From e7494371db6da19fb19c79fb5b4e9d7a31dc1e08 Mon Sep 17 00:00:00 2001 From: Michael Davis Date: Sun, 25 Jan 2026 18:35:25 -0800 Subject: [PATCH 1/8] Create v2/processes/index.md --- src/handbook/sales/v2/processes/index.md | 75 ++++++++++++++++++++++++ 1 file changed, 75 insertions(+) create mode 100644 src/handbook/sales/v2/processes/index.md diff --git a/src/handbook/sales/v2/processes/index.md b/src/handbook/sales/v2/processes/index.md new file mode 100644 index 0000000000..ecfb1feac7 --- /dev/null +++ b/src/handbook/sales/v2/processes/index.md @@ -0,0 +1,75 @@ +# 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](../org/sales-department/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_ From 0f146e67254b4871de83c5b6a78b510b43bb5505 Mon Sep 17 00:00:00 2001 From: Michael Davis Date: Sun, 25 Jan 2026 18:39:21 -0800 Subject: [PATCH 2/8] Create v2/org/index.md --- src/handbook/sales/v2/org/index.md | 55 ++++++++++++++++++++++++++++++ 1 file changed, 55 insertions(+) create mode 100644 src/handbook/sales/v2/org/index.md diff --git a/src/handbook/sales/v2/org/index.md b/src/handbook/sales/v2/org/index.md new file mode 100644 index 0000000000..8267e59ce5 --- /dev/null +++ b/src/handbook/sales/v2/org/index.md @@ -0,0 +1,55 @@ +# 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: + +- **Sales Department** + 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. From 1262a6313e5314d2a5119774b24f06c8ca339505 Mon Sep 17 00:00:00 2001 From: Michael Davis Date: Sun, 25 Jan 2026 18:41:46 -0800 Subject: [PATCH 3/8] Create v2/org/sales-department/index.md --- .../sales/v2/org/sales-department/index.md | 99 +++++++++++++++++++ 1 file changed, 99 insertions(+) create mode 100644 src/handbook/sales/v2/org/sales-department/index.md diff --git a/src/handbook/sales/v2/org/sales-department/index.md b/src/handbook/sales/v2/org/sales-department/index.md new file mode 100644 index 0000000000..af720f7c4b --- /dev/null +++ b/src/handbook/sales/v2/org/sales-department/index.md @@ -0,0 +1,99 @@ +# Sales Department + +## Purpose + +The Sales Department at FlowFuse is responsible for leading customer-facing commercial engagements from initial qualification through contract execution. +Sales owns opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization. + +Sales at FlowFuse is not a transactional function. It operates as the primary orchestrator of complex, multi-stakeholder buying processes and is accountable for guiding customers toward informed, high-confidence decisions. + +--- + +## Scope and Responsibilities + +The Sales Department owns: + +- 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 + +Sales is accountable for **commercial outcomes**, even when execution involves Solution Engineering, Customer Success, Professional Services, or Sales Partnerships. + +--- + +## Sales-Owned Processes + +The Sales Department owns the following customer-facing sales processes. These processes define *how* Sales engages 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](../../processes/index.md) + +- **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 + +Sales operates 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, **Sales remains accountable** for opportunity progression and commercial decision-making. + +--- + +## Metrics and Accountability + +Sales 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 + +Sales primarily uses the following systems to execute its 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 Sales owns**. +Detailed guidance on *how* Sales executes 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. From eeb9a4729b86bc2b6a9d3d06996ceaef5811527a Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Feb 2026 11:24:15 +0100 Subject: [PATCH 4/8] handbook: Merge v2 and main handbook The handbook is always the running version. I don't think we should introduce a v2 in the handbook. --- src/handbook/sales/index.md | 4 ++++ src/handbook/sales/v2/index.md | 3 --- 2 files changed, 4 insertions(+), 3 deletions(-) delete mode 100644 src/handbook/sales/v2/index.md diff --git a/src/handbook/sales/index.md b/src/handbook/sales/index.md index 1b8684cf4c..8ace533825 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](./v2/edge-connect-process.md) 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. From a410e923d2538bd2ce930b05d17a2be3c6400b39 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Feb 