[{"data":1,"prerenderedAt":1215},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fedge-connect-process\u002F":3,"handbook-nav":445},{"id":4,"title":5,"body":6,"description":437,"extension":438,"meta":439,"navigation":440,"path":441,"seo":442,"stem":443,"__hash__":444},"handbook\u002Fhandbook\u002Fsales\u002Fedge-connect-process.md","Edge Connectivity Sales Process",{"type":7,"value":8,"toc":416},"minimark",[9,13,25,30,40,45,62,70,76,79,84,101,104,114,121,126,128,132,146,149,156,161,164,168,182,185,188,204,211,216,219,223,237,240,243,250,255,258,262,279,282,289,294,297,301,315,318,325,332,337,340,344,355,375,382,392,395,399,413],[10,11,5],"h1",{"id":12},"edge-connectivity-sales-process",[14,15,16,20,21,24],"p",{},[17,18,19],"strong",{},"Owning function:"," Sales\n",[17,22,23],{},"Contributing functions:"," Solution Engineering, Customer Success, Professional Services",[14,26,27],{},[17,28,29],{},"Typical deal profile:",[31,32,33,37],"ul",{},[34,35,36],"li",{},"Duration: 3–6 months",[34,38,39],{},"Meetings: 6–10",[14,41,42],{},[17,43,44],{},"Deal Characteristics:",[31,46,47,50,53,56,59],{},[34,48,49],{},"6–12 stakeholders with distinct decision roles (operations, IT\u002FOT, engineering, leadership)",[34,51,52],{},"Organization-wide scope focused on standardizing how a class of problems is solved (often multi-site or platform-level)",[34,54,55],{},"Outcome-driven evaluation where the primary decision is whether to adopt and own an approach, not whether a tool works",[34,57,58],{},"High strategic and organizational impact, requiring explicit governance, ownership, and approval",[34,60,61],{},"Elevated perceived risk, with early involvement from procurement, legal, and security",[63,64,66,69],"h2",{"id":65},"meeting-1a-discovery-3045-min",[17,67,68],{},"Meeting 1a:"," Discovery (30–45 min)",[14,71,72,75],{},[17,73,74],{},"Goal:"," Determine whether the customer has a meaningful, organization-level problem that warrants a standardized edge connectivity approach, and whether it is worth deeper technical and business evaluation.",[14,77,78],{},"Sales stage: 1-Discovery\nLifecycle stage: SQL\nForecast stage: Best case",[14,80,81],{},[17,82,83],{},"Agenda:",[31,85,86,89,92,95,98],{},[34,87,88],{},"Introductions & context (5 min)",[34,90,91],{},"Explore current state (Situation – 10–15 min)",[34,93,94],{},"Identify Pain – operational, cost, compliance risks (15–20 min)",[34,96,97],{},"Map stakeholders & decision-making process (5–10 min)",[34,99,100],{},"Confirm next step and schedule meeting (5 min)",[14,102,103],{},"Next Step: Schedule Impact Analysis \u002F Technical Deep Dive.",[14,105,106,107],{},"Resource:\n",[108,109,113],"a",{"href":110,"rel":111},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1rH1cYQqUg3HTt8a0_kKOWyaClvlAgVjXLmF0jqb3yqY\u002Fedit",[112],"nofollow","Edge Connectivity Discovery Playbook",[63,115,117,120],{"id":116},"meeting-1b-impact-technical-deep-dive-4560-min",[17,118,119],{},"Meeting 1b:"," Impact \u002F Technical Deep Dive (45–60 min)",[14,122,123,125],{},[17,124,74],{}," Validate that the identified problems have material operational and business impact, establish a credible business case, and confirm a time-bound trigger that justifies deeper evaluation and stakeholder involvement.",[14,127,78],{},[14,129,130],{},[17,131,83],{},[31,133,134,137,140,143],{},[34,135,136],{},"Review problems identified in Discovery (5 min)",[34,138,139],{},"Technical landscape & integration points (20 min)",[34,141,142],{},"Quantify Impact (cost savings, uptime, compliance) (20 min)",[34,144,145],{},"Align on critical event\u002Ftimeline (5–10 min)",[14,147,148],{},"Next Step: Prepare tailored demo for champion.",[63,150,152,155],{"id":151},"meeting-2a-champion-demo-45-min",[17,153,154],{},"Meeting 2a:"," Champion Demo (45 min)",[14,157,158,160],{},[17,159,74],{}," Equip the champion with a clear narrative and concrete evidence to confidently represent the Edge Connectivity approach internally and secure alignment for broader stakeholder evaluation.",[14,162,163],{},"Sales stage: 2-Diagnose\nLifecycle stage: SQO\nForecast stage: Forecast",[14,165,166],{},[17,167,83],{},[31,169,170,173,176,179],{},[34,171,172],{},"Context: Discovery & Impact recap (5 min)",[34,174,175],{},"Tailored demo (25–30 min)",[34,177,178],{},"Business case validation (ROI, impact) (10 min)",[34,180,181],{},"Define next step: stakeholder workshop (5 min)",[14,183,184],{},"Next Step: Confirm the deal viability.",[14,186,187],{},"Resource:",[31,189,190,197],{},[34,191,192],{},[108,193,196],{"href":194,"rel":195},"https:\u002F\u002Fdocs.google.com\u002Fpresentation\u002Fd\u002F1aK87jBFXP9ElvJz_b2U_sBmQqpqFD5ddCyjeuVVnnVs\u002Fedit",[112],"Sales Deck",[34,198,199],{},[108,200,203],{"href":201,"rel":202},"https:\u002F\u002Fflowfuse.com\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F",[112],"Sales