handbook: rework sales meetings into SE stages + PoV assets

nuxt/content/handbook/marketing/programs.md

@@ -72,7 +72,7 @@ the value of our product.
     an excellent in-app experience.
   - **Sales-Led Proof of Concept (PoC)**: For larger or more complex
     deployments, prospective customers may engage in a structured Proof of
-    Concept. This is a [sales-led process](/handbook/sales/meetings/poc/)
+    Concept. This is a [sales-led process](/handbook/sales/meetings/pov/)
     designed to validate specific use cases. Marketing supports this motion by
     providing relevant content and materials like customer stories and technical
     documentation.

nuxt/content/handbook/sales/demo-apps.md

@@ -0,0 +1,33 @@
+---
+title: "Demo Apps"
+navigation:
+  order: 13.7
+  icon: i-lucide-layout-grid
+---
+
+## Demo Apps
+
+The **Demo Apps** team in FlowFuse is where all of our demo apps live — a
+first-class asset alongside the [PoV Workbook](/handbook/sales/pov-workbook/) and
+the [FlowFuse Trial Environment](/handbook/sales/flowfuse-trial-environment/).
+
+It is **publicly available** by design. A prospect can find a use case relevant to
+them and explore it from the front end; the [Demo](/handbook/sales/meetings/demo/)
+then becomes a walk through the *backend* of a use case they have already seen.
+Because each app is a different use case, the team as a whole shows that FlowFuse is
+truly a platform for solving many use cases — not a single tool.
+
+## Publishing criteria
+
+Every app contributed to the Demo Apps team must meet these criteria:
+
+1. **Hosted on the Demo Apps team.** The app lives in the Demo Apps FlowFuse team, not a personal instance or a one-off environment.
+2. **A PoV doc for the use case.** Every contributed use case has a [PoV workbook](/handbook/sales/pov-workbook/) defined that showcases FlowFuse's value *over Node-RED* — what the platform adds beyond the flows themselves.
+3. **Built with the app delivery methods.** The app uses one or both of FlowFuse's [app delivery methods](/application-guide/flowfuse/app-delivery-methods/).
+4. **Conforms to an app pattern.** The app follows one of the app patterns in the Application Guide — a [hardware app](/application-guide/flowfuse/hardware-apps/) or a [software app](/application-guide/flowfuse/software-apps/).
+5. **Uses the App Registry UI node.** The app must use the App Registry UI node so it connects to the rest of the demo-apps ecosystem and is discoverable from the other demo apps.
+6. **A built-in architecture page.** The app must include an architecture page that is the PoV doc visualized on the front end of the app — so a prospect exploring the front end sees the same architecture the PoV describes.
+
+Together these make each demo app self-describing: a prospect arrives at a use
+case, sees its architecture and value on the front end, and the sales
+[Demo](/handbook/sales/meetings/demo/) picks up from there in the backend.

nuxt/content/handbook/sales/engagements.md

@@ -160,7 +160,7 @@ as evidenced by a PO or signed quote, is the sole determinant.
      - Invite customer as owner to the team
      - Remove own email adress after sign up customer
    - _Self-Managed_
-     - Generate a [license key](../sales/meetings/poc.md#generating-a-license)
+     - Generate a [license key](../sales/meetings/pov.md#generating-a-license)
      - Send the license key with the onboarding email to the customer, following
        this
        [HubSpot Template](https://app-eu1.hubspot.com/templates/26586079/edit/135404737?q=welco&page=1).

