Commercial intelligenceEuropean companies · long-cycle B2BDeveloped through focused pilots
FAKTORBY LND EUROPE
Know which companies matter — and when there is a reason to act.
FAKTOR brings company research, qualification and relationship context into one working approach, helping analysts and commercial teams choose the next relevant step — from the first assessment to the conversation worth returning to.
01One company · a specific commercial objectiveOne company · a specific commercial objective
Fit depends on what
you are trying to build.
Company×Objective×Relationship×Moment
PlacesFree zones, ports & industrial parks
- The questionWhich European companies have a reason to use our location, infrastructure or services?
- The workConnect operating needs to a credible location offer, clarify unknowns and develop the relationship over time.
CompaniesBuyers, partners & distributors
- The questionWhich organisations belong in our next stage of growth?
- The workBuild a considered target set and keep the context needed for complex commercial conversations.
ExhibitionsExhibitors, buyers & partners
- The questionWho fits this event and its audience, and how do we continue between editions?
- The workQualify each event opportunity while retaining what the team learns about the company.
FAKTOR grew from exhibition qualification. Its broader purpose is work where a limited set of companies matters, decisions take time, and knowing the context changes what you do next. Each application needs its own criteria and review process.
02Start with a case worth reviewingStart with a case worth reviewing
Why this company?
Why for us?
A Pursuit Case brings together the commercial reason, supporting sources, open questions and a recommended next step. Your team can see what makes the company relevant before committing attention.
A promising fit does not establish buying intent. The analyst identifies what is supported and what still needs checking; the commercial owner decides whether to pursue, pause or return the case for more research.
PursueResearch moreDo not pursue
Pursuit CaseIllustrative example · synthetic data
Why this company, for this objectiveThe company serves industrial customers in the Gulf. A local service base could fit the zone’s light-industrial facilities and regional logistics connections.
Why nowA company announcement describes plans to expand regional after-sales support. It is a reason to investigate, not proof of an investment decision.
What supports the caseRegional customersPublished project references include industrial customers in two Gulf markets.
company project archivechecked 2026-08-12 Service requirementThe product range requires maintenance, replacement parts and technical support.
service cataloguechecked 2026-08-14 What remains unknownWhether the company needs its own facility, which licences it would require, and who owns the regional expansion decision.
Research neededFit is a hypothesis to review Human decision · next actionCheck the operating requirements, then prepare an exploratory conversation with the regional decision owner.
Owner: investment development managerReviewed 2026-08-18 03Keep the right relationships movingKeep the right relationships moving
The first conversation
is a beginning.
“Interesting, but later” should remain a useful relationship. Keep the agreed timing, unanswered questions and people involved alongside the company research. Then assess a new development in that context.
The result may be a timely introduction, an answer to an earlier question, a useful comparison or a decision to wait. A company announcement becomes valuable when it helps your team make a better choice.
This continuity is part of the LND programme we can scope together. The monitoring and recommendation workflow shown here is a product direction for focused pilots; an analyst can carry out the research and review within an agreed managed programme.
Relationship Action · proposed workflowIllustrative example · synthetic data
What changedA new regional service director has been appointed. The role includes assessing local support capacity.
company announcementobserved 2026-09-02 What we already knowIn July, the company asked to revisit the facility discussion in September. Its main question was how a small service team could operate locally.
Private meeting note · client teamrecorded 2026-07-21 Why it matters — analyst interpretationThe agreed review window has arrived and there is a named role to clarify. The appointment alone does not establish relocation intent.
Suggested action · for human reviewPrepare a short answer on service-team requirements. Ask the existing contact whether a September discussion is still useful and who should join.
Owner: investment development managerNo message sent Proposed review choicesActEditSnoozeDismiss with a reason
Selected company→Meaningful change→Relationship context→Suggested action→Human decision→Updated context
04Two roles · one shared understandingTwo roles · one shared understanding
An assistant for the research.
An assistant for the relationship.
We are developing two integrated conversational assistants around the way analysts and commercial teams work. Both should draw on the evidence and context their user is allowed to see. Their task is to help a person make and carry out a considered decision.
In development · illustrative conversationsAnalyst assistant
“What do we still need to know about Nordfelt?”
Summarise what is supported, identify the facility and decision-owner gaps, and propose the next research task. When a source changes, explain which conclusions need review.
For an LND analyst or your own research team.
Sales assistant
“What deserves my attention today — and why?”
Bring back the September commitment, show the new role announcement and help prepare a relevant response. Let the owner edit the proposal, choose another action or keep the agreed pause.
For the person responsible for the client relationship.
These conversations describe the intended product experience. They are not a public self-service feature today. In a pilot, we agree which work is supported by the current application and which is delivered by the LND team.
05Evidence · uncertainty · judgmentEvidence · uncertainty · judgment
The reasoning must
survive review.
A source tells us what happened. Context helps us decide what it means. The distinction stays visible.
SupportedA dated source supports the claim. Its relevance to your objective still needs judgment.
Not foundThe named sources were checked. Nothing was found there; absence elsewhere is not assumed.
Research neededA specific gap remains open, with a question that can move the decision forward.
Awaiting reviewInformation is available but has not yet been assessed for this commercial objective.
Stale — reverifyThe information may no longer be current. Refresh it before relying on it.
ConflictingSources disagree. The disagreement stays visible until it is resolved.
06Work that stays connectedWork that stays connected
Research informs the conversation.
The conversation improves the research.
Frame
- Define the commercial objective
- Agree the relevant companies and exclusions
- Name the analyst and relationship owner
Qualify
- Research the company
- Review the evidence and unknowns
- Accept a case or ask for another check
Develop
- Prepare a considered approach
- Record responses and commitments
- Retain the relationship beyond one initiative
Refresh
- Review meaningful changes
- Suggest a useful next step
- Learn from the owner’s decision and outcome
The workflow should sit alongside your CRM and sales process. Your team remains responsible for communication; its feedback keeps the next recommendation grounded in what actually happened. We scope the handoff and any integration before a pilot begins.
07From product foundation to a focused programmeFrom product foundation to a focused programme
Start with a real objective.
Define the work around it.
The current application provides a foundation for research, qualification, analyst-to-sales review and interaction history. Broader scenarios, proactive monitoring and the two assistants are the next development focus. A pilot makes the delivery model explicit.
You bring
- Your location offer, product or event
- The European sectors that matter
- Existing targets and relationship context
- A commercial owner who can review the work
We agree
- A bounded set of companies
- Research depth and fit criteria
- The review period and cadence
- What the team will consider useful progress
LND supports
- Company research and qualification
- Evidence review and open questions
- Agreed research updates
- Preparation of relevant next actions
Your team decides
- Which companies to develop
- When and how to communicate
- What to pause or investigate further
- What happened and what should follow
An economic zone exploring a sector, a port developing industrial relationships, or an exhibition preparing its next edition can each be a starting point. The scope is agreed around the commercial task, rather than a fixed number of software seats.
08The next stepThe next step
Which European companies
are worth building a relationship with?