[{"data":1,"prerenderedAt":1322},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002F":3,"handbook-nav":573},{"id":4,"title":5,"body":6,"description":16,"extension":565,"meta":566,"navigation":567,"path":568,"seo":569,"sitemap":570,"stem":571,"__hash__":572},"handbook\u002Fhandbook\u002Fsales\u002Findex.md","Commercial Organization",{"type":7,"value":8,"toc":549},"minimark",[9,13,17,20,25,28,80,83,87,172,176,182,185,252,256,259,269,273,383,388,394,513,518,536,540],[10,11,5],"h1",{"id":12},"commercial-organization",[14,15,16],"p",{},"The Commercial Organization owns how FlowFuse turns product capability into\nrealized customer value — from the first commercial conversation through\nadoption, expansion, and long-term success. It is more than a revenue function:\nit is a unified commercial team responsible for building customer relationships,\naccelerating adoption, and scaling the business through trusted partnerships.",[14,18,19],{},"This page is the entry point to the section. It covers what we do, how we are\norganized, and where to find the detail for each function.",[21,22,24],"h2",{"id":23},"what-we-do","What we do",[14,26,27],{},"Our scope spans five functions, each accountable for a phase of the customer\nlifecycle:",[29,30,31,43,53,62,71],"ul",{},[32,33,34,42],"li",{},[35,36,37],"strong",{},[38,39,41],"a",{"href":40},"\u002Fhandbook\u002Fsales\u002Fsales-team","Sales"," — Identify, qualify, and convert opportunities\ninto customers; own the commercial process through close and expansion.",[32,44,45,48,49],{},[35,46,47],{},"Solution Engineering"," — Serve as technical advisors across the lifecycle:\ndiscovery, tailored demos, proof-of-value evaluations, onboarding, and\narchitecture guidance. ",[50,51,52],"em",{},"(Dedicated page coming soon.)",[32,54,55,61],{},[35,56,57],{},[38,58,60],{"href":59},"\u002Fhandbook\u002Fsales\u002Fcustomer-success","Customer Success"," — Own onboarding, adoption,\nrenewals, and expansion; measured by customer outcomes, not just retention.",[32,63,64,70],{},[35,65,66],{},[38,67,69],{"href":68},"\u002Fhandbook\u002Fsales\u002Fprofessional-services","Professional Services"," — Deliver scoped,\nhigh-impact engagements that accelerate implementation and time-to-value.",[32,72,73,79],{},[35,74,75],{},[38,76,78],{"href":77},"\u002Fhandbook\u002Fsales\u002Fpartnerships","Sales Partnerships"," — Extend FlowFuse's reach through\nresellers, referrers, and system integrators.",[14,81,82],{},"Together these teams form a single commercial engine aligned around one goal:\nhelping customers succeed while scaling FlowFuse's business responsibly and\nsustainably.",[21,84,86],{"id":85},"team","Team",[88,89,90,103],"table",{},[91,92,93],"thead",{},[94,95,96,100],"tr",{},[97,98,99],"th",{},"Role",[97,101,102],{},"Contributors",[104,105,106,125,141,156],"tbody",{},[94,107,108,112],{},[109,110,111],"td",{},"VP of Sales",[109,113,114,118,119],{},[38,115,117],{"href":116},"\u002Fabout#michael-davis","Michael Davis"," ",[38,120,124],{"href":121,"rel":122},"https:\u002F\u002Fgithub.com\u002FMichaelBDavis",[123],"nofollow","@MichaelBDavis",[94,126,127,130],{},[109,128,129],{},"AE",[109,131,132,118,136],{},[38,133,135],{"href":134},"\u002Fabout#dan-parry","Dan Parry",[38,137,140],{"href":138,"rel":139},"https:\u002F\u002Fgithub.com\u002Fdanielgparry-star",[123],"@dgparry32",[94,142,143,145],{},[109,144,129],{},[109,146,147,118,151],{},[38,148,150],{"href":149},"\u002Fabout#kasheef-mohammed","Kasheef