Proof of Value
A Proof of Value (PoV) is the stage where FlowFuse and the prospective customer jointly prove that FlowFuse solves the specific problem uncovered during Discovery and shown in the Demo. Unlike a generic "kick the tyres" trial, a PoV is scoped in the Solution stage — the apps that will solve the use case, the success criteria they are judged against, and the plan are all agreed before it starts — and it ends in a clear decision.
Where a PoV fits in the sales process
A PoV is stage 4 — Validate of the sales process: the technical heart of the Evaluation phase, jointly owned by the AE and SE. It is where a deal moves from best case into forecast — the customer has agreed the problem is worth solving, and the PoV proves FlowFuse is the solution. A completed installation and technical validation against the agreed criteria are the exit signals that carry the deal out of Validate toward Commit.
It runs in three arcs — the same three that shape the Process below and the workbook's Plan tab:
| Arc | Sales stage | What happens |
|---|---|---|
| Pre-PoV | Solution (stage 3) | The gates are produced — use case and value understood, apps and success criteria defined, plan agreed, FlowFuse available (see the Pre-PoV checklist). A PoV should not start until they are. |
| PoV | Validate (stage 4) | Prove each scoping criterion. Completed installation and technical validation are the exit criteria. |
| Post-PoV | Moving to Commit (stage 5) and Closing | A successful PoV feeds the business case, Economic Buyer alignment and paper process that carry the deal to close. |
A PoV is run from the PoV Workbook — the single document that spans the whole engagement — using the shared definitions defined there. This page covers the PoV stage itself: where it fits in the sales process, and the process of running one.
Process
A PoV moves through a small number of phases, all tracked in the workbook's Plan tab: pre-PoV gates clear, then kickoff (agree the plan and success criteria, and schedule every check-in and the wrap-up), install, execute (prove each scoping criterion in turn), and wrap-up (sign-off against the criteria). The commercial follow-on lives in the Post-PoV section of the same plan.
Pre-PoV checklist
Before a PoV starts, five things must be true. The first four are the output of the Solution stage (stage 3) — they are produced there, not during the PoV — and the fifth is getting access. They are also the gates tracked in the workbook's Plan tab. Starting a PoV before they are met is the most common way one stalls.
- The use case and its business impact are understood. Discovery has established the pain and what solving it is worth to the customer.
- 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.
- Success criteria are well defined. Each criterion has a concrete, agreed pass signal, so "success" is not open to interpretation when the PoV ends.
- The plan is agreed with the customer. Tasks, owners and dates are agreed jointly, not just internally.
- FlowFuse is available to test. The customer has either installed FlowFuse (self-hosted) or signed up for a Cloud trial — set up as the FlowFuse Trial Environment during the Solution stage.
PoV meetings
Every PoV meeting is scheduled up front, at the kickoff, so the cadence is agreed and the wrap-up is already on the calendar before any testing begins.
- 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 trial license key to install on their own server.
- 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 Questions tab between calls.
- Wrap-up / 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.
Licensing
Getting the customer a running FlowFuse — the FlowFuse Trial Environment, a Cloud trial or a self-hosted install — is set up in the Solution stage. The licensing tasks the SE performs during the PoV live here. A license key applies only to self-hosting; a Cloud trial never needs one.
Generating a license
- Generate one by filling out this form.
- Trial license expiry date should be set for 30 days, even in cases where longer than 30 days may be warranted.
- Include 10 users, 10 teams, and 10 Node-RED instances on the Enterprise Tier.
All generated licenses are added to this sheet automatically.
Extending a trial
- Cloud — use the 'Extend Trial' button on the Team Settings page (platform Administrators only). Without admin access, raise a CloudProject change request with details.
- Self-hosted — issue a new license key with a later expiry. Trial extensions need to be approved by management.