[{"data":1,"prerenderedAt":956},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fregions":3,"handbook-nav":245},{"id":4,"title":5,"body":6,"description":12,"extension":237,"meta":238,"navigation":240,"path":241,"seo":242,"stem":243,"__hash__":244},"handbook\u002Fhandbook\u002Fsales\u002Fregions.md","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. Independent Opportunity Originating in Territory",[10,193,194],{},"A territory rep independently discovers and manages an opportunity within\ntheir territory.",[10,196,101],{},[14,198,199,202,205,208,211],{},[17,200,201],{},"Opportunity discovered through territory prospecting or local relationships",[17,203,204],{},"A partner introduces FlowFuse to a territory team or facility",[17,206,207],{},"Headquarters is not actively involved in the evaluation",[17,209,210],{},"The territory rep runs the sales process and manages the close",[17,212,213],{},"Even if the company operates globally, the opportunity may remain territory\nif the project is limited to a specific site or region",[10,215,216,218],{},[122,217,124],{}," 100% Territory Rep",[59,220,222],{"id":221},"scenario-determination","Scenario Determination",[10,224,225],{},"The scenario should be determined before a deal progresses to late-stage\nnegotiations to ensure clarity for all parties. If there is uncertainty\nregarding classification, Sales Leadership will review the opportunity and\nmake the final determination.",{"title":227,"searchDepth":228,"depth":228,"links":229},"",2,[230,231],{"id":32,"depth":228,"text":33},{"id":50,"depth":228,"text":51,"children":232},[233,235,236],{"id":61,"depth":234,"text":62},3,{"id":87,"depth":234,"text":88},{"id":221,"depth":234,"text":222},"md",{"navTitle":239},"Sales Regions",true,"\u002Fhandbook\u002Fsales\u002Fregions",{"description":12},"handbook\u002Fsales\u002Fregions","chbV5ZOi8FB3_Qyc42mN3_LuO1rifc8TEwgkM9cA1P4",[246],{"title":247,"path":248,"stem":249,"children":250},"Handbook","\u002Fhandbook","handbook",[251,254,375,405,603,679,738,864],{"title":252,"path":248,"stem":253},"FlowFuse Handbook","handbook\u002Findex",{"title":255,"path":256,"stem":257,"children":258},"Company","\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[259,260,264,268,272,290,294,298,302,367,371],{"title":255,"path":256,"stem":257},{"title":261,"path":262,"stem":263},"Board meetings","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":265,"path":266,"stem":267},"Communication","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":269,"path":270,"stem":271},"How we make decisions","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":273,"path":274,"stem":275,"children":276},"Guides","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[277,278,282,286],{"title":273,"path":274,"stem":275},{"title":279,"path":280,"stem":281},"How to use Git","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":283,"path":284,"stem":285},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":287,"path":288,"stem":289},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":291,"path":292,"stem":293},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":295,"path":296,"stem":297},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":299,"path":300,"stem":301},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":303,"path":304,"stem":305,"children":306},"Security","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[307,308,312,316,320,324,328,332,336,340,344,348,352,356,359,363],{"title":303,"path":304,"stem":305},{"title":309,"path":310,"stem":311},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":313,"path":314,"stem":315},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":317,"path":318,"stem":319},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":321,"path":322,"stem":323},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":325,"path":326,"stem":327},"Computer Security","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":329,"path":330,"stem":331},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":333,"path":334,"stem":335},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":337,"path":338,"stem":339},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":341,"path":342,"stem":343},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":345,"path":346,"stem":347},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":349,"path":350,"stem":351},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":353,"path":354,"stem":355},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":333,"path":357,"stem":358},"\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":360,"path":361,"stem":362},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":364,"path":365,"stem":366},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":368,"path":369,"stem":370},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":372,"path":373,"stem":374},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":376,"path":377,"stem":378,"children":379},"Design","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[380,381,385,389,393,397,401],{"title":376,"path":377,"stem":378},{"title":382,"path":383,"stem":384},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":386,"path":387,"stem":388},"FlowFuse Branding Guidelines","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":390,"path":391,"stem":392},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":394,"path":395,"stem":396},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":398,"path":399,"stem":400},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":402,"path":403,"stem":404},"Videos","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":406,"path":407,"stem":408,"children":409},"Engineering","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[410,411,429,433,455,493,497,556,560,582,586,600],{"title":406,"path":407,"stem":408},{"title":412,"path":413,"stem":414,"children":415},"Contributing","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[416,417,421,425],{"title":412,"path":413,"stem":414},{"title":418,"path":419,"stem":420},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":422,"path":423,"stem":424},"Setting up a local FF Tables test