[{"data":1,"prerenderedAt":1076},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Foperating-principles\u002F":3,"handbook-nav":311},{"id":4,"title":5,"body":6,"description":303,"extension":304,"meta":305,"navigation":306,"path":307,"seo":308,"stem":309,"__hash__":310},"handbook\u002Fhandbook\u002Fsales\u002Foperating-principles.md","Sales Team Operating Principles",{"type":7,"value":8,"toc":287},"minimark",[9,13,17,22,25,29,32,51,55,58,72,76,79,105,109,112,132,136,139,167,171,174,191,195,198,215,219,222,239,243,246,260,264,267,284],[10,11,5],"h1",{"id":12},"sales-team-operating-principles",[14,15,16],"p",{},"The Sales Team Operating Principles define how FlowFuse sales team members conduct themselves in internal and external interactions. These principles create consistency, set expectations, and support a high-performing sales organization.",[18,19,21],"h2",{"id":20},"purpose","Purpose",[14,23,24],{},"These principles outline the professional behaviors, standards, and habits required to represent FlowFuse effectively.\nThey apply to all Sales team members and complement related pages in the Sales Handbook, including Discovery, Follow-Up, SPICED, and CRM Requirements.",[18,26,28],{"id":27},"professional-presence","Professional Presence",[14,30,31],{},"Sales team members represent FlowFuse at all times. Expectations:",[33,34,35,39,42,45,48],"ul",{},[36,37,38],"li",{},"Join meetings from a professional, quiet, and distraction-free environment",[36,40,41],{},"Ensure stable internet and high-quality audio",[36,43,44],{},"Keep cameras on for customer-facing meetings unless the customer prefers otherwise",[36,46,47],{},"Maintain a focused presence, avoiding multitasking or unrelated work",[36,49,50],{},"Present a professional appearance consistent with the meeting audience",[18,52,54],{"id":53},"punctuality-and-preparation","Punctuality and Preparation",[14,56,57],{},"Being prepared and on time reflects professionalism and respect:",[33,59,60,63,66,69],{},[36,61,62],{},"Arrive 3–5 minutes early to all calls",[36,64,65],{},"Test audio and video before joining",[36,67,68],{},"Have all required content ready: presentation, demo, documents, pricing ranges, links",[36,70,71],{},"Confirm the meeting agenda at the start of the call",[18,73,75],{"id":74},"meeting-preparedness","Meeting Preparedness",[14,77,78],{},"Every meeting requires clear preparation and shared expectations. Sales team members:",[33,80,81,84,87,90,93,96,99,102],{},[36,82,83],{},"Review previous call notes, Fathom transcripts, HubSpot activity, and prior correspondence",[36,85,86],{},"Research the company, use case, buyer personas, and relevant industry context",[36,88,89],{},"Identify known pains, buying stage, and expected outcomes",[36,91,92],{},"Send an agenda to internal participants before the meeting",[36,94,95],{},"When appropriate, send a brief agenda to external participants",[36,97,98],{},"Ensure internal participants understand roles and talking points",[36,100,101],{},"Prepare and test all demo environments, data, or assets required",[36,103,104],{},"Develop tailored questions that reflect knowledge of the account and prior conversations",[18,106,108],{"id":107},"meeting-and-call-excellence","Meeting and Call Excellence",[14,110,111],{},"Sales calls follow the standards outlined in the Sales Methodology:",[33,113,114,117,120,123,126,129],{},[36,115,116],{},"Use Fathom Notetaker for all customer calls",[36,118,119],{},"Follow the SPICED discovery framework",[36,121,122],{},"Validate understanding during and at the end of the meeting",[36,124,125],{},"Avoid over-committing or speculating on product delivery",[36,127,128],{},"Loop in Solution Engineering, Product, or Customer Success early when support is needed",[36,130,131],{},"Maintain a calm, confident, advisory tone throughout",[18,133,135],{"id":134},"follow-through-and-responsiveness","Follow-Through and Responsiveness",[14,137,138],{},"Timely follow-up maintains momentum and demonstrates reliability:",[33,140,141,158,161,164],{},[36,142,143,144],{},"Send a same-day follow-up email after every meeting",[33,145,146,149,152,155],{},[36,147,148],{},"Key takeaways",[36,150,151],{},"How FlowFuse can help",[36,153,154],{},"Agreed next steps",[36,156,157],{},"Any materials promised during the call",[36,159,160],{},"Update HubSpot immediately with notes, next steps, stakeholders, and tasks",[36,162,163],{},"Respond to all customer messages within one business day",[36,165,166],{},"Create tasks for internal teams when support is required",[18,168,170],{"id":169},"internal-collaboration","Internal Collaboration",[14,172,173],{},"Sales operates as a single team. Expectations:",[33,175,176,179,182,185,188],{},[36,177,178],{},"Ask for help early to avoid delays later in the cycle",[36,180,181],{},"Use shared Slack channels for visibility",[36,183,184],{},"Provide full context when requesting assistance from other teams",[36,186,187],{},"Share common objections, patterns, and discoveries with Sales leadership",[36,189,190],{},"Use internal communication tools consistently and transparently",[18,192,194],{"id":193},"data-hygiene-and-operational-discipline","Data