5 GTM Mistakes Startups Make When Expanding to the GCC

The GCC (Gulf Cooperation Council) is one of the fastest-growing markets in the world—but that growth comes with nuance.
For startups looking to expand into the UAE, Saudi Arabia, or beyond, the promise is real. But so is the risk. The Gulf rewards precision—and punishes assumptions.

Five common mistakes we see time and again—and how you can avoid them.

Mistake 1: Copy-Pasting Your Home Market Playbook

What works in Berlin or San Francisco won’t always work in Riyadh or Dubai.
From buying behavior to trust signals, the Gulf requires localization—not just translation. Business development leans heavily on relationships, and buyer journeys often involve more touchpoints and stakeholders.

Fix: Rebuild your go-to-market strategy with regional buying behaviors in mind. This includes adapting pricing models, engagement funnels, and even branding.

Mistake 2: Hiring Before Strategy

Many founders believe hiring a “local GM” will solve their expansion.
In reality, this often leads to disjointed execution, wasted salaries, and delayed progress. Without a clear GTM strategy, your local hire is flying blind.

Fix: Build the strategy before the team. Define the ICP (Ideal Customer Profile), channels, messaging, and key proof points—then find the right local talent to execute.

Mistake 3: Ignoring Regulatory Complexity

Each GCC country has its own legal, licensing, and tax landscape.
Setting up a mainland entity in KSA is not the same as operating from a UAE free zone. Mistakes here can delay operations by months—or worse, lead to fines and blacklisting.

Fix: Do a regulatory snapshot before entering. Identify setup pathways (free zone vs. mainland), sector-specific licensing, and VAT implications early.

Mistake 4: Underestimating Relationship Capital

Deals are made face-to-face.
In the GCC, trust is everything—and it’s built over time. Cold emails and Zoom-first sales won’t move high-ticket deals.

Fix: Invest in on-ground presence. Even short trips to build face-time with key decision-makers can dramatically improve conversion and brand perception.

Mistake 5: Expanding Without a 90-Day Execution Plan

Vision without a timeline is just talk.
Startups often enter new markets with vague ambitions and end up in a holding pattern—burning cash without real traction.

Fix: Define a 90-day market entry plan with milestones, decision checkpoints, and measurable outcomes. Align internal stakeholders so everyone knows what “progress” looks like.

Your Expansion Can Work—If You Avoid the Landmines

The GCC is full of opportunity, but only for those who do the homework. At A8 Strategy, we’ve helped startups expand to the Gulf with clarity, speed, and zero guesswork—by combining operator-led strategy with local execution support.

Want to De-Risk Your GCC Expansion?

Let’s walk through your market readiness and go-to-market plan together.