FintechSaaSNew markets
Growth · Market entry
Market entry
Choose your next market on evidence, then enter it: the route in, the rules, the partners and the first customers. The UAE and Saudi Arabia as separate plays, and the route between India and the Gulf in both directions.
Who it is for: B2B, IT and AI services, SaaS, fintech and Web3 firms expanding into the Gulf, India, Europe or the US.
- Markets
- The UAE, Saudi Arabia, India, Europe and the US
- Starts with
- A market screen
The problem
The Gulf is often treated as one market. It is not. Since January 2024, Saudi government bodies can only contract with foreign firms that have a regional headquarters in the Kingdom (Clyde & Co), while the UAE lets foreign owners hold 100% of most mainland companies (UAE Government). Buyers, procurement and the pace of trust differ too.
Many firms set up a company before they have tested demand. The entity is the easy part. Winning the first customers is the hard one.
What you get
- A market screen: which market first, scored on demand, competition, rules and fit
- Market sizing for your offer, not for the whole industry
- The route in: direct, through a partner or distributor, or your own entity, with the trade-offs
- A map of the rules that apply: the entity, investment registration, Saudi Arabia's regional HQ rule, and data and hiring rules, with licensed providers for the legal steps
- A partner shortlist, with introductions
- A first-customer target list, and the pipeline work to win them
- A 12- to 24-month plan, with stop rules agreed up front
How it works
- Weeks 1 to 4
Screen
Candidate markets scored, and one chosen.
- Weeks 4 to 8
Plan
The route in, the rules, and your positioning and price for that market.
- Weeks 6 to 10
Partners
The shortlist, the introductions and the first agreements.
- Then
First customers
Target accounts and the pipeline, worked with your team.
We plan the entry and work it with you. Company formation and legal advice stay with licensed providers, whom we work alongside.
Is it right for you?
Right for you if
- You are deciding between the UAE and Saudi Arabia
- You are an Indian IT or SaaS firm selling into the Gulf, or a Gulf firm entering India
- Your first customers abroad are not coming
- You want to sell to Saudi government or semi-government buyers
Not the right fit if
- You only need a company set up: a business setup provider fits better
- You want introductions without a plan
Related work
Proof
IRIS Carbon, a regulatory reporting platform, launched in the European Union with GDPR compliance from day one, then expanded into the Middle East and Africa, where its South Africa market share grew 130% in two years.
Led by our team before Burraq Quantum was formed.
How we work
- One team through the whole entry: the people who choose the market also build the partner list, make the introductions and work the first pipeline.
- The UAE and Saudi Arabia as separate plays: different buyers, rules and pace.
- Both directions between India and the Gulf: commercial and cultural translation each way.
- Stop rules agreed up front: what result would mean pausing or leaving, decided before you spend.
By sector and city
Dubai
- IT servicesMarket entry for IT services firms in Dubai: the market, the route in, the rules, partners and first customers.
Mumbai
- SaaSChoose between the UAE and Saudi Arabia on evidence, then set the route in, partners and first customers, for Mumbai SaaS companies.
Riyadh
- SaaSMarket entry for SaaS companies choosing Riyadh: the screen, the rules, partners and first customers among government and large private buyers.
Questions
Asked about this service
Should we enter the UAE or Saudi Arabia first?
It depends on your buyers, your sector and how much local presence you can commit. The two differ in ownership rules, buyers and sales cycles. We compare them on evidence before you commit.
Do we need a local company to start selling?
Not always. Many firms start through a partner or distributor and set up their own entity once demand is proven. The right route depends on your buyers and the rules for your sector.
Mainland or free zone in the UAE?
A free zone suits some businesses and limits where others can trade. Mainland companies can now be fully foreign-owned in most sectors. The choice follows who you sell to.
What is Saudi Arabia's regional HQ rule?
Since January 2024, government bodies may not contract with foreign companies that lack a regional headquarters in the Kingdom, with narrow exceptions. Sales to private companies are not affected.
What replaced the MISA licence?
Under Saudi Arabia's new Investment Law, in force since 2025, foreign investors register with the Ministry of Investment instead of applying for the old licence. Most sectors allow full foreign ownership.
Do we have to hire locally?
Both countries set local hiring targets once you have staff on the ground: Saudization in Saudi Arabia and Emiratisation in the UAE. We build them into the plan from the start.
Can customer data leave Saudi Arabia?
Only under the conditions in Saudi Arabia's Personal Data Protection Law, and some sector regulators add stricter rules. For SaaS and fintech this can shape the entry itself.
How do you find and vet partners?
We screen for fit, reputation and reach, check references, and make the introductions ourselves. The terms of any partnership are yours to agree.
How long until the first customers?
It depends on your sales cycle and the route in. Enterprise and government buyers in the Gulf take longer to trust a new supplier, so the plan sets measures for each stage, not just the end.
Start here
Start witha straightanswer.
A 30-minute call to see whether we can really move your numbers. You leave with a clear next step, even if we never work together.
