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// Auto-generated: old 3-level page routes -> merged 2-level pages.
// Consumed as docsify `alias` config in index.html.
window.PLAYBOOK_ALIASES = {
'/docs/00-start-here/what-is-presales': '/docs/00-start-here/what-even-is-presales',
'/docs/00-start-here/cast-of-characters': '/docs/00-start-here/what-even-is-presales',
'/docs/00-start-here/presales-glossary': '/docs/00-start-here/what-even-is-presales',
'/docs/00-start-here/presales-vs-other-roles': '/docs/00-start-here/what-even-is-presales',
'/docs/00-start-here/enterprise-sales-cycle': '/docs/00-start-here/anatomy-of-an-enterprise-sales-cycle',
'/docs/00-start-here/short-vs-long-deals': '/docs/00-start-here/anatomy-of-an-enterprise-sales-cycle',
'/docs/00-start-here/where-deals-die': '/docs/00-start-here/anatomy-of-an-enterprise-sales-cycle',
'/docs/00-start-here/reading-a-crm': '/docs/00-start-here/anatomy-of-an-enterprise-sales-cycle',
'/docs/00-start-here/first-90-days-week-1-2': '/docs/00-start-here/your-first-90-days-as-a-new-se',
'/docs/00-start-here/first-90-days-week-3-6': '/docs/00-start-here/your-first-90-days-as-a-new-se',
'/docs/00-start-here/first-90-days-week-6-10': '/docs/00-start-here/your-first-90-days-as-a-new-se',
'/docs/00-start-here/first-90-days-week-10-90': '/docs/00-start-here/your-first-90-days-as-a-new-se',
'/docs/00-start-here/strategic-shadowing': '/docs/00-start-here/how-to-learn-from-senior-ses',
'/docs/00-start-here/asking-for-feedback': '/docs/00-start-here/how-to-learn-from-senior-ses',
'/docs/00-start-here/reverse-engineering-seniors': '/docs/00-start-here/how-to-learn-from-senior-ses',
'/docs/00-start-here/when-you-know-more': '/docs/00-start-here/how-to-learn-from-senior-ses',
'/docs/01-foundations/se-as-revenue-architect': '/docs/01-foundations/what-is-presales-redefined',
'/docs/01-foundations/technical-trust-gap': '/docs/01-foundations/what-is-presales-redefined',
'/docs/01-foundations/se-value-triangle': '/docs/01-foundations/what-is-presales-redefined',
'/docs/01-foundations/measuring-your-impact': '/docs/01-foundations/what-is-presales-redefined',
'/docs/01-foundations/structural-friction': '/docs/01-foundations/presales-vs-sales-the-partnership-model',
'/docs/01-foundations/managing-commission-breath-ae': '/docs/01-foundations/presales-vs-sales-the-partnership-model',
'/docs/01-foundations/when-to-overrule-your-ae': '/docs/01-foundations/presales-vs-sales-the-partnership-model',
'/docs/01-foundations/deal-swimlanes': '/docs/01-foundations/presales-vs-sales-the-partnership-model',
'/docs/01-foundations/senior-se-identity': '/docs/01-foundations/senior-se-identity',
'/docs/01-foundations/internal-brand': '/docs/01-foundations/senior-se-identity',
'/docs/01-foundations/technical-to-commercial': '/docs/01-foundations/senior-se-identity',
'/docs/01-foundations/pushing-back-on-leadership': '/docs/01-foundations/senior-se-identity',
'/docs/01-foundations/competency-model': '/docs/01-foundations/skills-career-architecture',
'/docs/01-foundations/soft-vs-hard-skills': '/docs/01-foundations/skills-career-architecture',
'/docs/01-foundations/career-pivots': '/docs/01-foundations/skills-career-architecture',
'/docs/01-foundations/negotiating-your-comp': '/docs/01-foundations/skills-career-architecture',
'/docs/01-foundations/executive-presence': '/docs/01-foundations/customer-engagement-fundamentals',
'/docs/01-foundations/virtual-body-language': '/docs/01-foundations/customer-engagement-fundamentals',
'/docs/01-foundations/managing-hostile-stakeholder': '/docs/01-foundations/customer-engagement-fundamentals',
'/docs/01-foundations/human-follow-up': '/docs/01-foundations/customer-engagement-fundamentals',
'/docs/02-deal-orchestration/scoring-deal-quality': '/docs/02-deal-orchestration/reading-a-deal-before-discovery-starts',
'/docs/02-deal-orchestration/fast-no-framework': '/docs/02-deal-orchestration/reading-a-deal-before-discovery-starts',
'/docs/02-deal-orchestration/fishing-expedition-detection': '/docs/02-deal-orchestration/reading-a-deal-before-discovery-starts',
