[{"data":1,"prerenderedAt":1300},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002F":3,"handbook-nav":551},{"id":4,"title":5,"body":6,"description":16,"extension":543,"meta":544,"navigation":545,"path":546,"seo":547,"sitemap":548,"stem":549,"__hash__":550},"handbook\u002Fhandbook\u002Fsales\u002Findex.md","Commercial Organization",{"type":7,"value":8,"toc":529},"minimark",[9,13,17,20,25,28,80,83,87,172,176,182,185,252,256,259,269,273,383,388,394,513,516,520],[10,11,5],"h1",{"id":12},"commercial-organization",[14,15,16],"p",{},"The Commercial Organization owns how FlowFuse turns product capability into\nrealized customer value — from the first commercial conversation through\nadoption, expansion, and long-term success. It is more than a revenue function:\nit is a unified commercial team responsible for building customer relationships,\naccelerating adoption, and scaling the business through trusted partnerships.",[14,18,19],{},"This page is the entry point to the section. It covers what we do, how we are\norganized, and where to find the detail for each function.",[21,22,24],"h2",{"id":23},"what-we-do","What we do",[14,26,27],{},"Our scope spans five functions, each accountable for a phase of the customer\nlifecycle:",[29,30,31,43,53,62,71],"ul",{},[32,33,34,42],"li",{},[35,36,37],"strong",{},[38,39,41],"a",{"href":40},"\u002Fhandbook\u002Fsales\u002Fsales-team","Sales"," — Identify, qualify, and convert opportunities\ninto customers; own the commercial process through close and expansion.",[32,44,45,48,49],{},[35,46,47],{},"Solution Engineering"," — Serve as technical advisors across the lifecycle:\ndiscovery, tailored demos, proof-of-value evaluations, onboarding, and\narchitecture guidance. ",[50,51,52],"em",{},"(Dedicated page coming soon.)",[32,54,55,61],{},[35,56,57],{},[38,58,60],{"href":59},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","Customer Success"," — Own onboarding, adoption,\nrenewals, and expansion; measured by customer outcomes, not just retention.",[32,63,64,70],{},[35,65,66],{},[38,67,69],{"href":68},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","Professional Services"," — Deliver scoped,\nhigh-impact engagements that accelerate implementation and time-to-value.",[32,72,73,79],{},[35,74,75],{},[38,76,78],{"href":77},"\u002Fhandbook\u002Fsales\u002Fpartnerships","Sales Partnerships"," — Extend FlowFuse's reach through\nresellers, referrers, and system integrators.",[14,81,82],{},"Together these teams form a single commercial engine aligned around one goal:\nhelping customers succeed while scaling FlowFuse's business responsibly and\nsustainably.",[21,84,86],{"id":85},"team","Team",[88,89,90,103],"table",{},[91,92,93],"thead",{},[94,95,96,100],"tr",{},[97,98,99],"th",{},"Role",[97,101,102],{},"Contributors",[104,105,106,125,141,156],"tbody",{},[94,107,108,112],{},[109,110,111],"td",{},"VP of Sales",[109,113,114,118,119],{},[38,115,117],{"href":116},"\u002Fabout#michael-davis","Michael Davis"," ",[38,120,124],{"href":121,"rel":122},"https:\u002F\u002Fgithub.com\u002FMichaelBDavis",[123],"nofollow","@MichaelBDavis",[94,126,127,130],{},[109,128,129],{},"AE",[109,131,132,118,136],{},[38,133,135],{"href":134},"\u002Fabout#dan-parry","Dan Parry",[38,137,140],{"href":138,"rel":139},"https:\u002F\u002Fgithub.com\u002Fdanielgparry-star",[123],"@dgparry32",[94,142,143,145],{},[109,144,129],{},[109,146,147,118,151],{},[38,148,150],{"href":149},"\u002Fabout#kasheef-mohammed","Kasheef Mohammed",[38,152,155],{"href":153,"rel":154},"https:\u002F\u002Fgithub.com\u002FKasheef13",[123],"@Kasheef",[94,157,158,161],{},[109,159,160],{},"CSM",[109,162,163,118,167],{},[38,164,166],{"href":165},"\u002Fabout#esme-wieringa","Esmé Wieringa",[38,168,171],{"href":169,"rel":170},"https:\u002F\u002Fgithub.com\u002FEsmewieringa",[123],"@Esmewieringa",[21,173,175],{"id":174},"organizational-structure","Organizational structure",[14,177,178,179,181],{},"The Commercial Organization is led by the ",[35,180,111],{},", who oversees the five\nfunctions. Each function has distinct responsibilities, but we operate as a\nsingle, collaborative department aligned around customer value and commercial\ngrowth, with strong cross-functional collaboration across Product, Marketing,\nand Engineering.",[14,183,184],{},"Each function is accountable for a specific phase of the customer journey:",[88,186,187,197],{},[91,188,189],{},[94,190,191,194],{},[97,192,193],{},"Function",[97,195,196],{},"Primary focus",[104,198,199,210,219,230,241],{},[94,200,201,207],{},[109,202,203],{},[35,204,205],{},[38,206,41],{"href":40},[109,208,209],{},"New business, opportunity qualification, demos, proposals, closing new and expansion ARR",[94,211,212,216],{},[109,213,214],{},[35,215,47],{},[109,217,218],{},"Technical discovery, demos, proofs of