Prospects

Internal go-to-market reference for Tunisia / MENA. Every company, contact, and figure below comes from public sources (official sites, LinkedIn, press, bourse filings) — confirm the live page and current tenure before outreach. For the pitch, see the sales overview.

Ideal customer profile

Buyers for foot-traffic & dwell-time analytics that runs on a store’s existing CCTV — no new hardware, no face recognition. The best-fit account is a multi-store chain or property group that:

• Runs dense CCTV it already owns.
• Has an HQ that controls the fleet’s cameras, IT, and capex.
• Thinks in footfall, conversion, staffing, or leasing terms.

How to sell: HQ, not individual stores

Sell one contract to the chain / group HQ, pilot in the highest-traffic flagships, then roll out across the fleet.

Target — HQ & flagships	Skip — or last
Chain / group HQ (retail or IT director → economic buyer)	Franchised / partner kiosks — tiny, often no proper CCTV, franchisee owns neither data nor decision
Company-owned flagship stores (malls, main avenues) — the ideal ROI-proving pilot	Truly independent single-store owners — least valuable; chase only when they walk in
The rest of the owned fleet, added later on the same contract	Telecom boutiques as direct accounts — sell flagship-first, but their higher-leverage role is as channel partners

Recommended order of attack

1. Monoprix — Seifeddine Ben Jemia (DG). The single cleanest, publicly named retail decision-maker. ~88 urban stores on one contract. Best first meeting.
2. Mall of Sousse — Mehdy Farhat (Directeur), Indigo Property. Most professionalized mall operator; one deal pre-sells Mall of Sfax + upcoming Tunis Garden City.
3. 3S or MTS Tunisia (CCTV integrators). Fastest route to a paying pilot — they own the cameras and the customer, and can switch software on within one project cycle. No procurement.
4. Carrefour / UTIC — Nabil Chaïbi (Group CEO). The most retail-literate, tech-forward buyer; strategic multi-format account.

Two connections worth their weight

The Ben Salem family owns both Indigo Property (Tier 1 malls) and Groupe Ben Salem / Indigo Company (Tier 3 — the Zara/Mango/Bershka franchise). One relationship opens ~9 mall sites and the fashion fleet. Enter via Zakaria Ben Salem or the Mall of Sousse director, then cross-sell the other arm.

Magasin Général’s DG, Fahd Chaouch, is a former CIO — he personally owns the analytics agenda, making MG a warmer technical sell than its “legacy grocer” image suggests.

Tier 1 — Shopping malls

Footfall is their business: they resell it to tenants to justify rent, run dense CCTV, and have an asset-management budget. Two operator groups control most modern malls, so landing one group deploys across a portfolio.

#	Prospect	Owner / group	Scale	Decision-maker / contact
1	Mall of Sousse	Indigo Property (Ben Salem)	~65,000 m², 120 boutiques	Mehdy Farhat (Directeur) — LinkedIn DM; group DG Mouadh Kacem
2	Mall of Sfax	Indigo + UTIC	~140 stores, opened Oct 2023	Ameni Hachani (Marketing) / Nour Chaabane (Digital)
3	Azur City	COPIT · Groupe Mabrouk	100+ stores, Géant	COPIT also runs Tunis City + Zéphyr
4	Tunisia Mall	La Sélection	Premium / luxury	+216 71 968 043
5	Le Palmarium	Downtown Tunis	230+ stores	contact@palmarium.tn
6	Costa Mall	Yasmine Hammamet	Tourist, seasonal	information@costamall.tn
7	Zéphyr La Marsa	COPIT · Groupe Mabrouk	~50 upscale boutiques	Third COPIT site — no separate procurement
8	Manar City	Community mall	Budget-sensitive	Strongest “zero hardware” price pitch; low-friction pilot

Tier 2 — Grocery groups & hypermarkets

Multi-store and data-literate. Sell at the operating-company HQ (controls CCTV, IT, capex); parent holdings are the upsell door, not the first sale.