'/docs/02-deal-orchestration/meddpicc-for-ses': '/docs/02-deal-orchestration/reading-a-deal-before-discovery-starts',
'/docs/02-deal-orchestration/owning-deal-strategy': '/docs/02-deal-orchestration/owning-deal-strategy',
'/docs/02-deal-orchestration/requalifying-stalled-deals': '/docs/02-deal-orchestration/owning-deal-strategy',
'/docs/02-deal-orchestration/multi-threading': '/docs/02-deal-orchestration/owning-deal-strategy',
'/docs/02-deal-orchestration/proof-path-design': '/docs/02-deal-orchestration/owning-deal-strategy',
'/docs/02-deal-orchestration/compressing-procurement-cycles': '/docs/02-deal-orchestration/managing-deal-velocity',
'/docs/02-deal-orchestration/technical-milestones-as-leverage': '/docs/02-deal-orchestration/managing-deal-velocity',
'/docs/02-deal-orchestration/change-of-champion': '/docs/02-deal-orchestration/managing-deal-velocity',
'/docs/02-deal-orchestration/deal-pre-mortem': '/docs/02-deal-orchestration/managing-deal-velocity',
'/docs/02-deal-orchestration/tiering-deal-portfolio': '/docs/02-deal-orchestration/portfolio-management',
'/docs/02-deal-orchestration/weekly-se-deal-review': '/docs/02-deal-orchestration/portfolio-management',
'/docs/02-deal-orchestration/saying-no-to-low-priority': '/docs/02-deal-orchestration/portfolio-management',
'/docs/02-deal-orchestration/preventing-deal-starvation': '/docs/02-deal-orchestration/portfolio-management',
'/docs/03-discovery/pre-call-research': '/docs/03-discovery/preparation-hypothesis-led-entry',
'/docs/03-discovery/hypothesis-led-discovery': '/docs/03-discovery/preparation-hypothesis-led-entry',
'/docs/03-discovery/political-landmine-mapping': '/docs/03-discovery/preparation-hypothesis-led-entry',
'/docs/03-discovery/ae-alignment-checklist': '/docs/03-discovery/preparation-hypothesis-led-entry',
'/docs/03-discovery/dart-framework': '/docs/03-discovery/questioning-techniques',
'/docs/03-discovery/pain-onion': '/docs/03-discovery/questioning-techniques',
'/docs/03-discovery/avoiding-interrogation-trap': '/docs/03-discovery/questioning-techniques',
'/docs/03-discovery/mute-and-listen': '/docs/03-discovery/questioning-techniques',
'/docs/03-discovery/as-is-architecture-mapping': '/docs/03-discovery/technical-discovery',
'/docs/03-discovery/infrastructure-bottlenecks': '/docs/03-discovery/technical-discovery',
'/docs/03-discovery/infosec-qualifiers': '/docs/03-discovery/technical-discovery',
'/docs/03-discovery/integration-graveyard': '/docs/03-discovery/technical-discovery',
'/docs/03-discovery/finding-economic-buyer': '/docs/03-discovery/stakeholder-mapping',
'/docs/03-discovery/silent-detractors': '/docs/03-discovery/stakeholder-mapping',
'/docs/03-discovery/loaded-questions': '/docs/03-discovery/stakeholder-mapping',
'/docs/03-discovery/influence-map': '/docs/03-discovery/stakeholder-mapping',
'/docs/03-discovery/pain-quantification': '/docs/03-discovery/pain-quantification',
'/docs/03-discovery/roi-case-building': '/docs/03-discovery/pain-quantification',
'/docs/03-discovery/must-haves-vs-smokescreens': '/docs/03-discovery/pain-quantification',
'/docs/03-discovery/discovery-documentation': '/docs/03-discovery/pain-quantification',
'/docs/03-discovery/discovery-summary-writing': '/docs/03-discovery/discovery-output-handoff',
'/docs/03-discovery/internal-discovery-debrief': '/docs/03-discovery/discovery-output-handoff',
'/docs/03-discovery/discovery-to-demo-framing': '/docs/03-discovery/discovery-output-handoff',
'/docs/03-discovery/discovery-deal-kill': '/docs/03-discovery/discovery-output-handoff',
'/docs/04-solution-design/boat-framework': '/docs/04-solution-design/design-principles-for-deals',
'/docs/04-solution-design/scalability-vs-maintainability': '/docs/04-solution-design/design-principles-for-deals',
'/docs/04-solution-design/defending-design-choices': '/docs/04-solution-design/design-principles-for-deals',
'/docs/04-solution-design/saying-no': '/docs/04-solution-design/design-principles-for-deals',
