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handbook/sales: gate the PoV environment on outbound network access, not just install #5724

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2 changes: 1 addition & 1 deletion nuxt/content/handbook/sales/meetings/pov.md
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Expand Up @@ -59,7 +59,7 @@ are met is the most common way one stalls.
2. **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.
3. **Success criteria are well defined.** Each criterion has a concrete, agreed pass signal, so "success" is not open to interpretation when the PoV ends.
4. **The plan is agreed with the customer.** Tasks, owners and dates are agreed jointly, not just internally.
5. **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](/handbook/sales/flowfuse-trial-environment/) during the Solution stage.
5. **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](/handbook/sales/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 **install and update nodes and packages** — with any firewall change requested *and proven* before the PoV starts, not discovered mid-PoV. See [Networking requirements](/docs/install/networking-requirements/).

### PoV meetings

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2 changes: 1 addition & 1 deletion nuxt/content/handbook/sales/meetings/solution.md
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Expand Up @@ -57,7 +57,7 @@ that FlowFuse is an app platform rather than a way to run Node-RED.
2. **The apps that will solve it.** The app or apps are scoped against FlowFuse's [app delivery methods](/application-guide/flowfuse/app-delivery-methods/) and app patterns (above), so the PoV showcases FlowFuse as an app-building platform — not a test of Node-RED. One use case may take one app or several.
3. **Well-defined success criteria.** Each thing the PoV must prove is written as a concrete pass signal both sides agree on, so "success" is settled before testing starts.
4. **An agreed plan.** The tasks, owners and dates are agreed *with the customer*.
5. **A ready environment.** The customer is set up to test in a [FlowFuse Trial Environment](/handbook/sales/flowfuse-trial-environment/) — a Cloud trial or a self-hosted install. Its form follows the architecture decision above: where FlowFuse lives.
5. **A ready environment.** The customer is set up to test in a [FlowFuse Trial Environment](/handbook/sales/flowfuse-trial-environment/) — a Cloud trial or a self-hosted install. Its form follows the architecture decision above: where FlowFuse lives. For a **self-hosted** install, "installed" is not the same as "ready": the environment must also be able to reach the hosts FlowFuse needs — above all to **install and update nodes and packages** — or the PoV stalls the first time someone adds a node. On locked-down OT or air-gapped networks, get the required outbound access filed *and proven* here, in Solution, not during the PoV. Hand the customer's network team the [Networking requirements](/docs/install/networking-requirements/) list, and validate a real package install against it — some packages pull native builds from arbitrary hosts that can't be fully enumerated, so a working allowlist is the thing to confirm, not assume.

These five outputs are the same five gates as the
[Pre-PoV checklist](/handbook/sales/meetings/pov/#pre-pov-checklist): Solution's job
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