#	Prospect	Owner / group	Scale	Decision-maker
1	Monoprix Tunisie	SNMVT · Groupe Mabrouk	~88 stores, ~23% share	Seifeddine Ben Jemia (DG) — cleanest entry; LinkedIn DM; +216 71 432 599
2	Carrefour Tunisie	UHD · Groupe UTIC	72–94 stores, multi-format	Nabil Chaïbi (Group CEO) — enter via mid-level UHD directors, not the chairman cold
3	Magasin Général (MG)	SMG · Groupe Bayahi	~100 stores, listed	Fahd Chaouch (DG, ex-CIO) — owns analytics agenda; cite published DPO on privacy
4	Aziza	Groupe Slama	350–500+ stores, hard discount	Ghassen Slama (CEO) — warm intro via PE backers (Mediterrania / Ekuity)

Tier 3 — Specialty chains & franchises

Fastest sub-sector to close: privately-owned, marketing-mature operators whose global brand DNA already runs on flow/conversion analytics. Electronics chains are a strong second wave (online/offline attribution).

#	Prospect	Brands / sector	Scale	Note
1	Groupe Ben Salem	Zara · Mango · Bershka (Inditex)	~76 stores, PE-backed	Zakaria Ben Salem (CEO, Indigo Company); same family owns Tier-1 malls
2	Decathlon Tunisie	Big-box sporting goods	~5+ stores	Data-native global culture; dwell-by-zone monetizable
3	MyTek	Electronics megastore	~6 stores	Dwell at TV/gaming = purchase intent; strong e-commerce data
4	Tunisianet	#1 online tech	Tunis · Sousse · Sfax	Wants to prove showrooms convert; online/offline attribution
5	Meublatex	Furniture & home	National showrooms	The ultimate dwell-time category (long browse-to-buy)
6	Parashop	Parapharmacy · beauty	4 stores, high margin	Counter dwell drives promoter scheduling; fast cheap pilot
7	TotalEnergies “Bonjour”	Fuel convenience	~160 stations	Explicit convenience-retail P&L; long cycle
8	Electro Tounes	Appliances & TV	~4 stores	Staff-assisted floor selling; peak-hour staffing

Tier 4 — Channel partners (resellers, not end customers)

The fastest route to a first paying pilot: they already own the cameras and the retail customer, so they can switch Metrica on over existing installs and invoice within one project cycle. Owner-led firms decide in one meeting. Telecoms are a phase-two scale channel.

#	Partner	Type	Note
1	3S — Standard Sharing Software	IT integrator, ISO 27001, since 1988	Already markets counting/silhouette analytics; contact Adel Dahmani (Deputy CEO) → video-surveillance lead
2	MTS Tunisia	CCTV integrator (Hikvision · Dahua)	Largest multi-brand retail-security install base in Greater Tunis; owner-led (Marwen Guesmi)
3	LBM Security & Services	CCTV integrator (AxxonSoft VMS)	Owner-led (Mohamed Riadh Sallem); one meeting authorizes a pilot; use info@lbmsecurity.com
4	I2S — Internet Smart Solutions	IT + CCTV (Hikvision · Fortinet)	Managed-IT relationships; adds an analytics product to a hardware-only portfolio
5	Multicom	CCTV distributor (Dahua · Milestone VMS)	Distributor tier — reaches sub-installers; VMS stack is analytics-ready
6	Ooredoo Business Tunisia	Telecom B2B (IoT · managed)	Phase-two: bundle into IoT/managed offers; big reach, slow procurement

First-touch approach

Keep the first message short and in French (Tunisia’s business language). Every opener leads with the two objection-killers — runs on existing CCTV, no face recognition — and asks for a 20-minute call, not a sale. Segment-specific templates live in the source dossier at docs/marketing/prospects.html.

Note

Italic / single-source fields in the source dossier are unverified — confirm the live page and current tenure before outreach. Store counts vary by source date (ranges shown). No contact details were invented.