Thinking out loud
on Gulf business.
Frameworks, honest observations, and practical research — from working with 97+ companies in UAE and KSA.
All posts
8 postsWhy Gulf Sales Cycles Run Longer (And What To Do About It)
Relationship capital is currency in the GCC. Understanding the informal decision-making structure is what separates companies that close deals from those that stay in proposal limbo.
The 3 Mistakes Every Business Makes When Entering the UAE Market
Most companies entering UAE make the same positioning errors — over-engineering the product fit, under-investing in relationships, and copying a GTM that worked elsewhere.
Free Zone vs. Mainland UAE in 2025: A Practical Comparison
The Free Zone vs. Mainland question is the first thing every founder asks — and the answer is almost never what they expect. Here's a framework that cuts through the noise.
How to Build Your First Commercial Network in the UAE
Everyone tells you "it's about who you know in Dubai." That's true — but useless advice. Here's how to actually build commercial relationships that convert to revenue.
Why Founders Need a Sales Process (Not Just Sales Instinct)
Most early-stage founders close deals on instinct. That works until it doesn't — and usually stops working exactly when you need growth to be predictable.
The KSA Market Entry Reality Check: What No One Tells You
KSA is the biggest commercial opportunity in the region. It is also the most misunderstood. Here is what the opportunity actually looks like on the ground.
How I Think About Market Entry in the Gulf
Market entry in the Gulf is not about having a product that works. It is about understanding the commercial culture, the decision-making layers, and the relationship infrastructure that determines whether deals actually happen.