value, onboarding, architecture and expansion advisory",[94,220,221,227],{},[109,222,223],{},[35,224,225],{},[38,226,60],{"href":59},[109,228,229],{},"Onboarding, adoption, renewals, advocacy, and driving account health and growth",[94,231,232,238],{},[109,233,234],{},[35,235,236],{},[38,237,78],{"href":77},[109,239,240],{},"Reseller, referrer, and system-integrator motions; partner enablement",[94,242,243,249],{},[109,244,245],{},[35,246,247],{},[38,248,69],{"href":68},[109,250,251],{},"Scoped implementation, integration, and enablement services",[21,253,255],{"id":254},"regional-coverage","Regional coverage",[14,257,258],{},"We manage commercial activity across three regions — Americas; EMEA; and Oceania",[29,260,261],{},[32,262,263,264,268],{},"East, South, and Southeast Asia — each supported by AEs, CSMs, and SEs. See\n",[38,265,267],{"href":266},"\u002Fhandbook\u002Fsales\u002Fregions","Sales Regions"," for territory assignments and multi-region deal\nrules.",[21,270,272],{"id":271},"how-we-work","How we work",[29,274,275,281,288,308,314,320,331,338,348,355,362,369,376],{},[32,276,277],{},[38,278,280],{"href":279},"\u002Fhandbook\u002Fsales\u002Foperating-principles","Sales Team Operating Principles",[32,282,283,287],{},[38,284,286],{"href":285},"\u002Fhandbook\u002Fsales\u002Fprocesses","Processes"," — the process and methodology index",[32,289,290,294,295,299,300,299,304],{},[38,291,293],{"href":292},"\u002Fhandbook\u002Fsales\u002Fmeetings","Sales Meetings"," — ",[38,296,298],{"href":297},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","Discovery",", ",[38,301,303],{"href":302},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","Demo",[38,305,307],{"href":306},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","PoC",[32,309,310],{},[38,311,313],{"href":312},"\u002Fhandbook\u002Fsales\u002Fengagements","Engagements & Pricing",[32,315,316],{},[38,317,319],{"href":318},"\u002Fhandbook\u002Fsales\u002Fforecast-review","Forecast Review",[32,321,322,326,327],{},[38,323,325],{"href":324},"\u002Fhandbook\u002Fsales\u002Fsales-deck","Sales Deck"," and ",[38,328,330],{"href":329},"\u002Fhandbook\u002Fsales\u002Fpricing-decks","Pricing Decks",[32,332,333,337],{},[38,334,336],{"href":335},"\u002Fhandbook\u002Fsales\u002Fhubspot","HubSpot"," — CRM lifecycle stages and conventions",[32,339,340,326,344],{},[38,341,343],{"href":342},"\u002Fhandbook\u002Fsales\u002Flegal","Legal",[38,345,347],{"href":346},"\u002Fhandbook\u002Fsales\u002Fcommission-plan","Sales Compensation Plan",[32,349,350],{},[38,351,354],{"href":352,"rel":353},"https:\u002F\u002Fapp-eu1.hubspot.com\u002Fcontacts\u002F26586079\u002Fobjects\u002F0-3\u002Fviews\u002Fall\u002Fboard",[123],"Deal Board",[32,356,357],{},[38,358,361],{"href":359,"rel":360},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1Jrt5sNg46wngQ5UAii8sbN94PTlIAscOWrFcOhSVNPE\u002Fedit",[123],"Sales playbook (internal)",[32,363,364],{},[38,365,368],{"href":366,"rel":367},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU",[123],"SPICED Sales Framework",[32,370,371],{},[38,372,375],{"href":373,"rel":374},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1krMIUJvosw8xUQog_iq_FEvI9R5WEo9ZyWUCdTb9XnQ\u002Fedit#heading=h.3rr2wuny55dl",[123],"Ideal Customer Profile",[32,377,378],{},[38,379,382],{"href":380,"rel":381},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0\u002Fedit#gid=0",[123],"Customer Licenses (internal)",[384,385,387],"h3",{"id":386},"sales-tech-stack","Sales tech stack",[14,389,390,391,393],{},"FlowFuse uses a streamlined, integrated tech stack to manage the entire sales\nprocess, from initial research to closed-won tracking. Our foundation is\n",[38,392,336],{"href":335}," as the primary CRM, supplemented by specialized tools for\nenrichment, intelligence, and meeting capture.",[88,395,396,409],{},[91,397,398],{},[94,399,400,403,406],{},[97,401,402],{},"Capability",[97,404,405],{},"Tool",[97,407,408],{},"Primary use case",[104,410,411,425,439,453,468,483,498],{},[94,412,413,418,422],{},[109,414,415],{},[35,416,417],{},"CRM (source of truth)",[109,419,420],{},[35,421,336],{},[109,423,424],{},"Managing all customer relationships, pipeline data, and contact records.",[94,426,427,432,436],{},[109,428,429],{},[35,430,431],{},"Emails, calls & sequences",[109,433,434],{},[35,435,336],{},[109,437,438],{},"Executing outreach, standardizing email templates, and running automated cadences.",[94,440,441,446,450],{},[109,442,443],{},[35,444,445],{},"Subscription tracking",[109,447,448],{},[35,449,336],{},[109,451,452],{},"Monitoring customer lifecycles, upgrades, renewals, and ongoing subscriptions.",[94,454,455,460,465],{},[109,456,457],{},[35,458,459],{},"Call recording",[109,461,462],{},[35,463,464],{},"Fathom",[109,466,467],{},"Recording, transcribing, and summarizing customer