Why Gulf businesses buy software and keep using paper
An article by Matthew Truth, Co-Founder and Product Lead at Octabiz Walk into many small shops in Oman, and in parts of the UAE, Qatar, Kuwait and Bahrain too, and you will still see the notebook. A customer pays, and the sale goes on paper at that moment. Stock that arrives is written down: what came in, how much and when. At the end of the day, and again at the end of the month, someone goes…
In many small shops across Oman, the UAE, Qatar, Kuwait, and Bahrain, customers still use paper notebooks to record sales and stock. These businesses have also purchased inventory or sales software, but often fail to use it effectively. The software remains unused or only used occasionally.
The article suggests that there is an opportunity for software providers to improve their offerings to better compete with the traditional notebook. The article identifies three key factors that contribute to the continued popularity of paper: simplicity, trust, and reliability.
Paper is simple to use, requiring no training, and provides immediate accessibility and ownership of the data. The notebook's reliability stems from its straightforward function of recording purchases and sales, with a clear path from purchase to entry to report.
The article argues that software must match these three criteria to replace the notebook. Simply offering more advanced features is insufficient. The true challenge lies in implementing the software and helping users adapt to it. Companies need to focus on building the culture of use, which requires onboarding, observation, and making the transition to the software as easy as possible.
The author shares a personal experience of immersing themselves in a customer's shop for extended periods, observing the workflow and interacting with staff. This hands-on approach revealed the difficulties in using existing software and provided insights into how the software could be improved. By sitting in the shop and working alongside staff, the author was able to identify pain points and design features that are easy to use and intuitive.
To succeed in the Gulf market, software must simplify data entry, make information readily accessible, and maintain data accuracy. Trust is built over time through consistent performance and reliability. The author emphasizes that products should focus on these core aspects before incorporating AI features. Once data entry is streamlined and accurate, AI can be used to provide quick insights and decision support, enhancing the overall user experience.
For founders and investors in the Gulf market, the article recommends treating the notebook as the benchmark for success. The software should strive to match the simplicity, accessibility, and reliability of the traditional notebook. Building trust takes time, so the focus should be on delivering an exceptional user experience first.
The article cautions against prematurely judging a product's success solely based on the number of businesses that have purchased it. Instead, the true measure of success lies in how many businesses still rely on the software for their daily operations.
Written by urgent.news from Wamda's reporting — not their text. Machine-written — may contain errors; check the original before relying on it.
