[{"data":1,"prerenderedAt":1315},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F":3,"handbook-nav":450},{"id":4,"title":5,"body":6,"description":428,"extension":443,"meta":444,"navigation":445,"path":446,"seo":447,"stem":448,"__hash__":449},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov.md","Proof of Value",{"type":7,"value":8,"toc":427},"minimark",[9,13,33,37,71,83,152,176,178,207,211,220,302,306,309,339,343,353,356,359,362,367,395,404,408],[10,11,5],"h2",{"id":12},"proof-of-value",[14,15,16,17,22,23,27,28,32],"p",{},"A Proof of Value (PoV) is the stage where FlowFuse and the prospective customer\njointly prove that FlowFuse solves the specific problem uncovered during\n",[18,19,21],"a",{"href":20},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery\u002F","Discovery"," and shown in the\n",[18,24,26],{"href":25},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F","Demo",". Unlike a generic \"kick the tyres\" trial,\na PoV is scoped in the ",[18,29,31],{"href":30},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution\u002F","Solution"," stage — the\napps that will solve the use case, the success criteria they are judged against,\nand the plan are all agreed before it starts — and it ends in a clear decision.",[10,34,36],{"id":35},"where-a-pov-fits-in-the-sales-process","Where a PoV fits in the sales process",[14,38,39,40,49,50,53,54,58,59,62,63,66,67,70],{},"A PoV is ",[41,42,43],"strong",{},[18,44,48],{"href":45,"rel":46},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU\u002F",[47],"nofollow","stage 4 — Validate"," of the sales process: the technical heart of the\nEvaluation phase, jointly owned by the ",[41,51,52],{},"AE and SE",". It is where a deal moves\nfrom ",[55,56,57],"em",{},"best case"," into ",[55,60,61],{},"forecast"," — the customer has agreed the problem is worth\nsolving, and the PoV proves FlowFuse is the solution. A ",[41,64,65],{},"completed installation","\nand ",[41,68,69],{},"technical validation"," against the agreed criteria are the exit signals that\ncarry the deal out of Validate toward Commit.",[14,72,73,74,78,79,82],{},"It runs in three arcs — the same three that shape the ",[18,75,77],{"href":76},"#process","Process"," below\nand the workbook's ",[41,80,81],{},"Plan"," tab:",[84,85,86,102],"table",{},[87,88,89],"thead",{},[90,91,92,96,99],"tr",{},[93,94,95],"th",{},"Arc",[93,97,98],{},"Sales stage",[93,100,101],{},"What happens",[103,104,105,126,139],"tbody",{},[90,106,107,113,118],{},[108,109,110],"td",{},[41,111,112],{},"Pre-PoV",[108,114,115,117],{},[18,116,31],{"href":30}," (stage 3)",[108,119,120,121,125],{},"The gates are produced — use case and value understood, apps and success criteria defined, plan agreed, confidentiality settled, FlowFuse available (see the ",[18,122,124],{"href":123},"#pre-pov-checklist","Pre-PoV checklist","). A PoV should not start until they are.",[90,127,128,133,136],{},[108,129,130],{},[41,131,132],{},"PoV",[108,134,135],{},"Validate (stage 4)",[108,137,138],{},"Prove each scoping criterion. Completed installation and technical validation are the exit criteria.",[90,140,141,146,149],{},[108,142,143],{},[41,144,145],{},"Post-PoV",[108,147,148],{},"Moving to Commit (stage 5) and Closing",[108,150,151],{},"A successful PoV feeds the business case, Economic Buyer alignment and paper process that carry the deal to close.",[14,153,154,155,161,162,166,167,171,172,175],{},"A PoV is run from the ",[41,156,157],{},[18,158,160],{"href":159},"\u002Fhandbook\u002Fsales\u002Fpov-workbook\u002F","PoV Workbook"," — the single\ndocument that spans the whole engagement — using the shared\n",[18,163,165],{"href":164},"\u002Fhandbook\u002Fsales\u002Fpov-workbook\u002F#definitions","definitions"," defined there. This page\ncovers the PoV stage itself: ",[18,168,170],{"href":169},"#where-a-pov-fits-in-the-sales-process","where