A territory is not a pipeline
Country rights create no value without a shortlist of buyers, use cases, decision-makers and opportunities.
Protection must work both ways
The principal needs visibility and brand control; the representative needs account and opportunity protection for documented work.
Expansion should be earned
Rights can widen after technical meetings, RFQs, bids, revenue and support performance show repeatable fit.
What to verify
- Differentiation and evidence
- Named accounts
- Territory and excluded channels
- Opportunity-registration rules
- Technical and commercial owners
- Meeting, RFQ and revenue milestones