[{"data":1,"prerenderedAt":1197},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution\u002F":3,"handbook-nav":330},{"id":4,"title":5,"body":6,"description":313,"extension":322,"meta":323,"navigation":324,"path":326,"seo":327,"stem":328,"__hash__":329},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution.md","Solution",{"type":7,"value":8,"toc":312},"minimark",[9,13,43,55,59,73,97,101,132,135,206,209,213,290,296,300],[10,11,5],"h2",{"id":12},"solution",[14,15,16,17,21,22,27,28,32,33,37,38,42],"p",{},"The Solution stage is ",[18,19,20],"strong",{},"stage 3"," of the sales process and the point where the\nSolutions Engineer turns a understood problem into a concrete, testable plan.\n",[23,24,26],"a",{"href":25},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery\u002F","Discovery"," established the pain and the\n",[23,29,31],{"href":30},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F","Demo"," proved FlowFuse is credible against it;\nSolution is where we decide ",[34,35,36],"em",{},"exactly"," what we will build, how we will prove it,\nand how we will run the ",[23,39,41],{"href":40},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F","Proof of Value",".",[14,44,45,46,50,51,54],{},"Everything the PoV depends on is produced here. 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See the\n",[23,67,71],{"href":68,"rel":69},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1AICvYVRnVcAnY9rpcjjJMyOVqJRQQ3OFyMLD5aHP4Yo\u002Fedit",[70],"nofollow","Customer Adoption Maturity Model","\nfor the full model.",[74,75,76,91],"ul",{},[77,78,79,82,83,86,87,90],"li",{},[18,80,81],{},"Z4 — NR Scale, Ops-Immature"," is the one zone that can start from the ",[18,84,85],{},"pre-canned PoV workbook"," (the Node-RED-scale template). The customer already runs a Node-RED estate doing real work, so the use case is essentially operating it safely at scale, and the PoV proves ",[34,88,89],{},"both"," app delivery methods against their existing flows. The Solution phase here is light — mostly confirming scope.",[77,92,93,96],{},[18,94,95],{},"Every other zone needs a solid Solution phase."," There is no ready-made use case: you have to define the specific operational problem and the apps that matter to the customer before a PoV can start. Z2 (strong on outcomes, new to Node-RED) especially depends on anchoring a credible, solution-led use case rather than a generic scaling story.",[10,98,100],{"id":99},"designing-the-solution-with-the-application-guide","Designing the solution with the Application Guide",[14,102,103,104,106,107,113,114,118,119,123,124,127,128,131],{},"The ",[23,105,31],{"href":30}," already introduced the\n",[18,108,109],{},[23,110,112],{"href":111},"\u002Fdocs\u002Fapplication-guide\u002F","FlowFuse Application Guide"," and\nestablished the ",[23,115,117],{"href":116},"\u002Fdocs\u002Fapplication-guide\u002Ffoundations\u002F","fundamentals"," and the\n",[23,120,122],{"href":121},"\u002Fdocs\u002Fapplication-guide\u002Fapp-delivery-methods\u002F","app delivery methods",". Solution\nis where FlowFuse stops being a demo and becomes an ",[18,125,126],{},"application platform",": the\nSE and customer take those fundamentals and ",[18,129,130],{},"tailor them to the customer's\nenvironment",", working through the rest of the guide.",[14,133,134],{},"Work through, in roughly this order — each decision narrows what the PoV will prove:",[136,137,138,158,167],"ol",{},[77,139,140,143,144,148,149,153,154,157],{},[18,141,142],{},"App pattern"," — decide the shape each app takes: a ",[23,145,147],{"href":146},"\u002Fdocs\u002Fapplication-guide\u002Fapp-delivery-methods\u002Fhardware-apps\u002F","hardware app"," running on a device, or a ",[23,150,152],{"href":151},"\u002Fdocs\u002Fapplication-guide\u002Fapp-delivery-methods\u002Fsoftware-apps\u002F","software app"," running on the platform (three shapes each). Naming the pattern is what makes the PoV a test of ",[34,155,156],{},"applications",", not of Node-RED.",[77,159,160,163,164],{},[18,161,162],{},"Data plane"," — before deciding