[{"data":1,"prerenderedAt":1014},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fmarketing\u002Flead-activation\u002F":3,"handbook-nav":195},{"id":4,"title":5,"body":6,"description":16,"extension":188,"meta":189,"navigation":190,"path":191,"seo":192,"stem":193,"__hash__":194},"handbook\u002Fhandbook\u002Fmarketing\u002Flead-activation.md","Lead Activation",{"type":7,"value":8,"toc":173},"minimark",[9,13,17,22,27,30,33,52,55,59,62,67,70,73,90,93,97,100,102,119,122,126,129,131,145,148,152,164],[10,11,5],"h1",{"id":12},"lead-activation",[14,15,16],"p",{},"This page defines how FlowFuse categorizes and activates leads for the sales\nprocess. Understanding these definitions ensures alignment between marketing and\nsales on lead sources and qualification criteria.",[18,19,21],"h2",{"id":20},"activation-categories","Activation Categories",[23,24,26],"h3",{"id":25},"inbound-pull","Inbound (Pull)",[14,28,29],{},"Prospects who actively express interest in FlowFuse through self-service actions.",[14,31,32],{},"For example:",[34,35,36,40,43,46,49],"ul",{},[37,38,39],"li",{},"Form submissions on the website",[37,41,42],{},"Opt-ins and hand raises",[37,44,45],{},"Contact sales requests",[37,47,48],{},"Gated content downloads",[37,50,51],{},"Webinar registrations",[14,53,54],{},"These leads have shown an interest and are ready for direct sales follow-up\nbased on their qualification level.",[23,56,58],{"id":57},"outbound-push","Outbound (Push)",[14,60,61],{},"Prospects contacted proactively by FlowFuse without prior hand raising. Outbound\nleads are further categorized into three sub-types based on the strength of the signal:",[63,64,66],"h4",{"id":65},"intent-outbound-push-based-on-behavior","Intent Outbound (Push Based on Behavior)",[14,68,69],{},"Prospects showing behavioral signals of interest without explicit hand raise.",[14,71,72],{},"For example",[34,74,75,78,81,84,87],{},[37,76,77],{},"Website visits tracked via intent tools (HubSpot Intent, Warmly)",[37,79,80],{},"Ad interaction data from platforms like ZenABM",[37,82,83],{},"Content engagement patterns",[37,85,86],{},"Product page visits",[37,88,89],{},"Pricing page views",[14,91,92],{},"Engage based on their intent signals, lead with relevant content or use cases\naligned to their browsing behavior.",[63,94,96],{"id":95},"warm-outbound-push-based-on-relationship","Warm Outbound (Push Based on Relationship)",[14,98,99],{},"Prospects with existing relationship or prior interaction history.",[14,101,32],{},[34,103,104,107,110,113,116],{},[37,105,106],{},"Previous conversations or meetings",[37,108,109],{},"Referrals from existing customers or partners",[37,111,112],{},"Past event attendees",[37,114,115],{},"Former trial users who didn't convert",[37,117,118],{},"Contacts from partner organizations",[14,120,121],{},"Reference the existing relationship or prior interaction to re-engage the\nconversation.",[63,123,125],{"id":124},"cold-outbound-push-based-on-fit","Cold Outbound (Push Based on Fit)",[14,127,128],{},"Prospects contacted solely based on contextual fit (being an ICP)\nwithout prior signal or relationship.",[14,130,32],{},[34,132,133,136,139,142],{},[37,134,135],{},"No hand raise or opt-in",[37,137,138],{},"No behavioral intent signals",[37,140,141],{},"No prior relationship or interaction",[37,143,144],{},"Matches ICP criteria (industry, company size, role, etc.)",[14,146,147],{},"Lead with education and our value proposition, focusing on pain points common to\ntheir ICP segment.",[18,149,151],{"id":150},"tracking-in-hubspot","Tracking in HubSpot",[14,153,154,155,159,160,163],{},"The ",[156,157,158],"code",{},"Activation Outbound"," property in HubSpot is set to ",[156,161,162],{},"Yes"," when the first\nmeeting with a contact originated from any outbound category (Intent, Warm, or\nCold). This includes contacts who may have been in HubSpot through marketing\nactivities but were not yet nurtured to the point of a meeting.",[14,165,166,167,172],{},"For more details on lifecycle stages and MQL requirements, see ",[168,169,171],"a",{"href":170},"\u002Fhandbook\u002Fsales\u002Fhubspot\u002F#lifecycle-stage","HubSpot Contact