We caught up with Actifio’s MEA General Manager Grant Amos, who discusses the challenges his team face in the Middle East and the importance of effective POC’s.
What challenges do you face in this country?
There’s a lot of process. Compared to the European or US markets, where if you present a justifiable business case then you can sometimes get a quick purchasing decision, in the Middle East we’ve found that although you can create all the right opportunities, companies still need to go through a lengthy procurement process. They want changes to the price and often have to go through a lengthy RFP process. One of the biggest issues we face is the length of the sales cycle, which presents problems because things change. We’ve had many situations where we’ve worked with companies for a long time and then the CIO changes, or strategic or market changes take place midway through a 12-15 month sales cycle.