Entrepreneurship will drive economic growth and innovation in the Middle East and Africa, but the short-term gains are more likely to be realised by tech-driven businesses that are focused on enterprises rather than consumers.
Covid-19 has exposed the volatility of the market, which can leave consumer-focused businesses more exposed.
While business-to-consumer (B2C) companies often require a long runway to achieve the kind of scale necessary for profitability, business-to-business (B2B) firms can generally achieve sustainability more quickly. Instead of B2C unicorns, entrepreneurs in the Middle East and Africa should consider how they can build B2B ‘thoroughbreds’.
Investor Micah Rosenbloom defines a thoroughbred as a company with transformative potential with exits in the neighbourhood of $100 million to $500m. While these opportunities may make headlines less frequently than unicorns, they play a catalytic role in the entrepreneurial ecosystem.
Unicorns are, quite literally, one-in-a-million whereas a small number of thoroughbreds can transform a local economy. Not only because they generate jobs but also because success stories inspire other entrepreneurs and investors to develop new ventures and drive a start-up culture.
The Middle East and Africa may be home to a young, digitally savvy population and the start-up cultures of Nairobi’s Silicon Valley and Dubai’s Silicon Oasis are gaining traction. But the reality is that venture-backed businesses face an expensive, uphill battle to achieve scale. The stories of local tech unicorns like Careem and Souq are the exception rather than the rule; the troubled tale of the listing of pan-African e-commerce company Jumia Group on the New York Stock Exchange should serve as a cautionary tale to ambitious entrepreneurs and investors. Given the reality of the road to exit, more entrepreneurs would be wise to focus on the market potential of the B2B sector.
Business-to-business spending in this region outpaces consumer spending, which opens the door to forward-thinking entrepreneurs to tackle enterprises’ pain points. While household consumption in Africa is expected to reach $2.1 trillion by 2025, spending by the continent’s businesses will reach $3.5tn over the same period, according to consultancy McKinsey. Similarly, in the Middle East, enterprise spending on software is projected to achieve double-digit growth in 2020, consultancy Gartner forecasts.
From financial services to logistics, many sectors are ripe for B2B disruption, and many entrepreneurs are taking note. Take Xpence, the UAE’s neobank for start-ups, which combines bookkeeping and banking in one app. They have a ready market in the country’s SME sector, representing 98 per cent of companies operating in the UAE and 52 per cent of non-oil GDP. In Ghana, supply chain platform Jetstream Africa is powering global trade logistics for African suppliers and exporters by enabling smaller suppliers to benefit from economies of scale usually only available to large corporations.
Entrepreneurs should focus more on forming deliberate alliances with B2B partners that can serve as customers and potential strategic partners. In a world of increased uncertainty, the thoroughbreds will emerge out of companies that can quickly identify synergies that may generate merger or cross-sell opportunities.
Enterprise partnerships are often the pre-cursor to acquisition. Given the cost of acquiring customers can be high in the Middle East and Africa relative to North America and Europe, offering a large corporation a means to solve its internal business challenges and better serve or extend its customer base is a surefire way for entrepreneurs to enhance their visibility in the market.
Ethiopian Airlines, Africa's largest airline, is a compelling example: it has acquired a 45 per cent stake in Zambian Airlines and 40 per cent of Asky Airlines. It also has plans to make strategic investments in Ghana, Malawi and other countries.
B2B businesses often offer a clear path to exit in a region where exit strategy can be challenging to predict. With IPO market readiness much lower relative to peers in mature markets, companies in the Middle East and Africa often turn to direct equity sales to local incumbents and multinationals.
For example, in July, Network International, a Dubai-based payments company, acquired Nairobi-based DPO Group, a payments services provider for African businesses, for $288 million. DPO Group will continue to operate under the same brand while being wholly owned by Network International. It’s a win-win: incumbents can access innovative, nimble approaches while promising entrepreneurs can tap a legacy customer base and the larger firm’s associated distribution channel.
The Middle East and Africa could be home to tech’s next gold rush. But for entrepreneurs in the region to strike it big, they must look at the opportunities that have been neglected – chief among them, booming enterprise spending. Instead of chasing consumer businesses dependent on massive amounts of cash and users, entrepreneurs should explore how they can create value for the local business community by finding innovative solutions to business challenges.