Management",".",{"title":174,"searchDepth":175,"depth":175,"links":176},"",4,[177,187],{"id":20,"depth":178,"text":21,"children":179},2,[180,182],{"id":25,"depth":181,"text":26},3,{"id":57,"depth":181,"text":58,"children":183},[184,185,186],{"id":65,"depth":175,"text":66},{"id":95,"depth":175,"text":96},{"id":124,"depth":175,"text":125},{"id":150,"depth":178,"text":151},"md",{},null,"\u002Fhandbook\u002Fmarketing\u002Flead-activation",{"title":5,"description":16},"handbook\u002Fmarketing\u002Flead-activation","okFiDrBC__Rzc1GyX4-2f8C8BBg1oveWB4H2-xBHBQM",[196],{"title":197,"path":198,"stem":199,"children":200},"Handbook","\u002Fhandbook","handbook",[201,203,329,361,582,668,730,872,877],{"title":197,"path":198,"stem":202},"handbook\u002Findex",{"title":204,"group":204,"icon":205,"order":206,"path":207,"stem":208,"children":209},"Company","i-lucide-building-2",1,"\u002Fhandbook\u002Fcompany","handbook\u002Fcompany\u002Findex",[210,211,215,219,223,242,246,250,254,321,325],{"title":204,"path":207,"stem":208},{"title":212,"path":213,"stem":214},"Board & Investors","\u002Fhandbook\u002Fcompany\u002Fboard","handbook\u002Fcompany\u002Fboard",{"title":216,"path":217,"stem":218},"Communications","\u002Fhandbook\u002Fcompany\u002Fcommunication","handbook\u002Fcompany\u002Fcommunication",{"title":220,"path":221,"stem":222},"Decision making and project management","\u002Fhandbook\u002Fcompany\u002Fdecisions","handbook\u002Fcompany\u002Fdecisions",{"title":224,"icon":225,"path":226,"stem":227,"children":228},"Guides","i-lucide-book-open","\u002Fhandbook\u002Fcompany\u002Fguides","handbook\u002Fcompany\u002Fguides\u002Findex",[229,230,234,238],{"title":224,"path":226,"stem":227},{"title":231,"path":232,"stem":233},"Editing the Handbook","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgit","handbook\u002Fcompany\u002Fguides\u002Fgit",{"title":235,"path":236,"stem":237},"Google Workspace","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fgworkspace","handbook\u002Fcompany\u002Fguides\u002Fgworkspace",{"title":239,"path":240,"stem":241},"Markdown Guide","\u002Fhandbook\u002Fcompany\u002Fguides\u002Fmarkdown","handbook\u002Fcompany\u002Fguides\u002Fmarkdown",{"title":243,"path":244,"stem":245},"Organizational Structure","\u002Fhandbook\u002Fcompany\u002Forganizational-structure","handbook\u002Fcompany\u002Forganizational-structure",{"title":247,"path":248,"stem":249},"Principles","\u002Fhandbook\u002Fcompany\u002Fprinciples","handbook\u002Fcompany\u002Fprinciples",{"title":251,"path":252,"stem":253},"Remote Work","\u002Fhandbook\u002Fcompany\u002Fremote","handbook\u002Fcompany\u002Fremote",{"title":255,"icon":256,"path":257,"stem":258,"children":259},"Security","i-lucide-shield","\u002Fhandbook\u002Fcompany\u002Fsecurity","handbook\u002Fcompany\u002Fsecurity\u002Findex",[260,261,265,269,273,277,281,285,289,293,297,301,305,309,313,317],{"title":255,"path":257,"stem":258},{"title":262,"path":263,"stem":264},"Access Control Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Faccess-control","handbook\u002Fcompany\u002Fsecurity\u002Faccess-control",{"title":266,"path":267,"stem":268},"AI Development and Customer Data Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data","handbook\u002Fcompany\u002Fsecurity\u002Fai-development-and-customer-data",{"title":270,"path":271,"stem":272},"Asset Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fasset-management","handbook\u002Fcompany\u002Fsecurity\u002Fasset-management",{"title":274,"path":275,"stem":276},"Business Continuity & Disaster Recovery Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity","handbook\u002Fcompany\u002Fsecurity\u002Fbusiness-continuity",{"title":278,"path":279,"stem":280},"Hardware Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security","handbook\u002Fcompany\u002Fsecurity\u002Fcomputer-security",{"title":282,"path":283,"stem":284},"Cryptography Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fcryptography","handbook\u002Fcompany\u002Fsecurity\u002Fcryptography",{"title":286,"path":287,"stem":288},"Data Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fdata-management","handbook\u002Fcompany\u002Fsecurity\u002Fdata-management",{"title":290,"path":291,"stem":292},"Human Resources Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources","handbook\u002Fcompany\u002Fsecurity\u002Fhuman-resources",{"title":294,"path":295,"stem":296},"Incident Response Plan","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fincident-response","handbook\u002Fcompany\u002Fsecurity\u002Fincident-response",{"title":298,"path":299,"stem":300},"Information Security Policy and Acceptable Use Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security",{"title":302,"path":303,"stem":304},"Information Security Roles and