Operating & Commercial Model

Questions this answers

Should this market be run direct, through a partner, or remotely?

The operating-model options are set out with their tradeoffs rather than presented as one answer — direct entity, distributor or partner, remote-digital, or a mix — and read against what this business can actually resource.

Our model worked at home and doesn't here. Why?

Usually because something the home market carried for free has to be paid for explicitly here: a channel, a trust signal, a service expectation, or a step in how buyers decide. The review looks for which part of the model the new market does not support.

How should the team be set up across markets?

Entity, team and reporting structure come as a recommendation for the markets in question. The scope is commercial operations — who owns revenue in which market, and what they need to decide locally.

Is the commercial model itself right — channel, pricing, packaging?

Channel and distribution model and per-market pricing and packaging are both reviewed. This is the question of how the business earns, not just how it is arranged.

What has to change first?

The engagement ends in a sequencing plan: what changes first, what depends on it, and what has to wait. Changing an operating model and a commercial model at the same time is usually what makes both fail.