I have some online & download software for B2B. It's spreadsheets and it's for intranets. I exist since 2 years, I make about 300 sales per year, total about $60k. 50% in US, 10% UK, 10% Germany, and the rest spread across the world with ranges from $10 to $7000.

One thing that I don't make is sales in UAE, Qatar and Singapore. I would assume they have a lot of offices, teams, money and IT, so there should be more probability of selling to such booming areas than to Philippines or Chile.

Has any of you succeeded to market your software to such countries? Is it cultural or regulations? Do they sometimes trust 1-man shops or SAAS products? It could simply be the absence of translation in Arabic, or it could be that my statistics aren't significant at 300 sales per year.

We know, for example, Japan would require dedicated marketing because of the specificities that patio11 points out [1].

[1] http://www.kalzumeus.com/2014/11/07/doing-business-in-japan/