Day 6 August 27 2009

Lead to Win

Day 6, Thursday August 27

David Hudson & Tony Bailetti Opportunity assessments

David Hudson & Tony Bailetti Phase III overview

Claude Haw & Michelle Scarborough OCRI benefits to start-ups

Erin Kelly Ottawa Chamber of Commerce benefits to start-ups

Jean Ricard Technology start-ups: Advantage Gatineau

David Hudson Social

Lead to WinSlide 2 August 27, 2009

Lead to Win

Opportunity Assessment Panels

Tony Bailetti/David Hudson


Lead to Win

Founders get:• Knowledge to establish and

grow tech business• Stronger business

opportunity• Foundation to sell to first

customers • Access to required

resources via large and diverse network

• Confidence, encouragement and motivation

Region gets:• 6 tech jobs per company

over 3 years• Healthy system to drive

massive innovation and commercialization


Opportunity assessment panels

• Criteria and process to assess opportunities set by representatives of the nine LTW Strategic Associates– Part A - scoring

1. CUSTOMER VALUE

2. COMPETITIVE

3. PARTNER VALUE

4. JOBS

5. FINANCIAL

6. FOUNDATION

7. TEAM

– Part B - opportunity’s readiness for Phase III: accelerate sales to first customers.

– Part C - substantive feedback to opportunity proponents.


Panelists

1. Mobile applications (Case Room 1) – Chris Cope (City of Ottawa)

– Jim McGee (McGee)

– Kit Fung (Thetalili)

– Doug Michaelides (PLATFORM MARKETING)

2. Content and media (Case Room 2) – Llynne Plante (IRAP-NRC)

– David Hudson (TFN)

– Sameer Sheth (Nortel)

– Marek Wernik (Alcatel-Lucent)

3. Health/safety services and technology (Suite 350) – Eli Fathi (OrbitIQ)

– Dan Istead (Correctional Services)

– Christine McCrady (Royal Bank)

– Michael Murr (City of Ottawa)


Panelists (continued)

5. Consulting and applied technology (Case Room 4)– Peter Carbone (Coral CEA)

– Ron Killeen (Trivaris)

– Marcellus Mindel (IBM)

– Rob Wood (Purple Angels)

4. Software (Case Room 3)– Brian O’Higgins

(O’Higgins)

– Rob Collins (Collins)

– David Large (U of Ottawa)

– Raymond Luk (Flow Ventures)


Groupings: 34 individuals in 24 opportunities

I. Mobile applications

II. Content and media III. Health safety services and technology

IV. Software V. Consulting and applied technology

Location Case Room 1 Case Room 2 Suite 350 Case Room 3 Case Room 4

8:30 a.m. Nestor AmayaKenn Hussey(Ultra inexpensive wireless thing)

Donald Smeth(Media DigitalSignage)

Don Ellis, Alan Graves(Elder care application service provider)

Sharon Lewinson, Tom Lewison (Rideshark)

Bilal Ahmad(Margalla Works)

9:00 a.m. Ben Cliffe, Anoop Nannra(Mobile apps suite)

Daniel Crenna (Lunarbits)

Prakash Naidu,Kshirsagar Naidu(Multipoint stimulation)

Yi Li(Enterprise rights management)

Mihaela AndronicJerry Carver(Business environment mapping and shaping)

9:30 a.m. Randy Jones(Report away mobile)

Rob Johnstone, Louis Payant(Learnetica)

Reinhard Messner(ERP for ISO certification)

Joe Babiarz, Marvin Krym, Guyves Achtari (The unwired enterprise)

10:00 a.m. Jeff MacDonald (Mobile applications suite)

Chris Justus(Biz Quiz)

Art Munro(Seven Day Office)

Ian Brown(Career search engine)

10:30 a.m. Adam McNamara,Tariq Zaid (Hosting for business games and business applications)

Dinesh Shah(AuthorX)

David Nadeau (Infoglutton)

Terrence Chen(Inefficiencies in software development process)

11:00 a.m. Oscar Vargas(Warehouse tracking)

Pat Seemel(Structured group facilitation)


Process

• Presentations are made only to panel of reviewers• 30 minutes is allocated to each opportunity. 30 minutes is a hard limit.• Lead reviewer is responsible for:

– Distributing / collecting Opportunity Assessment Forms– Assigning ID codes to reviewers to guarantee reviewer anonymity– Keeping time and smooth running of the reviews– Ensuring forms are properly completed– Dealing with issues – Improving the opportunity assessment process

• Each reviewer rates each opportunity independently before the next group/individual is allowed into the room

• If reviewers and opportunity proponents wish to exchange cards, arrange follow ups, etc.; they should do so during lunch or the social and not take time away from the assessment process


Lead to Win

Preparing for Phase III

Tony Bailetti/David Hudson


Phase 3

• The objective of the Lead to Win program is to establish and grow technology businesses in Canada's Capital Region.