it fits","\nin the sales process, and the ",[18,173,174],{"href":76},"process"," of running one.",[10,177,77],{"id":174},[14,179,180,181,183,184,187,188,191,192,195,196,199,200,203,204,206],{},"A PoV moves through a small number of phases, all tracked in the workbook's\n",[41,182,81],{}," tab: ",[41,185,186],{},"pre-PoV gates"," clear, then ",[41,189,190],{},"kickoff"," (agree the plan and\nsuccess criteria, and schedule every check-in and the wrap-up), ",[41,193,194],{},"install",",\n",[41,197,198],{},"execute"," (prove each scoping criterion in turn), and ",[41,201,202],{},"wrap-up"," (sign-off\nagainst the criteria). The commercial follow-on lives in the ",[41,205,145],{}," section\nof the same plan.",[208,209,124],"h3",{"id":210},"pre-pov-checklist",[14,212,213,214,216,217,219],{},"Before a PoV starts, six things must be true. The first five are the output of\nthe ",[18,215,31],{"href":30}," stage (stage 3) — they are\nproduced there, not during the PoV — and the sixth is getting access. They are\nalso the gates tracked in the workbook's ",[41,218,81],{}," tab. Starting a PoV before they\nare met is the most common way one stalls.",[221,222,223,233,239,245,251,278],"ol",{},[224,225,226,229,230,232],"li",{},[41,227,228],{},"The use case and its business impact are understood."," ",[18,231,21],{"href":20}," has established the pain and what solving it is worth to the customer.",[224,234,235,238],{},[41,236,237],{},"The apps are defined."," The app or apps that will solve the use case are identified and follow FlowFuse's app delivery methods, so the PoV showcases FlowFuse as an app-building platform — not a test of Node-RED.",[224,240,241,244],{},[41,242,243],{},"Success criteria are well defined."," Each criterion has a concrete, agreed pass signal, so \"success\" is not open to interpretation when the PoV ends.",[224,246,247,250],{},[41,248,249],{},"The plan is agreed with the customer."," Tasks, owners and dates are agreed jointly, not just internally.",[224,252,253,256,257,260,261,264,265,268,269,272,273,277],{},[41,254,255],{},"Confidentiality is settled."," Either an NDA is in place, or the customer has been asked and said one isn't needed. The gate is that the question was ",[55,258,259],{},"put to them and answered"," — the answer just has to be captured somewhere the team can find it later: on a recorded call, in an email, or noted on the workbook's ",[41,262,263],{},"Overview"," tab. Ask it outright — ",[55,266,267],{},"\"do we need an NDA before we can talk openly about your environment?\""," — rather than waiting for it to surface. A PoV is not a feature test: proving value means discussing the incumbent solution, running a gap analysis against it and working the customer's real use cases, and none of that can happen while either side has to stay vague. Starting a PoV that then has to pause for signatures costs weeks of the time-box, and the conversations that move the deal are exactly the ones that get deferred. If an NDA ",[55,270,271],{},"is"," needed, route it through the AE and the ",[18,274,276],{"href":275},"\u002Fhandbook\u002Fsales\u002Flegal\u002F#non-disclosure-agreement-nda","NDA process"," — turnaround depends on the customer's internal signing process, so start it in Solution, not at kickoff.",[224,279,280,283,284,288,289,292,293,296,297,301],{},[41,281,282],{},"FlowFuse is available to test."," The customer has either installed FlowFuse (self-hosted) or signed up for a Cloud trial — set up as the ",[18,285,287],{"href":286},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment\u002F","FlowFuse Trial Environment"," during the Solution stage. For a self-hosted install this is more than \"installed\": the environment must be able to reach the hosts FlowFuse needs — in particular to ",[41,290,291],{},"install