Research Gulf customers, assess routes to market and establish what a commercial partner must contribute.
An attractive market is only useful if the business can reach buyers and serve them at a workable cost. Dune examines demand, purchasing requirements and channel economics for international and regional companies entering or expanding across Gulf markets.
A channel assessment examines the work each arrangement requires. These are the commercial responsibilities to compare, not recommendations for every business.
Scroll sideways to compare all columns.
| Route | Your business needs to provide | The assessment examines |
|---|---|---|
| Direct sales | Sales coverage, customer support and the ability to contract and deliver. | How buyers select suppliers and which activities need a local presence. |
| Distribution | Product support, partner management and agreed service expectations. | The distributor’s customer coverage, competing lines and delivery responsibilities. |
| Partnership | A defined contribution and the resources to fulfill it. | What each party supplies, who owns the customer relationship and how shared work is managed. |
Define the target segments and examine the alternatives buyers already use. Research how purchases are initiated, approved and supplied. Distinguish evidence of demand from assumptions about how readily the business can win a customer.
Compare direct sales, distributors and other relevant commercial channels. Assess pricing, channel margins, the cost of acquiring and serving customers, and the time between spending money and collecting revenue.
Specify the role a partner would need to perform before comparing candidates. Assess relevant customer access, commercial capability and operating responsibilities against that role. Record which contributions are supported by evidence and which still require verification.
Set out the first commercial commitments, the capabilities they require and the conditions for entering another market. An expansion plan distinguishes what can be supplied from the regional operation from what must be established locally.
A market assessment and recommended route to customers, with the economics and unresolved assumptions behind it. The agreed scope may also include a partner comparison or an entry and expansion plan with defined conditions for further investment.
Share 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.
Inquire about market entry & growth