- Decision making
- KPIs and OKRs
- Remote Work
- Asset Management Policy
- Business Continuity & Disaster Recovery Policy
- Cryptography Policy
- Data Management Policy
- Information Security Roles and Responsibilities
- Operations Security Policy
- Risk Management Policy
- Secure Development Policy
- Third-Party Risk Management Policy
- Human Resources Security Policy
- Access Control Policy
- Incident Response Plan
- Information Security Policy and Acceptable Use Policy
- Node-RED Dashboard
- Pricing Principles
- Product Categories
- Development & Design Practices
- Front End
- How We Work
- Markdown How-To
- Using Git
- Website A/B Testing
- Internal Operations
- People Ops
- Sales & Marketing
- Boiler Plate Descriptions
- Content Channels
- Content Types
- Marketing - Website
This section details how to engage with customers at FlowFuse and particularly how you should communicate with customers about FlowFuse, including a recommended demo script for showing how FlowFuse works.
# Sales calls
For internal training purposes all sales calls should be recorded after getting explicit consent from the customer. On request of the customer, the recording will be shared.
# Lead status
For leads who are MQLs or SQLs the
field is used to mark what the status is. Even though they're beyond being a lead. This field is maintained by the primary contact owner, likely the account executive.
At this stage we're using the default set of status's in HubSpot:
|Lead status||When to use|
|New||The contact in question has had only marketing contact (E-mails, etc).|
|Open||In the stage where a contact is assigned to a Account exec, but no official connection has be made. Usually contacts are only in this stage for a short while.|
|Attempted to contact||From the moment the AE reached out, until there's a reply from them.|
|Connected||MQLs and SQL that have replied and engaged with FlowFuse.|
|In Progress||After contact has been made, this status captures the nurturing process toward an opportunity.|
|Open Deal||When a deal is on the board, and the opportunity is real, this is the status!|
|Unqualified||Either this contact specifically cannot lead the sales process, or the account itself has been found unqualified.|
|Unresponsive||We have not received a reply in 2 weeks, they are ghosting us.|
|Bad timing||FlowFuse was, for whatever reason, not a great fit right now. However, it's potentially a good fit later.|
# From MQL to SQL - Qualifying questions
- Have you adopted Node-RED? If so, what have you built with Node-RED?
- How many Node Red instances do you have, and how many people are developing on Node-RED?
- Is Node-RED used in production?
- What are you looking to build in the next year with Node-RED?
# From SQL to Opportunity
For each sales opportunity a clear answer for the customers needs and wants should be known. It boils down to the following questions:
|Why change?||What's the trigger to invest in FlowFuse and Node-RED?|
|Why now?||Timeline is everything!|
|Why FlowFuse?||What value does FlowFuse offer, what features are of most interest?|
If, and only if, the answers are known and added as notes to HubSpot, an opportunity is added to the HubSpot deals board.
# HubSpot Properties
Activation Outbound is a custom property that's set to
Yes when the first meeting with the contact came through outbound drip campaigns or other outbound lead-gen actions. This property will be set to
Yes when the contact was in HubSpot through other marketing activities too, but wasn't nurtured to the point of a meeting yet.
See also the stages each contact in HubSpot must go through.