[{"data":1,"prerenderedAt":1045},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fcustomer-journey\u002F":3,"handbook-nav":212},{"id":4,"title":5,"body":6,"description":16,"extension":204,"meta":205,"navigation":206,"path":208,"seo":209,"stem":210,"__hash__":211},"handbook\u002Fhandbook\u002Fsales\u002Fcustomer-journey.md","Customer Journey Alignment",{"type":7,"value":8,"toc":197},"minimark",[9,13,17,22,148,152,155,168,171],[10,11,5],"h1",{"id":12},"customer-journey-alignment",[14,15,16],"p",{},"The Commercial Organization coordinates across functions to guide prospects and\ncustomers through the entire lifecycle — from first awareness to long-term\nsuccess. A shared understanding of the journey keeps us delivering the right\nvalue at the right time, with clear ownership at every stage.",[18,19,21],"h2",{"id":20},"lifecycle-stages","Lifecycle stages",[23,24,25,41],"table",{},[26,27,28],"thead",{},[29,30,31,35,38],"tr",{},[32,33,34],"th",{},"Stage",[32,36,37],{},"What it means",[32,39,40],{},"Primary owners",[42,43,44,59,71,84,96,109,122,135],"tbody",{},[29,45,46,53,56],{},[47,48,49],"td",{},[50,51,52],"strong",{},"1. Identified \u002F Node-RED awareness",[47,54,55],{},"ICP account or contact identified via inbound interest or outbound targeting; prospect is exploring or already using Node-RED.",[47,57,58],{},"Partnerships, Marketing, Sales",[29,60,61,66,69],{},[47,62,63],{},[50,64,65],{},"2. FlowFuse awareness",[47,67,68],{},"Prospect becomes aware of FlowFuse as a way to operationalize and scale Node-RED — a webinar, content, or the website.",[47,70,58],{},[29,72,73,78,81],{},[47,74,75],{},[50,76,77],{},"3. Interested",[47,79,80],{},"Prospect engages with Sales; early discovery is underway to understand business and technical context.",[47,82,83],{},"Sales, Solution Engineering",[29,85,86,91,94],{},[47,87,88],{},[50,89,90],{},"4. Considering",[47,92,93],{},"Technical evaluation or trial phase — demos, PoVs, and security or procurement reviews.",[47,95,83],{},[29,97,98,103,106],{},[47,99,100],{},[50,101,102],{},"5. Selection",[47,104,105],{},"Prospect agrees FlowFuse is the preferred solution; commercial terms are finalized.",[47,107,108],{},"Sales",[29,110,111,116,119],{},[47,112,113],{},[50,114,115],{},"6. Purchase",[47,117,118],{},"Customer completes the first transaction and begins onboarding; handoff to Customer Success and Solution Engineering.",[47,120,121],{},"Customer Success, Solution Engineering",[29,123,124,129,132],{},[47,125,126],{},[50,127,128],{},"7. Onboarding \u002F adoption",[47,130,131],{},"Customer is live in production; focus shifts to expansion, integration, and operational maturity.",[47,133,134],{},"Customer Success, Solution Engineering, Professional Services",[29,136,137,142,145],{},[47,138,139],{},[50,140,141],{},"8. Advocacy",[47,143,144],{},"Customer is realizing strong value and may join case studies, referrals, or roadmap feedback.",[47,146,147],{},"Customer Success, Partnerships, Marketing",[18,149,151],{"id":150},"cross-team-coordination","Cross-team coordination",[14,153,154],{},"Each stage has defined entry and exit criteria and internal coordination\ntouchpoints, so that:",[156,157,158,162,165],"ul",{},[159,160,161],"li",{},"Handoffs between Sales, Solution Engineering, and Customer Success are smooth.",[159,163,164],{},"Account status and maturity are visible across functions.",[159,166,167],{},"The right stakeholders from each function engage at the right time.",[169,170],"hr",{},[14,172,173,174,178,179,178,183,178,187,191,192,196],{},"For how each function maps to these stages, see the function pages —\n",[175,176,108],"a",{"href":177},"\u002Fhandbook\u002Fsales\u002Fsales-team\u002F",",\n",[175,180,182],{"href":181},"\u002Fhandbook\u002Fsales\u002Fsolution-engineering\u002F","Solution Engineering",[175,184,186],{"href":185},"\u002Fhandbook\u002Fsales\u002Fcustomer-success\u002F","Customer Success",[175,188,190],{"href":189},"\u002Fhandbook\u002Fsales\u002Fprofessional-services\u002F","Professional Services",", and\n",[175,193,195],{"href":194},"\u002Fhandbook\u002Fsales\u002Fpartnerships\u002F","Sales Partnerships",".",{"title":198,"searchDepth":199,"depth":199,"links":200},"",4,[201,203],{"id":20,"depth":202,"text":21},2,{"id":150,"depth":202,"text":151},"md",{},{"order":207},10,"\u002Fhandbook\u002Fsales\u002Fcustomer-journey",{"title":5,"description":16},"handbook\u002Fsales\u002Fcustomer-journey","RVXt7zMtmsB9F3ZCMQmu-833FvZlN6dOWQsikr7gWt8",[213],{"title":214,"path":215,"stem":216,"children":217},"Handbook","\u002Fhandbook","handbook",[218,220,346,378,597,686,748,890,895],{"title":214,"path":215,"stem":219},"handbook\u002Findex",{"title":221,"group":221,"icon":222,"order":223,"path":224,"stem":225,"children":226},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[227,228,232,236,240,259,263,267,271,338,342],{"title":221,"path":224,"stem":225},{"title":229,"path":230,"stem":231},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":233,"path":234,"stem":235},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":237,"path":238,"stem":239},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":241,"icon":242,"path":243,"stem":244,"children":245},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[246,247,251,255],{"title":241,"path":243,"stem":244},{"title":248,"path":249,"stem":250},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":252,"path":253,"stem":254},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":256,"path":257,"stem":258},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":260,"path":261,"stem":262},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":264,"path":265,"stem":266},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":268,"path":269,"stem":270},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