Why UAE-Based B2B Companies Should Rethink Territory in the AI Era

Geography is no longer the primary boundary for B2B sales. In the age of AI, traditional territory planning is being replaced by systematic "market access."

Territory as Access, Not Country

From a central hub in Dubai, you can now digitally engage buyers across the entire GCC. The new definition of territory is a specific market segment (e.g., "Riyadh-based FinTech CTOs") rather than a physical map.

Your ability to reach a buyer's inbox is more important than your ability to drive to their office.

The Centralized Hub Model

This shift enables a unified GTM system: one data team and one view of the entire regional pipeline. Local spokes are deployed only for final-stage, face-to-face negotiations, maximizing capital efficiency.

The Takeaway

Abandon country-based silos. Build a dominant regional presence by redefining territories around digital market access and subject matter expertise.