Overcome the challenges of selling IT in Canada

By Duncan Card, Bennett Jones LLP

As your enterprise may have already discovered, Canadian businesses can be extremely demanding (and perhaps exacerbating) buyers of information technology (IT) goods and services. In the course of representing many foreign IT vendors in Canada, I have explained those aggressive customer expectations in terms of two unique, and very closely related, circumstances.

Duncan Card,Partner,Bennett Jones LLP
Duncan Card
Bennett Jones LLP

IT dominates

First, IT is a pervasive part of Canada’s economic infrastructure and provides a vital competitive advantage for its businesses. The reason for this lies in Canada’s spectacular growth since 1945. Even though Canada’s population is only 35 million, it 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 – and perhaps most notably information technology – has fuelled that economic growth. Canada’s people are now one of the highest per capita users of advanced communications and information technologies in the world.

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Duncan Card is a senior partner of Bennett Jones LLP. He is widely regarded as one of Canada’s leading IT lawyers and is ranked in the Leading 500 Lawyers in Canada as “Most Frequently Recommended” for technology transactions. Card represents many international IT vendors in Canada. His best-selling book, “Information Technology Transactions: Business, Management and Legal Strategies” (Carswell publishers) is sought after by both buyers and vendors of IT.