A broad market is not a target market
A useful entry plan starts with a narrow client profile, a defined use case and a specific buying function.
Interest is not qualification
Qualification requires a real problem, access to a decision maker, budget logic and a workable next step.
Localisation includes the sales process
The proposition, proof points, response times and follow up process must fit the buyer.
Partner incentives need scrutiny
Review a prospective partner’s client access, technical ability, sales priority and reporting discipline.
Market feedback must change the plan
Repeated objections about price, certification, delivery or support should change the operating plan.