Demo",[63,205,207,210],{"id":206},"meeting-2b-stakeholder-demo-workshop-6090-min",[17,208,209],{},"Meeting 2b:"," Stakeholder Demo \u002F Workshop (60–90 min)**",[14,212,213,215],{},[17,214,74],{}," Align cross-functional stakeholders on the problem, proposed Edge Connectivity approach, and expected impact, while identifying and addressing risks or objections that must be resolved before committing to a PoC.",[14,217,218],{},"Sales stage: 2-Diagnose (possibly later)\nLifecycle stage: SQO\nForecast stage: Forecast",[14,220,221],{},[17,222,83],{},[31,224,225,228,231,234],{},[34,226,227],{},"Executive alignment (5–10 min)",[34,229,230],{},"Demo for cross-functional team (30–40 min)",[34,232,233],{},"Objection handling & discussion (20–30 min)",[34,235,236],{},"Define next step: PoC alignment (10 min)",[14,238,239],{},"Deal Vialility Meeting Aka Demo Feedback Meeting.\nBefore this meeting - Discuss the commercial model with the deal desk\nGoal - Understand if the customer resonated with the demo and if there are still some outstanding questions.\nCapture feedback and if alignment is established, Evaluate budgets and sizing and anchor pricing",[14,241,242],{},"Next Step: PoC kickoff.",[63,244,246,249],{"id":245},"meeting-3-poc-kickoff-60-min",[17,247,248],{},"Meeting 3:"," PoC Kickoff (60 min)",[14,251,252,254],{},[17,253,74],{}," Establish shared success criteria, ownership, and execution plan for the PoC in order to reduce delivery risk and enable a confident go\u002Fno-go decision.",[14,256,257],{},"Sales stage: 3-Solution\nLifecycle stage: SQO\nForecast stage: Forecast",[14,259,260],{},[17,261,83],{},[31,263,264,267,270,273,276],{},[34,265,266],{},"Review PoC objectives (10 min)",[34,268,269],{},"Setup & responsibilities (20–30 min)",[34,271,272],{},"Success metrics & measurement (15 min)",[34,274,275],{},"Confirm timeline & checkpoints (10 min)",[34,277,278],{},"Next Step: Schedule PoC review.",[14,280,281],{},"Resource:\nFlowFuse Enterprise POC Template",[63,283,285,288],{"id":284},"meeting-4-poc-review-4560-min",[17,286,287],{},"Meeting 4:"," PoC Review (45–60 min)",[14,290,291,293],{},[17,292,74],{}," Confirm that the PoC has met agreed success criteria, validate solution fit and business impact, and establish readiness to proceed to a commercial proposal.",[14,295,296],{},"Sales Stage: 4-Validate\nLifecycle stage: SQO\nForecast stage: Forecast",[14,298,299],{},[17,300,83],{},[31,302,303,306,309,312],{},[34,304,305],{},"Present PoC results (15–20 min)",[34,307,308],{},"Validate success criteria achieved (10–15 min)",[34,310,311],{},"Discuss ROI\u002Fbusiness case (10–15 min)",[34,313,314],{},"Confirm readiness to move to proposal (5–10 min)",[14,316,317],{},"Next Step: Proposal & pricing review.",[14,319,106,320],{},[108,321,324],{"href":322,"rel":323},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F11XLqfBeIgaOMCuH4Er15lu9duwGh5qlnUWskHkV7aeM\u002Fedit",[112],"Enterprise pricing model",[63,326,328,331],{"id":327},"meeting-5-proposal-timeline-review-45-min",[17,329,330],{},"Meeting 5:"," Proposal & Timeline Review (45 min)",[14,333,334,336],{},[17,335,74],{}," Confirm alignment on commercial terms, contractual structure, and implementation timeline in order to enable executive and procurement approval.",[14,338,339],{},"Sales Stage: 5-Commit\nLifecycle stage: SQO\nForecast stage: Commit",[14,341,342],{},[17,343,83],{},[31,345,346,349,352],{},[34,347,348],{},"Walkthrough proposal & pricing (20 min)",[34,350,351],{},"Contract terms discussion (15 min)",[34,353,354],{},"Timeline & implementation planning (10 min)",[14,356,357,358,363,364,369,370,374],{},"Next Step: Move into executive\u002Fprocurement review. If any non-standard pricing, discounts, or contract terms are on the table, submit a form through this ",[108,359,362],{"href":360,"rel":361},"https:\u002F\u002Fform.asana.com\u002F?k=hUrD0SJEka-BxHZ5qXAcxQ&d=1213818720452348",[112],"link"," to create a task in the ",[108,365,368],{"href":366,"rel":367},"https:\u002F\u002Fapp.asana.com\u002Fread-only\u002FDeal-Desk\u002F1213818720452348\u002F35b84534fdbe0d38d02d16cf84565538\u002Flist",[112],"Deal Desk Asana project"," before this meeting — see the ",[108,371,373],{"href":372},"\u002Fhandbook\u002Fsales\u002Fengagements\u002F#asana-deal-desk-tasks","Deal Desk process"," for what context to include.",[63,376,378,381],{"id":377},"meetings-6-executive-procurement-review-close-3045-min",[17,379,380],{},"Meeting(s) 6:"," Executive \u002F Procurement Review + Close (30–45 min)",[14,383,384,386,387,391],{},[17,385,74],{}," Confirm executive and procurement approval by resolving any remaining commercial, legal, or risk considerations and authorizing contract execution. Ensure a ",[108,388,390],{"href":366,"rel":389},[112],"Deal