calls and meetings.",[94,469,470,475,480],{},[109,471,472],{},[35,473,474],{},"Data enrichment",[109,476,477],{},[35,478,479],{},"Clay",[109,481,482],{},"Automatically pulling in missing contact or company data to build targeted lead lists.",[94,484,485,490,495],{},[109,486,487],{},[35,488,489],{},"Account research & planning",[109,491,492],{},[35,493,494],{},"Claude",[109,496,497],{},"Synthesizing account data, deep-dive strategic research, and planning personalized outreach.",[94,499,500,505,510],{},[109,501,502],{},[35,503,504],{},"Account-based outreach",[109,506,507],{},[35,508,509],{},"LinkedIn Sales Navigator",[109,511,512],{},"Research and outreach to prospects on LinkedIn.",[14,514,515],{},"Primary GTM tools: Warmly (data from RB2B, Vector.co), Claude, Clay, HubSpot,\nSwan (getswan.com), ZenABM.",[21,517,519],{"id":518},"contact-us","Contact us",[14,521,522,523,528],{},"Questions can be asked in\n",[38,524,527],{"href":525,"rel":526},"https:\u002F\u002Fflowfuse.slack.com\u002Farchives\u002FC05GYH95NJZ",[123],"#dept-sales",".",{"title":530,"searchDepth":531,"depth":531,"links":532},"",4,[533,535,536,537,538,542],{"id":23,"depth":534,"text":24},2,{"id":85,"depth":534,"text":86},{"id":174,"depth":534,"text":175},{"id":254,"depth":534,"text":255},{"id":271,"depth":534,"text":272,"children":539},[540],{"id":386,"depth":541,"text":387},3,{"id":518,"depth":534,"text":519},"md",{},null,"\u002Fhandbook\u002Fsales",{"title":5,"description":16},{"loc":546},"handbook\u002Fsales\u002Findex","TifQ4UVpHkiBAu84AGLXQHK_awXGTeys5xmo7PiaGzg",[552],{"title":553,"path":554,"stem":555,"children":556},"Handbook","\u002Fhandbook","handbook",[557,559,685,717,938,1022,1084,1230,1235],{"title":553,"path":554,"stem":558},"handbook\u002Findex",{"title":560,"group":560,"icon":561,"order":562,"path":563,"stem":564,"children":565},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[566,567,571,575,579,598,602,606,610,677,681],{"title":560,"path":563,"stem":564},{"title":568,"path":569,"stem":570},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":572,"path":573,"stem":574},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":576,"path":577,"stem":578},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":580,"icon":581,"path":582,"stem":583,"children":584},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[585,586,590,594],{"title":580,"path":582,"stem":583},{"title":587,"path":588,"stem":589},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":591,"path":592,"stem":593},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":595,"path":596,"stem":597},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":599,"path":600,"stem":601},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":603,"path":604,"stem":605},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":607,"path":608,"stem":609},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":611,"icon":612,"path":613,"stem":614,"children":615},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[616,617,621,625,629,633,637,641,645,649,653,657,661,665,669,673],{"title":611,"path":613,"stem":614},{"title":618,"path":619,"stem":620},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":622,"path":623,"stem":624},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":626,"path":627,"stem":628},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":630,"path":631,"stem":632},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":634,"path":635,"stem":636},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":638,"path":639,"stem":640},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":642,"path":643,"stem":644},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":646,"path":647,"stem":648},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":650,"path":651,"stem":652},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":654,"path":655,"stem":656},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":658,"path":659,"stem":660},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":662,"path":663,"stem":664},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":666,"path":667,"stem":668},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":670,"path":671,"stem":672},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":674,"path":675,"stem":676},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":678,"path":679,"stem":680},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":682,"path":683,"stem":684},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":686,"group":687,"icon":688,"order":531,"path":689,"stem":690,"children":691},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[692,693,697,701,705,709,713],{"title":686,"path":689,"stem":690},{"title":694,"path":695,"stem":696},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":698,"path":699,"stem":700