From e147e9a96fb810ed3fcca349ddfa5b22585cdf17 Mon Sep 17 00:00:00 2001 From: ZJ van de Weg Date: Mon, 5 Oct 2026 13:39:48 -0700 Subject: [PATCH] Handbook: remove the Edge Connectivity Sales Process Delete the edge sales playbook, drop its entry from the Processes index, and redirect its URLs to the Processes index. --- .../handbook/sales/edge-connect-process.md | 166 ------------------ .../content/handbook/sales/processes/index.md | 8 - nuxt/redirects.ts | 3 +- 3 files changed, 2 insertions(+), 175 deletions(-) delete mode 100644 nuxt/content/handbook/sales/edge-connect-process.md diff --git a/nuxt/content/handbook/sales/edge-connect-process.md b/nuxt/content/handbook/sales/edge-connect-process.md deleted file mode 100644 index 19da34f06d..0000000000 --- a/nuxt/content/handbook/sales/edge-connect-process.md +++ /dev/null @@ -1,166 +0,0 @@ ---- -title: "Edge Connectivity Sales Process" -navigation: - order: 19 ---- - -# Edge Connectivity Sales Process - -**Owning function:** Sales -**Contributing functions:** Solution Engineering, Customer Success, Professional Services - -**Typical deal profile:** -- Duration: 3–6 months -- Meetings: 6–10 - -**Deal Characteristics:** -- 6–12 stakeholders with distinct decision roles (operations, IT/OT, engineering, leadership) -- Organization-wide scope focused on standardizing how a class of problems is solved (often multi-site or platform-level) -- Outcome-driven evaluation where the primary decision is whether to adopt and own an approach, not whether a tool works -- High strategic and organizational impact, requiring explicit governance, ownership, and approval -- Elevated perceived risk, with early involvement from procurement, legal, and security - -## **Meeting 1a:** Discovery (30–45 min) - -**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 - -**Agenda:** -- Introductions & context (5 min) -- Explore current state (Situation – 10–15 min) -- Identify Pain – operational, cost, compliance risks (15–20 min) -- Map stakeholders & decision-making process (5–10 min) -- Confirm next step and schedule meeting (5 min) - -Next Step: Schedule Impact Analysis / Technical Deep Dive. - -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 - -**Agenda:** -- Review problems identified in Discovery (5 min) -- Technical landscape & integration points (20 min) -- Quantify Impact (cost savings, uptime, compliance) (20 min) -- Align on critical event/timeline (5–10 min) - -Next Step: Prepare tailored demo for champion. - -## **Meeting 2a:** Champion Demo (45 min) - -**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 - -**Agenda:** -- Context: Discovery & Impact recap (5 min) -- Tailored demo (25–30 min) -- Business case validation (ROI, impact) (10 min) -- Define next step: stakeholder workshop (5 min) - -Next Step: Confirm the deal viability. - -Resource: -- [Sales Deck](https://docs.google.com/presentation/d/1aK87jBFXP9ElvJz_b2U_sBmQqpqFD5ddCyjeuVVnnVs/edit) -- [Sales Demo](/handbook/sales/meetings/demo/) - -## **Meeting 2b:** Stakeholder Demo / Workshop (60–90 min)** - -**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 - -**Agenda:** -- Executive alignment (5–10 min) -- Demo for cross-functional team (30–40 min) -- Objection handling & discussion (20–30 min) -- Define next step: PoC alignment (10 min) - -Deal Vialility Meeting Aka Demo Feedback Meeting. -Before this meeting - Discuss the commercial model with the deal desk -Goal - Understand if the customer resonated with the demo and if there are still some outstanding questions. -Capture feedback and if alignment is established, Evaluate budgets and sizing and anchor pricing - -Next Step: PoC kickoff. - -## **Meeting 3:** PoC Kickoff (60 min) - -**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 - -**Agenda:** -- Review PoC objectives (10 min) -- Setup & responsibilities (20–30 min) -- Success metrics & measurement (15 min) -- Confirm timeline & checkpoints (10 min) -- Next Step: Schedule PoC review. - -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 - -**Agenda:** -- Present PoC results (15–20 min) -- Validate success criteria achieved (10–15 min) -- Discuss ROI/business case (10–15 min) -- Confirm readiness to move to proposal (5–10 min) - -Next Step: Proposal & pricing review. - -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 - -**Agenda:** -- Walkthrough proposal & pricing (20 min) -- Contract terms discussion (15 min) -- Timeline & implementation planning (10 min) - -Next Step: Move into executive/procurement review. If any non-standard pricing, discounts, or contract terms are on the table, submit a form through this [link](https://form.asana.com/?k=hUrD0SJEka-BxHZ5qXAcxQ&d=1213818720452348) to create a task in the [Deal Desk Asana project](https://app.asana.com/read-only/Deal-Desk/1213818720452348/35b84534fdbe0d38d02d16cf84565538/list) before this meeting — see the [Deal Desk process](/handbook/sales/engagements/#asana-deal-desk-tasks) for what context to include. - -## **Meeting(s) 6:** Executive / Procurement Review + Close (30–45 min) - -**Goal:** Confirm executive and procurement approval by resolving any remaining commercial, legal, or risk considerations and authorizing contract execution. Ensure a [Deal Desk Asana task](https://app.asana.com/read-only/Deal-Desk/1213818720452348/35b84534fdbe0d38d02d16cf84565538/list) exists for any legal review or approval needed at this stage. - -Sales Stage: 6-Closing -Lifecycle stage: SQO -Forecast stage: Commit - -**Agenda:** -- Final review of solution & ROI (10 min) -- Address objections & confirm approvals (10–15 min) -- Contract/legal/procurement finalization (10 min) -- Obtain decision-maker commitment (5 min) - -Next Step: Transition to implementation. diff --git a/nuxt/content/handbook/sales/processes/index.md b/nuxt/content/handbook/sales/processes/index.md index 7622d8104c..20efba67b3 100644 --- a/nuxt/content/handbook/sales/processes/index.md +++ b/nuxt/content/handbook/sales/processes/index.md @@ -11,14 +11,6 @@ Each process is owned by a specific function, with other functions contributing ## Sales-owned processes -### Edge Connectivity Sales Process -**Owning function:** Sales -**Used when:** The customer is evaluating how to standardize or modernize edge connectivity across systems or sites. - -→ [View process](../edge-connect-process.md) - ---- - ### Node-RED Scale Sales Process **Owning function:** Sales **Used when:** The customer is already using Node-RED and needs governance, security, and scale. diff --git a/nuxt/redirects.ts b/nuxt/redirects.ts index 3ebea73609..25f2c151b9 100644 --- a/nuxt/redirects.ts +++ b/nuxt/redirects.ts @@ -144,7 +144,8 @@ export const redirects: Record = { '/get-started/': { redirect: { to: '/', statusCode: 301 } }, '/blog/2024/07/calling-python-script-from-node-red/example.py': { redirect: { to: '/blog/2024/07/calling-python-script-from-node-red/', statusCode: 301 } }, '/handbook/customer/sales/regions/': { redirect: { to: '/handbook/sales/regions/', statusCode: 301 } }, - '/handbook/sales/v2/edge-connect-process/': { redirect: { to: '/handbook/sales/edge-connect-process/', statusCode: 301 } }, + '/handbook/sales/v2/edge-connect-process/': { redirect: { to: '/handbook/sales/processes/', statusCode: 301 } }, + '/handbook/sales/edge-connect-process/': { redirect: { to: '/handbook/sales/processes/', statusCode: 301 } }, '/handbook/sales/v2/': { redirect: { to: '/handbook/sales/', statusCode: 301 } }, '/handbook/development/ops/': { redirect: { to: '/handbook/engineering/ops/', statusCode: 301 } }, '/handbook/development/ab-testing/': { redirect: { to: '/handbook/engineering/', statusCode: 301 } },