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Sales Strategy

The Ideal Customer Profile Most SaaS Founders Get Wrong in Egypt and Saudi Arabia

MBMohamed Bakry· Oct 16, 2026

Key takeaways

An ICP built only from industry, size, and region describes who could buy, not who is about to. The fix is to derive the ICP from the trigger events behind your actual closed-won deals, and from who personally owns the pain — not the product category.

A firmographic-only ICP (industry, size, region) describes product fit, not buying urgency.
Enterprise and SaaS deals are won by the person who personally owns the broken outcome — identify them, not just the company.
Rebuild the ICP from your last 5–10 real closed-won deals and find the trigger event they shared.
A usable ICP should let you name the specific event that starts a buying conversation — not just describe a type of company.

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