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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:
- Diagnosing operational risk
- Quantifying business impact
- Validating a scalable operating model
- Reducing technical and organizational uncertainty
- 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.