Isaac Kwaku Fokuo Jr is founder and principal of Botho Emerging Markets Group
Read more about the coronavirus
Killing of Qassem Suleimani
Thank You for Banking with Us
Director: Laila Abbas
Starring: Yasmine Al Massri, Clara Khoury, Kamel El Basha, Ashraf Barhoum
Rating: 4/5
UAE currency: the story behind the money in your pockets
SPEC%20SHEET%3A%20APPLE%20M3%20MACBOOK%20AIR%20(13%22)
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Killing of Qassem Suleimani
The specs
Engine: 4 liquid-cooled permanent magnet synchronous electric motors placed at each wheel
Battery: Rimac 120kWh Lithium Nickel Manganese Cobalt Oxide (LiNiMnCoO2) chemistry
Power: 1877bhp
Torque: 2300Nm
Price: Dh7,500,00
On sale: Now
ANDROID%20VERSION%20NAMES%2C%20IN%20ORDER
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Jigra
Starring: Alia Bhatt, Vedang Raina, Manoj Pahwa, Harsh Singh
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Left Bank: Art, Passion and Rebirth of Paris 1940-1950
Agnes Poirer, Bloomsbury
COMPANY PROFILE
Name: Xpanceo
Started: 2018
Founders: Roman Axelrod, Valentyn Volkov
Based: Dubai, UAE
Industry: Smart contact lenses, augmented/virtual reality
Funding: $40 million
Investor: Opportunity Venture (Asia)
Five famous companies founded by teens
There are numerous success stories of teen businesses that were created in college dorm rooms and other modest circumstances. Below are some of the most recognisable names in the industry:
- Facebook: Mark Zuckerberg and his friends started Facebook when he was a 19-year-old Harvard undergraduate.
- Dell: When Michael Dell was an undergraduate student at Texas University in 1984, he started upgrading computers for profit. He starting working full-time on his business when he was 19. Eventually, his company became the Dell Computer Corporation and then Dell Inc.
- Subway: Fred DeLuca opened the first Subway restaurant when he was 17. In 1965, Mr DeLuca needed extra money for college, so he decided to open his own business. Peter Buck, a family friend, lent him $1,000 and together, they opened Pete’s Super Submarines. A few years later, the company was rebranded and called Subway.
- Mashable: In 2005, Pete Cashmore created Mashable in Scotland when he was a teenager. The site was then a technology blog. Over the next few decades, Mr Cashmore has turned Mashable into a global media company.
- Oculus VR: Palmer Luckey founded Oculus VR in June 2012, when he was 19. In August that year, Oculus launched its Kickstarter campaign and raised more than $1 million in three days. Facebook bought Oculus for $2 billion two years later.
THE SPECS
Engine: 6.75-litre twin-turbocharged V12 petrol engine
Power: 420kW
Torque: 780Nm
Transmission: 8-speed automatic
Price: From Dh1,350,000
On sale: Available for preorder now
Getting there
The flights
Flydubai operates up to seven flights a week to Helsinki. Return fares to Helsinki from Dubai start from Dh1,545 in Economy and Dh7,560 in Business Class.
The stay
Golden Crown Igloos in Levi offer stays from Dh1,215 per person per night for a superior igloo; www.leviniglut.net
Panorama Hotel in Levi is conveniently located at the top of Levi fell, a short walk from the gondola. Stays start from Dh292 per night based on two people sharing; www. golevi.fi/en/accommodation/hotel-levi-panorama
Arctic Treehouse Hotel in Rovaniemi offers stays from Dh1,379 per night based on two people sharing; www.arctictreehousehotel.com
Washmen Profile
Date Started: May 2015
Founders: Rami Shaar and Jad Halaoui
Based: Dubai, UAE
Sector: Laundry
Employees: 170
Funding: about $8m
Funders: Addventure, B&Y Partners, Clara Ventures, Cedar Mundi Partners, Henkel Ventures
Sole survivors
- Cecelia Crocker was on board Northwest Airlines Flight 255 in 1987 when it crashed in Detroit, killing 154 people, including her parents and brother. The plane had hit a light pole on take off
- George Lamson Jr, from Minnesota, was on a Galaxy Airlines flight that crashed in Reno in 1985, killing 68 people. His entire seat was launched out of the plane
- Bahia Bakari, then 12, survived when a Yemenia Airways flight crashed near the Comoros in 2009, killing 152. She was found clinging to wreckage after floating in the ocean for 13 hours.
- Jim Polehinke was the co-pilot and sole survivor of a 2006 Comair flight that crashed in Lexington, Kentucky, killing 49.
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F1 The Movie
Starring: Brad Pitt, Damson Idris, Kerry Condon, Javier Bardem
Director: Joseph Kosinski
Rating: 4/5
THE BIO
Born: Mukalla, Yemen, 1979
Education: UAE University, Al Ain
Family: Married with two daughters: Asayel, 7, and Sara, 6
Favourite piece of music: Horse Dance by Naseer Shamma
Favourite book: Science and geology
Favourite place to travel to: Washington DC
Best advice you’ve ever been given: If you have a dream, you have to believe it, then you will see it.
Dirham Stretcher tips for having a baby in the UAE
Selma Abdelhamid, the group's moderator, offers her guide to guide the cost of having a young family:
• Buy second hand stuff
They grow so fast. Don't get a second hand car seat though, unless you 100 per cent know it's not expired and hasn't been in an accident.
• Get a health card and vaccinate your child for free at government health centres
Ms Ma says she discovered this after spending thousands on vaccinations at private clinics.
• Join mum and baby coffee mornings provided by clinics, babysitting companies or nurseries.
Before joining baby classes ask for a free trial session. This way you will know if it's for you or not. You'll be surprised how great some classes are and how bad others are.
