B2B sales cycles in the Gulf typically run longer than in the US or Europe, and trust is often built through introductions and in-person relationship-building before a deal moves. Marketing's job is to earn a seat at that table faster, not to replace the relationship with automation.
In practice this means content and outreach that establish credibility with decision-makers ahead of a first meeting, and a buyer-committee view of who actually needs to be convinced, since Gulf B2B deals commonly involve more stakeholders than the initial contact. Treat relationship-building as part of the funnel, not outside it.