This deserves its own runbook because franchises produce a peculiar question:
Who actually has authority to say yes?
There are usually three possible models.
Franchisee-controlled: individual operators can adopt Magic Toybox.
Corporate-controlled: implementation requires franchisor approval.
Hybrid: franchisees can buy it, but corporate has standards, approved-vendor requirements, technology restrictions, or marketing rules.
Therefore the first objective isn't even conventional selling. It is authority discovery.
Once authority is understood:
Franchisee-controlled → O2
Corporate-controlled → O4
Hybrid → parallel O2 + O4
That makes O5 almost a routing runbook.