Top 5 Challenges of Partnering in the GCC Region

Expanding your B2B operations into the GCC (Gulf Cooperation Council) region—comprising the UAE, Saudi Arabia, Qatar, Bahrain, Kuwait, and Oman—presents significant opportunities for tech product companies, ISVs, and service providers. However, building effective partnerships in this region comes with its own unique set of challenges.

Here are the top 5 challenges businesses face when establishing and scaling partner networks across the GCC:

1. Navigating Complex Market Regulations

Each GCC country has distinct business laws, data residency rules, and licensing requirements. While the UAE is more open to foreign companies, countries like Saudi Arabia have stricter local representation rules.

Why it matters: Misalignment with local compliance can delay deals, erode partner trust, and affect product localization.

Solution Tip: Work with partners who have regional legal expertise or already possess local business licenses. Platforms like P2P Connect can help you identify verified partners by country and category.

2. Aligning Partner Expectations and GTM Models

Many GCC-based resellers, consultants, and service providers expect different commercial terms, margins, and support commitments than companies in other regions. GTM (go-to-market) readiness varies widely.

Why it matters: Misaligned incentives and unclear onboarding can lead to underperforming partnerships and reputational risk.

Solution Tip: Create a region-specific partner playbook that includes tiered incentives, co-selling structures, and marketing support expectations.

3. Cultural Sensitivities and Relationship Building

In the GCC, trust and long-term relationships are key. Unlike transactional ecosystems, successful partnerships here often emerge after several in-person meetings, referrals, and ongoing engagement.

Examples of cultural nuances:

• Business discussions often begin with informal conversation; rushing into commercial talks may seem disrespectful.
• Building rapport over coffee or shared meals (e.g., traditional Arabic coffee and dates) is seen as a sign of respect.
• Avoid scheduling meetings during prayer times or Ramadan fasting hours without checking availability.

Why it matters: Without cultural understanding, companies risk coming across as opportunistic or disconnected.

Solution Tip: Invest in partner managers or local champions who understand the culture and language. Use P2P Connect's spotlight and verification features to build trust before physical presence.

4. Identifying the Right Partners by Segment

Many international companies struggle to distinguish between high-potential partners and generalist resellers in the GCC. Without accurate segmentation, efforts are often misdirected.

Why it matters: Targeting the wrong partner type leads to mismatched deals and weak channel performance.

Solution Tip: Use P2P Connect to filter partners by vertical (e.g., healthcare, BFSI, logistics), solution category (ERP, cybersecurity), and OEM alignment.

5. Managing Partner Performance Remotely

In the absence of a regional office, managing partner enablement, deal registration, and pipeline visibility can become difficult.

Why it matters: Without structured partner tracking, growth plateaus and accountability drops.

Solution Tip: Deploy lightweight PRM tools or utilize P2P Connect's lead-sharing and collaboration features to streamline communication and performance tracking.

Conclusion

While the GCC offers incredible upside for B2B partner-led growth, it requires strategic planning, localized enablement, and the right technology stack. By understanding the common pitfalls and adopting tools like P2P Connect, product companies can confidently scale across this dynamic and diverse region.