When Kira Systems’s sales team travels to do business overseas, rather than show up with suitcases full of samples, they bring something more abstract — brain power.
It doesn’t require a long corporate history or wide international experience to become an idea exporter, says Vinay Nair, Kira’s senior vice-president of marketing. Kira uses proprietary AI to locate and then explain common elements in contracts, and also to look for gaps if there is something commonly included that is missing in a document. The company markets its system in Britain and Germany, as well as in North America.
The performance of SMEs is even more significant when measured by the types of industries that export. In 2017, SMEs contributed more than 72 per cent of the exports among Canadian industries that were not suppliers of manufactured goods, raw materials, wholesale goods or management consulting. “A lot of the times you’re selling to people without any physical presence in Canada. So while we can sell in Montreal, it could just as easily be Paris,” he says.“We just completed a large contract in Germany. We have users all over — in Brazil and Norway, for example. We have clients in India — until recently, none of us had been there but we could still sell to them,” he adds.“Even though it is software, people do appreciate getting to know you, to shake your hand.
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