diff --git a/src/handbook/sales/v2/edge-connect-process.md b/src/handbook/sales/edge-connect-process.md similarity index 86% rename from src/handbook/sales/v2/edge-connect-process.md rename to src/handbook/sales/edge-connect-process.md index 39f91c3828..79afda7b1a 100644 --- a/src/handbook/sales/v2/edge-connect-process.md +++ b/src/handbook/sales/edge-connect-process.md @@ -1,10 +1,15 @@ +--- +navTitle: Edge Connectivity Sales Process +navGroup: Sales department +--- + # Edge Connectivity Sales Process -**Owning function:** Sales +**Owning function:** Sales **Contributing functions:** Solution Engineering, Customer Success, Professional Services -**Typical deal profile:** -- Duration: 3–6 months +**Typical deal profile:** +- Duration: 3–6 months - Meetings: 6–10 **Deal Characteristics:** @@ -18,9 +23,9 @@ **Goal:** Determine whether the customer has a meaningful, organization-level problem that warrants a standardized edge connectivity approach, and whether it is worth deeper technical and business evaluation. -Sales stage: 1-Discovery -Lifecycle stage: SQL -Forecast stage: Best case +Sales stage: 1-Discovery +Lifecycle stage: SQL +Forecast stage: Best case **Agenda:** - Introductions & context (5 min) @@ -31,16 +36,16 @@ Forecast stage: Best case Next Step: Schedule Impact Analysis / Technical Deep Dive. -Resource: +Resource: [Edge Connectivity Discovery Playbook](https://docs.google.com/document/d/1rH1cYQqUg3HTt8a0_kKOWyaClvlAgVjXLmF0jqb3yqY/edit) ## **Meeting 1b:** Impact / Technical Deep Dive (45–60 min) **Goal:** Validate that the identified problems have material operational and business impact, establish a credible business case, and confirm a time-bound trigger that justifies deeper evaluation and stakeholder involvement. -Sales stage: 1-Discovery -Lifecycle stage: SQL -Forecast stage: Best case +Sales stage: 1-Discovery +Lifecycle stage: SQL +Forecast stage: Best case **Agenda:** - Review problems identified in Discovery (5 min) @@ -54,9 +59,9 @@ Next Step: Prepare tailored demo for champion. **Goal:** Equip the champion with a clear narrative and concrete evidence to confidently represent the Edge Connectivity approach internally and secure alignment for broader stakeholder evaluation. -Sales stage: 2-Diagnose -Lifecycle stage: SQO -Forecast stage: Forecast +Sales stage: 2-Diagnose +Lifecycle stage: SQO +Forecast stage: Forecast **Agenda:** - Context: Discovery & Impact recap (5 min) @@ -66,7 +71,7 @@ Forecast stage: Forecast Next Step: Confirm the deal viability. -Resource: +Resource: - [Sales Deck](https://docs.google.com/presentation/d/1aK87jBFXP9ElvJz_b2U_sBmQqpqFD5ddCyjeuVVnnVs/edit) - [Sales Demo](https://flowfuse.com/handbook/sales/meetings/demo/) @@ -74,9 +79,9 @@ Resource: **Goal:** Align cross-functional stakeholders on the problem, proposed Edge Connectivity approach, and expected impact, while identifying and addressing risks or objections that must be resolved before committing to a PoC. -Sales stage: 2-Diagnose (possibly later) -Lifecycle stage: SQO -Forecast stage: Forecast +Sales stage: 2-Diagnose (possibly later) +Lifecycle stage: SQO +Forecast stage: Forecast **Agenda:** - Executive alignment (5–10 min) @@ -90,9 +95,9 @@ Next Step: PoC kickoff. **Goal:** Establish shared success criteria, ownership, and execution plan for the PoC in order to reduce delivery risk and enable a confident go/no-go decision. -Sales stage: 3-Solution -Lifecycle stage: SQO -Forecast stage: Forecast +Sales stage: 3-Solution +Lifecycle stage: SQO +Forecast stage: Forecast **Agenda:** - Review PoC objectives (10 min) @@ -101,16 +106,16 @@ Forecast stage: Forecast - Confirm timeline & checkpoints (10 min) - Next Step: Schedule PoC review. -Resource: +Resource: FlowFuse Enterprise POC Template ## **Meeting 4:** PoC Review (45–60 min) **Goal:** Confirm that the PoC has met agreed success criteria, validate solution fit and business impact, and establish readiness to proceed to a commercial proposal. -Sales Stage: 4-Validate -Lifecycle stage: SQO -Forecast stage: Forecast +Sales Stage: 4-Validate +Lifecycle stage: SQO +Forecast stage: Forecast **Agenda:** - Present PoC results (15–20 min) @@ -120,16 +125,16 @@ Forecast stage: Forecast Next Step: Proposal & pricing review. -Resource: +Resource: [Enterprise pricing model](https://docs.google.com/document/d/11XLqfBeIgaOMCuH4Er15lu9duwGh5qlnUWskHkV7aeM/edit) ## **Meeting 5:** Proposal & Timeline Review (45 min) **Goal:** Confirm alignment on commercial terms, contractual structure, and implementation timeline in order to enable executive and procurement approval. -Sales Stage: 5-Commit -Lifecycle stage: SQO -Forecast stage: Commit +Sales Stage: 5-Commit +Lifecycle stage: SQO +Forecast stage: Commit **Agenda:** - Walkthrough proposal & pricing (20 min) @@ -142,9 +147,9 @@ Next Step: Move into executive/procurement review. **Goal:** Confirm executive and procurement approval by resolving any remaining commercial, legal, or risk considerations and authorizing