nuxt/content/handbook/sales/flowfuse-trial-environment.md

@@ -0,0 +1,46 @@
+---
+title: "FlowFuse Trial Environment"
+navigation:
+  order: 13.6
+  icon: i-lucide-server
+---
+
+## FlowFuse Trial Environment
+
+The **FlowFuse Trial Environment** is the running FlowFuse the customer tests in
+during a Proof of Value — a first-class asset of the engagement, alongside the
+[PoV Workbook](/handbook/sales/pov-workbook/). It is set up in the
+[Solution](/handbook/sales/meetings/solution/) stage (it is item 5 of the
+[Pre-PoV checklist](/handbook/sales/meetings/pov/#pre-pov-checklist)) and is where
+the [PoV](/handbook/sales/meetings/pov/) is run.
+
+**Where FlowFuse lives defines it.** The architecture decision of where FlowFuse
+itself runs — in the cloud, or on the customer's own infrastructure — is the same
+decision as which trial environment they get. See
+[Architectures](/application-guide/flowfuse/architectures/) in the Application Guide.
+
+## Two forms
+
+### Cloud trial
+
+The prospect self-services at https://app.flowfuse.com/account/create for a 30-day
+trial of FlowFuse Cloud. To test Enterprise features, apply a coupon code to their
+Stripe account and elevate their Tier after they create the trial account.
+
+### Self-hosted
+
+The customer installs FlowFuse on their own server. A self-hosted install needs a
+trial [license key](/handbook/sales/meetings/pov/#generating-a-license) to unlock
+paid-for features, and every self-hosted PoV call should have an engineer present.
+
+The licensing tasks — issuing a key and extending a trial — are covered on the
+[PoV page](/handbook/sales/meetings/pov/#licensing).
+
+## When trial licenses are used
+
+Trial licenses are not a general giveaway — they exist to support the sales
+process and help a customer understand the value of the platform.
+
+- **Open source** — any customer can use the open-source version of FlowFuse for whatever they want, no license required.
+- **Cloud trial** — the FlowFuse Cloud trial area is free for 30 days by default, self-service, with no license needed.
+- **Trial (Enterprise) licenses** — self-hosted trial license keys are handed out **only within a defined PoV process**. Their purpose is to let the customer evaluate the Enterprise platform during a scoped Proof of Value, not to provide free Enterprise use outside one.

nuxt/content/handbook/sales/index.md

@@ -76,7 +76,10 @@ rules.
 - [Systems & Tools](./tools.md) — the commercial tech stack
 - [Onboarding & Development](./onboarding.md) — ramping and growing the team
 - [Processes](./processes/) — the process and methodology index
-- [Sales Meetings](./meetings/) — [Discovery](./meetings/discovery.md), [Demo](./meetings/demo.md), [PoC](./meetings/poc.md)
+- [Sales Meetings](./meetings/) — [Discovery](./meetings/discovery.md), [Demo](./meetings/demo.md), [Solution](./meetings/solution.md), [PoV](./meetings/pov.md)
+- [PoV Workbook](./pov-workbook.md) — the deal document that spans the SE stages, and its shared definitions
+- [FlowFuse Trial Environment](./flowfuse-trial-environment.md) — the running FlowFuse the customer tests in, and the trial-license policy
+- [Demo Apps](./demo-apps.md) — the public FlowFuse team where our demo apps live, and the criteria for publishing to it
 - [Engagements & Pricing](./engagements.md)
 - [Forecast Review](./forecast-review.md)
 - [Sales Deck](./sales-deck.md) and [Pricing Decks](./pricing-decks.md)

nuxt/content/handbook/sales/meetings/demo.md

@@ -1,17 +1,34 @@
 ---
 title: "Demo"
+navigation:
+  order: 2
 ---
 # Demo
 
 This document explains the process of delivering a sales demo of the features of FlowFuse. It is not intended to cover all features but to give potential customers a good understanding of FlowFuse's value.
 The demo outlined below is tailored for customers who are already familiar with Node-RED. A separate demo flow for Node-RED-unaware audiences is currently in development.
 
+## What the Demo establishes
+
+The Demo is where the customer first meets the **[FlowFuse Application Guide](/application-guide/flowfuse/overview/)**. Its job is to establish two things:
+
+- **Fundamentals** — what FlowFuse is and its core pieces. → [Foundations](/application-guide/flowfuse/foundations/)
+- **App delivery methods** — shipping the whole app by pipeline, or publishing reusable components to the Team Library. → [App delivery methods](/application-guide/flowfuse/app-delivery-methods/)
+
+The use case shown in the demo is a **hook**, not the point — ideally something close or relatable to the customer's own problem from [Discovery](/handbook/sales/meetings/discovery/) — used to make the delivery methods concrete. Coming out of the Demo, the customer should understand the **fundamentals** and the **delivery methods**: enough to move into the [Solution](/handbook/sales/meetings/solution/) stage, where the rest of the guide is tailored to their environment.
+
 ## Setup - Before the Demo
 
 We have a team prepared on FlowFuse Cloud called [Acme Manufacturing Corp](https://app.flowfuse.com/team/acme-man-corp/overview) which includes everything you will need to complete this demo.
 