Hygiene and Operational Discipline",[14,196,197],{},"Accurate CRM and process discipline ensure high-quality forecasting and customer experience:",[33,199,200,203,206,209,212],{},[36,201,202],{},"Keep HubSpot records accurate, complete, and up to date",[36,204,205],{},"Log meetings and communications the same day",[36,207,208],{},"Move deals through stages only when exit criteria are met",[36,210,211],{},"Document next steps clearly, with ownership and timing",[36,213,214],{},"Store pricing proposals, order forms, and documents correctly and consistently",[18,216,218],{"id":217},"professional-ethics-and-conduct","Professional Ethics and Conduct",[14,220,221],{},"Sales team members uphold FlowFuse’s values and maintain customer trust:",[33,223,224,227,230,233,236],{},[36,225,226],{},"Represent product capabilities and pricing with accuracy",[36,228,229],{},"Maintain confidentiality and follow NDA requirements",[36,231,232],{},"Escalate concerns, risks, or misaligned expectations immediately",[36,234,235],{},"Treat customers, partners, and colleagues with professionalism and respect",[36,237,238],{},"Avoid behaviors that could damage FlowFuse’s reputation",[18,240,242],{"id":241},"continuous-improvement","Continuous Improvement",[14,244,245],{},"FlowFuse sales culture emphasizes learning, growth, and refinement:",[33,247,248,251,254,257],{},[36,249,250],{},"Participate actively in call reviews and team training",[36,252,253],{},"Regularly self-review calls and opportunities",[36,255,256],{},"Stay current on product releases, industrial trends, and competitive landscape",[36,258,259],{},"Identify personal improvement areas and work on them consistently",[18,261,263],{"id":262},"accountability","Accountability",[14,265,266],{},"These principles guide expectations for professional conduct.\nSales leadership reinforces them through:",[33,268,269,272,275,278,281],{},[36,270,271],{},"Coaching",[36,273,274],{},"Performance reviews",[36,276,277],{},"Pipeline reviews",[36,279,280],{},"Deal inspections",[36,282,283],{},"Feedback sessions",[14,285,286],{},"The goal is consistency, excellence, and trust.",{"title":288,"searchDepth":289,"depth":289,"links":290},"",4,[291,293,294,295,296,297,298,299,300,301,302],{"id":20,"depth":292,"text":21},2,{"id":27,"depth":292,"text":28},{"id":53,"depth":292,"text":54},{"id":74,"depth":292,"text":75},{"id":107,"depth":292,"text":108},{"id":134,"depth":292,"text":135},{"id":169,"depth":292,"text":170},{"id":193,"depth":292,"text":194},{"id":217,"depth":292,"text":218},{"id":241,"depth":292,"text":242},{"id":262,"depth":292,"text":263},"Professional standards and expectations for the FlowFuse Sales organization.","md",{},null,"\u002Fhandbook\u002Fsales\u002Foperating-principles",{"title":5,"description":303},"handbook\u002Fsales\u002Foperating-principles","Y5fcDoA2BctOR6mGrgM9eHZ6kgkgaQfhNClLQ3O0H2w",[312],{"title":313,"path":314,"stem":315,"children":316},"Handbook","\u002Fhandbook","handbook",[317,319,445,477,691,774,836,971],{"title":313,"path":314,"stem":318},"handbook\u002Findex",{"title":320,"group":320,"icon":321,"order":322,"path":323,"stem":324,"children":325},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[326,327,331,335,339,358,362,366,370,437,441],{"title":320,"path":323,"stem":324},{"title":328,"path":329,"stem":330},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":332,"path":333,"stem":334},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":336,"path":337,"stem":338},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":340,"icon":341,"path":342,"stem":343,"children":344},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[345,346,350,354],{"title":340,"path":342,"stem":343},{"title":347,"path":348,"stem":349},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":351,"path":352,"stem":353},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":355,"path":356,"stem":357},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":359,"path":360,"stem":361},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":363,"path":364,"stem":365},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":367,"path":368,"stem":369},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":371,"icon":372,"path":373,"stem":374,"children":375},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[376,377,381,385,389,393,397,401,405,409,413,417,421,425,429,433],{"title":371,"path":373,"stem":374},{"title":378,"path":379,"stem":380},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":382,"path":383,"stem":384},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":386,"path":387,"stem":388},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":390,"path":391,"stem":392},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":394,"path":395,"stem":396},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":398,"path":399,"stem":400},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":402,"path":403,"stem":404},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":406,"path":407,"stem":408},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":410,"path":411,"stem":412},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