This report makes seven key recommendations to Canadian software companies. These recommendations summarize the factors that distinguish successful software companies from unsuccessful ones in these Pacific Rim markets. Preparation and Knowledge of the Asian Business Environment Knowledge of the Asian business environment is very important to the performance of software companies in those markets. It is particularly important that Canadian software companies clearly identify who their competitors are. It is also vital that software companies be able to demonstrate the comparative uniqueness of own products and technology.
Local customers demand that their suppliers represent the leading edge of Western technology.
Having one's own sales people who understand the product and can communicate its uniqueness is also important for software companies. Canadian software companies have to be aware of the conditions for protecting their intellectual property before they launch into the markets. If these are too difficult to arrange or companies do not have a strong enough experience base, then companies should use Canadian based salespersons who travel to Asia to sell. Companies should avoid joint ventures and, especially, local distributors. The most frequently used channel, and the one most preferred by software CEOs, was distributors.