Responsibilities","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles","handbook\u002Fcompany\u002Fsecurity\u002Finformation-security-roles",{"title":306,"path":307,"stem":308},"Operations Security Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Foperations-security","handbook\u002Fcompany\u002Fsecurity\u002Foperations-security",{"title":310,"path":311,"stem":312},"Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Frisk-management","handbook\u002Fcompany\u002Fsecurity\u002Frisk-management",{"title":314,"path":315,"stem":316},"Secure Development Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fsecure-development","handbook\u002Fcompany\u002Fsecurity\u002Fsecure-development",{"title":318,"path":319,"stem":320},"Third-Party Risk Management Policy","\u002Fhandbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management","handbook\u002Fcompany\u002Fsecurity\u002Fthird-party-risk-management",{"title":322,"path":323,"stem":324},"Strategy","\u002Fhandbook\u002Fcompany\u002Fstrategy","handbook\u002Fcompany\u002Fstrategy",{"title":326,"path":327,"stem":328},"Values","\u002Fhandbook\u002Fcompany\u002Fvalues","handbook\u002Fcompany\u002Fvalues",{"title":330,"group":331,"icon":332,"order":175,"path":333,"stem":334,"children":335},"Design","Engineering & Design Practices","i-lucide-pen-tool","\u002Fhandbook\u002Fdesign","handbook\u002Fdesign\u002Findex",[336,337,341,345,349,353,357],{"title":330,"path":333,"stem":334},{"title":338,"path":339,"stem":340},"Art Requests","\u002Fhandbook\u002Fdesign\u002Fart-requests","handbook\u002Fdesign\u002Fart-requests",{"title":342,"path":343,"stem":344},"Branding","\u002Fhandbook\u002Fdesign\u002Fbranding","handbook\u002Fdesign\u002Fbranding",{"title":346,"path":347,"stem":348},"Design Thinking","\u002Fhandbook\u002Fdesign\u002Fdesign-thinking","handbook\u002Fdesign\u002Fdesign-thinking",{"title":350,"path":351,"stem":352},"Process","\u002Fhandbook\u002Fdesign\u002Fprocess","handbook\u002Fdesign\u002Fprocess",{"title":354,"path":355,"stem":356},"Tools","\u002Fhandbook\u002Fdesign\u002Ftools","handbook\u002Fdesign\u002Ftools",{"title":358,"path":359,"stem":360},"Video","\u002Fhandbook\u002Fdesign\u002Fvideos","handbook\u002Fdesign\u002Fvideos",{"title":362,"group":331,"icon":363,"order":181,"path":364,"stem":365,"children":366},"Engineering","i-lucide-code-2","\u002Fhandbook\u002Fengineering","handbook\u002Fengineering\u002Findex",[367,368,372,391,395,399,403,426,468,472,529,533,560,564,579],{"title":362,"path":364,"stem":365},{"title":369,"path":370,"stem":371},"Blueprints","\u002Fhandbook\u002Fengineering\u002Fblueprints","handbook\u002Fengineering\u002Fblueprints",{"title":373,"icon":374,"path":375,"stem":376,"children":377},"Contributing","i-lucide-git-pull-request","\u002Fhandbook\u002Fengineering\u002Fcontributing","handbook\u002Fengineering\u002Fcontributing\u002Findex",[378,379,383,387],{"title":373,"path":375,"stem":376},{"title":380,"path":381,"stem":382},"Certified Nodes","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes","handbook\u002Fengineering\u002Fcontributing\u002Fcertified-nodes",{"title":384,"path":385,"stem":386},"FF Tables","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fff-tables","handbook\u002Fengineering\u002Fcontributing\u002Fff-tables",{"title":388,"path":389,"stem":390},"Team NPM Registry","\u002Fhandbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry","handbook\u002Fengineering\u002Fcontributing\u002Fteam-npm-registry",{"title":392,"path":393,"stem":394},"Node-RED Dashboard","\u002Fhandbook\u002Fengineering\u002Fdashboard","handbook\u002Fengineering\u002Fdashboard",{"title":396,"path":397,"stem":398},"Dependency Updates","\u002Fhandbook\u002Fengineering\u002Fdependency-updates","handbook\u002Fengineering\u002Fdependency-updates",{"title":400,"path":401,"stem":402},"Feature Flags in PostHog","\u002Fhandbook\u002Fengineering\u002Ffeature-flags","handbook\u002Fengineering\u002Ffeature-flags",{"title":404,"icon":405,"path":406,"stem":407,"children":408},"Front End","i-lucide-layout-dashboard","\u002Fhandbook\u002Fengineering\u002Ffrontend","handbook\u002Fengineering\u002Ffrontend\u002Findex",[409,410,414,418,422],{"title":404,"path":406,"stem":407},{"title":411,"path":412,"stem":413},"Data Attributes","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes","handbook\u002Fengineering\u002Ffrontend\u002Fdata-attributes",{"title":415,"path":416,"stem":417},"Front-End Layouts","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Flayouts","handbook\u002Fengineering\u002Ffrontend\u002Flayouts",{"title":419,"path":420,"stem":421},"Front-End