[{"data":1,"prerenderedAt":1113},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002F":3,"handbook-nav":259},{"id":4,"title":5,"body":6,"description":251,"extension":252,"meta":253,"navigation":254,"path":255,"seo":256,"stem":257,"__hash__":258},"handbook\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Findex.md","Hardware Partners",{"type":7,"value":8,"toc":236},"minimark",[9,13,32,37,57,73,78,108,112,134,138,158,162,176,180,197,201,221,224],[10,11,5],"h1",{"id":12},"hardware-partners",[14,15,16,17,21,22,25,26,31],"p",{},"Hardware partners are device \u002F edge-hardware makers whose product ships running, and\n",[18,19,20],"strong",{},"certified"," for, FlowFuse — bringing a device to market with FlowFuse fleet\nmanagement built in. This is a ",[18,23,24],{},"technical, gated"," partnership: prove the device\nworks, then take it to market. It is run from the\n",[27,28,30],"a",{"href":29},"\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook\u002F","Hardware Partner Workbook",".",[33,34,36],"h2",{"id":35},"the-partnership-process","The partnership process",[14,38,39,40,43,44,47,48,54,55,31],{},"It runs through five ",[18,41,42],{},"stages",", each with ",[18,45,46],{},"entrance and exit criteria"," (see the\n",[27,49,53],{"href":50,"rel":51},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1X3Z9kX4_42Gx5WMzHVnhij61xJGXyOCopnUNFsmqf8s\u002Fedit",[52],"nofollow","Partner Stages",").\nEvery stage produces or executes a portion of the\n",[27,56,30],{"href":29},[14,58,59,60,63,64,68,69,72],{},"The single most important rule: ",[18,61,62],{},"prove the technical first."," Whether FlowFuse runs\non the partner's hardware is the roadblock — until it's confirmed you have a ",[65,66,67],"em",{},"gate",",\nnot a schedule. Only once feasibility is certified does the partnership move into\n",[18,70,71],{},"execution"," (stages 3–5).",[74,75,77],"h3",{"id":76},"_1-qualify-fit","1 · Qualify & Fit",[14,79,80,81,84,85,88,89,92,93,96,97],{},"Decide whether there's a real partnership here, and set it up to succeed. The goal is\nto agree the ",[18,82,83],{},"\"better together\" thesis"," and the value exchange — what each side\ngives and gets — and to put accountability in place: a single owner + exec sponsor\nand an ",[18,86,87],{},"economic buyer"," on ",[65,90,91],{},"both"," sides, plus a ",[18,94,95],{},"forcing function"," (a named end\ncustomer that pulls the partnership forward). A partnership without a buyer, a\nsponsor, and a customer to aim at will drift.\n",[65,98,99,100,103,104,107],{},"Produces: the workbook's ",[18,101,102],{},"Overview"," and ",[18,105,106],{},"Fit & Use Case"," tabs.",[74,109,111],{"id":110},"_2-feasibility-certification-the-gate","2 · Feasibility & Certification — the gate",[14,113,114,115,118,119,123,124,127,128],{},"The roadblock stage: prove FlowFuse actually runs on the partner's hardware ",[65,116,117],{},"before","\nanyone invests in offer, pricing, or GTM. This is where partnerships most often die,\nso it is a hard gate. The goal is a FlowFuse-",[27,120,20],{"href":121,"rel":122},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1-8YLKoBYBCJeIBYxQT5GyohSnVN9Xx7HrL49vex5byA\u002Fedit",[52],"\ndevice — the agent installs and runs, survives an uplink drop, the data path works,\nknown blockers are resolved, and the reference architecture and integrator roles are\ndocumented. Clearing it is ",[18,125,126],{},"\"technical confirmed\""," — the trigger that lets\nexecution begin.\n",[65,129,99,130,133],{},[18,131,132],{},"Certification"," tab.",[74,135,137],{"id":136},"_3-joint-offer-commercial","3 · Joint Offer & Commercial",[14,139,140,141,144,145,148,149,152,153],{},"Turn the proven integration into something you can sell together. The goal is a\n",[18,142,143],{},"repeatable joint offer"," (an MVP kit \u002F Quick-Start flows + a demo that doubles as a\nsales asset) ",[18,146,147],{},"and"," a ",[18,150,151],{},"commercial model agreed once"," — pricing, licensing, revenue\nsplit, procurement, and support. Deciding these once, together, is what stops pricing\nand packaging from looping.\n",[65,154,99,155,31],{},[18,156,157],{},"Overview → Joint Offer + Commercial Model",[74,159,161],{"id":160},"_4-legal","4 · Legal",[14,163,164,165,168,169,172,173],{},"Paper the partnership: execute the ",[18,166,167],{},"NDA"," and the ",[18,170,171],{},"partnership agreement",", and\nclear any outstanding commercial or legal blockers so nothing stalls the launch.\n",[65,174,175],{},"Produces: the commercial \u002F legal status on the workbook.",[74,177,179],{"id":178},"_5-gtm-launch","5 · GTM Launch",[14,181,182,183,186,187,190,191],{},"Take it to market. The goal is to ship the launch — ",[18,184,185],{},"narrative, enablement, and\nco-marketing"," — and land a ",[18,188,189],{},"first reference customer"," that proves the motion works\nand seeds the next deals.\n",[65,192,99,193,196],{},[18,194,195],{},"Plan → post-launch"," section.",[33,198,200],{"id":199},"what-good-and-bad-look-like","What good and bad look like",[202,203,204,215],"ul",{},[205,206,207,210,211,214],"li",{},[18,208,209],{},"Good"," — a strong champion, a genuine \"better together\" fit, fast technical validation, and a concrete shared demo that doubles as a sales asset. The risk is ",[65,212,213],{},"sprawl",": run it to the gates so pricing, certification, and GTM don't loop.",[205,216,217,220],{},[18,218,219],{},"Bad"," — a technical blocker owns the relationship; a single engineer contact with no economic buyer or exec sponsor; no commercial track; no customer forcing function; and every call ends \"reconnect next week.