[{"data":1,"prerenderedAt":1016},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fregions\u002F":3,"handbook-nav":252},{"id":4,"title":5,"body":6,"description":12,"extension":245,"meta":246,"navigation":247,"path":248,"seo":249,"stem":250,"__hash__":251},"handbook\u002Fhandbook\u002Fsales\u002Fregions.md","Sales Regions",{"type":7,"value":8,"toc":226},"minimark",[9,13,26,29,34,45,48,52,55,58,63,68,71,85,89,92,96,99,102,119,126,130,133,135,152,157,161,164,166,183,188,192,195,197,214,219,223],[10,11,12],"p",{},"We manage our sales opportunities across three primary sales regions:",[14,15,16,20,23],"ul",{},[17,18,19],"li",{},"Americas",[17,21,22],{},"EMEA (Europe, Middle East, and Africa)",[17,24,25],{},"Oceania + East, South, and Southeast Asia",[10,27,28],{},"These regions are used for organizing our go-to-market efforts, account coverage,\nand internal reporting.",[30,31,33],"h2",{"id":32},"territory-assignments","Territory Assignments",[10,35,36,37,44],{},"Details on Account Executive, Sales Engineering, and Customer Success coverage\nby country or region can be found in the ",[38,39,43],"a",{"href":40,"rel":41},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1teQVqMWtyWPWbbe6WQnp9gONyTCucWK_62h4KY7q8BE",[42],"nofollow","Sales Territory Assignment spreadsheet",".",[10,46,47],{},"If you're unsure which region an account belongs to, use the prospect’s billing\ncountry as the default reference. For exceptions\n(e.g., global accounts or unique organizational structures), please consult the\nVP of Sales.",[30,49,51],{"id":50},"multi-region-deals","Multi Region Deals",[10,53,54],{},"Many FlowFuse customers operate across multiple regions. To ensure a consistent\ncustomer experience and fair compensation, each opportunity involving multiple\nterritories must be classified into one of four scenarios before revenue credit\nis determined.",[10,56,57],{},"The scenario classification determines who leads the opportunity and how revenue\ncredit is allocated.",[59,60,62],"h3",{"id":61},"definitions","Definitions",[64,65,67],"h4",{"id":66},"account-owner","Account Owner",[10,69,70],{},"The Account Owner is the sales representative responsible for the Sales Territories where the headquarters (HQ) of the customer account is located.\nThe Account Owner is responsible for:",[14,72,73,76,79,82],{},[17,74,75],{},"Managing the overall relationship with the account",[17,77,78],{},"Coordinating the sales process across regions",[17,80,81],{},"Managing pricing and commercial strategy",[17,83,84],{},"Forecasting and pipeline management for opportunities tied to that account",[59,86,88],{"id":87},"scenario-definitions","Scenario Definitions",[10,90,91],{},"Opportunities should be classified into one of the following scenarios.",[64,93,95],{"id":94},"_1-opportunity-managed-entirely-by-account-owner","1. Opportunity Managed Entirely by Account Owner",[10,97,98],{},"The Account Owner discovers, manages, and closes the opportunity.",[10,100,101],{},"Typical indicators:",[14,103,104,107,110,113,116],{},[17,105,106],{},"Opportunity originates through account headquarters or the Account Owner’s\nterritories",[17,108,109],{},"Central leadership where the opportunity affects multiple regions or has\npotential to become a global standard",[17,111,112],{},"Local division, plant, or territory team in the Account Owner’s territories\nis evaluating FlowFuse",[17,114,115],{},"The Account Owner runs discovery, deal strategy, and negotiations",[17,117,118],{},"Territory reps are not materially involved in the sales process",[10,120,121,125],{},[122,123,124],"strong",{},"Credit allocation:"," 100% Account Owner",[64,127,129],{"id":128},"_2-territory-support-only","2. Territory Support Only",[10,131,132],{},"The Account Owner leads the opportunity, but a territory rep provides local\nsupport.",[10,134,101],{},[14,136,137,140,143,146,149],{},[17,138,139],{},"Opportunity originates with the Account Owner or headquarters",[17,141,142],{},"The Account Owner manages deal strategy and negotiations",[17,144,145],{},"A territory rep assists with local meetings, site discussions, or logistics",[17,147,148],{},"Decision-making remains centralized",[17,150,151],{},"Regional involvement supports execution but does not change deal ownership",[10,153,154,156],{},[122,155,124],{}," Account Owner 100%, territory rep receives recognition",[64,158,160],{"id":159},"_3-territory-expansion-opportunity-led-by-local-rep","3. Territory Expansion Opportunity Led by Local Rep",[10,162,163],{},"A new opportunity emerges within an existing global customer, and the local\nrep leads the engagement.",[10,165,101],{},[14,167,168,171,174,177,180],{},[17,169,170],{},"The account already exists as a customer under an Account Owner",[17,172,173],{},"A local division, plant, or territory team initiates a new project",[17,175,176],{},"The territory rep runs discovery and manages the deal",[17,178,179],{},"The Account Owner remains informed and may assist when appropriate",[17,181,182],{},"This scenario often occurs when a successful deployment expands to\nadditional regions",[10,184,185,187],{},[122,186,124],{}," 70% Account Owner \u002F 30% Territory Rep",[64,189,191],{"id":190},"_4-independent-opportunity-originating-in-territory","4. 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