What the work can cover
Understand the opportunity
Define the customer, the problem and the evidence for demand. Distinguish an observed need from an untested expectation.
Compare the routes
Examine direct entry, partners, distributors or a staged approach using consistent criteria. Consider delivery capability, dependencies and the resources required.
Design the first test
Set the smallest useful step that can challenge the main assumptions. Agree what evidence would support proceeding, changing direction or stopping.
A clear working process
- Define the target segment and the reason for entry.
- Review demand, alternatives and routes to customers.
- Check delivery capability and specialist questions.
- Set a test, an owner and a review decision.
Bring the context you already have
- The market or segment you are considering.
- Your proposed offer and the customers it is intended for.
- Evidence from customer conversations, existing sales or research.
- Your operating constraints and the partners you may depend on.
Common questions
Is this a market research report?
The scope may include reviewing and organising market evidence. A new research programme, paid data, interviews or specialist fieldwork needs to be defined and agreed separately.
Does the work include local legal or tax advice?
Those questions should be identified early and taken to appropriately qualified specialists. The strategic work records them as dependencies in the entry decision.