Merge branch 'main' into add-board-metrics

Author: ZJvandeWeg

.github/workflows/calibreapp-image-actions.yml

@@ -39,7 +39,7 @@ jobs:
         uses: actions/checkout@11bd71901bbe5b1630ceea73d27597364c9af683 # v4.2.2
       - name: Compress Images
         id: calibre
-        uses: calibreapp/image-actions@82caf2e46a1950e602c8440fde4730ec1da6fef4 # main
+        uses: calibreapp/image-actions@006692e15ca7d6312e06cc49b57a466d8ed45848 # main
         with:
           githubToken: ${{ secrets.GITHUB_TOKEN }}
           # For non-Pull Requests, run in compressOnly mode and we'll PR after.

src/handbook/company/board.md

@@ -30,6 +30,8 @@ The 90 minutes of each meeting are structured in the following time blocks:
 * 60 minutes Strategic Discussion - In the Strategic Discussion portion, we will focus on one or two (but no more) key topics of focus for the business for discussion. Prior context is shared through the prewatch.
 * 15 minutes "Any other business" - Providing an open forum for board members and observers to raise additional topics, propose motions, or conduct votes, such as those related to stock options or other pertinent matters. It would be highly appreciated if topics to be discussed are shared in advance with the rest of the board.
 
+It is the CEO's responsibility to manage time in the meeting.
+
 ## Metrics
 
 Key Metrics to include:

src/handbook/company/strategy.md

@@ -5,6 +5,8 @@ meta:
 
 # Strategy
 
+FlowFuse is an Industrial application platform.
+
 ## Core Values
 
 Please see our [company values](/handbook/company/values/).

src/handbook/customer/marketing/messaging.md

@@ -22,8 +22,6 @@ Please also read the
 [Company Mission](/handbook/company/strategy/#flowfuse%27s-mission) before
 diving into the messaging.
 
-[Who we are]() ....
-
 ## Audience
 
 FlowFuse is a business to business (B2B) company in the industrial markets to
@@ -79,6 +77,8 @@ pure value of Node-RED) which can still be factored into the conversation.
 
 ## Messaging
 
+FlowFuse is an Industrial application platform.
+
 ### Tagline
 
 {{ site.messaging.tagLine }}

src/handbook/customer/sales/engagements.md

@@ -14,7 +14,7 @@ Self-hosted FlowFuse installations require a minumum of 10 instances per locatio
 
 Clearly written, easy to understand quotes are crucial for customers to understand what they are purchasing and how much it costs. To create a quote, combine the (1) product plan and (2) other purchased items according to the following guide.
 
-**What to Quote**
+### What to Quote
 
 When preparing a quote, include both the plan and any extras that go beyond what comes with the plan at the designated tier. Include a note in the Terms section that indicates what comes with the plan. (This will be pre-filled when using one of the HubSpot quote templates). The product plan will be listed as its own line, with a quantity of 1, and the minimum purchase price for that plan. The add-on options should also be added to the product section, as referenced by the purchase term template.
 
@@ -34,10 +34,14 @@ Follow these steps to create a quote.
 1. In HubSpot, open the relevant Deal. In the Quotes area, click Add to begin a new quote.  
 2. Fill in the Buyer Information section. This will pre-fill with the information from the contact in the Deal.  
 3. The default Quote creator will be you. Change this if necessary.  
-4. In the Line Items area, select the appropriate Plan that is being quoted. Set billing to Annual, and adjust fields for Term and discount/fee/tax as needed. Add additional line items only for purchases that exceed features that are included with the Plan.  
-5. Set Signature and Payment settings as needed.  
-6. In the Template and Details section, choose the appropriate Quote Template from the dropdown menu. Choosing the correct Quote Template is important because it will pre-fill the correct plan features onto the quote. You can include additional Comments to Buyer or Purchase Terms here. They will not overwrite the Terms and Comments included with the Quote Template.  
-7. Review your Quote, and when everything is correct, click Create to create the quote attached to the relevant Deal.
+4. Add Line Items per [the instructions](/handbook/customer/sales/engagements/#what-to-quote)
+   * Select the appropriate Plan that is being quoted
+   * For each line item, except Professional Services, check the Billing frequence to `Annual` and if the terms **ensure automatic renewal*
+   * Adjust fields for Term and discount/fee/tax as needed.
+   * Add Add-on line items for purchases that exceed features that are included with the Plan.  
+6. Set Signature and Payment settings as needed. Ensure a countersignature is required from either the CEO or Head of GTM. 
+7. In the Template and Details section, choose the appropriate Quote Template from the dropdown menu. Choosing the correct Quote Template is important because it will pre-fill the correct plan features onto the quote. You can include additional Comments to Buyer or Purchase Terms here. They will not overwrite the Terms and Comments included with the Quote Template.  
+8. Review your Quote, and when everything is correct, click Create to create the quote attached to the relevant Deal.
 
 ## Closing a deal
 

src/handbook/customer/sales/meetings/poc.md

@@ -14,8 +14,7 @@ To extend the trial period, including if a trial has expired already, use the 'E
 
 ### Self-hosted trial
 
-If a self-hosted trial is desired, you need to generate a license key to unlock paid-for features. See below.
-
+If a self-hosted trial is desired, you need to [generate a license key](/handbook/customer/sales/meetings/poc/#generating-a-license) to unlock paid-for features.
 Every self-hosted POC call should have an engineer present.
 
 ### POC Criteria
@@ -24,9 +23,9 @@ During the initial POC meeting, the [POC Criteria document](https://docs.google.
 
 ### Generating a license
 
--Generate one by [filling out this form](https://energetic-sanderling-4472.flowfuse.cloud/dashboard/license){rel="nofollow"}.
--Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.
--Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.
--Trial extensions need to be approved by management.
+- Generate one by [filling out this form](https://energetic-sanderling-4472.flowfuse.cloud/dashboard/license){rel="nofollow"}.
+- Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.
+- Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.
+- Trial extensions need to be approved by management.
 
 All generated licenses are added [to this sheet](https://docs.google.com/spreadsheets/d/1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0){rel="nofollow"} automatically.

src/handbook/peopleops/performance-review.md

@@ -13,6 +13,9 @@ employee can still grow. This text is shared with each individual employee.
 While this performance review is written down, each manager should be communicating
 feedback regularly to minimize the chance for surprises during the written review.
 
+The performance review process will be skipped in the following circumstances; new employees who have been with the company for less than 6 months at the time of the review cycle, employees who have been on extended leave, employees who are currently on a [Performance Improvement Plan (PIP)](/handbook/peopleops/organization/#performance-improvement-plan-(pip)),
+or employees who are in the middle of role transitions or organizational changes that would make a standard review inappropriate. In cases where the formal review is skipped, managers should still provide informal feedback and check-ins to ensure ongoing communication and support.
+
 ## Structure
 
 A [template document](https://docs.google.com/document/d/1E_Ni5kIcgRAvx9ZxFECOxJkFzzvDoUSpb5YfzKd1zCk/) is available to structure the review.