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32 changes: 29 additions & 3 deletions nuxt/content/handbook/company/strategy.md
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Expand Up @@ -31,8 +31,8 @@ things to be achieved. Two good examples are

1. FlowFuse Dashboard - Allowing to build Dashboards and interactive
applications
1. Project-Link - Linking Edge devices to the Cloud, enabling broadcasts and
point-to-point connections
1. Device Agent - Connecting Edge devices to the rest of the organisation,
enabling broadcasts and point-to-point connections

A key differentiator for FlowFuse is our approach to licensing of our software.
The core is open, free as in beer and as in speech. Our product is open for
Expand Down Expand Up @@ -113,6 +113,32 @@ with the tools they need to:
FlowFuse uses Open-Source technologies like Node-RED and MQTT to help our
customers being successful in remedying their problems.

## Category: Apps for Manufacturing

### Why it's needed

Selling "a platform for building automations" asks a prospect to imagine a
result before they've seen one. Selling a specific app removes that leap: the
prospect sees a concrete, working solution to a problem they already
recognize, and can judge its value immediately. Apps are the wedge that gets
us into the conversation; the platform is what lets that conversation grow.

### The motion

1. Sell a specific app (e.g. an OEE dashboard, a downtime tracker) that solves
one recognizable manufacturing problem.
1. The app is built on FlowFuse -- the platform is the delivery mechanism, not
the pitch.
1. Once the app is live, the customer extends it or builds new apps on the
same platform, expanding the relationship beyond the initial sale.

### Sales narrative

Sales conversations open with a demo of the app itself -- "here's what's
possible" -- rather than a pitch about low-code tooling in the abstract. The
platform's value is proven by what customers do with it once they're in, not
argued for upfront.

## Measuring Success

There's multiple ways to align a company around business goals, and at FlowFuse
Expand All @@ -125,7 +151,7 @@ A KPI, or Key Performance Indicator, is a heuristic metric for company-wide
success. At FlowFuse we're engaged in many initiatives to grow our offering and
assess product-market fit.

We review KPIs every Tuesday as part of our recurring strategy meeting.
We review KPIs as part of our recurring [strategy meeting](#strategy-meeting).
At this time, we review the following KPIs:
* Product & Engineering
* Engineering Time to Value (Median)
Expand Down
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