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Commercial Risks

Commercial risks relate to scope, pricing, timeline, and contractual matters.

C1: Integration Scope Creep​

Level: High

Description​

Enterprise integrations (SAP PM, SCADA, Genetec) may reveal unexpected complexity:

  • SAP PM: Custom configurations, approval workflows
  • SCADA: Multiple vendors, non-standard protocols
  • Genetec: Video streaming requirements
  • Undocumented systems: Dependencies discovered during development

Mitigation​

  1. Clear scope boundaries: Defined integration scope in contract
  2. Phased approach: SAP PM in MVP; SCADA in post-MVP
  3. Discovery period: Assessment before commitment
  4. Change control: Formal process for scope additions

Contingency​

  • Manual workflow bridges for complex integrations
  • Defer to post-MVP with budget adjustment
  • API-only integration (push data, no bidirectional)

C2: Timeline Pressure​

Level: Medium

Description​

RFP-driven timelines may create pressure for rapid delivery:

  • Evaluation timeline: Compressed proposal review
  • Contract start: Fixed dates regardless of readiness
  • Milestone pressure: Aggressive targets

Mitigation​

  1. Phased delivery: Value at each milestone
  2. Realistic planning: Conservative estimates
  3. Buffer in estimates: Contingency built into phases
  4. Clear dependencies: YPF/Aerotec prerequisites identified

Contingency​

  • Scope adjustment to meet timeline
  • Additional resources for acceleration
  • Milestone date renegotiation with justification

C3: IP Ownership Clarity​

Level: Low

Description​

Intellectual property boundaries between Trifork platform and YPF-specific development need clear definition:

  • Platform IP: Trifork retains core platform
  • Models: Trained on YPF data
  • Configurations: YPF-specific customizations
  • Data: Ownership and usage rights

Mitigation​

  1. Contract clarity: IP terms in subcontract agreement
  2. Standard approach: Trifork's established IP model
  3. Early discussion: Resolve before significant development

Contingency​

  • Negotiate specific terms for edge cases
  • Default to industry standard practices

C4: Competitive Pricing Pressure​

Level: Medium

Description​

RFP process may create pressure to reduce pricing:

  • FlytBase comparison: Lower-cost alternatives
  • Budget constraints: YPF procurement pressure
  • Value perception: AI platform vs. commodity

Mitigation​

  1. Value differentiation: Production experience vs. marketing
  2. Single number: One pricing approach, not options
  3. Total cost: Include hidden costs of alternatives
  4. Reference proof: Rail yard deployment validates claims

Contingency​

  • Scope reduction to meet budget
  • Phased investment approach
  • Maintain minimum viable margin