":414,"path":415,"stem":416},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":418,"path":419,"stem":420},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":422,"path":423,"stem":424},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":426,"path":427,"stem":428},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":430,"path":431,"stem":432},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":434,"path":435,"stem":436},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":438,"path":439,"stem":440},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":442,"path":443,"stem":444},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":446,"group":447,"icon":448,"order":289,"path":449,"stem":450,"children":451},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[452,453,457,461,465,469,473],{"title":446,"path":449,"stem":450},{"title":454,"path":455,"stem":456},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":458,"path":459,"stem":460},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":462,"path":463,"stem":464},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":466,"path":467,"stem":468},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":470,"path":471,"stem":472},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":474,"path":475,"stem":476},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":478,"group":447,"icon":479,"order":480,"path":481,"stem":482,"children":483},"Engineering","i-lucide-code-2",3,"\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[484,485,504,508,512,535,574,578,642,646,669,673,688],{"title":478,"path":481,"stem":482},{"title":486,"icon":487,"path":488,"stem":489,"children":490},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[491,492,496,500],{"title":486,"path":488,"stem":489},{"title":493,"path":494,"stem":495},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":497,"path":498,"stem":499},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":501,"path":502,"stem":503},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":505,"path":506,"stem":507},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":509,"path":510,"stem":511},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":513,"icon":514,"path":515,"stem":516,"children":517},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[518,519,523,527,531],{"title":513,"path":515,"stem":516},{"title":520,"path":521,"stem":522},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":524,"path":525,"stem":526},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":528,"path":529,"stem":530},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":532,"path":533,"stem":534},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":536,"icon":537,"path":538,"stem":539,"children":540},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[541,542,546,550,554,558,562,566,570],{"title":536,"path":538,"stem":539},{"title":543,"path":544,"stem":545},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":547,"path":548,"stem":549},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":551,"path":552,"stem":553},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":555,"path":556,"stem":557},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":559,"path":560,"stem":561},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":563,"path":564,"stem":565},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":567,"path":568,"stem":569},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":571,"path":572,"stem":573},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":575,"path":576,"stem":577},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":579,"icon":580,"path":581,"stem":582,"children":583},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[584,585,589,593,597,601,605,612,616,619,623,626,630,634,638],{"title":579,"path":581,"stem":582},{"title":586,"path":587,"stem":588},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fblueprints","handbook\u002Fengineering\u002Fproduct\u002Fblueprints",{"title":590,"path":591,"stem":592},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fdashboard","handbook\u002Fengineering\u002Fproduct\u002Fdashboard",{"title":594,"path":595,"stem":596},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":598,"path":599,"stem":600},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":602,"path":603,"stem":604},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":606,"path":607,"stem":608,"children":609,"icon":611},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[610],{"title":606,"path":607,"stem":608},"i-lucide-user-circle",{"title":613,"path":614,"stem":615},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":363,"path":617,"stem":618},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":620,"path":621,"stem":622},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":438,"path":624,"stem":625},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fstrategy","handbook\u002Fengineering\u002Fproduct\u002Fstrategy",{"title":627,"path":628,"stem":629},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":631,"path":632,"stem":633},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":