Nader Sobhan, head of MENA, Iflix. Nader Sobhan, head of MENA, Iflix.

Iflix, a video on demand service aimed at emerging markets, has certainly lived up to its reputation as a fast mover since it first started looking at the region barely a matter of months ago.

Indeed, the Malaysia-based video on demand service already formed a joint venture company with Kuwait’s Zain Group, and launched operations in each of the telco’s eight operating countries, as well as opening an office in Dubai and working on a plan to start services across the rest of the region soon. Oh, and it also managed to co-produce content for the MENA region, including an Arabic comedy starring Egypt’s top actors. It is perhaps not surprising then that we found the company’s regional head, Nader Sobhan, in an upbeat mood just a few weeks after the company launched services in Zain’s markets.

“Five months ago I was alone in the region. In those five months we have done an amazing job of hiring talent, getting the contracts in place, getting the deal with Zain in place,” he says. “All of these achievements we have done so quickly for this launch phase and now we have just launched it’s amazing to see the numbers rapidly click in.” The speed of the launch is in line with the big ambitions of iflix’s founders, Mark Britt and Patrick Grove, who have set a target of 1 billion subscribers globally by 2020. Having first launched its service in Malaysia in May 2015, iflix established itself in Asia, rolling out its service to nine markets in less than two years and acquiring over 5 million members over the period, according to CNN. Interestingly, the iflix team believes it can take its learnings from Asia and adapt them for other emerging markets including the Middle East.

“In South East Asia, there is a revolution in entertainment going on. There is a huge emerging class coming into prominence and we started to address that in South East Asia first,” Sobhan says. “When we first started off with the concept of subscription VoD we saw that there were challenges. We realised that content had to be relevant and localised, the product itself had to work and function in difficult internet environments and had to have the proper speeds for it to work, and we had to offer different means of payment because credit card penetration is low. Also, the price points of other SVOD platforms were too high, so we started addressing all of these things in South East Asia”

The iflix team soon realised these challenges were, to slightly varying degrees, common to most emerging markets, and so started looking at areas ripe for expansion. “I have been based in the Middle East for over 10 years now and it is one of the most exciting, dynamic, growing markets,” Sobhan says. “The emerging middle class is booming and there’s a lot of dynamism.” iflix’s first step in the region was to partner with Zain. “We kind of complemented each other. We had the deep catalogue and the understanding of content, the platform and a service that is fantastic and they gave us the network speeds and the connection to the users, and a strong brand that we could leverage. Together we are approaching the market that way,” Sobhan says.

iflix and Zain Group actually established a joint venture called iflix Arabia to bring iflix’s service to the Middle East and North Africa (MENA). The joint venture is headquartered in Dubai and trades commercially as iflix in Zain’s territories of operation: Kuwait, Bahrain, Iraq, Jordan, Lebanon, Saudi Arabia and Sudan, with the potential to further extend into additional regional markets. While iflix is looking to expand its services more countries across the MENA region, Sobhan adds that the company is also keen to ensure that it is properly ready to do so, and that means it must be able to offer a service that is of value to each new country. This desire to offer a relevant service particularly applies to iflix’s more recent push into content. The company started producing content in Asia only quite recently and has already learnt much from the experience, including how well content from one country may or may not work in another country or region. iflix is also well aware of the nuances between different parts of the Middle East and intends to produce content tailored for the various distinct parts of the region.

“We want to be deeply involved in entertainment so we don’t look at the UAE as one monolithic block, we don’t sit back and switch it on,” Sobhan says, when asked about the timing of iflix’s launch in the UAE. “We look at it in a cultural context, at a country level so we look at the Gulf, at the Levant, Egypt and Sudan, and we look at French speaking North Africa as very separate areas. We’re not in a rush to switch on [in new markets such as UAE] and then not provide customised services. We have the ability to launch in multiple markets but we want to do it right and we want to serve the people right.”

While iflix is bringing a large catalogue of Hollywood, Bollywood, Asian and Arabic content to the region, it has already co- produced its first Arabic series, Waklinha Wala, a 30-episode Egyptian comedy series. Waklinha Wala features many of the top stars in the Arab world and is co-produced by Ahmed Helmy’s production company, Shadows, Front Row and the Kuwait National Cinema Council. The plot depicts the lives of four families living in a rundown building in Cairo’s renowned 5th district as they try to repair and rebuild the disintegrating building. Among the stars in the show are Fifi Abdou, Hassan Al Radad, Nicole Saba, Dalal Abdel Aziz, Sherif Salama, Hany Ramzi, Edward, Hisham Abbas, and Mohamed Fouad.