Start with the buyer
Define the buyer segment, the requirement your offer addresses and the organisation that owns the budget. A country-wide market estimate does not identify the first accessible account. Build the initial approach around a specific buying situation.
Choose a role that fits
A distributor, commercial representative and operating partner do not carry the same responsibilities. Determine who sells, who contracts, who delivers and who supports the customer. The appropriate contractual form needs to match the activity; specialist advice may be needed to establish it.
Test access before expanding
Identify a bounded group of relevant accounts or partners. Test whether the offer reaches the right people and whether their requirements fit your capabilities. Record the objections and missing conditions. Use this evidence to decide whether further investment is justified.
Keep execution accountable
Agree the territory, scope, reporting, authority and remuneration in writing. Define what counts as a qualified opportunity and who owns the next action. Local representation creates value when it carries the commercial work forward and reports what is actually happening.