where things run, decide how data is handled in their environment. → ",[23,165,162],{"href":166},"\u002Fdocs\u002Fapplication-guide\u002Fdata-plane\u002F",[77,168,169,172,173,176,177,181,182,186,187,191,192,196,197,201,202,205],{},[18,170,171],{},"Architecture"," — the defining decision is ",[18,174,175],{},"where FlowFuse itself lives",": in the cloud, self-hosted on-prem, or air-gapped; serving the wider organisation from ",[23,178,180],{"href":179},"\u002Fdocs\u002Fapplication-guide\u002Farchitectures\u002Fit\u002F","IT",", sitting in ",[23,183,185],{"href":184},"\u002Fdocs\u002Fapplication-guide\u002Farchitectures\u002Fot\u002F","OT"," near the equipment, or distributed across ",[23,188,190],{"href":189},"\u002Fdocs\u002Fapplication-guide\u002Farchitectures\u002Fiiot\u002F","IIoT"," edge nodes (",[23,193,195],{"href":194},"\u002Fdocs\u002Fapplication-guide\u002Farchitectures\u002F","overview","). 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The output of this design work\n— the app pattern, the delivery method(s) and the architecture, tailored to their\nenvironment — is exactly what the PoV sets out to prove, and what makes the case\nthat FlowFuse is an app platform rather than a way to run Node-RED.",[10,210,212],{"id":211},"what-the-se-produces-in-solution","What the SE produces in Solution",[136,214,215,221,230,236,245,264],{},[77,216,217,220],{},[18,218,219],{},"A confirmed use case and its business impact."," The pain from Discovery is written up as a use case, with the value of solving it quantified or bounded so the deal can be forecast.",[77,222,223,226,227,229],{},[18,224,225],{},"The apps that will solve it."," The app or apps are scoped against FlowFuse's ",[23,228,122],{"href":121}," and app patterns (above), so the PoV showcases FlowFuse as an app-building platform — not a test of Node-RED. 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The PoV depends on it: the use-case, incumbent and gap-analysis conversations that make a PoV a proof of ",[34,256,257],{},"value"," rather than a feature test cannot happen while either side has to stay vague. The AE owns the request via the ",[23,260,262],{"href":261},"\u002Fhandbook\u002Fsales\u002Flegal\u002F#non-disclosure-agreement-nda","NDA process","; signing is the customer's internal process and can take weeks, so raise it as soon as the PoV is on the table.",[77,265,266,269,270,272,273,276,277,280,281,284,285,289],{},[18,267,268],{},"A ready environment."," The customer is set up to test in a ",[23,271,200],{"href":199}," — a Cloud trial or a self-hosted install. Its form follows the architecture decision above: where FlowFuse lives. For a ",[18,274,275],{},"self-hosted"," install, \"installed\" is not the same as \"ready\": the environment must also be able to reach the hosts FlowFuse needs — above all to ",[18,278,279],{},"install and update nodes and packages"," — or the PoV stalls the first time someone adds a node. On locked-down OT or air-gapped networks, get the required outbound access filed ",[34,282,283],{},"and proven"," here, in Solution, not during the PoV. Hand the customer's network team the ",[23,286,288],{"href":287},"\u002Fdocs\u002Finstall\u002Fnetworking-requirements\u002F","Networking requirements"," list, and validate a real package install against it — some packages pull native builds from arbitrary hosts that can't be fully enumerated, so a working allowlist is the thing to confirm, not assume.",[14,291,292,293,295],{},"These six outputs are the same six gates as the\n",[23,294,49],{"href":48},": Solution's job\nis to produce all of them.",[10,297,299],{"id":298},"handoff-into-the-pov","Handoff into the PoV",[14,301,302,303,306,307,309,310,42],{},"When those six are in place the deal is ready to move from Solution (stage 3)\ninto ",[18,304,305],{},"Validate"," (stage 4) — the ",[23,308,41],{"href":40},".\nThe output of this stage becomes the opening tabs of the PoV workbook — the use\ncase, the apps, the scoping criteria and the plan — running in 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