THE CHALLENGE
Management decision
India enquiries existed, but distributor enthusiasm could not establish where repeatable demand actually existed.
CONSTRAINTS
What made the decision difficult
- No India entity or sales team
- Complex application-led buying
- Management required evidence before committing fixed cost
- Distributor claims were not treated as demand evidence
TIMELINE
10–12 weeks
Staged so management can stop, modify or increase commitment as evidence improves.
EXPECTED JOURNEY
Evidence → decision → execution
Diagnose uncertainty, validate it in India, make an explicit investment gate, then execute the approved next stage.
Solution design
- Define ICP and application hypotheses
- Map states, clusters and named accounts
- Run primary buyer/distributor validation
- Test product fit and price corridor
- Select route-to-market
- Launch a controlled 90-day pipeline
KPIs
Buyer validation rate
Qualified opportunity count
Pilot/proposal conversion
Validated price corridor
Sales-cycle evidence
Evidence-confidence score
End execution plan
- Weeks 1–2: decision framing and market map
- Weeks 3–6: buyer interviews and product/price validation
- Weeks 7–9: channel model and partner shortlist
- Weeks 10–12: GO / MODIFY / VALIDATE / STOP gate
- Next 90 days: named-account pilots, partner KPIs and weekly pipeline review
Government / regulatory / legal
- HS classification/import conditions checked for the actual equipment
- BIS/QCO or sector standards screened where applicable
- GST/import/customs treatment validated before commercial commitment
- Contract, warranty, data/IP and distributor terms reviewed by qualified advisers
Control: applicability must be confirmed for the actual product, activity, entity, state and transaction by the appropriate qualified specialist/authority.
END RESULT
Decision state
A defensible market-entry decision, prioritized accounts and an executable first-90-day sales plan
IMPACT
Why it matters
Turns 'India is a large market' into a testable revenue thesis.