635,"path":636,"stem":637},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":639,"path":640,"stem":641},"Vision","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fvision","handbook\u002Fengineering\u002Fproduct\u002Fvision",{"title":643,"path":644,"stem":645},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":647,"icon":648,"path":649,"stem":650,"children":651},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[652,653,657,661,665],{"title":647,"path":649,"stem":650},{"title":654,"path":655,"stem":656},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":658,"path":659,"stem":660},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":662,"path":663,"stem":664},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":666,"path":667,"stem":668},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":670,"path":671,"stem":672},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":674,"path":675,"stem":676,"children":677,"icon":687},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[678,679,683],{"title":674,"path":675,"stem":676},{"title":680,"path":681,"stem":682},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":684,"path":685,"stem":686},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":470,"path":689,"stem":690},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":692,"group":693,"icon":694,"order":695,"path":696,"stem":697,"children":698},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[699,700,704,719,738,742,746,750,754,758,762,766,770],{"title":692,"path":696,"stem":697},{"title":701,"path":702,"stem":703},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":705,"icon":706,"path":707,"stem":708,"children":709},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[710,711,715],{"title":705,"path":707,"stem":708},{"title":712,"path":713,"stem":714},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":716,"path":717,"stem":718},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":720,"icon":721,"path":722,"stem":723,"children":724,"order":322},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[725,726,730,734],{"title":720,"path":722,"stem":723,"order":322},{"title":727,"path":728,"stem":729},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":731,"path":732,"stem":733},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":735,"path":736,"stem":737},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":739,"path":740,"stem":741},"FlowFuse for Education","\u002Fhandbook\u002Fmarketing\u002Feducation","handbook\u002Fmarketing\u002Feducation",{"title":743,"path":744,"stem":745},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":747,"path":748,"stem":749},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":751,"path":752,"stem":753},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":755,"path":756,"stem":757},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":759,"path":760,"stem":761},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":763,"path":764,"stem":765},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":767,"path":768,"stem":769},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":771,"path":772,"stem":773},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":775,"group":320,"icon":776,"order":292,"path":777,"stem":778,"children":779},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[780,781,785,789,793,816,820,824,828,832],{"title":775,"path":777,"stem":778},{"title":782,"path":783,"stem":784},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":786,"path":787,"stem":788},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":790,"path":791,"stem":792},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":794,"icon":795,"path":796,"stem":797,"children":798},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[799,800,804,808,812],{"title":794,"path":796,"stem":797},{"title":801,"path":802,"stem":803},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":805,"path":806,"stem":807},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":809,"path":810,"stem":811},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":813,"path":814,"stem":815},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":817,"path":818,"stem":819},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":821,"path":822,"stem":823},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":825,"path":826,"stem":827},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":829,"path":830,"stem":831},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":833,"path":834,"stem":835},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":837,"group":838,"icon":839,"order":840,"path":841,"stem":842,"children":843},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[844,845,849,853,857,861,865,884,951,955,959,963,967],{"title":837,"path":841,"stem":842},{"title":846,"path":847,"stem":848},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":850,"path":851,"stem":852},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":854,"path":855,"stem":856},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":858,"path":859,"stem":860},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":862,"path":863,"stem":