We manage our sales opportunities across three primary sales regions:

• Americas
• EMEA (Europe, Middle East, and Africa)
• Oceania + East, South, and Southeast Asia

These regions are used for organizing our go-to-market efforts, account coverage, and internal reporting.

Territory Assignments

Details on Account Executive, Sales Engineering, and Customer Success coverage by country or region can be found in the Sales Territory Assignment spreadsheet.

If you're unsure which region an account belongs to, use the prospect’s billing country as the default reference. For exceptions (e.g., global accounts or unique organizational structures), please consult the VP of Sales.

Multi Region Deals

Many FlowFuse customers operate across multiple regions. To ensure a consistent customer experience and fair compensation, each opportunity involving multiple territories must be classified into one of four scenarios before revenue credit is determined.

The scenario classification determines who leads the opportunity and how revenue credit is allocated.

Definitions

Account Owner

The Account Owner is the sales representative responsible for the Sales Territories where the headquarters (HQ) of the customer account is located. The Account Owner is responsible for:

• Managing the overall relationship with the account
• Coordinating the sales process across regions
• Managing pricing and commercial strategy
• Forecasting and pipeline management for opportunities tied to that account

Scenario Definitions

Opportunities should be classified into one of the following scenarios.

1. Opportunity Managed Entirely by Account Owner

The Account Owner discovers, manages, and closes the opportunity.

Typical indicators:

• Opportunity originates through account headquarters or the Account Owner’s territories
• Central leadership where the opportunity affects multiple regions or has potential to become a global standard
• Local division, plant, or territory team in the Account Owner’s territories is evaluating FlowFuse
• The Account Owner runs discovery, deal strategy, and negotiations
• Territory reps are not materially involved in the sales process

Credit allocation: 100% Account Owner

2. Territory Support Only

The Account Owner leads the opportunity, but a territory rep provides local support.

Typical indicators:

• Opportunity originates with the Account Owner or headquarters
• The Account Owner manages deal strategy and negotiations
• A territory rep assists with local meetings, site discussions, or logistics
• Decision-making remains centralized
• Regional involvement supports execution but does not change deal ownership

Credit allocation: Account Owner 100%, territory rep receives recognition

3. Territory Expansion Opportunity Led by Local Rep

A new opportunity emerges within an existing global customer, and the local rep leads the engagement.

Typical indicators:

• The account already exists as a customer under an Account Owner
• A local division, plant, or territory team initiates a new project
• The territory rep runs discovery and manages the deal
• The Account Owner remains informed and may assist when appropriate
• This scenario often occurs when a successful deployment expands to additional regions

Credit allocation: 70% Account Owner / 30% Territory Rep

4. Independent Opportunity Originating in Territory

A territory rep independently discovers and manages an opportunity within their territory.

Typical indicators:

• Opportunity discovered through territory prospecting or local relationships
• A partner introduces FlowFuse to a territory team or facility
• Headquarters is not actively involved in the evaluation
• The territory rep runs the sales process and manages the close
• Even if the company operates globally, the opportunity may remain territory if the project is limited to a specific site or region

Credit allocation: 100% Territory Rep

Scenario Determination

The scenario should be determined before a deal progresses to late-stage negotiations to ensure clarity for all parties. If there is uncertainty regarding classification, Sales Leadership will review the opportunity and make the final determination.