An article by Waseem Afzal, Founder & CEO of FAST Ventures

Six months into observing early-stage startups across MENA, one pattern is unmistakable: AI has not changed what matters. It has simply revealed it faster.

Founders across the region are ambitious. Markets are moving quickly. Technology has compressed the distance between idea and execution. What used to take months now takes weeks. Small teams can do what once required dozens of people. The friction between idea and execution has all but disappeared.

That speed is what makes 2026 different.

AI has fundamentally changed the cost structure of building companies. You can build quickly, test quickly, and iterate quickly. That creates enormous opportunity. It also exposes a fundamental truth faster than ever.

When assumptions are right, speed compounds progress. When they are wrong, speed makes mistakes visible immediately. AI does not create new problems for startups. It reveals old ones at a pace that leaves no room to hide.

The startups that will win in 2026 will not be the ones using AI the most. Almost everyone is using it. The winners will be the ones who understand that technology amplifies clarity. It does not replace it.

Start with the customer, not the solution

What separates the teams making real progress from those spinning in place is not velocity. It is intent.

The best founders can describe their customer with uncomfortable specificity. Not “SMBs in the region”, but “operations managers at logistics companies with 20 to 50 trucks who currently track everything in WhatsApp groups”.

That specificity is not limiting. It is focusing. It tells you exactly who to talk to, what to build, and how to price. Everything else follows from that clarity.

AI makes it tempting to build fast and validate later. You can ship an MVP in a weekend now. But the teams moving forward still spend more time in customer conversations than in code. They use speed to test assumptions, not to avoid validating them.

Understand the problem before touching the product

A consistent pattern appears among teams gaining traction: founders who speak to 30 or more potential customers before writing code move faster than those who build first and validate later.

This feels counterintuitive in an environment where prototyping takes days. But knowing what to build matters more than how fast you build it.

The teams that progress ask different questions. What are people doing today to solve this problem? What would make them stop doing that? What would they pay to make this problem go away? How do they measure whether it worked?

Those answers shape everything that follows. Growth that cannot be explained cannot be repeated.

Get pricing clarity early

One of the clearest signals of founder maturity is the ability to explain pricing and defend it. Not “we will figure it out later” or “we will start free and monetise eventually”, but “we are charging X because our value is Y, and we have validated this with Z customers.”

Pricing is not just a business model decision. It is a product positioning decision. It forces clarity about what is being sold and why someone should care.

Teams that defer pricing are usually deferring a harder question: do people value what we are building enough to pay for it?

Choose focus over optionality

MENA offers multiple markets, multiple languages, and multiple customer segments. The temptation to keep options open is strong.

The teams making progress do the opposite. They narrow their focus earlier than feels comfortable. They commit to one customer segment, one specific problem, and one market. They say 'no' far more often than 'yes'.

That focus does not limit them. It creates speed. Not the speed of doing more things, but the speed of learning what actually works and doubling down on it.

AI makes it easier to explore multiple directions simultaneously. The winning teams use that capability to validate focus faster, not to avoid choosing.

Measure what actually compounds

The best teams do not track vanity metrics. They track the numbers that predict whether their model works: conversion rates, customer acquisition cost, time to first value, retention curves, and expansion revenue.

They know these numbers before they scale, because scaling without unit economics does not compound momentum. It simply makes losses larger.

This discipline matters more in an AI-enabled environment, where bad ideas can burn capital faster than ever. Speed without measurement is just expensive confusion.

What this means for the next 12 months

The startups that will break out in 2026 will not be the ones moving fastest. They will be the ones using speed deliberately.

They will use AI to test faster, but only after they are clear on what to test.

They will use technology to reach more customers, but only after proving they can serve one customer exceptionally well.

They will use automation to scale operations, but only after building operations worth scaling.

Technology rewards preparation, not hustle.

AI gives founders leverage. It lets small teams compete with larger ones. It makes good teams better and fast teams faster.

But it does not replace judgement. It does not define strategy. And it does not remove the need to understand the customer, the problem, and the value proposition at a fundamental level.

What makes this moment genuinely exciting is that a founder with clarity can now learn in weeks what used to take quarters. The feedback loops have never been tighter. The cost of experimentation has never been lower.

The question is no longer whether you can move fast. Everyone can.

The question is whether you know what you are building and why it matters before you start moving.

The founders who answer that question with evidence rather than enthusiasm are the ones who will define the next chapter of technology companies emerging from this region.

Speed is a multiplier, not a substitute. And 2026 will belong to the founders who understand the difference.