\" That's how a promising partnership quietly stalls.",[33,222,132],{"id":223},"certification",[14,225,226,227,230,231,235],{},"Hardware partners get their device ",[18,228,229],{},"FlowFuse-certified",". The\n",[27,232,234],{"href":121,"rel":233},[52],"Certified Device Requirements","\ndefine what a device must meet; certification is the exit of the Feasibility gate\n(stage 2).",{"title":237,"searchDepth":238,"depth":238,"links":239},"",4,[240,249,250],{"id":35,"depth":241,"text":36,"children":242},2,[243,245,246,247,248],{"id":76,"depth":244,"text":77},3,{"id":110,"depth":244,"text":111},{"id":136,"depth":244,"text":137},{"id":160,"depth":244,"text":161},{"id":178,"depth":244,"text":179},{"id":199,"depth":241,"text":200},{"id":223,"depth":241,"text":132},"Hardware partners are device \u002F edge-hardware makers whose product ships running, and\ncertified for, FlowFuse — bringing a device to market with FlowFuse fleet\nmanagement built in. This is a technical, gated partnership: prove the device\nworks, then take it to market. It is run from the\nHardware Partner Workbook.","md",{},null,"\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners",{"title":5,"description":251},"handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Findex","JWWvnANX1hBHb3ctxFFnwr8BwEZpEjORPY3Cn2VH4Ms",[260],{"title":261,"path":262,"stem":263,"children":264},"Handbook","\u002Fhandbook","handbook",[265,267,393,425,643,732,794,936,941],{"title":261,"path":262,"stem":266},"handbook\u002Findex",{"title":268,"group":268,"icon":269,"order":270,"path":271,"stem":272,"children":273},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[274,275,279,283,287,306,310,314,318,385,389],{"title":268,"path":271,"stem":272},{"title":276,"path":277,"stem":278},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":280,"path":281,"stem":282},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":284,"path":285,"stem":286},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":288,"icon":289,"path":290,"stem":291,"children":292},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[293,294,298,302],{"title":288,"path":290,"stem":291},{"title":295,"path":296,"stem":297},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":299,"path":300,"stem":301},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":303,"path":304,"stem":305},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":307,"path":308,"stem":309},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":311,"path":312,"stem":313},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":315,"path":316,"stem":317},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":319,"icon":320,"path":321,"stem":322,"children":323},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[324,325,329,333,337,341,345,349,353,357,361,365,369,373,377,381],{"title":319,"path":321,"stem":322},{"title":326,"path":327,"stem":328},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":330,"path":331,"stem":332},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":334,"path":335,"stem":336},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":338,"path":339,"stem":340},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":342,"path":343,"stem":344},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":346,"path":347,"stem":348},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":350,"path":351,"stem":352},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":354,"path":355,"stem":356},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":358,"path":359,"stem":360},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":362,"path":363,"stem":364},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":366,"path":367,"stem":368},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":370,"path":371,"stem":372},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":374,"path":375,"stem":376},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":378,"path":379,"stem":380},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":382,"path":383,"stem":384},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":386,"path":387,"stem":388},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":390,"path":391,"stem":392},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":394,"group":395,"icon":396,"order":238,"path":397,"stem":398,"children":399},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[400,401,405,409,413,417,421],{"title":394,"path":397,"stem":398},{"title":402,"path":403,"stem":404},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":406,"path":407,"stem":408},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":410,"path":411,"stem":412},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":414,"path":415,"stem":416},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":418,"path":419,"stem":420},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":422,"path":423,"stem":424},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":426,"group":395,"icon":427,"order":244,"path":428,"stem":429,"children":430},"Engineering","i-lucide-code-2","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