 ## Script for FlowFuse Demo
 
+> **Note:** This script is the current process and will be replaced soon, once the
+> new demo infrastructure — the [Demo Apps](/handbook/sales/demo-apps/) team — is
+> fully established. The emerging model is that a prospect first explores a use case
+> on the front end of a demo app, and the demo becomes a walk through its backend.
+
+
 1.  **Introduction to FlowFuse**
     *   Explain that FlowFuse is a platform that allows users to host and manage instances of Node-RED, a popular open-source flow-based programming tool.
     *   Mention that FlowFuse can be deployed in the cloud (e.g., AWS), on-premises, or in air-gapped networks, and the workflows demonstrated will work the same way regardless of the deployment model.

nuxt/content/handbook/sales/meetings/discovery.md

@@ -1,11 +1,34 @@
 ---
 title: "Discovery Meeting"
+navigation:
+  order: 1
 ---
 
-The goal of the discovery call is to get to know the prospective client and the
-problem that FlowFuse may be able to help them.
+## Discovery
+
+The Discovery call is **stage 1** of the sales process — the first meeting the SE
+and AE run together. Its goal is to get to know the prospective client and the
+problem FlowFuse may be able to help them solve, and to turn that problem into a
+**use case**.
 
 FlowFuse will use the "Discovery Call Playbook" in HubSpot, [Learn how to use
 playbooks](https://knowledge.hubspot.com/playbooks/use-playbooks#use-playbooks-in-contact-company-deal-ticket-or-custom-crm-records).
+Discovery follows the [SPICED](https://docs.google.com/spreadsheets/d/1WKz_ll6bLxkkRlZ4K94Va1laGksHXleo8Pnv0aB08lU) framework — Situation, Pain, Impact, Critical Event, Decision — to surface not just the pain but what it is worth and how the customer will decide.
+
+## What Discovery produces
+
+Discovery owns the first portion of the [PoV Workbook](/handbook/sales/pov-workbook/):
+the **use case** — the customer's pain, tied to its business impact. It may surface
+candidate apps, but they don't take form yet; that happens once the customer
+understands FlowFuse's fundamentals in the [Demo](/handbook/sales/meetings/demo/)
+and the solution is shaped in [Solution](/handbook/sales/meetings/solution/).
+
+Discovery is also where you begin to place the customer in a **zone** — Node-RED
+maturity against operational maturity — which shapes how the rest of the engagement
+runs (see the [Customer Adoption Maturity Model](https://docs.google.com/document/d/1AICvYVRnVcAnY9rpcjjJMyOVqJRQQ3OFyMLD5aHP4Yo/edit)). There are dedicated Z2 and Z4 discovery playbooks for this.
+
+## Next step
 
-The next step depends on the outcome of the call, but usually results in a more technical discussion, product demonstration, or sending relevant content to follow-up on at an appropriate time in the future.
+The next step depends on the outcome of the call, but usually results in a more
+technical discussion, a product [Demo](/handbook/sales/meetings/demo/), or sending
+relevant content to follow up on at an appropriate time in the future.

nuxt/content/handbook/sales/meetings/index.md

@@ -26,10 +26,13 @@ The number of times FlowFuse will meet with a customer depends mostly on the
 customer. However, in all cases FlowFuse would like to have an initial
 [Discovery Call](/handbook/sales/meetings/discovery/).
 
-A discovery call is generally followed by a [Demo](/handbook/sales/meetings/demo/). 
+A discovery call is generally followed by a [Demo](/handbook/sales/meetings/demo/).
+
+The Solutions Engineer then shapes the [Solution](/handbook/sales/meetings/solution/):
+the specific apps, success criteria and plan that will be proven.
 
 To validate the solution to the problem the customer is experiencing, FlowFuse will
-aid in a [POC](/handbook/sales/meetings/poc/).
+aid in a [PoV](/handbook/sales/meetings/pov/).
 
 ## Using Fathom Notetaker