Services","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Fservices","handbook\u002Fengineering\u002Ffrontend\u002Fservices",{"title":423,"path":424,"stem":425},"Front-End Testing","\u002Fhandbook\u002Fengineering\u002Ffrontend\u002Ftesting","handbook\u002Fengineering\u002Ffrontend\u002Ftesting",{"title":427,"icon":428,"path":429,"stem":430,"children":431},"Platform Ops","i-lucide-server","\u002Fhandbook\u002Fengineering\u002Fops","handbook\u002Fengineering\u002Fops\u002Findex",[432,433,436,440,444,448,452,456,460,464],{"title":427,"path":429,"stem":430},{"title":380,"path":434,"stem":435},"\u002Fhandbook\u002Fengineering\u002Fops\u002Fcertified-nodes","handbook\u002Fengineering\u002Fops\u002Fcertified-nodes",{"title":437,"path":438,"stem":439},"FlowFuse Dedicated","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdedicated","handbook\u002Fengineering\u002Fops\u002Fdedicated",{"title":441,"path":442,"stem":443},"Deployment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fdeployment","handbook\u002Fengineering\u002Fops\u002Fdeployment",{"title":445,"path":446,"stem":447},"Incident Response","\u002Fhandbook\u002Fengineering\u002Fops\u002Fincident-response","handbook\u002Fengineering\u002Fops\u002Fincident-response",{"title":449,"path":450,"stem":451},"Observability","\u002Fhandbook\u002Fengineering\u002Fops\u002Fobservability","handbook\u002Fengineering\u002Fops\u002Fobservability",{"title":453,"path":454,"stem":455},"Production Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction","handbook\u002Fengineering\u002Fops\u002Fproduction",{"title":457,"path":458,"stem":459},"Update Stacks on Production","\u002Fhandbook\u002Fengineering\u002Fops\u002Fproduction-stack-update","handbook\u002Fengineering\u002Fops\u002Fproduction-stack-update",{"title":461,"path":462,"stem":463},"Self Hosted Assistant","\u002Fhandbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant","handbook\u002Fengineering\u002Fops\u002Fself-hosted-assistant",{"title":465,"path":466,"stem":467},"Staging Environment","\u002Fhandbook\u002Fengineering\u002Fops\u002Fstaging","handbook\u002Fengineering\u002Fops\u002Fstaging",{"title":469,"path":470,"stem":471},"Packaging Guidelines","\u002Fhandbook\u002Fengineering\u002Fpackaging","handbook\u002Fengineering\u002Fpackaging",{"title":473,"icon":474,"path":475,"stem":476,"children":477},"Product","i-lucide-package","\u002Fhandbook\u002Fengineering\u002Fproduct","handbook\u002Fengineering\u002Fproduct\u002Findex",[478,479,483,487,491,495,499,506,510,513,517,521,525],{"title":473,"path":475,"stem":476},{"title":480,"path":481,"stem":482},"Feature Catalog","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeatures","handbook\u002Fengineering\u002Fproduct\u002Ffeatures",{"title":484,"path":485,"stem":486},"Feedback","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ffeedback","handbook\u002Fengineering\u002Fproduct\u002Ffeedback",{"title":488,"path":489,"stem":490},"Glossary","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fglossary","handbook\u002Fengineering\u002Fproduct\u002Fglossary",{"title":492,"path":493,"stem":494},"Methodology","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmethodology","handbook\u002Fengineering\u002Fproduct\u002Fmethodology",{"title":496,"path":497,"stem":498},"Metrics","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fmetrics","handbook\u002Fengineering\u002Fproduct\u002Fmetrics",{"title":500,"path":501,"stem":502,"children":503,"icon":505},"Personas","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpersonas","handbook\u002Fengineering\u002Fproduct\u002Fpersonas\u002Findex",[504],{"title":500,"path":501,"stem":502},"i-lucide-user-circle",{"title":507,"path":508,"stem":509},"Pricing Principles","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fpricing","handbook\u002Fengineering\u002Fproduct\u002Fpricing",{"title":247,"path":511,"stem":512},"\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fprinciples","handbook\u002Fengineering\u002Fproduct\u002Fprinciples",{"title":514,"path":515,"stem":516},"Product Swimlanes","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes","handbook\u002Fengineering\u002Fproduct\u002Fproduct-swimlanes",{"title":518,"path":519,"stem":520},"Product Growth","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Ftelemetry","handbook\u002Fengineering\u002Fproduct\u002Ftelemetry",{"title":522,"path":523,"stem":524},"Versioning","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fversioning","handbook\u002Fengineering\u002Fproduct\u002Fversioning",{"title":526,"path":527,"stem":528},"Market