contract execution. -Sales Stage: 6-Closing -Lifecycle stage: SQO -Forecast stage: Commit +Sales Stage: 6-Closing +Lifecycle stage: SQO +Forecast stage: Commit **Agenda:** - Final review of solution & ROI (10 min) diff --git a/src/handbook/sales/index.md b/src/handbook/sales/index.md index 1b8684cf4c..485e1becac 100644 --- a/src/handbook/sales/index.md +++ b/src/handbook/sales/index.md @@ -46,3 +46,7 @@ Questions can be asked in the [#dept-sales](https://flowfuse.slack.com/archives/ - [Ideal Customer Profile](https://docs.google.com/document/d/1krMIUJvosw8xUQog_iq_FEvI9R5WEo9ZyWUCdTb9XnQ/edit#heading=h.3rr2wuny55dl) - [Sales Regions](./regions.md) - [Customer Success](./customer-success.md) + +### Sales Processes + + - [Edge Connect Process](./edge-connect-process.md) diff --git a/src/handbook/sales/org/account-executives/index.md b/src/handbook/sales/org/account-executives/index.md new file mode 100644 index 0000000000..89783d3063 --- /dev/null +++ b/src/handbook/sales/org/account-executives/index.md @@ -0,0 +1,106 @@ +--- +navTitle: Account Executives +navGroup: Sales department +--- + +# Account Executives + +## Purpose + +The Account Executives at FlowFuse are responsible for leading customer-facing commercial engagements from initial qualification through contract execution. +Account Executives own opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization. + +Account Executives at FlowFuse are not a transactional function. They operate as the primary orchestrators of complex, multi-stakeholder buying processes and are accountable for guiding customers toward informed, high-confidence decisions. + +--- + +## Scope and Responsibilities + +Account Executives own: + +- Managing all leads from [MQL stage](/handbook/sales/hubspot/#mql-follow-up-expectations) onwards, including daily review and outreach +- Generating 30% of their own pipeline through [Cold Outbound](/handbook/sales/hubspot/#outbound) activities +- Opportunity qualification and prioritization +- Deal progression through defined sales stages +- Commercial positioning and value articulation +- Pricing, proposals, and contract negotiation +- Forecast accuracy and pipeline discipline +- Commercial close and handoff readiness + +Account Executives are accountable for **commercial outcomes**, even when execution involves Solution Engineering, Customer Success, Professional Services, or Sales Partnerships. + +--- + +## Sales-Owned Processes + +Account Executives own the following customer-facing sales processes. These processes define *how* Account Executives engage customers in different buying contexts. + +- **Edge Connectivity Sales Process** + Used when customers are evaluating how to standardize or modernize edge connectivity across systems or sites. + → [View process](/handbook/sales/processes/) + +- **Node-RED Scale Sales Process** + Used when customers are already using Node-RED and need governance, security, and scale. + → _Coming soon_ + +Each process defines meeting goals, exit criteria, and collaboration points with other functions. + +--- + +## Collaboration Model + +Account Executives operate in close partnership with other functions in the Commercial Organization: + +- **Solution Engineering** + Supports technical discovery, demos, and proof-of-concept delivery. + +- **Customer Success** + Provides input on adoption risks, renewal considerations, and expansion opportunities. + +- **Professional Services** + Supports scoped delivery planning, enablement, and services-led engagements. + +- **Sales Partnerships** + Supports partner-led and co-sell opportunities. + +While collaboration is essential, **Account Executives remain accountable** for opportunity progression and commercial decision-making. + +--- + +## Metrics and Accountability + +Account Executive performance is measured by: + +- Qualified pipeline coverage +- Forecast accuracy by stage +- Win rate and sales cycle duration +- Average contract value and deal quality +- Progression and conversion between stages + +These metrics reinforce disciplined execution and predictable outcomes. + +--- + +## Tools and Systems + +Account Executives primarily use the following systems to execute their responsibilities: + +- CRM for opportunity management and forecasting +- Proposal and quoting tools for pricing and contracts +- Scheduling and communication tools for customer engagement +- Documentation systems for value narratives and deal context + +Detailed guidance on tools and systems is documented separately. + +--- + +## How This Page Is Used + +This page defines **what Account Executives own**. +Detailed guidance on *how* Account Executives execute is documented in: + +- Sales process pages +- Playbooks and enablement materials +- Systems and tools documentation + +This separation is intentional to keep ownership clear and execution flexible. diff --git a/src/handbook/sales/org/index.md b/src/handbook/sales/org/index.md new file mode 100644 index 0000000000..3b8fb6e52f --- /dev/null +++ b/src/handbook/sales/org/index.md @@ -0,0 +1,60 @@ +--- +navTitle: Commercial Organization +navGroup: Sales department +--- + +# Commercial Organization + +## Purpose + +The Commercial Organization at FlowFuse is responsible for guiding customers from initial engagement through adoption, expansion, and long-term success. +It owns the customer-facing commercial motions that turn product capability into realized business value. + +This organization balances revenue responsibility with customer outcomes, ensuring that growth is durable, scalable, and aligned with how customers actually adopt and operate FlowFuse. + +--- + +## Scope and Responsibilities + +The Commercial Organization owns: +- Customer engagement from first commercial interaction through renewal and expansion +- Commercial qualification, progression, and close +- Technical validation and solution alignment +- Customer onboarding, adoption, and renewal readiness +- Scoped delivery and enablement services +- Partner-led commercial motions + +While individual functions own specific processes, the Commercial Organization operates as a coordinated system with shared accountability for customer and commercial outcomes. + +--- + +## Organizational Structure + +The Commercial Organization is composed of the following functions: + +- **Account Executives** + Owns opportunity qualification, deal progression, and commercial close. + +- **Solution Engineering** + Owns technical discovery, validation, demos, and proof-of-concept delivery. + +- **Customer Success** + Owns onboarding, adoption, health monitoring, renewal readiness, and expansion signals. + +- **Professional Services** + Owns scoped delivery, enablement engagements, and post-engagement handoff. + +- **Sales Partnerships** + Owns partner identification, enablement, co-sell motions, and partner performance. + +Each function has clear ownership while operating in close collaboration with the others across the customer lifecycle. + +--- + +## How to Navigate This Section + +- Function-specific responsibilities and mandates are documented under each department page. +- Sales-owned customer-facing motions are documented in the **Processes** section. +- Supporting guidance on systems, tools, working norms, and lifecycle alignment is documented in dedicated pages. + +This structure is intentional: ownership is explicit, collaboration is expected, and accountability is clear. diff --git a/src/handbook/sales/processes/index.md b/src/handbook/sales/processes/index.md new file mode 100644 index 0000000000..d0ec89a24f --- /dev/null +++ b/src/handbook/sales/processes/index.md @@ -0,0 +1,80 @@ +--- +navTitle: Processes +navGroup: Sales department +--- + +# Processes + +This page is a navigation index for the core processes and methodologies used across the Commercial Organization. +Each process is owned by a specific function, with other functions contributing as needed. + +--- + +## Sales-owned processes + +### Edge Connectivity Sales Process +**Owning function:** Sales +**Used when:** The customer is evaluating how to standardize or modernize edge connectivity across systems or sites. + +→ [View process](../edge-connect-process.md) + +--- + +### Node-RED Scale Sales Process +**Owning function:** Sales +**Used when:** The customer is already using Node-RED and needs governance, security, and scale. + +→ _Coming soon_ + +--- + +## Solution Engineering-owned processes + +These processes support Sales-led motions and ensure technical validation and delivery readiness. + +- Discovery support +- Demo execution +- Proof of Concept (PoC) delivery +- Technical onboarding & enablement + +→ _Detailed process pages coming soon_ + +--- + +## Customer Success-owned processes + +These processes ensure adoption, renewal readiness, and expansion signal identification. + +- Customer onboarding framework +- Health monitoring & risk management +- Renewal planning +- Expansion signal identification +- Customer advocacy development + +→ _Detailed process pages coming soon_ + +--- + +## Professional Services-owned processes + +These processes govern scoped delivery, enablement, and post-engagement transition. + +- Engagement scoping +- Project delivery +- Enablement services (workshops, training) +- Post-engagement handoff to Customer Success + +→ _Detailed process pages coming soon_ + +--- + +## Sales Partnerships-owned processes + +These processes define how FlowFuse identifies, enables, and scales partner-led motions. + +- Partner identification & recruitment +- Co-sell enablement +- Partner documentation & support +- Partner performance monitoring + +→ _Detailed process pages coming soon_ diff --git a/src/handbook/sales/v2/index.md b/src/handbook/sales/v2/index.md deleted file mode 100644 index 0274f6c33e..0000000000 --- a/src/handbook/sales/v2/index.md +++ /dev/null @@ -1,3 +0,0 @@ -# Sales Handbook (v2) - -> Under construction. This is the new Sales structure being built in parallel with the existing Sales Handbook.