},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":702,"path":703,"stem":704},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":706,"path":707,"stem":708},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":710,"path":711,"stem":712},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":714,"path":715,"stem":716},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":718,"group":687,"icon":719,"order":541,"path":720,"stem":721,"children":722},"Engineering","i-lucide-code-2","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[723,724,728,747,751,755,759,782,824,828,885,889,916,920,935],{"title":718,"path":720,"stem":721},{"title":725,"path":726,"stem":727},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":729,"icon":730,"path":731,"stem":732,"children":733},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[734,735,739,743],{"title":729,"path":731,"stem":732},{"title":736,"path":737,"stem":738},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":740,"path":741,"stem":742},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":744,"path":745,"stem":746},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":748,"path":749,"stem":750},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":752,"path":753,"stem":754},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":756,"path":757,"stem":758},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":760,"icon":761,"path":762,"stem":763,"children":764},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[765,766,770,774,778],{"title":760,"path":762,"stem":763},{"title":767,"path":768,"stem":769},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":771,"path":772,"stem":773},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":775,"path":776,"stem":777},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":779,"path":780,"stem":781},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":783,"icon":784,"path":785,"stem":786,"children":787},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[788,789,792,796,800,804,808,812,816,820],{"title":783,"path":785,"stem":786},{"title":736,"path":790,"stem":791},"\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":793,"path":794,"stem":795},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":797,"path":798,"stem":799},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":801,"path":802,"stem":803},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":805,"path":806,"stem":807},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":809,"path":810,"stem":811},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":813,"path":814,"stem":815},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":817,"path":818,"stem":819},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":821,"path":822,"stem":823},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":825,"path":826,"stem":827},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":829,"icon":830,"path":831,"stem":832,"children":833},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[834,835,839,843,847,851,855,862,866,869,873,877,881],{"title":829,"path":831,"stem":832},{"title":836,"path":837,"stem":838},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":840,"path":841,"stem":842},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":844,"path":845,"stem":846},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":848,"path":849,"stem":850},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":852,"path":853,"stem":854},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":856,"path":857,"stem":858,"children":859,"icon":861},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[860],{"title":856,"path":857,"stem":858},"i-lucide-user-circle",{"title":863,"path":864,"stem":865},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":603,"path":867,"stem":868},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":870,"path":871,"stem":872},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":874,"path":875,"stem":876},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":878,"path":879,"stem":880},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":882,"path":883,"stem":884},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":886,"path":887,"stem":888},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":890,"icon":891,"path":892,"stem":893,"children":894},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[895,896,900,904,908,912],{"title":890,"path":892,"stem":893},{"title":897,"path":898,"stem":899},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":901,"path":902,"stem":903},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":905,"path":906,"stem":907},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":909,"path":910,"stem":911},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":913,"path":914,"stem":915},