Desk Asana task"," exists for any legal review or approval needed at this stage.",[14,393,394],{},"Sales Stage: 6-Closing\nLifecycle stage: SQO\nForecast stage: Commit",[14,396,397],{},[17,398,83],{},[31,400,401,404,407,410],{},[34,402,403],{},"Final review of solution & ROI (10 min)",[34,405,406],{},"Address objections & confirm approvals (10–15 min)",[34,408,409],{},"Contract\u002Flegal\u002Fprocurement finalization (10 min)",[34,411,412],{},"Obtain decision-maker commitment (5 min)",[14,414,415],{},"Next Step: Transition to implementation.",{"title":417,"searchDepth":418,"depth":418,"links":419},"",4,[420,423,425,427,429,431,433,435],{"id":65,"depth":421,"text":422},2,"Meeting 1a: Discovery (30–45 min)",{"id":116,"depth":421,"text":424},"Meeting 1b: Impact \u002F Technical Deep Dive (45–60 min)",{"id":151,"depth":421,"text":426},"Meeting 2a: Champion Demo (45 min)",{"id":206,"depth":421,"text":428},"Meeting 2b: Stakeholder Demo \u002F Workshop (60–90 min)**",{"id":245,"depth":421,"text":430},"Meeting 3: PoC Kickoff (60 min)",{"id":284,"depth":421,"text":432},"Meeting 4: PoC Review (45–60 min)",{"id":327,"depth":421,"text":434},"Meeting 5: Proposal & Timeline Review (45 min)",{"id":377,"depth":421,"text":436},"Meeting(s) 6: Executive \u002F Procurement Review + Close (30–45 min)","Owning function: Sales\nContributing functions: Solution Engineering, Customer Success, Professional Services","md",{},null,"\u002Fhandbook\u002Fsales\u002Fedge-connect-process",{"title":5,"description":437},"handbook\u002Fsales\u002Fedge-connect-process","0lDeQmGyVLaqAKQ72mf6l5LbQM19jpuDRJ_K62nxDIE",[446],{"title":447,"path":448,"stem":449,"children":450},"Handbook","\u002Fhandbook","handbook",[451,453,579,611,826,909,971,1106,1111],{"title":447,"path":448,"stem":452},"handbook\u002Findex",{"title":454,"group":454,"icon":455,"order":456,"path":457,"stem":458,"children":459},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[460,461,465,469,473,492,496,500,504,571,575],{"title":454,"path":457,"stem":458},{"title":462,"path":463,"stem":464},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":466,"path":467,"stem":468},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":470,"path":471,"stem":472},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":474,"icon":475,"path":476,"stem":477,"children":478},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[479,480,484,488],{"title":474,"path":476,"stem":477},{"title":481,"path":482,"stem":483},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":485,"path":486,"stem":487},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":489,"path":490,"stem":491},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":493,"path":494,"stem":495},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":497,"path":498,"stem":499},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":501,"path":502,"stem":503},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":505,"icon":506,"path":507,"stem":508,"children":509},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[510,511,515,519,523,527,531,535,539,543,547,551,555,559,563,567],{"title":505,"path":507,"stem":508},{"title":512,"path":513,"stem":514},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":516,"path":517,"stem":518},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":520,"path":521,"stem":522},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":524,"path":525,"stem":526},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":528,"path":529,"stem":530},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":532,"path":533,"stem":534},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":536,"path":537,"stem":538},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":540,"path":541,"stem":542},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":544,"path":545,"stem":546},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":548,"path":549,"stem":550},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":552,"path":553,"stem":554},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":556,"path":557,"stem":558},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":560,"path":561,"stem":562},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":564,"path":565,"stem":566},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":568,"path":569,"stem":570},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":572,"path":573,"stem":574},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":576,"path":577,"stem":578},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":580,"group":581,"icon":582,"order":418,"path":583,"stem":584,"children":585},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[586,587,591,595,599,603,607],{"title":580,"path":583,"stem":584},{"title":588,"path":589,"stem":590},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