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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. 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