'/docs/04-solution-design/multi-cloud-fallback': '/docs/04-solution-design/reference-architectures-that-win',
'/docs/04-solution-design/avoiding-frankenstein-builds': '/docs/04-solution-design/reference-architectures-that-win',
'/docs/04-solution-design/onprem-vs-saas': '/docs/04-solution-design/reference-architectures-that-win',
'/docs/04-solution-design/borrowing-from-wins': '/docs/04-solution-design/reference-architectures-that-win',
'/docs/04-solution-design/executive-architecture-summary': '/docs/04-solution-design/technical-documentation-that-moves-deals',
'/docs/04-solution-design/translating-for-cfo': '/docs/04-solution-design/technical-documentation-that-moves-deals',
'/docs/04-solution-design/before-and-after-slide': '/docs/04-solution-design/technical-documentation-that-moves-deals',
'/docs/04-solution-design/version-controlling-designs': '/docs/04-solution-design/technical-documentation-that-moves-deals',
'/docs/04-solution-design/diagramming-best-practices': '/docs/04-solution-design/diagramming-visual-communication',
'/docs/04-solution-design/one-diagram-executives-need': '/docs/04-solution-design/diagramming-visual-communication',
'/docs/04-solution-design/simplifying-without-lying': '/docs/04-solution-design/diagramming-visual-communication',
'/docs/04-solution-design/architecture-as-discovery-tool': '/docs/04-solution-design/diagramming-visual-communication',
'/docs/04-solution-design/product-feedback-loops': '/docs/04-solution-design/feeding-intelligence-back-to-product',
'/docs/04-solution-design/roadmap-queue': '/docs/04-solution-design/feeding-intelligence-back-to-product',
'/docs/04-solution-design/feature-vs-pattern-signal': '/docs/04-solution-design/feeding-intelligence-back-to-product',
'/docs/04-solution-design/product-council-seat': '/docs/04-solution-design/feeding-intelligence-back-to-product',
'/docs/05-demo-excellence/abolishing-harbor-tour': '/docs/05-demo-excellence/demo-strategy',
'/docs/05-demo-excellence/craft-methodology': '/docs/05-demo-excellence/demo-strategy',
'/docs/05-demo-excellence/aha-moment': '/docs/05-demo-excellence/demo-strategy',
'/docs/05-demo-excellence/demo-format-decision': '/docs/05-demo-excellence/demo-strategy',
'/docs/05-demo-excellence/day-in-the-life-narrative': '/docs/05-demo-excellence/storytelling-persona-binding',
'/docs/05-demo-excellence/tension-and-relief': '/docs/05-demo-excellence/storytelling-persona-binding',
'/docs/05-demo-excellence/champion-as-hero': '/docs/05-demo-excellence/storytelling-persona-binding',
'/docs/05-demo-excellence/competitive-positioning-in-demo': '/docs/05-demo-excellence/storytelling-persona-binding',
'/docs/05-demo-excellence/hold-and-validate': '/docs/05-demo-excellence/handling-live-objections',
'/docs/05-demo-excellence/feature-gap-objections': '/docs/05-demo-excellence/handling-live-objections',
'/docs/05-demo-excellence/competitor-traps': '/docs/05-demo-excellence/handling-live-objections',
'/docs/05-demo-excellence/loaded-silence': '/docs/05-demo-excellence/handling-live-objections',
'/docs/05-demo-excellence/live-api-demos': '/docs/05-demo-excellence/technical-depth-demonstrations',
'/docs/05-demo-excellence/failure-simulation': '/docs/05-demo-excellence/technical-depth-demonstrations',
'/docs/05-demo-excellence/cli-hygiene': '/docs/05-demo-excellence/technical-depth-demonstrations',
'/docs/05-demo-excellence/architecture-mid-demo': '/docs/05-demo-excellence/technical-depth-demonstrations',
'/docs/05-demo-excellence/pre-flight-checklist': '/docs/05-demo-excellence/demo-environment-logistics',
'/docs/05-demo-excellence/hiding-distractions': '/docs/05-demo-excellence/demo-environment-logistics',
'/docs/05-demo-excellence/crash-recovery': '/docs/05-demo-excellence/demo-environment-logistics',
'/docs/05-demo-excellence/post-demo-capture': '/docs/05-demo-excellence/demo-environment-logistics',
'/docs/05-demo-excellence/demo-scoring': '/docs/05-demo-excellence/demo-measurement-improvement',
'/docs/05-demo-excellence/peer-demo-audit': '/docs/05-demo-excellence/demo-measurement-improvement',
