| Decision Axis | Acquire | Partner |
|---|---|---|
| Maintenance Book | Existing contracted base and retention evidence | No contracted annuity base |
| Regulatory Access | Direct status / approvals that shorten market-entry time | No regulatory shortcut |
| Service Capability | Technicians, install workflows, escalation process in place | Only lead/referral or showroom presence |
| Relationship Depth | Embedded institutional referral/procurement channels | Transactional channel access only |
| Integration Benefit | Immediate margin or speed-to-market uplift after control | Low integration gain vs contract partnership |
| Dimension | Weight | Interpretation |
|---|---|---|
| Regulatory Access | 25 | Largest bottleneck in new market entry, especially HK |
| Existing Maintenance Contracts | 20 | Best predictor of recurring quality-of-earnings |
| Technician / Install Depth | 15 | Execution reliability and customer trust continuity |
| Maintenance Buildability | 15 | Future annuity conversion potential from installed base |
| Relationship Access | 15 | Speed and quality of demand capture |
| Distribution/Product Fit | 10 | Necessary but insufficient without service moat |
Codify who approves pricing, supplier terms, capital expenditure, and key account exceptions.
Move core KPI ownership from legacy owner to new leadership with weekly variance reviews.
Top account communication and service-SLA assurance to avoid trust leakage during handover.
Finalize org chart, role charters, and succession backups for all service-critical positions.