The answer varies based on which country you are thinking of. If your focus is India or China, then the game is completely different to say Singapore. I can speak for India, having spent last 5 years there in a sales overlay team and then in customer success. As a result I have seen both the selling side as well as the retention side. Key things that come to my mind: 1) Product maturity - think scalability, availability 2) Pricing - think flexibility 3) Market - think not only competition but also how crowded it is 4) Customer service - think customer retention and ease of switching. 5) Selling - think size and local partner strategy. A lot depends on what is your product, but this was my attempt to broadly identify some of the key things. In both my roles in India, I faced challenges across all these areas and am happy to get on a call to discuss these in detail specific to your company and product.