Your Needs

Our clients are Managing Directors, CEOs and Directors/VPs of Sales of companies that sell IT and technology related products and services predominantly in Europe and the US. They are progressive organisations, with an annual turnover typically between $1 million and $50 million USD. The management culture in the organisations we work with is very entrepreneurial and flexible. Our clients readily invest in; sponsor and support any business strategy and initiative that makes commercial sense and will help increase market share and profitability.Our clients are well aware of the untapped market potential of the Middle East. Many have also learned first hand the challenges associated with doing business overseas. In today’s current economic climate, few would deny that the Middle East is a very attractive sales territory. It is one of the few world markets that continue to show significant growth in times of financial pressure. With that sort of financial reward, why wouldn’t you try and become a part of it?

Our services are designed for senior management who are dedicated to attracting new clients and generate revenue from countries in the Middle East, but don’t know the most effective strategies for reducing the risk of doing business in the Middle East and executing an effective sales strategy that delivers predictable results without significant upfront capital and an uncertain timeframe. It costs around £104,000 or $166,000 to have two sales people live and work in the Middle East for six months. Our clients understand this. Our services eliminate upfront costs; involve virtually no lead time to ‘Middle East Go-Live’; deliver more revenue in a shorter timeframe and have at their core, a low-risk-high-reward ethic.

Fear of risk and failure stops many companies from capitalising on the extraordinary potential of the Middle East market. In most cases, there is a considerable ‘need’ in the market that IT and technology companies in the West  can address with their products and services, but the opportunity to do so, is only exploited by few companies.

What sets us apart from any other business development entity in the Middle East is that we operate in the area where it matters the most and where deals are closed – in the actual field.

We sell. We turn suspects into prospects, and prospects into buyers. Our core business is not providing ‘research’ services, feasibility studies and strategy documents. Nor are we a Middle East business match-making service, selecting would be business partners for your company and then leaving you to work with and manage such unknown entities on your own - unsupported. We actually sell your products and services in the field to your prospective customers. This is where it matters and this is where deals are closed and profit banked.

Another unique facet of our service is that we do not solely focus on Dubai and the UAE, which everyone instantly associates with when considering business in the Middle East. The fact of the matter is that Dubai pales in comparison to the traditional Arab markets of Saudi Arabia, Kuwait, Abu Dhabi, Qatar, Oman, Jordan and Bahrain in terms of size, scope and potential to sell new technology and IT related products and services. While we certainly sell throughout the UAE, we concentrate more on the more difficult, rugged, traditional and lucrative countries other than the UAE. We have a clear advantage in terms of the scope and value of services we provide to clients in Europe and the U.S.

Clients will be most successful with us if they have some or many of the following characteristics:

  • They demonstrate a flexible, entrepreneurial culture and management approach.
  • They realise that a specialist strategy is required to sell into a market that has unique commercial dynamics and business ethics.
  • They are action oriented and committed to winning new business in the Middle East.
  • They are good communicators, who place high value on interpersonal relationships.
  • They are open to developing new business models in line with the demands of a new sales territory.
  • They are committed to learning and dynamically applying lessons learned to enhance and transform parts of their business.
  • They are proactive in sharing knowledge and information.
  • They are committed to training and developing people to enhance their skills and optimize their productivity.
Why the GCC?
The Saudi ICT Market