[{"data":1,"prerenderedAt":1270},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F":3,"handbook-nav":407},{"id":4,"title":5,"body":6,"description":385,"extension":400,"meta":401,"navigation":402,"path":403,"seo":404,"stem":405,"__hash__":406},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov.md","Proof of Value",{"type":7,"value":8,"toc":384},"minimark",[9,13,33,37,67,79,148,172,174,203,207,216,258,262,265,295,299,309,312,315,318,323,352,361,365],[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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Deals can qualify for the forecast from Stage 3 when they meet the\n",[18,55,57],{"href":56},"\u002Fhandbook\u002Fsales\u002Fforecast-review\u002F#forecast-deals","Forecast Deal criteria",".\nA ",[41,60,61],{},"completed installation","\nand ",[41,64,65],{},"technical validation"," against the agreed criteria are the exit signals that\ncarry the deal out of Validate toward Commit.",[14,68,69,70,74,75,78],{},"It runs in three arcs — the same three that shape the ",[18,71,73],{"href":72},"#process","Process"," below\nand the workbook's ",[41,76,77],{},"Plan"," tab:",[80,81,82,98],"table",{},[83,84,85],"thead",{},[86,87,88,92,95],"tr",{},[89,90,91],"th",{},"Arc",[89,93,94],{},"Sales stage",[89,96,97],{},"What happens",[99,100,101,122,135],"tbody",{},[86,102,103,109,114],{},[104,105,106],"td",{},[41,107,108],{},"Pre-PoV",[104,110,111,113],{},[18,112,31],{"href":30}," (stage 3)",[104,115,116,117,121],{},"The gates are produced — use case and value understood, apps and success criteria defined, plan agreed, FlowFuse available (see the ",[18,118,120],{"href":119},"#pre-pov-checklist","Pre-PoV checklist","). 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This page\ncovers the PoV stage itself: ",[18,164,166],{"href":165},"#where-a-pov-fits-in-the-sales-process","where it fits","\nin the sales process, and the ",[18,169,170],{"href":72},"process"," of running one.",[10,173,73],{"id":170},[14,175,176,177,179,180,183,184,187,188,191,192,195,196,199,200,202],{},"A PoV moves through a small number of phases, all tracked in the workbook's\n",[41,178,77],{}," tab: ",[41,181,182],{},"pre-PoV gates"," clear, then ",[41,185,186],{},"kickoff"," (agree the plan and\nsuccess criteria, and schedule every check-in and the wrap-up), ",[41,189,190],{},"install",",\n",[41,193,194],{},"execute"," (prove each scoping criterion in turn), and ",[41,197,198],{},"wrap-up"," (sign-off\nagainst the criteria). The commercial follow-on lives in the ",[41,201,141],{}," section\nof the same plan.",[204,205,120],"h3",{"id":206},"pre-pov-checklist",[14,208,209,210,212,213,215],{},"Before a PoV starts, five things must be true. The first four are the output of\nthe ",[18,211,31],{"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 ",[41,214,77],{}," tab. Starting a PoV before they\nare met is the most common way one stalls.",[217,218,219,229,235,241,247],"ol",{},[220,221,222,225,226,228],"li",{},[41,223,224],{},"The use case and its business impact are understood."," ",[18,227,21],{"href":20}," has established the pain and what solving it is worth to the customer.",[220,230,231,234],{},[41,232,233],{},"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.",[220,236,237,240],{},[41,238,239],{},"Success criteria are well defined."," Each criterion has a concrete, agreed pass signal, so \"success\" is not open to interpretation when the PoV ends.",[220,242,243,246],{},[41,244,245],{},"The plan is agreed with the customer."," Tasks, owners and dates are agreed jointly, not just internally.",[220,248,249,252,253,257],{},[41,250,251],{},"FlowFuse is available to test."," The customer has either installed FlowFuse (self-hosted) or signed up for a Cloud trial — set up as the ",[18,254,256],{"href":255},"\u002Fhandbook\u002Fsales\u002Fflowfuse-trial-environment\u002F","FlowFuse Trial Environment"," during the Solution stage.",[204,259,261],{"id":260},"pov-meetings","PoV meetings",[14,263,264],{},"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.",[266,267,268,279,289],"ul",{},[220,269,270,273,274,278],{},[41,271,272],{},"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 ",[18,275,277],{"href":276},"#generating-a-license","trial license key"," to install on their own server.",[220,280,281,284,285,288],{},[41,282,283],{},"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 ",[41,286,287],{},"Questions"," tab between calls.",[220,290,291,294],{},[41,292,293],{},"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.",[204,296,298],{"id":297},"licensing","Licensing",[14,300,301,302,304,305,308],{},"Getting the customer a running FlowFuse — the\n",[18,303,256],{"href":255},", 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. 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