Unlocking MENA Growth: Licensing & Business Opportunities
The Middle East and North Africa (MENA) region is one of the fastest-growing life science markets in the world, with demand driven by population growth, chronic disease research, and expanding healthcare infrastructure.
Yet for biotech, pharma, and service providers looking to enter, MENA isn’t a “plug and play” market. Success requires a thoughtful business development and licensing strategy, adapted to local regulatory, cultural, and commercial dynamics.
At Sosna + Co, we’ve supported clients across the Gulf, Levant, and North Africa through licensing and strategic partnerships. With on-the-ground staff in the region, we know what works and where companies often stumble.
Read on for our insights, then get in touch with our Middle Eastern team.
Why Licensing Is the Entry Point in MENA
Unlike North America or Europe, where companies may pursue direct commercialization, licensing is often the fastest and most effective way into MENA. Local partners already have:
Established distribution networks with pharmacies, hospitals, and government tenders.
Experience navigating complex regulatory submissions across countries (e.g., Saudi FDA vs. Egypt’s CAPA).
Relationships with key opinion leaders and health ministries.
For international firms, licensing allows rapid market entry without building costly infrastructure. For regional players, it’s a chance to bring innovative therapies and technologies to patients faster.
Key Challenges When Entering MENA
Fragmented Regulations – Each country has its own approval body and rules. A licensing partner familiar with each pathway is critical.
Tender-Based Procurement – Government tenders dominate purchasing decisions. Without the right partner, foreign companies may struggle to compete.
Cultural and Relationship Dynamics – Trust is everything in MENA. Long-term partnerships are favored over transactional deals.
Price Sensitivity – Even innovative therapies face pressure to demonstrate cost-effectiveness and value in this market.
How MENA Differs From Other Regions
North America: Faster to adopt innovation, but highly competitive. MENA offers untapped growth if you can navigate its complexities.
Europe: Reimbursement-heavy and multi-country, but more structured than MENA. In MENA, informal networks and credibility often carry more weight.
APAC: Like Asia, MENA can be conservative in decision-making. Deals require patience, persistence, and multiple touchpoints.
How Sosna + Co Supports Licensing in MENA
Partner Identification – We map and qualify potential licensees across the region.
Relationship-Building – Our team facilitates introductions, builds trust, and manages the long follow-up process.
Deal Structuring – From NDAs to LOIs and term sheets, we ensure agreements protect IP while aligning incentives.
Local Insight – With associates in the region, we bring practical knowledge of regulations, reimbursement, and cultural nuances.
Conclusion
Expanding into MENA can open doors to millions of patients and new revenue streams. But success hinges on more than having a great product. It’s about finding the right licensing partner, building trusted relationships, and navigating the region’s unique dynamics.
At Sosna + Co, we thrive on helping life science companies make the leap into new markets, MENA included. If MENA expansion is on your radar, now is the time to explore licensing opportunities. Book a call with our team today.
Want to explore MENA expansion, from licensing and beyond?
Reach out to Sosna + Co today and discover how our outsourced business development services can unlock new opportunities for your life science company.
Sosna + Co is a boutique, outsourced business development partner for the life sciences. From M&A advisory and licensing deals with Fortune 500 companies to uncovering the potential of savvy, new start-ups, the principal is simple: we work meticulously to uncover new opportunities that grow your business. Contact us today to learn more.