Segments","\u002Fhandbook\u002Fengineering\u002Fproduct\u002Fverticals","handbook\u002Fengineering\u002Fproduct\u002Fverticals",{"title":530,"path":531,"stem":532},"Project Management","\u002Fhandbook\u002Fengineering\u002Fproject-management","handbook\u002Fengineering\u002Fproject-management",{"title":534,"icon":535,"path":536,"stem":537,"children":538},"Releases","i-lucide-rocket","\u002Fhandbook\u002Fengineering\u002Freleases","handbook\u002Fengineering\u002Freleases\u002Findex",[539,540,544,548,552,556],{"title":534,"path":536,"stem":537},{"title":541,"path":542,"stem":543},"Dashboard 2.0 Releases","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdashboard-2","handbook\u002Fengineering\u002Freleases\u002Fdashboard-2",{"title":545,"path":546,"stem":547},"Release Process - Digital Ocean","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fdigital-ocean","handbook\u002Fengineering\u002Freleases\u002Fdigital-ocean",{"title":549,"path":550,"stem":551},"Release Process","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fprocess","handbook\u002Fengineering\u002Freleases\u002Fprocess",{"title":553,"path":554,"stem":555},"Release Blogs","\u002Fhandbook\u002Fengineering\u002Freleases\u002Frelease-blogs","handbook\u002Fengineering\u002Freleases\u002Frelease-blogs",{"title":557,"path":558,"stem":559},"Changelog Posts","\u002Fhandbook\u002Fengineering\u002Freleases\u002Fwriting-changelog","handbook\u002Fengineering\u002Freleases\u002Fwriting-changelog",{"title":561,"path":562,"stem":563},"Security Policy","\u002Fhandbook\u002Fengineering\u002Fsecurity","handbook\u002Fengineering\u002Fsecurity",{"title":565,"path":566,"stem":567,"children":568,"icon":578},"Support","\u002Fhandbook\u002Fengineering\u002Fsupport","handbook\u002Fengineering\u002Fsupport\u002Findex",[569,570,574],{"title":565,"path":566,"stem":567},{"title":571,"path":572,"stem":573},"Triage Duty","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftriage","handbook\u002Fengineering\u002Fsupport\u002Ftriage",{"title":575,"path":576,"stem":577},"Troubleshooting","\u002Fhandbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","handbook\u002Fengineering\u002Fsupport\u002Ftroubleshooting","i-lucide-life-buoy",{"title":354,"path":580,"stem":581},"\u002Fhandbook\u002Fengineering\u002Ftools","handbook\u002Fengineering\u002Ftools",{"title":583,"group":584,"icon":585,"order":586,"path":587,"stem":588,"children":589},"Marketing","Marketing department","i-lucide-megaphone",6,"\u002Fhandbook\u002Fmarketing","handbook\u002Fmarketing\u002Findex",[590,591,597,601,616,635,639,643,644,648,652,656,660,664],{"title":583,"path":587,"stem":588},{"title":592,"path":593,"stem":594,"children":595},"Account-Based Marketing","\u002Fhandbook\u002Fmarketing\u002Faccount-based-marketing","handbook\u002Fmarketing\u002Faccount-based-marketing\u002Findex",[596],{"title":592,"path":593,"stem":594},{"title":598,"path":599,"stem":600},"Brand Voice","\u002Fhandbook\u002Fmarketing\u002Fbrand-voice","handbook\u002Fmarketing\u002Fbrand-voice",{"title":602,"icon":603,"path":604,"stem":605,"children":606},"Community","i-lucide-users-2","\u002Fhandbook\u002Fmarketing\u002Fcommunity","handbook\u002Fmarketing\u002Fcommunity\u002Findex",[607,608,612],{"title":602,"path":604,"stem":605},{"title":609,"path":610,"stem":611},"Community Guidelines","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines","handbook\u002Fmarketing\u002Fcommunity\u002Fcommunity-guidelines",{"title":613,"path":614,"stem":615},"Forums And Support","\u002Fhandbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support","handbook\u002Fmarketing\u002Fcommunity\u002Fforums-and-support",{"title":617,"icon":618,"path":619,"stem":620,"children":621,"order":206},"Content Strategy","i-lucide-file-text","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy","handbook\u002Fmarketing\u002Fcontent-strategy\u002Findex",[622,623,627,631],{"title":617,"path":619,"stem":620,"order":206},{"title":624,"path":625,"stem":626},"Blog","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fblog",{"title":628,"path":629,"stem":630},"Customer Stories","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fcustomer-stories",{"title":632,"path":633,"stem":634},"Webinars","\u002Fhandbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars","handbook\u002Fmarketing\u002Fcontent-strategy\u002Fwebinars",{"title":636,"path":637,"stem":638},"Events","\u002Fhandbook\u002Fmarketing\u002Fevents","handbook\u002Fmarketing\u002Fevents",{"title":640,"path":641,"stem":642},"How