":592,"path":593,"stem":594},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":596,"path":597,"stem":598},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":600,"path":601,"stem":602},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":604,"path":605,"stem":606},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":608,"path":609,"stem":610},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":612,"group":581,"icon":613,"order":614,"path":615,"stem":616,"children":617},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[618,619,623,642,646,650,654,677,716,720,777,781,804,808,823],{"title":612,"path":615,"stem":616},{"title":620,"path":621,"stem":622},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":624,"icon":625,"path":626,"stem":627,"children":628},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[629,630,634,638],{"title":624,"path":626,"stem":627},{"title":631,"path":632,"stem":633},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":635,"path":636,"stem":637},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":639,"path":640,"stem":641},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":643,"path":644,"stem":645},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":647,"path":648,"stem":649},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":651,"path":652,"stem":653},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":655,"icon":656,"path":657,"stem":658,"children":659},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[660,661,665,669,673],{"title":655,"path":657,"stem":658},{"title":662,"path":663,"stem":664},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":666,"path":667,"stem":668},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":670,"path":671,"stem":672},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":674,"path":675,"stem":676},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":678,"icon":679,"path":680,"stem":681,"children":682},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[683,684,688,692,696,700,704,708,712],{"title":678,"path":680,"stem":681},{"title":685,"path":686,"stem":687},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":689,"path":690,"stem":691},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":693,"path":694,"stem":695},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":697,"path":698,"stem":699},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":701,"path":702,"stem":703},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":705,"path":706,"stem":707},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":709,"path":710,"stem":711},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":713,"path":714,"stem":715},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":717,"path":718,"stem":719},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":721,"icon":722,"path":723,"stem":724,"children":725},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[726,727,731,735,739,743,747,754,758,761,765,769,773],{"title":721,"path":723,"stem":724},{"title":728,"path":729,"stem":730},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":732,"path":733,"stem":734},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":736,"path":737,"stem":738},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":740,"path":741,"stem":742},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":744,"path":745,"stem":746},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":748,"path":749,"stem":750,"children":751,"icon":753},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[752],{"title":748,"path":749,"stem":750},"i-lucide-user-circle",{"title":755,"path":756,"stem":757},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":497,"path":759,"stem":760},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":762,"path":763,"stem":764},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":766,"path":767,"stem":768},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":770,"path":771,"stem":772},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":774,"path":775,"stem":776},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":778,"path":779,"stem":780},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":782,"icon":783,"path":784,"stem":785,"children":786},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[787,788,792,796,800],{"title":782,"path":784,"stem":785},{"title":789,"path":790,"stem":791},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":793,"path":794,"stem":795},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":797,"path":798,"stem":799},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":801,"path":802,"stem":803},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":805,"path":806,"stem":807},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":809,"path":810,"stem":811