environment","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":426,"path":427,"stem":428},"FlowFuse Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":430,"path":431,"stem":432},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":434,"path":435,"stem":436,"children":437},"Front-End","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[438,439,443,447,451],{"title":434,"path":435,"stem":436},{"title":440,"path":441,"stem":442},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":444,"path":445,"stem":446},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":448,"path":449,"stem":450},"Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":452,"path":453,"stem":454},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":456,"path":457,"stem":458,"children":459},"Platform Ops","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[460,461,465,469,473,477,481,485,489],{"title":456,"path":457,"stem":458},{"title":462,"path":463,"stem":464},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":466,"path":467,"stem":468},"Dependencies within the CI\u002FCD process","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":470,"path":471,"stem":472},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":474,"path":475,"stem":476},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":478,"path":479,"stem":480},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":482,"path":483,"stem":484},"How to Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":486,"path":487,"stem":488},"FlowFuse Expert","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":490,"path":491,"stem":492},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":494,"path":495,"stem":496},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":498,"path":499,"stem":500,"children":501},"Product","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[502,503,507,511,515,519,523,529,533,536,540,544,548,552],{"title":498,"path":499,"stem":500},{"title":504,"path":505,"stem":506},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fblueprints","handbook\u002Fengineering\u002Fproduct\u002Fblueprints",{"title":508,"path":509,"stem":510},"Node-RED Dashboard 2.0 - Project","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fdashboard","handbook\u002Fengineering\u002Fproduct\u002Fdashboard",{"title":512,"path":513,"stem":514},"Product Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":516,"path":517,"stem":518},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":520,"path":521,"stem":522},"Product Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":524,"path":525,"stem":526,"children":527},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[528],{"title":524,"path":525,"stem":526},{"title":530,"path":531,"stem":532},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":295,"path":534,"stem":535},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":537,"path":538,"stem":539},"Product Strategy","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fstrategy","handbook\u002Fengineering\u002Fproduct\u002Fstrategy",{"title":541,"path":542,"stem":543},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":545,"path":546,"stem":547},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":549,"path":550,"stem":551},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":553,"path":554,"stem":555},"Vision","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fvision","handbook\u002Fengineering\u002Fproduct\u002Fvision",{"title":557,"path":558,"stem":559},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":561,"path":562,"stem":563,"children":564},"Releases","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[565,566,570,574,578],{"title":561,"path":562,"stem":563},{"title":567,"path":568,"stem":569},"Dashboard 2.0 Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":571,"path":572,"stem":573},"Digital Ocean Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":575,"path":576,"stem":577},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":579,"path":580,"stem":581},"Writing Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":583,"path":584,"stem":585},"Security Reporting Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":587,"path":588,"stem":589,"children":590},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[591,592,596],{"title":587,"path":588,"stem":589},{"title":593,"path":594,"stem":595},"Support Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":597,"path":598,"stem":599},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting",{"title":398,"path":601,"stem":602},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":604,"path":605,"stem":606,"children":607},"Marketing department","\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[608,609,613,617,631,635,639,643,647,651,655,659,663,667,671,675],{"title":604,"path":605,"stem":606},{"title":610,"path":611,"stem":612},"Blog","\u002Fhandbook\u002Fmarketing\u002Fblog","handbook\u002Fmarketing\u002Fblog",{"title":614,"path":615,"stem":616},"Brand Personality, Tone of Voice & Character","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":618,"path":619,"stem":620,"children":621},"Community","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[622,623,627],{"title":618,"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,"path":633,"stem":634},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcustomer-stories",{"title":636,"path":637,"stem":638},"FlowFuse for Education","\u002Fhandbook\u002Fmarketing\u002Feducation","handbook\u002Fmarketing\u002Feducation",{"title":640,"path":641,"stem":642},"Marketing Email","\u002Fhandbook\u002Fmarketing\u002Femail","handbook\u002Fmarketing\u002Femail",{"title":644,"path":645,"stem":646},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":648,"path":649,"stem":650},"How the marketing team works at FlowFuse","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":652,"path":653,"stem":654},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":656,"path":657,"stem":658},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":660,"path":661,"stem":662},"Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":664,"path":665,"stem":666},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":668,"path":669,"stem":670},"Social Media Channels","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":672,"path":673,"stem":674},"FlowFuse Webinars","\u002Fhandbook\u002Fmarketing\u002Fwebinars","handbook\u002Fmarketing\u002Fwebinars",{"title":676,"path":677,"stem":678},"Marketing Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":680,"path":681,"stem":682,"children":683},"Operations","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[684,685,689,693,697,718,722,726,730,734],{"title":680,"path":681,"stem":682},{"title":686,"path":687,"stem":688},"Tax & Compliance","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":690,"path":691,"stem":692},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":694,"path":695,"stem":696},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":227,"path":698,"stem":699,"children":700},"\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[701,702,706,710,714],{"title":227,"path":698,"stem":699},{"title":703,"path":704,"stem":705},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":707,"path":708,"stem":709},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":711,"path":712,"stem":713},"Task Managment","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":715,"path":716,"stem":717},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":719,"path":720,"stem":721},"Change","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":723,"path":724,"stem":725},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":727,"path":728,"stem":729},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":731,"path":732,"stem":733},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":735,"path":736,"stem":737},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":739,"path":740,"stem":741,"children":742},"People Operations","\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[743,744,748,752,756,760,764,782,844,848,852,856,860],{"title":739,"path":740,"stem":741},{"title":745,"path":746,"stem":747},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":749,"path":750,"stem":751},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":753,"path":754,"stem":755},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":757,"path":758,"stem":759},"Compliance & Training (Mineral)","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":761,"path":762,"stem":763},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":765,"path":766,"stem":767,"children":768},"Hiring","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[769,770,774,778],{"title":765,"path":766,"stem":767},{"title":771,"path":772,"stem":773},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":775,"path":776,"stem":777},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":779,"path":780,"stem":781},"Star Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":783,"path":784,"stem":785,"children":786},"Job Descriptions","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[787,788,792,796,800,804,808,812,816,820,824,828,832,836,840],{"title":783,"path":784,"stem":785},{"title":789,"path":790,"stem":791},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":793,"path":794,"stem":795},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":797,"path":798,"stem":799},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":801,"path":802,"stem":803},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":805,"path":806,"stem":807},"Developer Relations Advocate","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fdeveloper-relations-advocate",{"title":809,"path":810,"stem":811},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":813,"path":814,"stem":815},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":817,"path":818,"stem":819},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":821,"path":822,"stem":823},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":825,"path":826,"stem":827},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":829,"path":830,"stem":831},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":833,"path":834,"stem":835},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":837,"path":838,"stem":839},"Technical Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ftechnical-product-manager",{"title":841,"path":842,"stem":843},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":845,"path":846,"stem":847},"Holiday and Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":849,"path":850,"stem":851},"PeopleOps policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":853,"path":854,"stem":855},"Performance Review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":857,"path":858,"stem":859},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":861,"path":862,"stem":863},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":865,"path":866,"stem":867,"children":868},"Sales department","\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[869,870,876,880,884,888,892,896,900,904,921,925,937,941,947,951,952],{"title":865,"path":866,"stem":867},{"title":871,"path":872,"stem":873,"children":874},"FY 2026 SALES COMPENSATION PLAN","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[875],{"title":871,"path":872,"stem":873},{"title":877,"path":878,"stem":879},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":881,"path":882,"stem":883},"Self Hosted Dashboard v2 Multi User Plugin","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",{"title":885,"path":886,"stem":887},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",{"title":889,"path":890,"stem":891},"Engagements","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",{"title":893,"path":894,"stem":895},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",{"title":897,"path":898,"stem":899},"Hubspot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",{"title":901,"path":902,"stem":903},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",{"title":227,"path":905,"stem":906,"children":907},"\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[908,909,913,917],{"title":227,"path":905,"stem":906},{"title":910,"path":911,"stem":912},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":914,"path":915,"stem":916},"Discovery","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":918,"path":919,"stem":920},"Poc","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":922,"path":923,"stem":924},"Sales Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":926,"path":927,"stem":928,"children":929},"Commercial Organization","\u002Fhandbook\u002Fsales\u002Forg","handbook\u002Fsales\u002Forg\u002Findex",[930,931],{"title":926,"path":927,"stem":928},{"title":932,"path":933,"stem":934,"children":935},"Account Executives","\u002Fhandbook\u002Fsales\u002Forg\u002Faccount-executives","handbook\u002Fsales\u002Forg\u002Faccount-executives\u002Findex",[936],{"title":932,"path":933,"stem":934},{"title":938,"path":939,"stem":940},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":942,"path":943,"stem":944,"children":945},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[946],{"title":942,"path":943,"stem":944},{"title":948,"path":949,"stem":950},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":5,"path":241,"stem":243},{"title":953,"path":954,"stem":955},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",1780070547058]