[431,432,436,451,455,459,463,486,529,533,590,594,621,625,640],{"title":426,"path":428,"stem":429},{"title":433,"path":434,"stem":435},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":437,"icon":438,"path":439,"stem":440,"children":441},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[442,443,447],{"title":437,"path":439,"stem":440},{"title":444,"path":445,"stem":446},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":448,"path":449,"stem":450},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":452,"path":453,"stem":454},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":456,"path":457,"stem":458},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":460,"path":461,"stem":462},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":464,"icon":465,"path":466,"stem":467,"children":468},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[469,470,474,478,482],{"title":464,"path":466,"stem":467},{"title":471,"path":472,"stem":473},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":475,"path":476,"stem":477},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":479,"path":480,"stem":481},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":483,"path":484,"stem":485},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":487,"icon":488,"path":489,"stem":490,"children":491},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[492,493,497,501,505,509,513,517,521,525],{"title":487,"path":489,"stem":490},{"title":494,"path":495,"stem":496},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":498,"path":499,"stem":500},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":502,"path":503,"stem":504},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":506,"path":507,"stem":508},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":510,"path":511,"stem":512},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":514,"path":515,"stem":516},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":518,"path":519,"stem":520},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":522,"path":523,"stem":524},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":526,"path":527,"stem":528},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":530,"path":531,"stem":532},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":534,"icon":535,"path":536,"stem":537,"children":538},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[539,540,544,548,552,556,560,567,571,574,578,582,586],{"title":534,"path":536,"stem":537},{"title":541,"path":542,"stem":543},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":545,"path":546,"stem":547},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":549,"path":550,"stem":551},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":553,"path":554,"stem":555},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":557,"path":558,"stem":559},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":561,"path":562,"stem":563,"children":564,"icon":566},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[565],{"title":561,"path":562,"stem":563},"i-lucide-user-circle",{"title":568,"path":569,"stem":570},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":311,"path":572,"stem":573},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":575,"path":576,"stem":577},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":579,"path":580,"stem":581},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":583,"path":584,"stem":585},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":587,"path":588,"stem":589},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":591,"path":592,"stem":593},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":595,"icon":596,"path":597,"stem":598,"children":599},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[600,601,605,609,613,617],{"title":595,"path":597,"stem":598},{"title":602,"path":603,"stem":604},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":606,"path":607,"stem":608},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":610,"path":611,"stem":612},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":614,"path":615,"stem":616},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":618,"path":619,"stem":620},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":622,"path":623,"stem":624},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":626,"path":627,"stem":628,"children":629,"icon":639},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[630,631,635],{"title":626,"path":627,"stem":628},{"title":632,"path":633,"stem":634},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":636,"path":637,"stem":638},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":418,"path":641,"stem":642},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":644,"group":645,"icon":646,"order":647,"path":648,"stem":649,"children":650},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[651,652,658,662,677,696,700,704,708,712,716,720,724,728],{"title":644,"path":648,"stem":649},{"title":653,"path":654,"stem":655,"children":656},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[657],{"title":653,"path":654,"stem":655},{"title":659,"path":660,"stem":661},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":663,"icon":664,"path":665,"stem":666,"children":667},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[668,669,673],{"title":663,"path":665,"stem":666},{"title":670,"path":671,"stem":672},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":674,"path":675,"stem":676},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":678,"icon":679,"path":680,"stem":681,"children":682,"order":270},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[683,684,688,692],{"title":678,"path":680,"stem":681,"order":270},{"title":685,"path":686,"stem":687},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":689,"path":690,"stem":691},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":693,"path":694,"stem":695},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":697,"path":698,"stem":699},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":701,"path":702,"stem":703},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":705,"path":706,"stem":707},"Lead