• The goal is for each business to generate a minimum of six technology jobs in the next three years.

• The main objective of Phase III is to accelerate sales to first customers.


Working Proposal – Phase 3 ElementsComponent Component’s highlights Primes

Early Sales Program Process, opportunity funnel, and experienced resources who can help LTW participants close sales to their first customers

LTW

Review Boards (Green and Yellow) 5-8 experienced individuals who advise and guide LTW participants

LTW

Student interns Pool of students who help LTW companies with their PR, market collateral, sales programs, etc.

TFN

Presidents’ Club 2-3 events per year that bring together presidents, CEOs and CTOs of LTW companies

LTW

OSBR.ca Journal that provides articles relevant to technology companies operating at early stages of their life cycle; content is available as open source

TFN

Space Board room, open space, and office space LTW

Hosted services Services on a cloud Supplier

Market research studies Reports published by Gartner, etc. OCRI

Investment Readiness assessment, links to angels and VCs, OCE’s Investment Accelerator Fund, IRAP, BDC, etc.

IRAP, BDC, angels, OCE. MITACS

Master degrees Formal education for founders and employees Universities

Human resources Find people with skills the startup slacks Supplier

Free services Portfolio of free services provided by accountants, lawyers, IT suppliers, and so on to LTW companies

Service providers to provide free services, LTW to qualify and assemble portfolio, individual service providers to deliver


Complete survey

• To maximize the value Phase III provides, please provide feedback on components of the proposed plan (e.g., did we miss important elements? Do we have the right primes?)

• For each component of the proposed plan, indicate FROM YOUR POINT OF VIEW if the component is a:– M - MUST have this.

– S - SHOULD have this if at all possible.

– C - COULD have this if it does not affect anything else.

– W - WON'T have this time but WOULD like in the future.

• Suggest key activities for the components perceived to be “must have this”

• Suggest additional components


Lead to Win

“OCRI Services for Start-ups”August 27, 2009

Claude Haw, President and CEOMichelle Scarborough, VP, Commercialization and Investment


Agenda

OCRI – Claude Haw and Michelle Scarborough• Ottawa Environment• Overview of OCRI • OCRI Services for Start-ups• Driving for Success


Ottawa: Technology Sector Stats

• Ottawa-based businesses generate >$20 B per year in sales• Employment shifting from multinationals to small and

medium-sized companies• Next-generation companies are growing (e.g. March

Networks, Dragonwave and SiGe)


Ottawa: Diversifying our Economy:Employees in Knowledge-Based Companies by Cluster


OCRI Mission


OCRI – Who are we?

• Private Not-for-Profit Corporation • Partner with the City of Ottawa to deliver services on behalf

of the City:– Entrepreneurship Centre/Innovation– Investment and Commercialization– Global Marketing– Technology Cluster Support (10 clusters)– Talent Development/Education

• Also represent 700+ members with 110,000 employees (79,000 technology)

• Support all business sectors from start-ups to multi-national corporations

• Promote Ottawa internationally, focusing on export-oriented businesses


OCRI Programs

Global Marketing International market support for all export-oriented businesses in Ottawa region.

– Inbound investment attraction– Outbound trade missions globally through a

large international network and in partnership with DFAIT

– Dedicated China and India initiatives and programs

– Promotion of Ontario Technology Corridor– Support for Ottawa technology clusters– North American Access Centre

• International Business Incubator Model


OCRI Programs

Corporate Programs/Events 100+ Professional Development and Networking events through out the year. Total attendance 11,468 for 2008-09.

• Zone5ive - Technology marketing forum

• 45th Circuit - Technology legal forum

• I.T. In Healthcare – Medical forum

• TEB – Technology executive breakfast

• Government Opportunities - Government opportunity information

• The Formula - Exchange of business ideas

• Dollars & Sense - Financial professional forum

• Cleantech and MedDevices - Life Sciences

• Sales Series – Sales initiatives


OCRI Programs

Entrepreneurship and InnovationSupport and education for small businesses and start-ups for all business sectors across Ottawa.

• Three key program areas:– Entrepreneurship Centre – TalentBridge – Entrepreneurs’ Edge (E2 and E2Lite)

• Also support entrepreneurship through partners:– Lead-to-Win (Carleton University)– TiE Ottawa – The Ottawa Network (TON)– The Code Factory


OCRI Programs

Entrepreneurship CenterFirst stop access point for entrepreneurs and early-stage start –ups.