2026 15:31:19 +0100 Subject: [PATCH 5/8] Move files out of v2 --- .../sales/{v2 => }/edge-connect-process.md | 67 ++++++++++--------- .../sales/{v2 => }/processes/index.md | 47 +++++++------ 2 files changed, 62 insertions(+), 52 deletions(-) rename src/handbook/sales/{v2 => }/edge-connect-process.md (86%) rename src/handbook/sales/{v2 => }/processes/index.md (62%) 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/v2/processes/index.md b/src/handbook/sales/processes/index.md similarity index 62% rename from src/handbook/sales/v2/processes/index.md rename to src/handbook/sales/processes/index.md index ecfb1feac7..d0ec89a24f 100644 --- a/src/handbook/sales/v2/processes/index.md +++ b/src/handbook/sales/processes/index.md @@ -1,6 +1,11 @@ +--- +navTitle: Processes +navGroup: Sales department +--- + # Processes -This page is a navigation index for the core processes and methodologies used across the Commercial Organization. +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. --- @@ -8,15 +13,15 @@ Each process is owned by a specific function, with other functions contributing ## Sales-owned processes ### Edge Connectivity Sales Process -**Owning function:** Sales +**Owning function:** Sales **Used when:** The customer is evaluating how to standardize or modernize edge connectivity across systems or sites. -→ [View process](../org/sales-department/edge-connect-process.md) +→ [View process](../edge-connect-process.md) --- ### Node-RED Scale Sales Process -**Owning function:** Sales +**Owning function:** Sales **Used when:** The customer is already using Node-RED and needs governance, security, and scale. → _Coming soon_ @@ -27,10 +32,10 @@ Each process is owned by a specific function, with other functions contributing 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 +- Discovery support +- Demo execution +- Proof of Concept (PoC) delivery +- Technical onboarding & enablement → _Detailed process pages coming soon_ @@ -40,11 +45,11 @@ These processes support Sales-led motions and ensure technical validation and de 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 +- Customer onboarding framework +- Health monitoring & risk management +- Renewal planning +- Expansion signal identification +- Customer advocacy development → _Detailed process pages coming soon_ @@ -54,10 +59,10 @@ These processes ensure adoption, renewal readiness, and expansion signal identif These processes govern scoped delivery, enablement, and post-engagement transition. -- Engagement scoping -- Project delivery -- Enablement services (workshops, training) -- Post-engagement handoff to Customer Success +- Engagement scoping +- Project delivery +- Enablement services (workshops, training) +- Post-engagement handoff to Customer Success → _Detailed process pages coming soon_ @@ -67,9 +72,9 @@ These processes govern scoped delivery, enablement, and post-engagement transiti These processes define how FlowFuse identifies, enables, and scales partner-led motions. -- Partner identification & recruitment -- Co-sell enablement -- Partner documentation & support -- Partner performance monitoring +- Partner identification & recruitment +- Co-sell enablement +- Partner documentation & support +- Partner performance monitoring → _Detailed process pages coming soon_ From a5e023aa05966000071765d075d4e82d72aa6a79 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Feb 2026 16:17:02 +0100 Subject: [PATCH 6/8] fix: Broken link --- src/handbook/sales/index.md | 2 +- 1 file changed, 1 insertion(+), 1 deletion(-) diff --git a/src/handbook/sales/index.md b/src/handbook/sales/index.md index 8ace533825..485e1becac 100644 --- a/src/handbook/sales/index.md +++ b/src/handbook/sales/index.md @@ -49,4 +49,4 @@ Questions can be asked in the [#dept-sales](https://flowfuse.slack.com/archives/ ### Sales Processes - - [Edge Connect Process](./v2/edge-connect-process.md) + - [Edge Connect Process](./edge-connect-process.md) From a547545f2a50f98cef3b797de430957fb7d522ec Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Feb 2026 16:29:38 +0100 Subject: [PATCH 7/8] refinement: Rep responsibilities --- .../sales/org/account-executives/index.md | 106 ++++++++++++++++++ src/handbook/sales/{v2 => }/org/index.md | 17 ++- .../sales/v2/org/sales-department/index.md | 99 ---------------- 3 files changed, 117 insertions(+), 105 deletions(-) create mode 100644 src/handbook/sales/org/account-executives/index.md rename src/handbook/sales/{v2 => }/org/index.md (90%) delete mode 100644 src/handbook/sales/v2/org/sales-department/index.