Activation","\u002Fhandbook\u002Fmarketing\u002Flead-activation","handbook\u002Fmarketing\u002Flead-activation",{"title":709,"path":710,"stem":711},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":713,"path":714,"stem":715},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":717,"path":718,"stem":719},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":721,"path":722,"stem":723},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":725,"path":726,"stem":727},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":729,"path":730,"stem":731},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":733,"group":268,"icon":734,"order":241,"path":735,"stem":736,"children":737},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[738,739,743,747,751,774,778,782,786,790],{"title":733,"path":735,"stem":736},{"title":740,"path":741,"stem":742},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":744,"path":745,"stem":746},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":748,"path":749,"stem":750},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":752,"icon":753,"path":754,"stem":755,"children":756},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[757,758,762,766,770],{"title":752,"path":754,"stem":755},{"title":759,"path":760,"stem":761},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":763,"path":764,"stem":765},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":767,"path":768,"stem":769},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":771,"path":772,"stem":773},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":775,"path":776,"stem":777},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":779,"path":780,"stem":781},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":783,"path":784,"stem":785},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":787,"path":788,"stem":789},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":791,"path":792,"stem":793},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":795,"group":796,"icon":797,"order":798,"path":799,"stem":800,"children":801},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[802,803,807,811,815,819,823,846,912,916,920,924,928,932],{"title":795,"path":799,"stem":800},{"title":804,"path":805,"stem":806},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":808,"path":809,"stem":810},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":812,"path":813,"stem":814},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":816,"path":817,"stem":818},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":820,"path":821,"stem":822},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":824,"icon":825,"path":826,"stem":827,"children":828},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[829,830,834,838,842],{"title":824,"path":826,"stem":827},{"title":831,"path":832,"stem":833},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":835,"path":836,"stem":837},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":839,"path":840,"stem":841},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":843,"path":844,"stem":845},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":847,"icon":848,"path":849,"stem":850,"children":851},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[852,853,857,861,865,869,873,877,881,885,889,893,897,901,904,908],{"title":847,"path":849,"stem":850},{"title":854,"path":855,"stem":856},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":858,"path":859,"stem":860},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":862,"path":863,"stem":864},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":866,"path":867,"stem":868},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":870,"path":871,"stem":872},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":874,"path":875,"stem":876},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":878,"path":879,"stem":880},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":882,"path":883,"stem":884},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":886,"path":887,"stem":888},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":890,"path":891,"stem":892},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":894,"path":895,"stem":896},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":898,"path":899,"stem":900},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":721,"path":902,"stem":903},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":905,"path":906,"stem":907},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":909,"path":910,"stem":911},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