From Relationships to Results: An Interview with Zohaib Awan

Group Director, Business Development, azakaw and j. awan & partners

In the fast-moving world of RegTech and compliance advisory, growth is not just about acquiring clients, it is about building lasting trust in complex, high-stakes environments. Few understand this better than Zohaib Awan, Group Director of Business Development at azakaw and j. awan & partners.

With over a decade of experience leading business development strategies across Canada, US, UK, the UAE and beyond, Zohaib has built a career on translating big-picture vision into measurable outcomes. In this conversation, he shares how azakaw is redefining compliance technology in the GCC, how j. awan & partners complements that mission, and why authentic relationship-building is still the foundation of success.

From Canada to Compliance Technology

Q: Zohaib, you have worked in business development for over a decade across industries from corporate procurement to fintech. What drew you to the RegTech and compliance advisory space?

A: My career started in highly competitive sectors such as marketing and advertising, corporate procurement and technology, where relationships are key, but results matter even more. When the opportunity arose to join azakaw and j. awan & partners, I saw a unique blend; cutting-edge technology in azakaw and deep regulatory expertise in j. awan & partners. This combination meant we could not only solve complex compliance problems but do so in a way that drives growth for our clients and us alike. That was the hook for me.

Positioning azakaw in a Crowded Market

Q: Many companies claim to “simplify compliance.” How do you communicate azakaw’s unique value to decision-makers?

A: The difference with azakaw is that we do not just digitise processes, we embed regulatory intelligence directly into them. For example, when we talk to a DFSA-regulated firm or a VARA-licensed virtual asset provider, we do not just say “we can do KYC and KYB.” We show them how our perpetual monitoring, real-time registry mapping and AI-driven transaction monitoring align directly with the regulator’s requirements. It is about removing guesswork and giving compliance officers confidence that their systems are both efficient and audit ready.

Turning Conversations into Long-Term Partnerships

Q: Business development in RegTech is often more relationship-led than purely transactional. How do you balance immediate sales goals with building long-term partnerships?

A: You have to approach it with a long-term view. If you are pushing for a quick win, you might close a deal but lose trust. I focus on understanding the client’s operational challenges, their regulatory pressures and their objectives and strategic goals. Sometimes that means advising them on steps they can take now, even before they adopt our platform. When they’re ready, the move to azakaw feels seamless because it’s already aligned with their priorities. This way, we’re not just closing deals; we’re building partnerships that last.

Adapting to Diverse Clients

Q: You work with fintech startups, corporate service providers, law firms and established financial institutions. How do you adapt your approach for such different audiences?

A: Startups are typically focused on speed to market and scalability, so we talk about how azakaw’s automation can significantly reduce onboarding times. Established institutions, on the other hand, are more concerned with risk mitigation, audit readiness and regulatory alignment. The common thread is that we show how our solutions fit their operational model without forcing them into a one-size-fits-all workflow.

The Role of j. awan & partners

Q: How does j. awan & partners fit into your business development strategy?

A: j. awan & partners is the strategic advisory counterpart to azakaw’s technology. When we approach clients who are either entering a new regulated market or facing complex licensing requirements, the advisory side is often the first touchpoint. Our licensing, compliance review and advisory services build trust early. Then, azakaw becomes the natural operational layer to keep those compliance commitments alive on a day-to-day basis. It is a powerful combination, strategy and execution under one roof.

Market Signals and Growth

Q: How do you know when azakaw is really gaining traction in a market?

A: Three things: inbound leads from referrals, repeat business from existing clients and, this is key, regulators themselves referencing our capabilities. When industry players hear from their regulator that perpetual KYB monitoring or AI-enabled AML tools are becoming the norm, and we are already delivering them, that is a strong signal we are ahead of the curve.

Looking Ahead in RegTech

Q: Where do you see the biggest opportunities for RegTech in the GCC over the next three years?

A: Perpetual monitoring and proactive compliance will become standard. Right now, many firms still think of KYC and KYB as a one-time hurdle. That will shift to ongoing risk management and the technology that can automate that without adding cost or complexity will lead the market. There is also a big opportunity in integrating ESG compliance metrics into due diligence, especially as crossborder investors demand it.

Leadership and Culture

Q: You have led teams across different cultures and geographies. What leadership principles guide you?

A: Empathy, clarity and accountability. Whether you are in Toronto, Dubai or Riyadh, people want to know you understand their challenges, that you can give them a clear path forward, and that you will own the results with them. That is as true for clients as it is for teams.

Final Word

Q: If you had to sum up azakaw’s role for regulated businesses in one sentence, what would it be?

A: azakaw transforms compliance from a cost centre into a true growth driver; faster, smarter, and always ahead of regulatory change becoming the command centre that empowers regulated businesses to scale with confidence and shape the future.