'/docs/05-demo-excellence/demo-improvement-log': '/docs/05-demo-excellence/demo-measurement-improvement',
'/docs/05-demo-excellence/demo-benchmark-library': '/docs/05-demo-excellence/demo-measurement-improvement',
'/docs/06-poc-execution/true-cost-free-poc': '/docs/06-poc/poc-philosophy',
'/docs/06-poc-execution/skin-in-the-game': '/docs/06-poc/poc-philosophy',
'/docs/06-poc-execution/refusing-custom-builds': '/docs/06-poc/poc-philosophy',
'/docs/06-poc-management/paid-vs-free-poc': '/docs/06-poc/poc-philosophy',
'/docs/06-poc-management/poc-you-should-refuse': '/docs/06-poc/poc-philosophy',
'/docs/06-poc-execution/poc-vs-pov': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-execution/3-mandatory-requirements': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-management/locking-the-sandbox': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-management/legal-signoff': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-management/poc-pre-conditions': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-management/excluding-roadmap-features': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-management/pass-fail-scorecards': '/docs/06-poc/structuring-the-pov-proof-of-value',
'/docs/06-poc-execution/daily-standup': '/docs/06-poc/poc-execution-control',
'/docs/06-poc-execution/prospect-accountability': '/docs/06-poc/poc-execution-control',
'/docs/06-poc-execution/shadowing-it-staff': '/docs/06-poc/poc-execution-control',
'/docs/06-poc-execution/scope-creep': '/docs/06-poc/poc-execution-control',
'/docs/06-poc-management/executive-sponsorship': '/docs/06-poc/poc-execution-control',
'/docs/06-poc-execution/technical-win-declaration': '/docs/06-poc/securing-the-technical-win',
'/docs/06-poc-execution/win-to-commercial-momentum': '/docs/06-poc/securing-the-technical-win',
'/docs/06-poc-management/post-poc-debrief': '/docs/06-poc/securing-the-technical-win',
'/docs/06-poc-management/handing-off-to-ae': '/docs/06-poc/securing-the-technical-win',
'/docs/06-poc-execution/stalled-poc': '/docs/06-poc/when-pocs-go-wrong',
'/docs/06-poc-execution/moving-goalposts': '/docs/06-poc/when-pocs-go-wrong',
'/docs/06-poc-execution/technical-failure-recovery': '/docs/06-poc/when-pocs-go-wrong',
'/docs/06-poc-execution/calling-a-loss-early': '/docs/06-poc/when-pocs-go-wrong',
'/docs/07-commercial-influence/margin-and-discount-literacy': '/docs/07-commercial-influence/pricing-commercials-literacy',
'/docs/07-commercial-influence/scope-concessions': '/docs/07-commercial-influence/pricing-commercials-literacy',
'/docs/07-commercial-influence/tco-roi-as-weapons': '/docs/07-commercial-influence/pricing-commercials-literacy',
'/docs/07-commercial-influence/licensing-models': '/docs/07-commercial-influence/pricing-commercials-literacy',
'/docs/07-commercial-influence/when-to-refuse-rfp': '/docs/07-commercial-influence/rfp-strategy',
'/docs/07-commercial-influence/ghost-writing-specs': '/docs/07-commercial-influence/rfp-strategy',
'/docs/07-commercial-influence/strategic-yes': '/docs/07-commercial-influence/rfp-strategy',
'/docs/07-commercial-influence/rfp-win-probability': '/docs/07-commercial-influence/rfp-strategy',
'/docs/07-commercial-influence/executive-letter': '/docs/07-commercial-influence/proposal-architecture',
'/docs/07-commercial-influence/security-posture-formatting': '/docs/07-commercial-influence/proposal-architecture',
'/docs/07-commercial-influence/time-to-value-framing': '/docs/07-commercial-influence/proposal-architecture',
'/docs/07-commercial-influence/technical-writing-for-procurement': '/docs/07-commercial-influence/proposal-architecture',
'/docs/07-commercial-influence/understanding-procurement': '/docs/07-commercial-influence/navigating-procurement-legal',
'/docs/07-commercial-influence/security-review-navigation': '/docs/07-commercial-influence/navigating-procurement-legal',
'/docs/07-commercial-influence/scope-in-legal-review': '/docs/07-commercial-influence/navigating-procurement-legal',
'/docs/07-commercial-influence/mutual-close-plan': '/docs/07-commercial-influence/navigating-procurement-legal',
