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# Commercial Organization

## Purpose

The Commercial Organization at FlowFuse is responsible for guiding customers from initial engagement through adoption, expansion, and long-term success.
It owns the customer-facing commercial motions that turn product capability into realized business value.

This organization balances revenue responsibility with customer outcomes, ensuring that growth is durable, scalable, and aligned with how customers actually adopt and operate FlowFuse.

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## Scope and Responsibilities

The Commercial Organization owns:
- Customer engagement from first commercial interaction through renewal and expansion
- Commercial qualification, progression, and close
- Technical validation and solution alignment
- Customer onboarding, adoption, and renewal readiness
- Scoped delivery and enablement services
- Partner-led commercial motions

While individual functions own specific processes, the Commercial Organization operates as a coordinated system with shared accountability for customer and commercial outcomes.

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## Organizational Structure

The Commercial Organization is composed of the following functions:

- **Sales Department**
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@ZJvandeWeg ZJvandeWeg Jan 28, 2026

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Everyone is in the department? Are the Account Executives.

Owns opportunity qualification, deal progression, and commercial close.

- **Solution Engineering**
Owns technical discovery, validation, demos, and proof-of-concept delivery.

- **Customer Success**
Owns onboarding, adoption, health monitoring, renewal readiness, and expansion signals.

- **Professional Services**
Owns scoped delivery, enablement engagements, and post-engagement handoff.

- **Sales Partnerships**
Owns partner identification, enablement, co-sell motions, and partner performance.

Each function has clear ownership while operating in close collaboration with the others across the customer lifecycle.

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## How to Navigate This Section

- Function-specific responsibilities and mandates are documented under each department page.
- Sales-owned customer-facing motions are documented in the **Processes** section.
- Supporting guidance on systems, tools, working norms, and lifecycle alignment is documented in dedicated pages.

This structure is intentional: ownership is explicit, collaboration is expected, and accountability is clear.