Software Business in the Middle East

We have a potential customer whom we first contacted one year ago. At that time they got demo of our product, and we agreed to talk in a week to see if they’re interesting in purchasing. After that they started to keep postponing things. They normally asked to call one week later, or they were busy with some other issues, or their general manager was not available, and so on.

Couple weeks ago we called them again asking for meeting to show them the latest version. On the demo meeting they finally asked if we still had the same bugs as before – and finally I understood that the reason of endless postponing last year was the fact that they had found some problems in the software they couldn’t accept.

My partner then also confirmed that this behavior is typical for the Middle East – people avoid saying negative things. There are of course enough people who have no problems to reject your proposal and explain the reason, but it is very useful to learn that if your potential customer keeps things delayed, it is probably because there is a reason, and probably that reason is in your product.

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