The Middle East is a very unusual region of the world. In most countries, to successfully sell your company's products and solutions, consultants and / or agents must be identified and retained, usually with a commission based contractual arrangement. In Saudi Arabia for example, it is not possible to sell any goods and or services without being a registered Saudi Company or having an agent to represent your company in the Kingdom of Saudi Arabia (KSA).

An “in market eco system” consisting of the required consultants, agents, system integrators and / or value added resellers who can secure orders for solutions that include the products and services that a company is trying to sell is paramount to market entry success. These "eco system partners" will also have access to the wireless operators and / or appropriate government agencies that will be issuing RFIs and RFPs, when they are required. It is the responsibility of the consultants and/or agents to make sure that inputs from their partners are forwarded to the authors of the RFIs and RFPs for consideration.