,"children":812,"icon":822},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[813,814,818],{"title":809,"path":810,"stem":811},{"title":815,"path":816,"stem":817},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":819,"path":820,"stem":821},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":604,"path":824,"stem":825},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":827,"group":828,"icon":829,"order":830,"path":831,"stem":832,"children":833},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[834,835,839,854,873,877,881,885,889,893,897,901,905],{"title":827,"path":831,"stem":832},{"title":836,"path":837,"stem":838},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":840,"icon":841,"path":842,"stem":843,"children":844},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[845,846,850],{"title":840,"path":842,"stem":843},{"title":847,"path":848,"stem":849},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":851,"path":852,"stem":853},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":855,"icon":856,"path":857,"stem":858,"children":859,"order":456},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[860,861,865,869],{"title":855,"path":857,"stem":858,"order":456},{"title":862,"path":863,"stem":864},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":866,"path":867,"stem":868},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":870,"path":871,"stem":872},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":874,"path":875,"stem":876},"FlowFuse for Education","\u002Fhandbook\u002Fmarketing\u002Feducation","handbook\u002Fmarketing\u002Feducation",{"title":878,"path":879,"stem":880},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":882,"path":883,"stem":884},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":886,"path":887,"stem":888},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":890,"path":891,"stem":892},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":894,"path":895,"stem":896},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":898,"path":899,"stem":900},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":902,"path":903,"stem":904},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":906,"path":907,"stem":908},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":910,"group":454,"icon":911,"order":421,"path":912,"stem":913,"children":914},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[915,916,920,924,928,951,955,959,963,967],{"title":910,"path":912,"stem":913},{"title":917,"path":918,"stem":919},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":921,"path":922,"stem":923},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":925,"path":926,"stem":927},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":929,"icon":930,"path":931,"stem":932,"children":933},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[934,935,939,943,947],{"title":929,"path":931,"stem":932},{"title":936,"path":937,"stem":938},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":940,"path":941,"stem":942},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":944,"path":945,"stem":946},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":948,"path":949,"stem":950},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":952,"path":953,"stem":954},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":956,"path":957,"stem":958},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":960,"path":961,"stem":962},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":964,"path":965,"stem":966},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":968,"path":969,"stem":970},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":972,"group":973,"icon":974,"order":975,"path":976,"stem":977,"children":978},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[979,980,984,988,992,996,1000,1019,1086,1090,1094,1098,1102],{"title":972,"path":976,"stem":977},{"title":981,"path":982,"stem":983},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":985,"path":986,"stem":987},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":989,"path":990,"stem":991},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":993,"path":994,"stem":995},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":997,"path":998,"stem":999},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":1001,"path":1002,"stem":1003,"children":1004,"icon":1018},"Hiring","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[1005,1006,1010,1014],{"title":1001,"path":1002,"stem":1003},{"title":1007,"path":1008,"stem":1009},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":1011,"path":1012,"stem":1013},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":1015,"path":1016,"stem":1017},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","i-lucide-user-plus",{"title":1020,"icon":1021,"path":1022,"stem":1023,"children