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..17eca0c58d --- /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](../../processes/index.md) + +- **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/v2/org/index.md b/src/handbook/sales/org/index.md similarity index 90% rename from src/handbook/sales/v2/org/index.md rename to src/handbook/sales/org/index.md index 8267e59ce5..3b8fb6e52f 100644 --- a/src/handbook/sales/v2/org/index.md +++ b/src/handbook/sales/org/index.md @@ -1,8 +1,13 @@ +--- +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. +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. @@ -27,19 +32,19 @@ While individual functions own specific processes, the Commercial Organization o The Commercial Organization is composed of the following functions: -- **Sales Department** +- **Account Executives** Owns opportunity qualification, deal progression, and commercial close. -- **Solution Engineering** +- **Solution Engineering** Owns technical discovery, validation, demos, and proof-of-concept delivery. -- **Customer Success** +- **Customer Success** Owns onboarding, adoption, health monitoring, renewal readiness, and expansion signals. -- **Professional Services** +- **Professional Services** Owns scoped delivery, enablement engagements, and post-engagement handoff. -- **Sales Partnerships** +- **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. diff --git a/src/handbook/sales/v2/org/sales-department/index.md b/src/handbook/sales/v2/org/sales-department/index.md deleted file mode 100644 index af720f7c4b..0000000000 --- a/src/handbook/sales/v2/org/sales-department/index.md +++ /dev/null @@ -1,99 +0,0 @@ -# Sales Department - -## Purpose - -The Sales Department at FlowFuse is responsible for leading customer-facing commercial engagements from initial qualification through contract execution. -Sales owns opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization. - -Sales at FlowFuse is not a transactional function. It operates as the primary orchestrator of complex, multi-stakeholder buying processes and is accountable for guiding customers toward informed, high-confidence decisions. - ---- - -## Scope and Responsibilities - -The Sales Department owns: - -- 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 - -Sales is accountable for **commercial outcomes**, even when execution involves Solution Engineering, Customer Success, Professional Services, or Sales Partnerships. - ---- - -## Sales-Owned Processes - -The Sales Department owns the following customer-facing sales processes. These processes define *how* Sales engages 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](../../processes/index.md) - -- **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 - -Sales operates 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, **Sales remains accountable** for opportunity progression and commercial decision-making. - ---- - -## Metrics and Accountability - -Sales 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 - -Sales primarily uses the following systems to execute its 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 Sales owns**. -Detailed guidance on *how* Sales executes 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. From 656c38bb046e5f3ec01dbe89872fb5d9ce7801d8 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Sun, 1 Feb 2026 16:35:56 +0100 Subject: [PATCH 8/8] fix: Broken Link --- src/handbook/sales/org/account-executives/index.md | 2 +- 1 file changed, 1 insertion(+), 1 deletion(-) diff --git a/src/handbook/sales/org/account-executives/index.md b/src/handbook/sales/org/account-executives/index.md index 17eca0c58d..89783d3063 100644 --- a/src/handbook/sales/org/account-executives/index.md +++ b/src/handbook/sales/org/account-executives/index.md @@ -37,7 +37,7 @@ Account Executives own the following customer-facing sales processes. These proc - **Edge Connectivity Sales Process** Used when customers are evaluating how to standardize or modernize edge connectivity across systems or sites. - → [View process](../../processes/index.md) + → [View process](/handbook/sales/processes/) - **Node-RED Scale Sales Process** Used when customers are already using Node-RED and need governance, security, and scale.