":272,"icon":273,"path":274,"stem":275,"children":276},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[277,278,282,286,290,294,298,302,306,310,314,318,322,326,330,334],{"title":272,"path":274,"stem":275},{"title":279,"path":280,"stem":281},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":283,"path":284,"stem":285},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":287,"path":288,"stem":289},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":291,"path":292,"stem":293},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":295,"path":296,"stem":297},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":299,"path":300,"stem":301},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":303,"path":304,"stem":305},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":307,"path":308,"stem":309},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":311,"path":312,"stem":313},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":315,"path":316,"stem":317},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":319,"path":320,"stem":321},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":323,"path":324,"stem":325},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":327,"path":328,"stem":329},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":331,"path":332,"stem":333},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":335,"path":336,"stem":337},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":339,"path":340,"stem":341},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":343,"path":344,"stem":345},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":347,"group":348,"icon":349,"order":199,"path":350,"stem":351,"children":352},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[353,354,358,362,366,370,374],{"title":347,"path":350,"stem":351},{"title":355,"path":356,"stem":357},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":359,"path":360,"stem":361},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":363,"path":364,"stem":365},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":367,"path":368,"stem":369},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":371,"path":372,"stem":373},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":375,"path":376,"stem":377},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":379,"group":348,"icon":380,"order":381,"path":382,"stem":383,"children":384},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[385,386,390,405,409,413,417,440,483,487,544,548,575,579,594],{"title":379,"path":382,"stem":383},{"title":387,"path":388,"stem":389},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":391,"icon":392,"path":393,"stem":394,"children":395},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[396,397,401],{"title":391,"path":393,"stem":394},{"title":398,"path":399,"stem":400},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":402,"path":403,"stem":404},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":406,"path":407,"stem":408},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":410,"path":411,"stem":412},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":414,"path":415,"stem":416},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":418,"icon":419,"path":420,"stem":421,"children":422},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[423,424,428,432,436],{"title":418,"path":420,"stem":421},{"title":425,"path":426,"stem":427},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":429,"path":430,"stem":431},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":433,"path":434,"stem":435},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":437,"path":438,"stem":439},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":441,"icon":442,"path":443,"stem":444,"children":445},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[446,447,451,455,459,463,467,471,475,479],{"title":441,"path":443,"stem":444},{"title":448,"path":449,"stem":450},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":452,"path":453,"stem":454},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":456,"path":457,"stem":458},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":460,"path":461,"stem":462},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":464,"path":465,"stem":466},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":468,"path":469,"stem":470},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":472,"path":473,"stem":474},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":476,"path":477,"stem":478},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":480,"path":481,"stem":482},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":484,"path":485,"stem":486},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":488,"icon":489,"path":490,"stem":491,"children":492},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[493,494,498,502,506,510,514,521,525,528,532,536,540],{"title":488,"path":490,"stem":491},{"title":495,"path":496,"stem":497},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":499,"path":500,"stem":501},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":503,"path":504,"stem":505},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":507,"path":508,"stem":509},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":511,"path":512,"stem":513},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":515,"path":516,"stem":517,"children":518,"icon":520},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[519],{"title":515,"path":516,"stem":517},"i-lucide-user-circle",{"title":522,"path":523,"stem":524},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":264,"path":526,"stem":527},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":529,"path":530,"stem":531},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":533,"path":534,"stem":535},