Mohammed",[38,152,155],{"href":153,"rel":154},"https:\u002F\u002Fgithub.com\u002FKasheef13",[123],"@Kasheef",[94,157,158,161],{},[109,159,160],{},"CSM",[109,162,163,118,167],{},[38,164,166],{"href":165},"\u002Fabout#esme-wieringa","Esmé Wieringa",[38,168,171],{"href":169,"rel":170},"https:\u002F\u002Fgithub.com\u002FEsmewieringa",[123],"@Esmewieringa",[21,173,175],{"id":174},"organizational-structure","Organizational structure",[14,177,178,179,181],{},"The Commercial Organization is led by the ",[35,180,111],{},", who oversees the five\nfunctions. 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See\n",[38,265,267],{"href":266},"\u002Fhandbook\u002Fsales\u002Fregions","Sales Regions"," for territory assignments and multi-region deal\nrules.",[21,270,272],{"id":271},"how-we-work","How we work",[29,274,275,281,288,308,314,320,331,338,348,355,362,369,376],{},[32,276,277],{},[38,278,280],{"href":279},"\u002Fhandbook\u002Fsales\u002Foperating-principles","Sales Team Operating Principles",[32,282,283,287],{},[38,284,286],{"href":285},"\u002Fhandbook\u002Fsales\u002Fprocesses","Processes"," — the process and methodology index",[32,289,290,294,295,299,300,299,304],{},[38,291,293],{"href":292},"\u002Fhandbook\u002Fsales\u002Fmeetings","Sales Meetings"," — ",[38,296,298],{"href":297},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","Discovery",", ",[38,301,303],{"href":302},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","Demo",[38,305,307],{"href":306},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","PoC",[32,309,310],{},[38,311,313],{"href":312},"\u002Fhandbook\u002Fsales\u002Fengagements","Engagements & Pricing",[32,315,316],{},[38,317,319],{"href":318},"\u002Fhandbook\u002Fsales\u002Fforecast-review","Forecast Review",[32,321,322,326,327],{},[38,323,325],{"href":324},"\u002Fhandbook\u002Fsales\u002Fsales-deck","Sales Deck"," and ",[38,328,330],{"href":329},"\u002Fhandbook\u002Fsales\u002Fpricing-decks","Pricing Decks",[32,332,333,337],{},[38,334,336],{"href":335},"\u002Fhandbook\u002Fsales\u002Fhubspot","HubSpot"," — CRM lifecycle stages and conventions",[32,339,340,326,344],{},[38,341,343],{"href":342},"\u002Fhandbook\u002Fsales\u002Flegal","Legal",[38,345,347],{"href":346},"\u002Fhandbook\u002Fsales\u002Fcommission-plan","Sales Compensation Plan",[32,349,350],{},[38,351,354],{"href":352,"rel":353},"https:\u002F\u002Fapp-eu1.hubspot.com\u002Fcontacts\u002F26586079\u002Fobjects\u002F0-3\u002Fviews\u002Fall\u002Fboard",[123],"Deal Board",[32,356,357],{},[38,358,361],{"href":359,"rel":360},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1Jrt5sNg46wngQ5UAii8sbN94PTlIAscOWrFcOhSVNPE\u002Fedit",[123],"Sales playbook (internal)",[32,363,364],{},[38,365,368],{"href":366,"rel":367},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU",[123],"SPICED Sales Framework",[32,370,371],{},[38,372,375],{"href":373,"rel":374},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1krMIUJvosw8xUQog_iq_FEvI9R5WEo9ZyWUCdTb9XnQ\u002Fedit#heading=h.3rr2wuny55dl",[123],"Ideal Customer Profile",[32,377,378],{},[38,379,382],{"href":380,"rel":381},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0\u002Fedit#gid=0",[123],"Customer Licenses (internal)",[384,385,387],"h3",{"id":386},"sales-tech-stack","Sales tech stack",[14,389,390,391,393],{},"FlowFuse uses a streamlined, integrated tech stack to manage the entire sales\nprocess, from initial research to closed-won tracking. 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