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":917,"path":918,"stem":919},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":921,"path":922,"stem":923,"children":924,"icon":934},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[925,926,930],{"title":921,"path":922,"stem":923},{"title":927,"path":928,"stem":929},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":931,"path":932,"stem":933},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":710,"path":936,"stem":937},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":939,"group":940,"icon":941,"order":942,"path":943,"stem":944,"children":945},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[946,947,953,957,972,991,995,998,1002,1006,1010,1014,1018],{"title":939,"path":943,"stem":944},{"title":948,"path":949,"stem":950,"children":951},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[952],{"title":948,"path":949,"stem":950},{"title":954,"path":955,"stem":956},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":958,"icon":959,"path":960,"stem":961,"children":962},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[963,964,968],{"title":958,"path":960,"stem":961},{"title":965,"path":966,"stem":967},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":969,"path":970,"stem":971},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":973,"icon":974,"path":975,"stem":976,"children":977,"order":562},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[978,979,983,987],{"title":973,"path":975,"stem":976,"order":562},{"title":980,"path":981,"stem":982},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":984,"path":985,"stem":986},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":988,"path":989,"stem":990},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":992,"path":993,"stem":994},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":272,"path":996,"stem":997},"\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":999,"path":1000,"stem":1001},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":1003,"path":1004,"stem":1005},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":1007,"path":1008,"stem":1009},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":1011,"path":1012,"stem":1013},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":1015,"path":1016,"stem":1017},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":1019,"path":1020,"stem":1021},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":1023,"group":560,"icon":1024,"order":534,"path":1025,"stem":1026,"children":1027},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[1028,1029,1033,1037,1041,1064,1068,1072,1076,1080],{"title":1023,"path":1025,"stem":1026},{"title":1030,"path":1031,"stem":1032},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":1034,"path":1035,"stem":1036},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":1038,"path":1039,"stem":1040},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":1042,"icon":1043,"path":1044,"stem":1045,"children":1046},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[1047,1048,1052,1056,1060],{"title":1042,"path":1044,"stem":1045},{"title":1049,"path":1050,"stem":1051},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":1053,"path":1054,"stem":1055},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":1057,"path":1058,"stem":1059},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":1061,"path":1062,"stem":1063},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":1065,"path":1066,"stem":1067},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":1069,"path":1070,"stem":1071},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":1073,"path":1074,"stem":1075},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":1077,"path":1078,"stem":1079},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":1081,"path":1082,"stem":1083},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":1085,"group":1086,"icon":1087,"order":1088,"path":1089,"stem":1090,"children":1091},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[1092,1093,1097,1101,1105,1109,1113,1136,1206,1210,1214,1218,1222,1226],{"title":1085,"path":1089,"stem":1090},{"title":1094,"path":1095,"stem":1096},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":1098,"path":1099,"stem":1100},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":1102,"path":1103,"stem":1104},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":1106,"path":1107,"stem":1108},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":1110,"path":1111,"stem":1112},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":1114,"icon":1115,"path":1116,"stem":1117,"children":1118},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[1119,1120,1124,1128,1132],{"title":1114,"path":1116,"stem":1117},{"title":1121,"path":1122,"stem":1123},