":913,"path":914,"stem":915},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":917,"path":918,"stem":919},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":921,"path":922,"stem":923},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":925,"path":926,"stem":927},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":929,"path":930,"stem":931},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":933,"path":934,"stem":935},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":937,"path":938,"stem":939,"group":261,"order":940},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":942,"group":942,"icon":943,"order":944,"path":945,"stem":946,"children":947},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[948,949,957,962,966,971,977,982,987,992,997,1002,1007,1031,1036,1040,1058,1064,1069,1077,1081,1085,1090,1094,1098,1103,1108],{"title":942,"path":945,"stem":946},{"title":950,"path":951,"stem":952,"children":953,"order":955,"icon":956},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[954],{"title":950,"path":951,"stem":952},22,"i-lucide-dollar-sign",{"title":958,"path":959,"stem":960,"order":961},"Customer Journey Alignment","\u002Fhandbook\u002Fsales\u002Fcustomer-journey","handbook\u002Fsales\u002Fcustomer-journey",10,{"title":963,"path":964,"stem":965,"order":244},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":967,"path":968,"stem":969,"order":970},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":972,"path":973,"stem":974,"order":975,"icon":976},"Demo Apps","\u002Fhandbook\u002Fsales\u002Fdemo-apps","handbook\u002Fsales\u002Fdemo-apps",13.7,"i-lucide-layout-grid",{"title":978,"path":979,"stem":980,"order":981},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",19,{"title":983,"path":984,"stem":985,"order":986},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":988,"path":989,"stem":990,"order":991,"icon":488},"FlowFuse Trial Environment","\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment","handbook\u002Fsales\u002Fflowfuse-trial-environment",13.6,{"title":993,"path":994,"stem":995,"order":996},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":998,"path":999,"stem":1000,"order":1001},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":1003,"path":1004,"stem":1005,"order":1006},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":1008,"order":1009,"icon":1010,"path":1011,"stem":1012,"children":1013},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[1014,1015,1019,1023,1027],{"title":1008,"path":1011,"stem":1012},{"title":1016,"path":1017,"stem":1018,"order":241},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":1020,"path":1021,"stem":1022,"order":270},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":1024,"path":1025,"stem":1026,"order":238},"Proof of Value","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov","handbook\u002Fsales\u002Fmeetings\u002Fpov",{"title":1028,"path":1029,"stem":1030,"order":244},"Solution","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution","handbook\u002Fsales\u002Fmeetings\u002Fsolution",{"title":1032,"path":1033,"stem":1034,"order":1035},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":1037,"path":1038,"stem":1039,"order":647},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":1041,"order":798,"icon":1042,"path":1043,"stem":1044,"children":1045},"Partnerships","i-lucide-handshake","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships\u002Findex",[1046,1047,1051],{"title":1041,"path":1043,"stem":1044},{"title":1048,"path":1049,"stem":1050,"order":241},"Channel Partners","\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners","handbook\u002Fsales\u002Fpartnerships\u002Fchannel-partners",{"title":5,"path":255,"stem":257,"children":1052,"order":270,"icon":1057},[1053,1054],{"title":5,"path":255,"stem":257},{"title":30,"path":1055,"stem":1056,"order":270},"\u002Fhandbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","handbook\u002Fsales\u002Fpartnerships\u002Fhardware-partners\u002Fworkbook","i-lucide-cpu",{"title":1059,"path":1060,"stem":1061,"order":1062,"icon":1063},"PoV Workbook","\u002Fhandbook\u002Fsales\u002Fpov-workbook","handbook\u002Fsales\u002Fpov-workbook",13.5,"i-lucide-clipboard-list",{"title":1065,"path":1066,"stem":1067,"order":1068},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":1070,"path":1071,"stem":1072,"children":1073,"order":1075,"icon":1076},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[1074],{"title":1070,"path":1071,"stem":1072},12,"i-lucide-workflow",{"title":1078,"path":1079,"stem":1080,"order":238},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":1082,"path":1083,"stem":1084,"order":944},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":1086,"path":1087,"stem":1088,"order":1089},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":1091,"path":1092,"stem":1093,"order":270},"Sales","\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":1095,"path":1096,"stem":1097,"order":241},"Solution Engineering","\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1099,"path":1100,"stem":1101,"order":1102},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1104,"path":1105,"stem":1106,"order":1107},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1109,"path":1110,"stem":1111,"order":1112},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1787843727038]