From 6cca873fcc73b2a83e7e0b2d16493c1ea4db1d4f Mon Sep 17 00:00:00 2001 From: Michael Davis Date: Sun, 25 Jan 2026 19:01:28 -0800 Subject: [PATCH] Create v2/processes/nr-scale.md --- src/handbook/sales/v2/processes/nr-scale.md | 188 ++++++++++++++++++++ 1 file changed, 188 insertions(+) create mode 100644 src/handbook/sales/v2/processes/nr-scale.md diff --git a/src/handbook/sales/v2/processes/nr-scale.md b/src/handbook/sales/v2/processes/nr-scale.md new file mode 100644 index 0000000000..dec2fe2716 --- /dev/null +++ b/src/handbook/sales/v2/processes/nr-scale.md @@ -0,0 +1,188 @@ +# NR Scale Sales Process + +## Purpose + +The NR Scale sales process is designed for organizations that have already adopted Node-RED and are now facing challenges related to scale, governance, security, reliability, and organizational adoption. + +This process helps customers move from fragmented or experimental Node-RED usage to a controlled, enterprise-ready operating model. + +--- + +## When to Use This Process + +This process applies when: + +- Node-RED is already in use across teams, sites, or use cases +- The customer has committed to Node-RED as a strategic technology +- Pain is driven by scale, risk, or operational fragility — not evaluation +- The buyer is seeking a **management and governance framework**, not a new tool + +This is **not** an early-stage evaluation or proof-of-value motion. + +--- + +## Sales Motion Overview + +The NR Scale process is a **risk-reduction and standardization motion**, not a feature-led sale. + +Primary buyer concerns typically include: +- Security and access control +- Deployment consistency +- Operational visibility +- Compliance and auditability +- Long-term scalability and maintainability + +The sales motion progresses by: +1. Diagnosing operational risk +2. Quantifying business impact +3. Validating a scalable operating model +4. Reducing technical and organizational uncertainty +5. Securing executive alignment + +--- + +## Process Stages and Meetings + +### Meeting 1a: Discovery + +**Goal:** Understand the current Node-RED footprint, operating model, and sources of risk before introducing solutions. + +**Focus areas:** +- Where and how Node-RED is deployed today +- Ownership and governance gaps +- Operational pain, fragility, and risk exposure +- Stakeholders and decision-making structure + +**Exit signal:** +Clear articulation of operational pain and agreement to explore impact. + +--- + +### Meeting 1b: Impact / Technical Deep Dive + +**Goal:** Diagnose operational impact, quantify risk, and define the critical event driving change. + +**Focus areas:** +- Architecture and deployment patterns +- Security, compliance, and reliability gaps +- Cost of inaction (downtime, rework, risk) +- Timeline and triggering events + +**Exit signal:** +Agreement on impact, urgency, and evaluation scope. + +--- + +### Meeting 2a: Champion Demo + +**Goal:** Equip the champion to confidently advocate internally by connecting FlowFuse capabilities to their specific challenges. + +**Focus areas:** +- Mapping problems to operating model improvements +- Demonstrating governance, control, and visibility +- Addressing internal skepticism or objections + +**Exit signal:** +Champion alignment and internal momentum. + +--- + +### Meeting 2b: Stakeholder Demo / Workshop + +**Goal:** Build cross-functional alignment and surface objections early. + +**Focus areas:** +- Executive and technical stakeholder concerns +- Validation of proposed operating model +- Risk, security, and compliance discussions +- Agreement on evaluation approach + +**Exit signal:** +Buying committee alignment and PoC agreement. + +--- + +### Meeting 3: PoC Kickoff + +**Goal:** Define success criteria and remove technical uncertainty. + +**Focus areas:** +- PoC objectives and scope +- Success metrics and validation criteria +- Roles, responsibilities, and timeline +- Risk areas to explicitly test + +**Exit signal:** +Clear PoC plan with agreed success criteria. + +--- + +### Meeting 4: PoC Review + +**Goal:** Validate solution fit and confirm the business case. + +**Focus areas:** +- PoC results vs success criteria +- Operational improvements demonstrated +- Remaining risks or gaps +- Readiness to proceed commercially + +**Exit signal:** +Decision to proceed to proposal. + +--- + +### Meeting 5: Proposal & Timeline Review + +**Goal:** Align on commercial terms and rollout plan. + +**Focus areas:** +- Pricing and packaging +- Deployment and expansion assumptions +- Implementation approach +- Contractual considerations + +**Exit signal:** +Alignment on proposal and path to close. + +--- + +### Meeting(s) 6: Executive / Procurement Review + Close + +**Goal:** Secure formal commitment. + +**Focus areas:** +- Executive confirmation of value and ROI +- Procurement and legal finalization +- Decision-maker approval + +**Exit signal:** +Signed agreement. + +--- + +## Key Principles + +- Lead with **risk and governance**, not features +- Avoid positioning FlowFuse as “another tool” +- Anchor decisions to operational impact and scale +- Surface objections early and explicitly +- Progress only when intent and alignment are real + +--- + +## Ownership and Collaboration + +- **Sales** owns opportunity progression and commercial outcomes +- **Solution Engineering** owns technical validation and risk reduction +- **Customer Success** prepares for post-sale adoption and scale +- **Professional Services** supports scoped acceleration where required + +--- + +## How This Page Is Used + +This page defines the **standard NR Scale sales motion**. +Execution details, talk tracks, and enablement live in supporting playbooks. + +The process may be adapted intentionally, but deviations should be conscious and documented.