Help selling to our neighbors to the North…

As posted in a few other threads, I’m headed to a new startup to help build out their Canadian market. This is something that I did at my past company and had many learning along the way. Some of my primary learnings were:

• They prefer working with partners/var
• The sales cycle was around 30% slower for the product I was selling
• References from peers are heavily valued, as well as industry specific case studies
• Much more price conscious than US companies and always negotiating at the 11th hour
• Love face to face (meetings and events)
• Canadian focused webinars

The above may be said about ALL customers, but in my experiencing selling into Canada and the US, the above were more true for Canadian companies.

While I'm not starting for a few weeks, I have meeting with the GTM team to tell them what I need to make sure we’re ready to hit the ground running. Of course, there are tons of things I’ve picked up (little things that I can’t thing of off hand), but what are some of the must haves the community would ask for if they were in my shoes?

*Canada specific preferred*