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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.",[224,252,253,256,257,261,262,265,266,269,270,274],{},[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. For a self-hosted install this is more than \"installed\": the environment must be able to reach the hosts FlowFuse needs — in particular to ",[41,263,264],{},"install and update nodes and packages"," — with any firewall change requested ",[55,267,268],{},"and proven"," before the PoV starts, not discovered mid-PoV. See ",[18,271,273],{"href":272},"\u002Fdocs\u002Finstall\u002Fnetworking-requirements\u002F","Networking requirements",".",[208,276,278],{"id":277},"pov-meetings","PoV meetings",[14,280,281],{},"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.",[283,284,285,296,306],"ul",{},[224,286,287,290,291,295],{},[41,288,289],{},"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. 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A ",[41,323,324],{},"license key applies only to\nself-hosting","; a Cloud trial never needs one.",[327,328,330],"h4",{"id":329},"generating-a-license","Generating a license",[283,332,333,341,344],{},[224,334,335,336,274],{},"Generate one by ",[18,337,340],{"href":338,"rel":339},"https:\u002F\u002Fenergetic-sanderling-4472.flowfuse.cloud\u002Fdashboard\u002Flicense",[47],"filling out this form",[224,342,343],{},"Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.",[224,345,346],{},"Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.",[14,348,349,350,355],{},"All generated licenses are added ",[18,351,354],{"href":352,"rel":353},"https:\u002F\u002Fdocs.google.com\u002Fspreadsheets\u002Fd\u002F1wM_o8IWjjkwi-WMRueKfS-lrmkQYzV83xm4BIzZNAO0",[47],"to this sheet"," automatically.",[327,357,359],{"id":358},"extending-a-trial","Extending a trial",[283,361,362,373],{},[224,363,364,367,368,372],{},[41,365,366],{},"Cloud"," — use the 'Extend Trial' button on the Team Settings page (platform Administrators only). 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