we work","\u002Fhandbook\u002Fmarketing\u002Fhow-we-work","handbook\u002Fmarketing\u002Fhow-we-work",{"title":5,"path":191,"stem":193},{"title":645,"path":646,"stem":647},"Lead Generation","\u002Fhandbook\u002Fmarketing\u002Fleads","handbook\u002Fmarketing\u002Fleads",{"title":649,"path":650,"stem":651},"Company Messaging","\u002Fhandbook\u002Fmarketing\u002Fmessaging","handbook\u002Fmarketing\u002Fmessaging",{"title":653,"path":654,"stem":655},"Marketing Programs","\u002Fhandbook\u002Fmarketing\u002Fprograms","handbook\u002Fmarketing\u002Fprograms",{"title":657,"path":658,"stem":659},"Sales Development Representative (SDR)","\u002Fhandbook\u002Fmarketing\u002Fsdr","handbook\u002Fmarketing\u002Fsdr",{"title":661,"path":662,"stem":663},"Social Media","\u002Fhandbook\u002Fmarketing\u002Fsocial-media","handbook\u002Fmarketing\u002Fsocial-media",{"title":665,"path":666,"stem":667},"Website","\u002Fhandbook\u002Fmarketing\u002Fwebsite","handbook\u002Fmarketing\u002Fwebsite",{"title":669,"group":204,"icon":670,"order":178,"path":671,"stem":672,"children":673},"Operations","i-lucide-settings-2","\u002Fhandbook\u002Foperations","handbook\u002Foperations\u002Findex",[674,675,679,683,687,710,714,718,722,726],{"title":669,"path":671,"stem":672},{"title":676,"path":677,"stem":678},"Accounting","\u002Fhandbook\u002Foperations\u002Faccounting","handbook\u002Foperations\u002Faccounting",{"title":680,"path":681,"stem":682},"Accounts","\u002Fhandbook\u002Foperations\u002Faccounts","handbook\u002Foperations\u002Faccounts",{"title":684,"path":685,"stem":686},"Billing","\u002Fhandbook\u002Foperations\u002Fbilling","handbook\u002Foperations\u002Fbilling",{"title":688,"icon":689,"path":690,"stem":691,"children":692},"CEO Ops","i-lucide-briefcase","\u002Fhandbook\u002Foperations\u002Fceo-ops","handbook\u002Foperations\u002Fceo-ops\u002Findex",[693,694,698,702,706],{"title":688,"path":690,"stem":691},{"title":695,"path":696,"stem":697},"Calendar Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management","handbook\u002Foperations\u002Fceo-ops\u002Fcalendar-management",{"title":699,"path":700,"stem":701},"Inbox Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Finbox-management","handbook\u002Foperations\u002Fceo-ops\u002Finbox-management",{"title":703,"path":704,"stem":705},"Task Management","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftask-managment","handbook\u002Foperations\u002Fceo-ops\u002Ftask-managment",{"title":707,"path":708,"stem":709},"Travel Booking","\u002Fhandbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking","handbook\u002Foperations\u002Fceo-ops\u002Ftravel-booking",{"title":711,"path":712,"stem":713},"Change Control","\u002Fhandbook\u002Foperations\u002Fchange","handbook\u002Foperations\u002Fchange",{"title":715,"path":716,"stem":717},"Commission Payment","\u002Fhandbook\u002Foperations\u002Fcommission-payment","handbook\u002Foperations\u002Fcommission-payment",{"title":719,"path":720,"stem":721},"Data at FlowFuse","\u002Fhandbook\u002Foperations\u002Fdata","handbook\u002Foperations\u002Fdata",{"title":723,"path":724,"stem":725},"Signatures","\u002Fhandbook\u002Foperations\u002Fsignatures","handbook\u002Foperations\u002Fsignatures",{"title":727,"path":728,"stem":729},"Vendors","\u002Fhandbook\u002Foperations\u002Fvendors","handbook\u002Foperations\u002Fvendors",{"title":731,"group":732,"icon":733,"order":734,"path":735,"stem":736,"children":737},"People Ops","Internal Operations","i-lucide-users",5,"\u002Fhandbook\u002Fpeopleops","handbook\u002Fpeopleops\u002Findex",[738,739,743,747,751,755,759,782,848,852,856,860,864,868],{"title":731,"path":735,"stem":736},{"title":740,"path":741,"stem":742},"Coaching Plans","\u002Fhandbook\u002Fpeopleops\u002Fcoaching-plans","handbook\u002Fpeopleops\u002Fcoaching-plans",{"title":744,"path":745,"stem":746},"Code of Conduct","\u002Fhandbook\u002Fpeopleops\u002Fcode-of-conduct","handbook\u002Fpeopleops\u002Fcode-of-conduct",{"title":748,"path":749,"stem":750},"Compensation","\u002Fhandbook\u002Fpeopleops\u002Fcompensation","handbook\u002Fpeopleops\u002Fcompensation",{"title":752,"path":753,"stem":754},"Compliance & Regulatory","\u002Fhandbook\u002Fpeopleops\u002Fcompliance","handbook\u002Fpeopleops\u002Fcompliance",{"title":756,"path":757,"stem":758},"Expenses","\u002Fhandbook\u002Fpeopleops\u002Fexpenses","handbook\u002Fpeopleops\u002Fexpenses",{"title":760,"icon":761,"path":762,"stem":763,"children":764},"Hiring","i-lucide-user-plus","\u002Fhandbook\u002Fpeopleops\u002Fhiring","handbook\u002Fpeopleops\u002Fhiring\u002Findex",[765,766,770,774,778],{"title":760,"path":762,"stem":763},{"title":767,"path":768,"stem":769},"GitHub Navigation","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation","handbook\u002Fpeopleops\u002Fhiring\u002Fgithub-navigation",{"title":771,"path":772,"stem":773},"Working with Recruiters","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Frecruiters","handbook\u002Fpeopleops\u002Fhiring\u002Frecruiters",{"title":775,"path":776,"stem":777},"Screening Call","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call","handbook\u002Fpeopleops\u002Fhiring\u002Fscreening-call",{"title":779,"path":780,"stem":781},"STAR Questions","\u002Fhandbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions","handbook\u002Fpeopleops\u002Fhiring\u002Fstar-questions",{"title":783,"icon":784,"path":785,"stem":786,"children":787},"Job Descriptions","i-lucide-file-badge","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Findex",[788,789,793,797,801,805,809,813,817,821,825,829,833,837,840,844],{"title":783,"path":785,"stem":786},{"title":790,"path":791,"stem":792},"Account Executive","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Faccount-executive",{"title":794,"path":795,"stem":796},"CEO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fceo",{"title":798,"path":799,"stem":800},"Chief of Staff","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fchief-of-staff",{"title":802,"path":803,"stem":804},"CTO","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fcto",{"title":806,"path":807,"stem":808},"Engineering Levels","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-levels",{"title":810,"path":811,"stem":812},"Engineering Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fengineering-manager",{"title":814,"path":815,"stem":816},"Fullstack Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer",{"title":818,"path":819,"stem":820},"Fullstack Engineer (AI-Focused)","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Ffullstack-engineer-ai",{"title":822,"path":823,"stem":824},"Head of Marketing","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fhead-of-marketing",{"title":826,"path":827,"stem":828},"Lead Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Flead-product-manager",{"title":830,"path":831,"stem":832},"Product Manager","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-manager",{"title":834,"path":835,"stem":836},"Product Marketer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fproduct-marketer",{"title":657,"path":838,"stem":839},"\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsales-development-representative",{"title":841,"path":842,"stem":843},"Solutions Engineer","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fsolutions-engineer",{"title":845,"path":846,"stem":847},"VP of Sales","\u002Fhandbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales","handbook\u002Fpeopleops\u002Fjob-descriptions\u002Fvp-sales",{"title":849,"path":850,"stem":851},"Holiday & Leave","\u002Fhandbook\u002Fpeopleops\u002Fleave","handbook\u002Fpeopleops\u002Fleave",{"title":853,"path":854,"stem":855},"PeopleOps Policies","\u002Fhandbook\u002Fpeopleops\u002Forganization","handbook\u002Fpeopleops\u002Forganization",{"title":857,"path":858,"stem":859},"Performance review","\u002Fhandbook\u002Fpeopleops\u002Fperformance-review","handbook\u002Fpeopleops\u002Fperformance-review",{"title":861,"path":862,"stem":863},"Summit","\u002Fhandbook\u002Fpeopleops\u002Fsummit","handbook\u002Fpeopleops\u002Fsummit",{"title":865,"path":866,"stem":867},"Travel","\u002Fhandbook\u002Fpeopleops\u002Ftravel","handbook\u002Fpeopleops\u002Ftravel",{"title":869,"path":870,"stem":871},"U.S. Compliance Policies","\u002Fhandbook\u002Fpeopleops\u002Fus-compliance","handbook\u002Fpeopleops\u002Fus-compliance",{"title":873,"path":874,"stem":875,"group":197,"order":876},"Recent Updates","\u002Fhandbook\u002Frecent-changes","handbook\u002Frecent-changes",0,{"title":878,"group":878,"icon":879,"order":880,"path":881,"stem":882,"children":883},"Commercial Organization","i-lucide-trending-up",7,"\u002Fhandbook\u002Fsales","handbook\u002Fsales\u002Findex",[884,885,893,898,902,907,912,917,922,927,932,952,957,961,965,970,978,982,986,991,995,999,1004,1009],{"title":878,"path":881,"stem":882},{"title":886,"path":887,"stem":888,"children":889,"order":891,"icon":892},"Sales