Deal Complexity Questionnaire

Answer the questions below about your deal. You do not need to know the framework — just describe how it works, and this will tell you the type.

Counting where you bill, do the work, and deliver — how many countries are involved?

One countryThe whole deal is billed, built, and delivered in a single nation. Two countriesTwo nations are involved across billing, the work, and delivery. Three countries, in three distinct rolesFor example: billed in one nation, staged or built in a second, delivered to a third. Delivery spans many countries at onceGoods or services are delivered across several nations under one deal.

How is the customer billed?

One invoice, in a single currencyNo currency conversion; everything is billed as one, natively. One currency, converted from othersLocal amounts are rolled up and converted to a single host currency — for example, everything to USD. Separate local invoices, each in its own currencyEach national division or entity is billed locally in its own currency.

Do you bill and deliver in the same country?

Only matters when two countries are involved.

Yes — bill and deliver in the same countryThe customer and delivery are at home; the work is done offshore. No — deliver to a different country than we bill fromBilled at home; the work and delivery happen in another nation. Not applicableThis deal is not a two-country deal.

Is the business unit selling this deal in a different country than where it is billed, built, and delivered?

Only matters when the whole deal is in one country.

No — the selling unit is localThe unit that originated the deal is in the same country as the work. Yes — a unit in another country originated itOnly the originating business unit sits elsewhere.

See where this sits in the decision matrix →

New Era Technology — Strategy & Operations Team Internal reference · draft pending human review