'/docs/07-commercial-influence/security-questionnaire-templates': '/docs/07-commercial-influence/templates-accelerators',
'/docs/07-commercial-influence/proposal-review-checklist': '/docs/07-commercial-influence/templates-accelerators',
'/docs/07-commercial-influence/objection-snippet-library': '/docs/07-commercial-influence/templates-accelerators',
'/docs/07-commercial-influence/rfp-triage-template': '/docs/07-commercial-influence/templates-accelerators',
'/docs/08-technical-depth/cloud-platform-translation': '/docs/08-technical-depth/cloud-platforms',
'/docs/08-technical-depth/multi-tenant-data-sovereignty': '/docs/08-technical-depth/cloud-platforms',
'/docs/08-technical-depth/finops-for-ses': '/docs/08-technical-depth/cloud-platforms',
'/docs/08-technical-depth/hybrid-multicloud-positioning': '/docs/08-technical-depth/cloud-platforms',
'/docs/08-technical-depth/rest-graphql-webhooks': '/docs/08-technical-depth/integration-patterns',
'/docs/08-technical-depth/legacy-mainframe-bypass': '/docs/08-technical-depth/integration-patterns',
'/docs/08-technical-depth/async-data-lake': '/docs/08-technical-depth/integration-patterns',
'/docs/08-technical-depth/api-gateway-ipaas-esb': '/docs/08-technical-depth/integration-patterns',
'/docs/08-technical-depth/llm-hallucinations': '/docs/08-technical-depth/data-ai-machine-learning',
'/docs/08-technical-depth/rag-limitations': '/docs/08-technical-depth/data-ai-machine-learning',
'/docs/08-technical-depth/selling-predictive-models': '/docs/08-technical-depth/data-ai-machine-learning',
'/docs/08-technical-depth/zero-etl-data-governance': '/docs/08-technical-depth/data-ai-machine-learning',
'/docs/08-technical-depth/soc2-iso27001-fedramp': '/docs/08-technical-depth/security-compliance',
'/docs/08-technical-depth/encryption-explained': '/docs/08-technical-depth/security-compliance',
'/docs/08-technical-depth/gdpr-dpdp-sovereignty': '/docs/08-technical-depth/security-compliance',
'/docs/08-technical-depth/infosec-deal-killers': '/docs/08-technical-depth/security-compliance',
'/docs/08-technical-depth/talking-about-unknown-tech': '/docs/08-technical-depth/emerging-technology-positioning',
'/docs/08-technical-depth/ai-native-competitor-positioning': '/docs/08-technical-depth/emerging-technology-positioning',
'/docs/08-technical-depth/when-prospect-knows-more': '/docs/08-technical-depth/emerging-technology-positioning',
'/docs/08-technical-depth/staying-technically-current': '/docs/08-technical-depth/emerging-technology-positioning',
'/docs/09-executive-selling/running-executive-briefings': '/docs/09-executive-selling/owning-the-cxo-room',
'/docs/09-executive-selling/technical-risk-as-business-risk': '/docs/09-executive-selling/owning-the-cxo-room',
'/docs/09-executive-selling/three-second-pause': '/docs/09-executive-selling/owning-the-cxo-room',
'/docs/09-executive-selling/protecting-team-jobs-objection': '/docs/09-executive-selling/owning-the-cxo-room',
'/docs/09-executive-selling/managing-up-to-vp-sales': '/docs/09-executive-selling/stakeholder-influence',
'/docs/09-executive-selling/herding-resistant-architects': '/docs/09-executive-selling/stakeholder-influence',
'/docs/09-executive-selling/back-channel-trust': '/docs/09-executive-selling/stakeholder-influence',
'/docs/09-executive-selling/mentoring-mid-deal': '/docs/09-executive-selling/stakeholder-influence',
'/docs/09-executive-selling/technical-caveats-as-leverage': '/docs/09-executive-selling/negotiation-for-ses',
'/docs/09-executive-selling/strategic-scope-concessions': '/docs/09-executive-selling/negotiation-for-ses',
'/docs/09-executive-selling/reframing-feature-gaps': '/docs/09-executive-selling/negotiation-for-ses',
'/docs/09-executive-selling/walking-away-cleanly': '/docs/09-executive-selling/negotiation-for-ses',
'/docs/09-executive-selling/cto-fear-psychology': '/docs/09-executive-selling/customer-empathy-at-senior-level',
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'/docs/12-scaling/what-best-presales-leaders-do': '/docs/12-scaling/future-of-presales',
};