Overcome the challenges of technology sales in Canada

As some Indian technology vendors have already discovered, Canadian businesses can be demanding (and perhaps exasperating) buyers of technology-related goods and services. I see two reasons for those aggressive customer expectations.

First, because of Canada’s spectacular growth since 1945, the country has an advanced technology culture and much of its competitive advantage is based on its technology leadership. Even though its population is only 35 million, Canada has the 15th largest economy in the world and its people are the third-wealthiest (based on per capita GDP) among the G20 nations.

For three generations, imported technology – perhaps most notably information technology – has fuelled that economic growth. Canada’s businesses are now among the leading users of advanced communications and related technologies in the world.

Duncan Card, a senior partner of Bennett Jones LLP, represents many international technology vendors in Canada. He is regarded as one of Canada’s leading technology lawyers. His best-selling book, Information Technology Transactions: Business, Management and Legal Strategies (published by Carswell), is sought after by both buyers and vendors of technology.