[{"data":1,"prerenderedAt":1131},["ShallowReactive",2],{"handbook-\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution\u002F":3,"handbook-nav":294},{"id":4,"title":5,"body":6,"description":277,"extension":286,"meta":287,"navigation":288,"path":290,"seo":291,"stem":292,"__hash__":293},"handbook\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fsolution.md","Solution",{"type":7,"value":8,"toc":276},"minimark",[9,13,43,55,59,73,97,101,132,135,206,209,213,254,260,264],[10,11,5],"h2",{"id":12},"solution",[14,15,16,17,21,22,27,28,32,33,37,38,42],"p",{},"The Solution stage is ",[18,19,20],"strong",{},"stage 3"," of the sales process and the point where the\nSolutions Engineer turns a understood problem into a concrete, testable plan.\n",[23,24,26],"a",{"href":25},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdiscovery\u002F","Discovery"," established the pain and the\n",[23,29,31],{"href":30},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fdemo\u002F","Demo"," proved FlowFuse is credible against it;\nSolution is where we decide ",[34,35,36],"em",{},"exactly"," what we will build, how we will prove it,\nand how we will run the ",[23,39,41],{"href":40},"\u002Fhandbook\u002Fsales\u002Fmeetings\u002Fpov\u002F","Proof of Value",".",[14,44,45,46,50,51,54],{},"Everything the PoV depends on is produced here. 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See the\n",[23,67,71],{"href":68,"rel":69},"https:\u002F\u002Fdocs.google.com\u002Fdocument\u002Fd\u002F1AICvYVRnVcAnY9rpcjjJMyOVqJRQQ3OFyMLD5aHP4Yo\u002Fedit",[70],"nofollow","Customer Adoption Maturity Model","\nfor the full model.",[74,75,76,91],"ul",{},[77,78,79,82,83,86,87,90],"li",{},[18,80,81],{},"Z4 — NR Scale, Ops-Immature"," is the one zone that can start from the ",[18,84,85],{},"pre-canned PoV workbook"," (the Node-RED-scale template). The customer already runs a Node-RED estate doing real work, so the use case is essentially operating it safely at scale, and the PoV proves ",[34,88,89],{},"both"," app delivery methods against their existing flows. The Solution phase here is light — mostly confirming scope.",[77,92,93,96],{},[18,94,95],{},"Every other zone needs a solid Solution phase."," There is no ready-made use case: you have to define the specific operational problem and the apps that matter to the customer before a PoV can start. 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