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":537,"path":538,"stem":539},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":541,"path":542,"stem":543},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":545,"path":546,"stem":547},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":549,"icon":550,"path":551,"stem":552,"children":553},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[554,555,559,563,567,571],{"title":549,"path":551,"stem":552},{"title":556,"path":557,"stem":558},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":560,"path":561,"stem":562},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":564,"path":565,"stem":566},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":568,"path":569,"stem":570},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":572,"path":573,"stem":574},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":576,"path":577,"stem":578},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":580,"path":581,"stem":582,"children":583,"icon":593},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[584,585,589],{"title":580,"path":581,"stem":582},{"title":586,"path":587,"stem":588},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":590,"path":591,"stem":592},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":371,"path":595,"stem":596},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":598,"group":599,"icon":600,"order":601,"path":602,"stem":603,"children":604},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[605,606,612,616,631,650,654,658,662,666,670,674,678,682],{"title":598,"path":602,"stem":603},{"title":607,"path":608,"stem":609,"children":610},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[611],{"title":607,"path":608,"stem":609},{"title":613,"path":614,"stem":615},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":617,"icon":618,"path":619,"stem":620,"children":621},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[622,623,627],{"title":617,"path":619,"stem":620},{"title":624,"path":625,"stem":626},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":628,"path":629,"stem":630},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":632,"icon":633,"path":634,"stem":635,"children":636,"order":223},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[637,638,642,646],{"title":632,"path":634,"stem":635,"order":223},{"title":639,"path":640,"stem":641},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":643,"path":644,"stem":645},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":647,"path":648,"stem":649},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":651,"path":652,"stem":653},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":655,"path":656,"stem":657},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":659,"path":660,"stem":661},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":663,"path":664,"stem":665},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":667,"path":668,"stem":669},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":671,"path":672,"stem":673},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":675,"path":676,"stem":677},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":679,"path":680,"stem":681},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":683,"path":684,"stem":685},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":687,"group":221,"icon":688,"order":202,"path":689,"stem":690,"children":691},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[692,693,697,701,705,728,732,736,740,744],{"title":687,"path":689,"stem":690},{"title":694,"path":695,"stem":696},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":698,"path":699,"stem":700},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":702,"path":703,"stem":704},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":706,"icon":707,"path":708,"stem":709,"children":710},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[711,712,716,720,724],{"title":706,"path":708,"stem":709},{"title":713,"path":714,"stem":715},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":717,"path":718,"stem":719},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":721,"path":722,"stem":723},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":725,"path":726,"stem":727},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":729,"path":730,"stem":731},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":733,"path":734,"stem":735},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":737,"path":738,"stem":739},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":741,"path":742,"stem":743},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":745,"path":746,"stem":747},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":749,"group":750,"icon":751,"order":752,"path":753,"stem":754,"children":755},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[756,757,761,765,769,773,777,800,866,870,874,878,882,886],{"title":749,"path":753,"stem":754},{"title":758,"path":759,"stem":760},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":762,"path":763,"stem":764},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":766,"path":767,"stem":768},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":770,"path":771,"stem":772},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":774,"path":775,"stem":776},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":778,"icon":779,"path":780,"stem":781,"children":782},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[783,784,788,792,796],{"title":778,"path":780,"stem":781},{"title":785,"path":786,"stem":787},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":789,"path":790,"stem":791},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":793,"path":794,"stem":795},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":797,"path":798,"stem":799