Compensation Plan","\u002Fhandbook\u002Fsales\u002Fcommission-plan","handbook\u002Fsales\u002Fcommission-plan\u002Findex",[890],{"title":886,"path":887,"stem":888},22,"i-lucide-dollar-sign",{"title":894,"path":895,"stem":896,"order":897},"Customer Journey Alignment","\u002Fhandbook\u002Fsales\u002Fcustomer-journey","handbook\u002Fsales\u002Fcustomer-journey",10,{"title":899,"path":900,"stem":901,"order":181},"Customer Success","\u002Fhandbook\u002Fsales\u002Fcustomer-success","handbook\u002Fsales\u002Fcustomer-success",{"title":903,"path":904,"stem":905,"order":906},"Self Hosted Dashboard v2 Multi User","\u002Fhandbook\u002Fsales\u002Fdashboard-v2","handbook\u002Fsales\u002Fdashboard-v2",20,{"title":908,"path":909,"stem":910,"order":911},"Edge Connectivity Sales Process","\u002Fhandbook\u002Fsales\u002Fedge-connect-process","handbook\u002Fsales\u002Fedge-connect-process",19,{"title":913,"path":914,"stem":915,"order":916},"Engagements & Pricing","\u002Fhandbook\u002Fsales\u002Fengagements","handbook\u002Fsales\u002Fengagements",14,{"title":918,"path":919,"stem":920,"order":921},"Forecast Review","\u002Fhandbook\u002Fsales\u002Fforecast-review","handbook\u002Fsales\u002Fforecast-review",15,{"title":923,"path":924,"stem":925,"order":926},"HubSpot","\u002Fhandbook\u002Fsales\u002Fhubspot","handbook\u002Fsales\u002Fhubspot",16,{"title":928,"path":929,"stem":930,"order":931},"Legal","\u002Fhandbook\u002Fsales\u002Flegal","handbook\u002Fsales\u002Flegal",21,{"title":933,"order":934,"icon":935,"path":936,"stem":937,"children":938},"Sales Meetings",13,"i-lucide-calendar","\u002Fhandbook\u002Fsales\u002Fmeetings","handbook\u002Fsales\u002Fmeetings\u002Findex",[939,940,944,948],{"title":933,"path":936,"stem":937},{"title":941,"path":942,"stem":943},"Demo","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo","handbook\u002Fsales\u002Fmeetings\u002Fdemo",{"title":945,"path":946,"stem":947},"Discovery Meeting","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery","handbook\u002Fsales\u002Fmeetings\u002Fdiscovery",{"title":949,"path":950,"stem":951},"Proof of Concept","\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpoc","handbook\u002Fsales\u002Fmeetings\u002Fpoc",{"title":953,"path":954,"stem":955,"order":956},"Onboarding & Development","\u002Fhandbook\u002Fsales\u002Fonboarding","handbook\u002Fsales\u002Fonboarding",11,{"title":958,"path":959,"stem":960,"order":586},"Commercial Team Operating Principles","\u002Fhandbook\u002Fsales\u002Foperating-principles","handbook\u002Fsales\u002Foperating-principles",{"title":962,"path":963,"stem":964,"order":734},"Partnerships","\u002Fhandbook\u002Fsales\u002Fpartnerships","handbook\u002Fsales\u002Fpartnerships",{"title":966,"path":967,"stem":968,"order":969},"Pricing Decks","\u002Fhandbook\u002Fsales\u002Fpricing-decks","handbook\u002Fsales\u002Fpricing-decks",18,{"title":971,"path":972,"stem":973,"children":974,"order":976,"icon":977},"Processes","\u002Fhandbook\u002Fsales\u002Fprocesses","handbook\u002Fsales\u002Fprocesses\u002Findex",[975],{"title":971,"path":972,"stem":973},12,"i-lucide-workflow",{"title":979,"path":980,"stem":981,"order":175},"Professional Services","\u002Fhandbook\u002Fsales\u002Fprofessional-services","handbook\u002Fsales\u002Fprofessional-services",{"title":983,"path":984,"stem":985,"order":880},"Sales Regions","\u002Fhandbook\u002Fsales\u002Fregions","handbook\u002Fsales\u002Fregions",{"title":987,"path":988,"stem":989,"order":990},"Sales Deck","\u002Fhandbook\u002Fsales\u002Fsales-deck","handbook\u002Fsales\u002Fsales-deck",17,{"title":992,"path":993,"stem":994,"order":206},"Sales","\u002Fhandbook\u002Fsales\u002Fsales-team","handbook\u002Fsales\u002Fsales-team",{"title":996,"path":997,"stem":998,"order":178},"Solution Engineering","\u002Fhandbook\u002Fsales\u002Fsolution-engineering","handbook\u002Fsales\u002Fsolution-engineering",{"title":1000,"path":1001,"stem":1002,"order":1003},"Subscription Agreement 1.5","\u002Fhandbook\u002Fsales\u002Fsubscription-agreement-1.5","handbook\u002Fsales\u002Fsubscription-agreement-1.5",23,{"title":1005,"path":1006,"stem":1007,"order":1008},"Systems & Tools","\u002Fhandbook\u002Fsales\u002Ftools","handbook\u002Fsales\u002Ftools",8,{"title":1010,"path":1011,"stem":1012,"order":1013},"Working Norms","\u002Fhandbook\u002Fsales\u002Fworking-norms","handbook\u002Fsales\u002Fworking-norms",9,1786231004081]