{
  "publisher": "E2M Research",
  "updated": "2026-09-25",
  "methodology": "Operational decision framework built from official-source constraints and observed SERP information gaps; not legal or tax advice.",
  "rows": [
    {
      "stage": "Customer qualification",
      "question": "Can the target buyer onboard a foreign supplier?",
      "evidence": "Ask procurement before proposal",
      "no_entity_path": "Direct foreign-vendor onboarding where buyer policy allows",
      "local_trigger": "Repeated buyer rejection of foreign suppliers",
      "owner": "Sales + Procurement"
    },
    {
      "stage": "Contracting",
      "question": "Which legal entity signs and under what law/currency?",
      "evidence": "Draft contracting path approved by buyer",
      "no_entity_path": "Cross-border contract",
      "local_trigger": "Local contract becomes recurring buyer requirement",
      "owner": "Commercial + Legal"
    },
    {
      "stage": "Fiscal route",
      "question": "What document can the buyer book and what tax treatment applies?",
      "evidence": "Finance/tax review for the transaction",
      "no_entity_path": "Foreign invoice/remittance route where applicable",
      "local_trigger": "Local fiscal document becomes decisive across deals",
      "owner": "Finance + Tax adviser"
    },
    {
      "stage": "Payment",
      "question": "Can the buyer pay abroad or use a regulated local-payment intermediary?",
      "evidence": "Treasury/payment path confirmed",
      "no_entity_path": "International remittance or cross-border PSP/MoR route",
      "local_trigger": "Payment friction or economics repeatedly kills deals",
      "owner": "Finance + Treasury"
    },
    {
      "stage": "Goods delivery",
      "question": "Who is importer/declaring party and who owns landed-cost obligations?",
      "evidence": "Import responsibility mapped before shipment",
      "no_entity_path": "Customer/distributor/trading company acts locally where appropriate",
      "local_trigger": "Need to own inventory/import process locally",
      "owner": "Operations + Trade adviser"
    },
    {
      "stage": "Data/privacy",
      "question": "Does the offer process Brazilian personal data or transfer it internationally?",
      "evidence": "Data flow and transfer mechanism reviewed",
      "no_entity_path": "Cross-border processing with compliant mechanism where applicable",
      "local_trigger": "Local processing/entity materially simplifies recurring customer requirements",
      "owner": "Security/Privacy + Legal"
    },
    {
      "stage": "Security",
      "question": "Can the vendor pass the buyer security review?",
      "evidence": "Reusable security pack and named owner",
      "no_entity_path": "Global controls + Brazil-specific answers",
      "local_trigger": "Local hosting/support becomes repeatable buyer condition",
      "owner": "Security + Product"
    },
    {
      "stage": "Pilot/POC",
      "question": "Can value and procurement viability be tested before full build-out?",
      "evidence": "Pilot gate with sponsor, metric and procurement owner",
      "no_entity_path": "Scoped pilot under foreign vendor or approved intermediary",
      "local_trigger": "Pilot proves demand but local structure blocks purchase",
      "owner": "Sales + Customer sponsor"
    },
    {
      "stage": "Support",
      "question": "What Portuguese/time-zone/service coverage is required?",
      "evidence": "Support model tested in live deal/pilot",
      "no_entity_path": "Remote + local on-demand coverage",
      "local_trigger": "Persistent SLA/local presence requirement",
      "owner": "Customer Success + Operations"
    },
    {
      "stage": "Hiring",
      "question": "Does delivery require Brazilian employees now?",
      "evidence": "Role/accountability requirement defined",
      "no_entity_path": "EOR/contracted services where appropriate and compliant",
      "local_trigger": "Permanent local team is economically justified",
      "owner": "People + Legal"
    },
    {
      "stage": "Scale",
      "question": "What repeated friction now justifies fixed local structure?",
      "evidence": "Same blocker appears across multiple qualified deals",
      "no_entity_path": "Continue reversible model",
      "local_trigger": "Entity solves a proven recurring bottleneck",
      "owner": "Country owner + HQ"
    }
  ]
}