864},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":866,"path":867,"stem":868,"children":869,"icon":883},"Hiring","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[870,871,875,879],{"title":866,"path":867,"stem":868},{"title":872,"path":873,"stem":874},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":876,"path":877,"stem":878},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":880,"path":881,"stem":882},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","i-lucide-user-plus",{"title":885,"icon":886,"path":887,"stem":888,"children":889},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[890,891,895,899,903,907,911,915,919,923,927,931,935,939,943,947],{"title":885,"path":887,"stem":888},{"title":892,"path":893,"stem":894},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":896,"path":897,"stem":898},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":900,"path":901,"stem":902},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":904,"path":905,"stem":906},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":908,"path":909,"stem":910},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":912,"path":913,"stem":914},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":916,"path":917,"stem":918},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":920,"path":921,"stem":922},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":924,"path":925,"stem":926},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":928,"path":929,"stem":930},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":932,"path":933,"stem":934},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":936,"path":937,"stem":938},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":940,"path":941,"stem":942},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":944,"path":945,"stem":946},"Technical Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager",{"title":948,"path":949,"stem":950},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":952,"path":953,"stem":954},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":956,"path":957,"stem":958},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":960,"path":961,"stem":962},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":964,"path":965,"stem":966},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":968,"path":969,"stem":970},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":972,"group":973,"icon":974,"order":975,"path":976,"stem":977,"children":978},"Sales","Sales department","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[979,980,987,991,995,999,1003,1007,1011,1015,1034,1035,1049,1053,1060,1064,1068,1072],{"title":972,"path":976,"stem":977},{"title":981,"path":982,"stem":983,"children":984,"icon":986},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[985],{"title":981,"path":982,"stem":983},"i-lucide-dollar-sign",{"title":988,"path":989,"stem":990},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":992,"path":993,"stem":994},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":996,"path":997,"stem":998},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",{"title":1000,"path":1001,"stem":1002},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",{"title":1004,"path":1005,"stem":1006},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",{"title":1008,"path":1009,"stem":1010},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",{"title":1012,"path":1013,"stem":1014},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",{"title":1016,"icon":1017,"path":1018,"stem":1019,"children":1020},"Sales Meetings","i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[1021,1022,1026,1030],{"title":1016,"path":1018,"stem":1019},{"title":1023,"path":1024,"stem":1025},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1027,"path":1028,"stem":1029},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1031,"path":1032,"stem":1033},"Proof of Concept","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":5,"path":307,"stem":309},{"title":1036,"icon":1037,"path":1038,"stem":1039,"children":1040},"Commercial Organization","i-lucide-sitemap","\u002Fhandbook\u002Fsales\u002Forg","handbook\u002Fsales\u002Forg\u002Findex",[1041,1042],{"title":1036,"path":1038,"stem":1039},{"title":1043,"path":1044,"stem":1045,"children":1046,"icon":1048},"Account Executives","\u002Fhandbook\u002Fsales\u002Forg\u002Faccount-executives","handbook\u002Fsales\u002Forg\u002Faccount-executives\u002Findex",[1047],{"title":1043,"path":1044,"stem":1045},"i-lucide-user-check",{"title":1050,"path":1051,"stem":1052},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":1054,"path":1055,"stem":1056,"children":1057,"icon":1059},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1058],{"title":1054,"path":1055,"stem":1056},"i-lucide-workflow",{"title":1061,"path":1062,"stem":1063},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1065,"path":1066,"stem":1067},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":1069,"path":1070,"stem":1071},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",{"title":1073,"path":1074,"stem":1075},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",1781547795090]