FIELDPROOF
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For solutions and sales engineering

Stand up a proof in their environment before the deal cools off.

Their integration, their success bar, a run they can react to. What they say comes back into the product.

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Product in. Their environment up. A number. The change they asked for.

01 — The stall

The account asks whether it will hold up for them.

The answer is their config, an integration, a benchmark, and a slide. The deal waits while that proof is still a project.

  1. 01

    Their config

    Written into a document. Not applied where they will run it.

  2. 02

    An integration

    Described as a plan. Not connected to their systems.

  3. 03

    A benchmark

    Taken in your lab. Not against their load.

  4. 04

    A slide

    The answer they were handed, still sitting in a deck.

02 — One workflow, both jobs

Sales engineering brings the bar. Solutions makes it real.

Sales engineering

The customer's bar

  • The environment they will actually run.
  • The latency, or the business outcome, they named.
  • What they will say yes to.

Solutions

That bar, made real

  • The integration.
  • The harness.
  • The numbers.

Both leave with something to take back to the account.

03 — Four beats

One path, from the repo to the reaction.

  1. 01

    Learn

    Learn the product from the repo, Terraform, and how it actually runs.

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    Repo. Terraform. How it actually runs.

  2. 02

    Stand up

    Stand up their version: their config, their scale, their success bar.

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    Their config. Their scale. Their success bar.

  3. 03

    Measure

    Measure it. Two kinds of score, labeled honestly.

    Measured. System criteria are measured: latency, errors, throughput, sizing, recovery.

    Replay. Business criteria are a replay of their own data, labeled as a replay.

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    Measured, and a replay. Labeled as a replay.

  4. 04

    Bring it home

    Bring the reaction home, so the next change is in the product.

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    Their reaction. The next change, in the product.

04 — Two use cases, one path

The same work. A different bar.

On-prem secrets manager

A team selling it to a bank. They need a DR layout.

The proof measures latency, leader-election time, and recovery time on that layout.

Primary

Region A

Standby

Region B

Witness

Region C

Latency
44 ms
Leader election
6.2 s
Recovery
11.2 s

AI support assistant

Tickets, identity, and the network.

Integration into the customer's tickets, identity, and network is the same kind of job. “Tickets closed this month” is a replay of their ticket set: how many would have closed, how many would still have escalated, on that set.

Replay

Tickets closed this month

Their ticket set
4,812
Would have closed
3,104
Would still have escalated
1,708

A replay of their ticket set. Not next month's production number.

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The call is a walkthrough of one customer proof, then time to map it onto a live deal.

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