International Rollout · 14 Countries
Sequencing adoption across 14 markets
14 countries do not go live at once. Bulgaria goes first by 30 September, then three waves across 8 months using a repeatable onboarding playbook and a small central enablement squad, not a heavy programme.
Rollout waves
Bulgaria first, then 14 countries in three waves
By 30 Sep
Bulgaria base team
Focus
Go-live, hypercare, close every Excel workbook in scope
Exit criteria
- Weekly active > 90%
- Zero shadow-Excel for in-scope bids
- Reporting confidence signed off by leadership
Oct – Nov
Wave 1 · 3 lead markets
Focus
Country onboarding kits, local champions trained, live pipeline in the platform within 4 weeks
Exit criteria
- Weekly active > 80% per country
- Local win-rate baseline captured
- Country lead signs off adoption
Dec – Feb
Wave 2 · 5 markets
Focus
Repeatable onboarding: 2-week playbook per country, remote-led with 1 site visit
Exit criteria
- Playbook refined from Wave 1 learnings
- Weekly active > 75%
- Central reporting includes all 9 countries
Mar – May
Wave 3 · 6 markets
Focus
Onboarding fully self-serve with central enablement backstop
Exit criteria
- All 14 countries live
- Group pipeline single source of truth
- Excel bid workbooks formally retired
Enablement model
Seven building blocks
- Country onboarding playbook (2-week cadence)
- Local champion network, one per country
- Recorded training in English + local language subtitles
- Live pipeline health scorecard per country
- Central enablement squad (2 people) as backstop
- Fortnightly country-leads call for the first 6 months
- Feedback loop into central backlog for platform improvements
Country risks & mitigations
What we plan for
Local resistance to new stages / fields
Mitigation: Country champion co-designs the local flex config; no unilateral changes
Data quality varies by country
Mitigation: Country-specific migration cleanse before onboarding, not after
Language barrier slows adoption
Mitigation: Localised training assets; UI language options enabled; office-hour support in local time zones
Central capacity stretched across waves
Mitigation: Waves sized to central squad capacity; playbook maturity increases as we go