and update nodes and packages"," — with any firewall change requested ",[55,294,295],{},"and proven"," before the PoV starts, not discovered mid-PoV. See ",[18,298,300],{"href":299},"\u002Fdocs\u002Finstall\u002Fnetworking-requirements\u002F","Networking requirements",".",[208,303,305],{"id":304},"pov-meetings","PoV meetings",[14,307,308],{},"Every PoV meeting is scheduled up front, at the kickoff, so the cadence is agreed\nand the wrap-up is already on the calendar before any testing begins.",[310,311,312,323,333],"ul",{},[224,313,314,317,318,322],{},[41,315,316],{},"Kickoff"," — the customer formally agrees to the PoV, the plan and success criteria are confirmed, and every subsequent meeting (the check-ins and the wrap-up) is scheduled. For a self-hosted PoV, this is where the customer receives the ",[18,319,321],{"href":320},"#generating-a-license","trial license key"," to install on their own server.",[224,324,325,328,329,332],{},[41,326,327],{},"Check-ins"," — a regular cadence agreed at kickoff. Each check-in reviews progress against the scoping criteria and clears blockers; open items are tracked in the workbook's ",[41,330,331],{},"Questions"," tab between calls.",[224,334,335,338],{},[41,336,337],{},"Wrap-up \u002F feedback meeting"," — a final session, also booked at kickoff, to review the PoV against its success criteria, capture the customer's feedback, and agree the next step toward Commit.",[208,340,342],{"id":341},"licensing","Licensing",[14,344,345,346,348,349,352],{},"Getting the customer a running FlowFuse — the\n",[18,347,287],{"href":286},", a Cloud\ntrial or a self-hosted install — is set up in the Solution stage. The licensing\ntasks the SE performs during the PoV live here. A ",[41,350,351],{},"license key applies only to\nself-hosting","; a Cloud trial never needs one.",[14,354,355],{},"A Cloud trial starts on Edge by default, and a platform Administrator can change it to\nanother package. If a combined trial (eg Hub+Edge) is required, an Administrator can modify the team limits on the Team Settings page to unlock specific features for the team.",[14,357,358],{},"Self-hosted can trial any combination of packages based on what the license is configured to enable.",[14,360,361],{},"Sales issues trials are recommended to have both Hub and Edge enabled to ensure a client has all required capabilities for a successful PoC phase.",[363,364,366],"h4",{"id":365},"generating-a-license","Generating a license",[310,368,369,377,380,383,386],{},[224,370,371,372,301],{},"Generate one by ",[18,373,376],{"href":374,"rel":375},"https:\u002F\u002Fenergetic-sanderling-4472.flowfuse.cloud\u002Fdashboard\u002Flicense",[47],"filling out this form",[224,378,379],{},"Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.",[224,381,382],{},"Tick the packages the customer is evaluating: Hub, Edge or Fleet. At least one is required, and the choice decides which features the key unlocks.",[224,384,385],{},"Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.",[224,387,388,389,394],{},"Certified nodes are separate from the package. Request them with a ",[18,390,393],{"href":391,"rel":392},"https:\u002F\u002Fgithub.com\u002FFlowFuse\u002FCloudProject\u002Fissues\u002Fnew?template=certified-nodes-request.yml",[47],"certified nodes request"," on CloudProject, for a self-hosted or a Cloud customer.",[14,396,397,398,403],{},"All generated licenses are added ",[18,399,402],{"href":400,"rel":401},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0",[47],"to this sheet"," automatically.",[363,405,407],{"id":406},"extending-a-trial","Extending a trial",[310,409,410,421],{},[224,411,412,415,416,420],{},[41,413,414],{},"Cloud"," — use the 'Extend Trial' button on the Team Settings page (platform Administrators only). 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