The principal problem changes from getting someone's attention to finding the locus of authority.
A store manager may like Magic Toybox but have absolutely no authority to implement it.
The first interaction therefore asks:
Who controls programs like customer promotions, marketing, or technology across your locations?
The rep needs to determine something very specific:
Local store authority?
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+-- Yes --> Treat similarly to O1
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+-- No --> Multi-site owner?
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+-- Yes --> Reach owner/operations
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+-- No --> Corporate/franchisor approval?
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+--> Escalate to O5
This prevents a common sales failure: spending weeks cultivating someone who cannot actually say yes.