Technology & SaaS
Global Expansion Innovator
Entering three new markets exposed every undefined process at once. We standardised the operating model before the headcount arrived.
The challenge
Expansion plans assumed the existing way of working would travel. It did not. Each new region invented its own order intake, approval route and reporting format, so consolidated numbers arrived late and were challenged when they did.
What we did
Defined one target operating model for order-to-cash and applied it identically across regions.
Set approval thresholds centrally, with local delegation recorded rather than assumed.
Agreed a single KPI definition sheet so every region reported the same metric the same way.
Installed a monthly governance review spanning all territories, with a shared exception log.