Every company looking to grow faces the same exciting yet risky question:<\/p>\n\n\n\n
\nShould we enter a new market or develop a new product?<\/em><\/p>\n<\/blockquote>\n\n\n\n
Recently, we at Fiscal Solutions<\/a><\/strong> asked ourselves exactly that.
E-invoicing is becoming mandatory across the world. According to current roadmaps, many countries plan to roll out national e-invoicing systems by 20<\/strong>27 or 2030. On paper, it looks like an enormous opportunity. So, we decided to analyze whether it made sense for us to invest in this area.<\/p>\n\n\n\nMy colleague Milan<\/a><\/strong> and I created two independent analyses, each focusing on possible business models, technical needs, and market conditions. Once we brought them together, the conclusion was surprisingly clear: it doesn\u2019t make sense for us to enter the e-invoicing business \u2014 at least not now.<\/strong><\/p>\n\n\n\n
But what we learned from the process is far more valuable than the decision itself.<\/p>\n\n\n\n
\n\n\n\nTiming is Everything<\/strong><\/h3>\n\n\n\n
Yes, e-invoicing is expanding quickly.
But timing isn\u2019t just about growth \u2014 it\u2019s about being ready<\/em> before the wave peaks.<\/p>\n\n\n\nBy the time we could develop a full-fledged e-invoicing product, many countries would already have implemented their national systems. That means the major contracts would be closed, and the market leaders firmly positioned.<\/p>\n\n\n\n
The opportunity window would simply be gone.
In innovation, being late is often worse than not entering at all.<\/p>\n\n\n\n
\n\n\n\nUnderstand the Competitive Landscape<\/strong><\/h3>\n\n\n\n
When evaluating new markets, it\u2019s essential to map your competition by depth and focus<\/strong>.<\/p>\n\n\n\n
In e-invoicing, global giants like SAP, Sovos, Avalara, Deloitte, and <\/strong>EY already dominate the Tier 1 segment \u2014 the very same segment we serve in fiscalization. Competing against them would require deep expertise in accounting and ERP systems, not retail technology, which is our home field.<\/p>\n\n\n\n
We realized we\u2019d be walking into a game where other players not only wrote the rules \u2014 they\u2019ve already built the stadium.<\/p>\n\n\n\n
\n\n\n\nStick to Your Core Competence<\/strong><\/h3>\n\n\n\n
For 22 years, Fiscal Solutions has been fully focused on fiscalization and in-store technologies.
That\u2019s our DNA. That\u2019s where we innovate and lead.<\/p>\n\n\n\nE-invoicing, however, is a different domain \u2014 connected more to B2B transactions, ERP integrations, and accounting workflows than to retail and POS environments. The learning curve would be steep and expensive, and the potential returns uncertain.<\/p>\n\n\n\n
Strategic expansion works best when it builds on your existing strengths, not when it requires you to become something completely different.<\/p>\n\n\n\n
\n\n\n\nWithout a Story, You Have No Sales<\/strong><\/h3>\n\n\n\n
In any new business, storytelling drives sales. You need a credible narrative \u2014 a reason why customers should trust you in this area.<\/p>\n\n\n\n
We would have no story in e-invoicing.
No references, no track record, no thought leadership.
We would look like complete newcomers in a field already crowded with specialists.<\/p>\n\n\n\nThat\u2019s not the kind of story that convinces enterprise clients to switch providers.<\/p>\n\n\n\n
\n\n\n\nSales Capability Matters as Much as Product Capability<\/strong><\/h3>\n\n\n\n
Even if we developed the best solution, we currently don\u2019t have a sales structure designed for B2B ERP-level products. Our processes, channels, and messaging are all optimized for fiscalization and POS vendors. Entering a new domain without a dedicated sales force would mean competing with global giants using the wrong tools.<\/p>\n\n\n\n
\n\n\n\nSometimes \u201cNo\u201d Is the Smartest Strategic Move<\/strong><\/h3>\n\n\n\n
After weeks of research, one clear conclusion emerged:<\/p>\n\n\n\n
\nJust because a market is growing doesn\u2019t mean it\u2019s right for you.<\/em><\/p>\n<\/blockquote>\n\n\n\n
Saying no<\/em> can be an act of focus and strength.
By not chasing every opportunity, we protect our core, our expertise, and our ability to lead where we truly add value.<\/p>\n\n\n\nFor now, e-invoicing will stay part of our content portfolio \u2014 meaning we\u2019ll continue to provide information, analysis, and updates about it on our Fiscal Portal. That helps our existing customers understand how fiscalization, e-invoicing and ViDA intersect \u2014 all within one ecosystem of retail compliance.
We will continue pursuing the partnering strategy we\u2019ve already started \u2014 one that allows us to support our customers even in this part of the retail ecosystem. A great example of this approach is our partnership with Avalara<\/a>, including the integration of our solutions, which enables seamless compliance for retailers worldwide even on POS.<\/p>\n\n\n\nBut as a product, it\u2019s not our future.<\/p>\n\n\n\n
\n\n\n\nThe Framework: How to Decide If a New Product Makes Sense<\/strong> \ud83d\ude42<\/h3>\n\n\n\n
If you\u2019re facing a similar decision, here\u2019s the framework we used \u2014 simple but powerful:<\/p>\n\n\n\n
\n
- Timing:<\/strong> Can you realistically enter before the market is saturated?<\/li>\n\n\n\n
- Competition:<\/strong> Are you bringing something new or just joining a crowded field?<\/li>\n\n\n\n
- Core competence:<\/strong> Does it leverage what you already know and do best?<\/li>\n\n\n\n
- Narrative:<\/strong> Can you explain why you<\/em> in one clear sentence?<\/li>\n\n\n\n
- Sales readiness:<\/strong> Do you have people, channels, and processes to sell it?<\/li>\n\n\n\n
- Strategic fit:<\/strong> Will it strengthen or distract from your core business?<\/li>\n<\/ol>\n\n\n\n
If you can\u2019t confidently answer yes<\/em> to at least four of these, think twice.<\/p>\n\n\n\n
\n\n\n\nFinal Thought<\/strong><\/h3>\n\n\n\n
Growth doesn\u2019t always mean doing more<\/em>.
Sometimes it means doing better<\/strong> within your area of strength.<\/p>\n\n\n\nBy saying no<\/em> to e-invoicing, we said yes<\/em> to focus \u2014 and that\u2019s the foundation for every sustainable success story.<\/p>\n","protected":false},"excerpt":{"rendered":"
Every company looking to grow faces the same exciting yet risky question: Should we enter a new market or develop a new product? Recently, we at Fiscal Solutions asked ourselves exactly that.E-invoicing is becoming mandatory across the world. According to current roadmaps, many countries plan to roll out national e-invoicing systems by 2027 or 2030….<\/p>\n","protected":false},"author":1,"featured_media":142829,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"episode_type":"","audio_file":"","cover_image":"","cover_image_id":"","duration":"","filesize":"","date_recorded":"","explicit":"","block":"","itunes_episode_number":"","itunes_title":"","itunes_season_number":"","itunes_episode_type":"","filesize_raw":"","footnotes":""},"categories":[3],"tags":[],"class_list":["post-142828","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business"],"_links":{"self":[{"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/posts\/142828","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/comments?post=142828"}],"version-history":[{"count":1,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/posts\/142828\/revisions"}],"predecessor-version":[{"id":142830,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/posts\/142828\/revisions\/142830"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/media\/142829"}],"wp:attachment":[{"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/media?parent=142828"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/categories?post=142828"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/darkopavic.xyz\/index.php\/wp-json\/wp\/v2\/tags?post=142828"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}