":1024},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[1025,1026,1030,1034,1038,1042,1046,1050,1054,1058,1062,1066,1070,1074,1078,1082],{"title":1020,"path":1022,"stem":1023},{"title":1027,"path":1028,"stem":1029},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":1031,"path":1032,"stem":1033},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":1035,"path":1036,"stem":1037},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":1039,"path":1040,"stem":1041},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":1043,"path":1044,"stem":1045},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":1047,"path":1048,"stem":1049},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":1051,"path":1052,"stem":1053},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":1055,"path":1056,"stem":1057},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":1059,"path":1060,"stem":1061},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":1063,"path":1064,"stem":1065},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":1067,"path":1068,"stem":1069},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":1071,"path":1072,"stem":1073},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":1075,"path":1076,"stem":1077},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":1079,"path":1080,"stem":1081},"Technical Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager",{"title":1083,"path":1084,"stem":1085},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":1087,"path":1088,"stem":1089},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":1091,"path":1092,"stem":1093},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":1095,"path":1096,"stem":1097},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":1099,"path":1100,"stem":1101},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":1103,"path":1104,"stem":1105},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":1107,"path":1108,"stem":1109,"group":447,"order":1110},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":1112,"group":1113,"icon":1114,"order":1115,"path":1116,"stem":1117,"children":1118},"Sales","Sales department","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[1119,1120,1127,1131,1135,1136,1140,1144,1148,1152,1171,1175,1189,1193,1200,1204,1208,1211],{"title":1112,"path":1116,"stem":1117},{"title":1121,"path":1122,"stem":1123,"children":1124,"icon":1126},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[1125],{"title":1121,"path":1122,"stem":1123},"i-lucide-dollar-sign",{"title":1128,"path":1129,"stem":1130},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":1132,"path":1133,"stem":1134},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":5,"path":441,"stem":443},{"title":1137,"path":1138,"stem":1139},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",{"title":1141,"path":1142,"stem":1143},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",{"title":1145,"path":1146,"stem":1147},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",{"title":1149,"path":1150,"stem":1151},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",{"title":1153,"icon":1154,"path":1155,"stem":1156,"children":1157},"Sales Meetings","i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[1158,1159,1163,1167],{"title":1153,"path":1155,"stem":1156},{"title":1160,"path":1161,"stem":1162},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1164,"path":1165,"stem":1166},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1168,"path":1169,"stem":1170},"Proof of Concept","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":1172,"path":1173,"stem":1174},"Sales Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":1176,"icon":1177,"path":1178,"stem":1179,"children":1180},"Commercial Organization","i-lucide-sitemap","\u002Fhandbook\u002Fsales\u002Forg","handbook\u002Fsales\u002Forg\u002Findex",[1181,1182],{"title":1176,"path":1178,"stem":1179},{"title":1183,"path":1184,"stem":1185,"children":1186,"icon":1188},"Account Executives","\u002Fhandbook\u002Fsales\u002Forg\u002Faccount-executives","handbook\u002Fsales\u002Forg\u002Faccount-executives\u002Findex",[1187],{"title":1183,"path":1184,"stem":1185},"i-lucide-user-check",{"title":1190,"path":1191,"stem":1192},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":1194,"path":1195,"stem":1196,"children":1197,"icon":1199},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1198],{"title":1194,"path":1195,"stem":1196},"i-lucide-workflow",{"title":1201,"path":1202,"stem":1203},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1205,"path":1206,"stem":1207},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":196,"path":1209,"stem":1210},"\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",{"title":1212,"path":1213,"stem":1214},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",1781885104677]