Common take: Canadian companies don't buy from startups because they're risk-averse.
I've sold to Canadian banks, retailers, grocers & pharmacy chains as a startup for 20 years. The description is accurate -- it really does suck to sell to Canadian businesses as a startup. But the reason is wrong.
As a startup you're rarely selling just a solution -- you're selling a paradigm shift ("you run a custom ecommerce engine, but SaaS changes what's possible"). So the real ask is: adopt an unproven paradigm AND trust a small startup to deliver it.
Now picture the typical Canadian buyer: a company that's rarely #1 in its field, comfortable in its position, with a decision-maker promoted on tenure -- not for being a maverick.
The ones who DO take paradigm risks (Lululemon, Shopify) do it because reinvention is core to their identity. They're the exception.
It's not that Canadian enterprises prefer US vendors. It's that if they're going to bet on a new paradigm, a small startup won't be the one to convince them -- but an OpenAI, SAP, or Salesforce will.
There's something deeper underneath it too. Across art, science, and tech, Canadians rarely see themselves as the ones who define the next wave -- so they don't trust homegrown talent to do it either. We instinctively look elsewhere for the future.