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":1125,"path":1126,"stem":1127},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":1129,"path":1130,"stem":1131},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":1133,"path":1134,"stem":1135},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":1137,"icon":1138,"path":1139,"stem":1140,"children":1141},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[1142,1143,1147,1151,1155,1159,1163,1167,1171,1175,1179,1183,1187,1191,1195,1199,1203],{"title":1137,"path":1139,"stem":1140},{"title":1144,"path":1145,"stem":1146},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":1148,"path":1149,"stem":1150},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":1152,"path":1153,"stem":1154},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":1156,"path":1157,"stem":1158},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":1160,"path":1161,"stem":1162},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":1164,"path":1165,"stem":1166},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":1168,"path":1169,"stem":1170},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":1172,"path":1173,"stem":1174},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":1176,"path":1177,"stem":1178},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":1180,"path":1181,"stem":1182},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":1184,"path":1185,"stem":1186},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":1188,"path":1189,"stem":1190},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":1192,"path":1193,"stem":1194},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":1196,"path":1197,"stem":1198},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":1200,"path":1201,"stem":1202},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":111,"path":1204,"stem":1205},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":1207,"path":1208,"stem":1209},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":1211,"path":1212,"stem":1213},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":1215,"path":1216,"stem":1217},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":1219,"path":1220,"stem":1221},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":1223,"path":1224,"stem":1225},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":1227,"path":1228,"stem":1229},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":1231,"path":1232,"stem":1233,"group":553,"order":1234},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":5,"group":5,"icon":1236,"order":1237,"path":546,"stem":549,"children":1238},"i-lucide-trending-up",7,[1239,1240,1245,1247,1251,1255,1257,1259,1261,1263,1276,1278,1281,1283,1288,1290,1292,1294,1296],{"title":5,"path":546,"stem":549},{"title":347,"path":346,"stem":1241,"children":1242,"icon":1244},"handbook\u002Fsales\u002Fcommission-plan\u002Findex",[1243],{"title":347,"path":346,"stem":1241},"i-lucide-dollar-sign",{"title":60,"path":59,"stem":1246},"handbook\u002Fsales\u002Fcustomer-success",{"title":1248,"path":1249,"stem":1250},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":1252,"path":1253,"stem":1254},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",{"title":313,"path":312,"stem":1256},"handbook\u002Fsales\u002Fengagements",{"title":319,"path":318,"stem":1258},"handbook\u002Fsales\u002Fforecast-review",{"title":336,"path":335,"stem":1260},"handbook\u002Fsales\u002Fhubspot",{"title":343,"path":342,"stem":1262},"handbook\u002Fsales\u002Flegal",{"title":293,"icon":1264,"path":292,"stem":1265,"children":1266},"i-lucide-calendar","handbook\u002Fsales\u002Fmeetings\u002Findex",[1267,1268,1270,1273],{"title":293,"path":292,"stem":1265},{"title":303,"path":302,"stem":1269},"handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1271,"path":297,"stem":1272},"Discovery Meeting","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1274,"path":306,"stem":1275},"Proof of Concept","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":280,"path":279,"stem":1277},"handbook\u002Fsales\u002Foperating-principles",{"title":1279,"path":77,"stem":1280},"Partnerships","handbook\u002Fsales\u002Fpartnerships",{"title":330,"path":329,"stem":1282},"handbook\u002Fsales\u002Fpricing-decks",{"title":286,"path":285,"stem":1284,"children":1285,"icon":1287},"handbook\u002Fsales\u002Fprocesses\u002Findex",[1286],{"title":286,"path":285,"stem":1284},"i-lucide-workflow",{"title":69,"path":68,"stem":1289},"handbook\u002Fsales\u002Fprofessional-services",{"title":267,"path":266,"stem":1291},"handbook\u002Fsales\u002Fregions",{"title":325,"path":324,"stem":1293},"handbook\u002Fsales\u002Fsales-deck",{"title":41,"path":40,"stem":1295},"handbook\u002Fsales\u002Fsales-team",{"title":1297,"path":1298,"stem":1299},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",1785617365611]