[{"data":1,"prerenderedAt":1281},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F":3,"handbook-nav":411},{"id":4,"title":5,"body":6,"description":389,"extension":404,"meta":405,"navigation":406,"path":407,"seo":408,"stem":409,"__hash__":410},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov.md","Proof of Value",{"type":7,"value":8,"toc":388},"minimark",[9,13,33,37,71,83,152,176,178,207,211,220,262,266,269,299,303,313,316,319,322,327,356,365,369],[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",". 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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, 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, five things must be true. The first four are the output of\nthe ",[18,215,31],{"href":30}," stage (stage 3) — they are\nproduced there, not during the PoV — and the fifth 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],"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.",[224,252,253,256,257,261],{},[41,254,255],{},"FlowFuse is available to test."," The customer has either installed FlowFuse (self-hosted) or signed up for a Cloud trial — set up as the ",[18,258,260],{"href":259},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment\u002F","FlowFuse Trial Environment"," during the Solution stage.",[208,263,265],{"id":264},"pov-meetings","PoV meetings",[14,267,268],{},"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.",[270,271,272,283,293],"ul",{},[224,273,274,277,278,282],{},[41,275,276],{},"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 ",[18,279,281],{"href":280},"#generating-a-license","trial license key"," to install on their own server.",[224,284,285,288,289,292],{},[41,286,287],{},"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 ",[41,290,291],{},"Questions"," tab between calls.",[224,294,295,298],{},[41,296,297],{},"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.",[208,300,302],{"id":301},"licensing","Licensing",[14,304,305,306,308,309,312],{},"Getting the customer a running FlowFuse — the\n",[18,307,260],{"href":259},", 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 ",[41,310,311],{},"license key applies only to\nself-hosting","; a Cloud trial never needs one.",[14,314,315],{},"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.",[14,317,318],{},"Self-hosted can trial any combination of packages based on what the license is configured to enable.",[14,320,321],{},"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.",[323,324,326],"h4",{"id":325},"generating-a-license","Generating a license",[270,328,329,338,341,344,347],{},[224,330,331,332,337],{},"Generate one by ",[18,333,336],{"href":334,"rel":335},"https:\u002F\u002Fenergetic-sanderling-4472.flowfuse.cloud\u002Fdashboard\u002Flicense",[47],"filling out this form",".",[224,339,340],{},"Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.",[224,342,343],{},"Tick the packages the customer is evaluating: Hub, Edge or Fleet. 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