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What crosses the border, and what has to be rebuilt
The right-hand column is the part that never appears in the playbook document.
| Component of the playbook | Crosses the border | What has to be rebuilt locally |
|---|---|---|
| Discovery questions and qualification bar | Yes, essentially intact | Nothing: this is the portable core |
| Message and positioning logic | The logic yes, the wording no | The category argument, where the category is not yet believed |
| Proof and references | No | Named customers in the buyer's own segment and country |
| Price and packaging | The structure, not the level | The anchor the buyer compares against, which is local |
| Channel and partner routing | No | Standing with partners who have no reason to know you |
| Buying process and timeline | No | The actual approval path, which is institutional, not cultural |
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Reference & Evidence
Source: Author's own classification.