},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":801,"icon":802,"path":803,"stem":804,"children":805},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[806,807,811,815,819,823,827,831,835,839,843,847,851,855,858,862],{"title":801,"path":803,"stem":804},{"title":808,"path":809,"stem":810},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":812,"path":813,"stem":814},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":816,"path":817,"stem":818},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":820,"path":821,"stem":822},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":824,"path":825,"stem":826},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":828,"path":829,"stem":830},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":832,"path":833,"stem":834},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":836,"path":837,"stem":838},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":840,"path":841,"stem":842},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":844,"path":845,"stem":846},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":848,"path":849,"stem":850},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":852,"path":853,"stem":854},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":675,"path":856,"stem":857},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":859,"path":860,"stem":861},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":863,"path":864,"stem":865},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":867,"path":868,"stem":869},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":871,"path":872,"stem":873},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":875,"path":876,"stem":877},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":879,"path":880,"stem":881},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":883,"path":884,"stem":885},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":887,"path":888,"stem":889},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":891,"path":892,"stem":893,"group":214,"order":894},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":896,"group":896,"icon":897,"order":898,"path":899,"stem":900,"children":901},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[902,903,911,912,915,920,926,931,936,941,946,951,956,980,985,989,993,999,1004,1012,1015,1019,1024,1027,1030,1035,1040],{"title":896,"path":899,"stem":900},{"title":904,"path":905,"stem":906,"children":907,"order":909,"icon":910},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[908],{"title":904,"path":905,"stem":906},22,"i-lucide-dollar-sign",{"title":5,"path":208,"stem":210,"order":207},{"title":186,"path":913,"stem":914,"order":381},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":916,"path":917,"stem":918,"order":919},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":921,"path":922,"stem":923,"order":924,"icon":925},"Demo Apps","\u002Fhandbook\u002Fsales\u002Fdemo-apps","handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":927,"path":928,"stem":929,"order":930},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",19,{"title":932,"path":933,"stem":934,"order":935},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":937,"path":938,"stem":939,"order":940,"icon":442},"FlowFuse Trial Environment","\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":942,"path":943,"stem":944,"order":945},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":947,"path":948,"stem":949,"order":950},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":952,"path":953,"stem":954,"order":955},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":957,"order":958,"icon":959,"path":960,"stem":961,"children":962},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[963,964,968,972,976],{"title":957,"path":960,"stem":961},{"title":965,"path":966,"stem":967,"order":202},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":969,"path":970,"stem":971,"order":223},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":973,"path":974,"stem":975,"order":199},"Proof of Value","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov","handbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":977,"path":978,"stem":979,"order":381},"Solution","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":981,"path":982,"stem":983,"order":984},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":986,"path":987,"stem":988,"order":601},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":990,"path":991,"stem":992,"order":752},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":994,"path":995,"stem":996,"order":997,"icon":998},"PoV Workbook","\u002Fhandbook\u002Fsales\u002Fpov-workbook","handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":1000,"path":1001,"stem":1002,"order":1003},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":1005,"path":1006,"stem":1007,"children":1008,"order":1010,"icon":1011},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1009],{"title":1005,"path":1006,"stem":1007},12,"i-lucide-workflow",{"title":190,"path":1013,"stem":1014,"order":199},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1016,"path":1017,"stem":1018,"order":898},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":1020,"path":1021,"stem":1022,"order":1023},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":108,"path":1025,"stem":1026,"order":223},"\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":182,"path":1028,"stem":1029,"order":202},"\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1031,"path":1032,"stem":1033,"order":1034},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1036,"path":1037,"stem":1038,"order":1039},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1041,"path":1042,"stem":1043,"order":1044},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1787063195372]