":647,"stem":648},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":650,"path":651,"stem":652},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":654,"path":655,"stem":656},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":658,"path":659,"stem":660},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":662,"path":663,"stem":664},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":666,"path":667,"stem":668},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":670,"group":671,"icon":672,"order":673,"path":674,"stem":675,"children":676},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[677,678,682,686,690,694,698,717,784,788,792,796,800],{"title":670,"path":674,"stem":675},{"title":679,"path":680,"stem":681},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":683,"path":684,"stem":685},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":687,"path":688,"stem":689},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":691,"path":692,"stem":693},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":695,"path":696,"stem":697},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":699,"path":700,"stem":701,"children":702,"icon":716},"Hiring","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[703,704,708,712],{"title":699,"path":700,"stem":701},{"title":705,"path":706,"stem":707},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":709,"path":710,"stem":711},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":713,"path":714,"stem":715},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","i-lucide-user-plus",{"title":718,"icon":719,"path":720,"stem":721,"children":722},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[723,724,728,732,736,740,744,748,752,756,760,764,768,772,776,780],{"title":718,"path":720,"stem":721},{"title":725,"path":726,"stem":727},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":729,"path":730,"stem":731},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":733,"path":734,"stem":735},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":737,"path":738,"stem":739},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":741,"path":742,"stem":743},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":745,"path":746,"stem":747},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":749,"path":750,"stem":751},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":753,"path":754,"stem":755},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":757,"path":758,"stem":759},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":761,"path":762,"stem":763},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":765,"path":766,"stem":767},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":769,"path":770,"stem":771},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":773,"path":774,"stem":775},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":777,"path":778,"stem":779},"Technical Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager",{"title":781,"path":782,"stem":783},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":785,"path":786,"stem":787},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":789,"path":790,"stem":791},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":793,"path":794,"stem":795},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":797,"path":798,"stem":799},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":801,"path":802,"stem":803},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":805,"group":806,"icon":807,"order":808,"path":809,"stem":810,"children":811},"Sales","Sales department","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[812,813,820,823,827,831,835,839,843,847,866,870,880,884,890,893,897,901],{"title":805,"path":809,"stem":810},{"title":814,"path":815,"stem":816,"children":817,"icon":819},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[818],{"title":814,"path":815,"stem":816},"i-lucide-dollar-sign",{"title":88,"path":821,"stem":822},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":824,"path":825,"stem":826},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":828,"path":829,"stem":830},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",{"title":832,"path":833,"stem":834},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",{"title":836,"path":837,"stem":838},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",{"title":840,"path":841,"stem":842},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",{"title":844,"path":845,"stem":846},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",{"title":848,"icon":849,"path":850,"stem":851,"children":852},"Sales Meetings","i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[853,854,858,862],{"title":848,"path":850,"stem":851},{"title":855,"path":856,"stem":857},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":859,"path":860,"stem":861},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":863,"path":864,"stem":865},"Proof of Concept","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":867,"path":868,"stem":869},"Sales Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":5,"icon":871,"path":141,"stem":143,"children":872},"i-lucide-sitemap",[873,874],{"title":5,"path":141,"stem":143},{"title":76,"path":875,"stem":876,"children":877,"icon":879},"\u002Fhandbook\u002Fsales\u002Forg\u002Faccount-executives","handbook\u002Fsales\u002Forg\u002Faccount-executives\u002Findex",[878],{"title":76,"path":875,"stem":876},"i-lucide-user-check",{"title":881,"path":882,"stem":883},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":121,"path":885,"stem":886,"children":887,"icon":889},"\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[888],{"title":121,"path":885,"stem":886},"i-lucide-workflow",{"title":94,"path":891,"stem":892},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":894,"path":895,"stem":896},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":898,"path":899,"stem":900},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",{"title":902,"path":903,"stem":904},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",1781607315871]