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

• 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.