• Once baby is ready for solids, cook at home
Take the food with you in reusable pouches or jars. You'll save a fortune and you'll know exactly what you're feeding your child.
UPI facts
More than 2.2 million Indian tourists arrived in UAE in 2023
More than 3.5 million Indians reside in UAE
Indian tourists can make purchases in UAE using rupee accounts in India through QR-code-based UPI real-time payment systems
Indian residents in UAE can use their non-resident NRO and NRE accounts held in Indian banks linked to a UAE mobile number for UPI transactions
if you go
The flights
Etihad, Emirates and Singapore Airlines fly direct from the UAE to Singapore from Dh2,265 return including taxes. The flight takes about 7 hours.
The hotel
Rooms at the M Social Singapore cost from SG $179 (Dh488) per night including taxes.
The tour
Makan Makan Walking group tours costs from SG $90 (Dh245) per person for about three hours. Tailor-made tours can be arranged. For details go to www.woknstroll.com.sg
Key facilities
- Olympic-size swimming pool with a split bulkhead for multi-use configurations, including water polo and 50m/25m training lanes
- Premier League-standard football pitch
- 400m Olympic running track
- NBA-spec basketball court with auditorium
- 600-seat auditorium
- Spaces for historical and cultural exploration
- An elevated football field that doubles as a helipad
- Specialist robotics and science laboratories
- AR and VR-enabled learning centres
- Disruption Lab and Research Centre for developing entrepreneurial skills
MATCH STATS
Wolves 0
Aston Villa 1 (El Ghazi 90 4' pen)
Red cards: Joao Moutinho (Wolves); Douglas Luiz (Aston Villa)
Man of the match: Emi Martinez (Aston Villa)
match info
Athletic Bilbao 1 (Muniain 37')
Atletico Madrid 1 (Costa 39')
Man of the match Iker Muniain (Athletic Bilbao)
Three ways to get a gratitude glow
By committing to at least one of these daily, you can bring more gratitude into your life, says Ong.
- During your morning skincare routine, name five things you are thankful for about yourself.
- As you finish your skincare routine, look yourself in the eye and speak an affirmation, such as: “I am grateful for every part of me, including my ability to take care of my skin.”
- In the evening, take some deep breaths, notice how your skin feels, and listen for what your skin is grateful for.
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SHAITTAN
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Porsche Macan T: The Specs
Engine: 2.0-litre 4-cyl turbo
Power: 265hp from 5,000-6,500rpm
Torque: 400Nm from 1,800-4,500rpm
Transmission: 7-speed dual-clutch auto
Speed: 0-100kph in 6.2sec
Top speed: 232kph
Fuel consumption: 10.7L/100km
On sale: May or June
Price: From Dh259,900
The specs
Engine: 1.5-litre turbo
Power: 181hp
Torque: 230Nm
Transmission: 6-speed automatic
Starting price: Dh79,000
On sale: Now
RESULTS
5pm: Wathba Stallions Cup Maiden (PA) Dh 70,000 (Dirt) 1,600m
Winner: Samau Xmnsor, Abdul Aziz Al Balushi (jockey), Ibrahim Al Hadhrami (trainer)
5.30pm: Maiden (PA) Dh 70,000 (D) 1,600m
Winner: Ottoman, Szczepan Mazur, Abdallah Al Hammadi
6pm: Maiden (PA) Dh 70,000 (D) 1,800m
Winner: Sharkh, Patrick Cosgrave, Helal Al Alawi
6.30pm: Handicap (PA) Dh 85,000 (D) 1,800m
Winner: Yaraa, Fernando Jara, Majed Al Jahouri
7pm: Handicap (PA) Dh 70,000 (D) 2,000m
Winner: Maaly Al Reef, Bernardo Pinheiro, Abdallah Al Hammadi
7.30pm: Maiden (PA) Dh 70,000 (D) 1,000m
Winner: Jinjal, Fabrice Veron, Ahmed Al Shemaili
8pm: Handicap (PA) Dh 70,000 (D) 1,000m
Winner: Al Sail, Tadhg O’Shea, Ernst Oertel
LA LIGA FIXTURES
Friday Valladolid v Osasuna (Kick-off midnight UAE)
Saturday Valencia v Athletic Bilbao (5pm), Getafe v Sevilla (7.15pm), Huesca v Alaves (9.30pm), Real Madrid v Atletico Madrid (midnight)
Sunday Real Sociedad v Eibar (5pm), Real Betis v Villarreal (7.15pm), Elche v Granada (9.30pm), Barcelona v Levante (midnight)
Monday Celta Vigo v Cadiz (midnight)
SPECS
Nissan 370z Nismo
Engine: 3.7-litre V6
Transmission: seven-speed automatic
Power: 363hp
Torque: 560Nm
Price: Dh184,500
COMPANY%20PROFILE%20
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Specs
Engine: 51.5kW electric motor
Range: 400km
Power: 134bhp
Torque: 175Nm
Price: From Dh98,800
Available: Now
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