Technology & software
Enterprise buyers, channel partners and the cost of supporting technology customers.
A technology business entering a Gulf market needs to understand who approves a purchase and what follows the sale. Implementation, support and partner responsibilities can change the economics of a customer account. Dune assesses target segments and commercial coverage alongside the operating capabilities expansion would require.
Commercial considerations
- Which enterprise segments merit dedicated sales coverage?
- What requirements must the supplier meet before a purchase?
- Where would a channel partner add customer access or delivery capacity?
- Who will implement and support the offer locally?
- Does pricing cover the cost of serving those accounts?
Market entry & commercial growth
Research Gulf customers, assess routes to market and establish what a commercial partner must contribute.
Read the service scopeShare the markets under consideration, intended customers, current product or service economics and any distributor or partner discussions. Existing customer research is useful even when it leaves questions unanswered.