• Wide range of business seminars and tutorials• Walk-in resource centre• One-on-one consultation services with business

advisors and professional service firms• Located in City Hall at 110 Laurier Ave., along with

kiosks in Orleans, Kanata and Barrhaven• www.entrepreneurship.com


OCRI Programs

TalentBridgeProviding Ontario post-secondary students with business experience, linkages and prospects

• Matches entrepreneurially inclined technology students with SMEs and start-ups

• Coop, work-term or part time work-term• SMEs provide business facing (“creativity-oriented”)

projects• OCRI/ORCP funds 75% of student salary• Students spend 1 day/week on immersive professional

development with OCRI TalentBridge manager• See http://tbridge.ca/


OCRI Programs

Investment and Commercialization

Prepare emerging knowledge based companies for high growth and new markets by:

– Assisting with commercialization of products and/or services into markets

– Work with companies and potential investors and appropriate funding sources to facilitate investment


OCRI Programs

• Investment and Commercialization Programs:– Business Advisory Services (Including strategic corporate

development and coaching; global mentorship)– Market Intelligence (Accessing major industry reports and

business and IP analysis)– Access to Capital and Investor Readiness including an

NA based Investment Advisory Committee– Ottawa Venture and Technology Summit– Canada’s Top 10 Competition (ICT, Life Sciences,

Cleantech)


OCRI Programs

• Investment and Commercialization - Highlights YTD:

– Over 200 companies served in the Ottawa region– $42 million in private investment (angel, private equity)– $1.5M invested by IAF– $5M invested through IRAP– $220,000 worth of mentorship support through global

network funded by BMEP– >$1M market intelligence services to start-ups


Service Delivery Partners:


OCRI Programs

OCRI MembershipOCRI members have access to a range of services from OCRI including reduced fees for all events.

• Membership benefits:– Networking (100+ events per year)– Critical Talent (Jobfinder and Biojobs)– Market Research (IDC and Business Insights free)– Access to Advertizing and Sponsorship

Opportunities– OCRI Entrepreneurship Center– OCRI Global Marketing– Volunteer Programs (give back)

• Membership Free (3 For Free)– Companies of up to 3 people and up to 3 years old


We look forward to working with you!


Building a Technology Business

• Dream big and be bold (Passion)• Find an idea and work it (Vision)• Customers, customers, customers (Direction)• “Hire” the best people (Team)• Define a strong business plan (Plan)• Get resources in place (Funding)• Drive the team for results (Execute)• Know your competition (Be Afraid)• Work hard but have some fun (Culture)

Good Luck – Make us Proud


The Ottawa Chamber of Commerce Benefits to StartupsAugust 27, 2009

Erin KellyExecutive DirectorOttawa Chamber of Commerce


Agenda

• Brief Overview of Chamber of Commerce• What the Chamber offers LTW• What the Chamber offers post-LTW


Chamber of Commerce: A local and global enterprise

• The largest business to business networking association in Canada

• Over 7500 Chambers worldwide• Business advocacy at the municipal,

provincial and federal levels• Overseas trade missions• Relationships with Embassies/trade partners• Over 40 high quality networking events/year


What the Chamber offers LTW

• Sales support– sales coaches and

training• Services

– Chamber network to provide free services to you as you start your business

• Mentorship – Experienced

professionals to advise and guide

• Financial Support Programs: – Export Access

• Customers

– Network, storefront

• Publicity

– Chamber TV

• Cost savings

– Group buying

• Affinity programs

– Health care, etc.


Publicity: Chamber TV

• Chamber TV reaches 9 Million each year

• Not just residents – policymakers, visitors, embassy staff

• Every 4th story is content from the Ottawa Chamber of Commerce


Web storefront

• Business to Business directory largest in Ottawa– Referrals/

testimonials– Track local buying

• Marketplace features special offers for Chamber members

• Over 2 million hits/year


Learn section

• Members forum– Learn from experts

• Resource library• Market research• Webinars• Tools


Advocacy

• Changes to Gov’t of Ontario procurement policies to correct bias

• Working on procurement recommendations for all levels of government to give better access to small business

• Renewable energy plan and transit recommendations for city


Group buying opportunities

• Media buying/group buying on behalf of members

• Advertisements• Bulk purchases of

machines and equipment


Support your business community

• Chamber of Commerce is the gateway for the international community

• A strong chamber supports commerce • Get involved, influence policy decision

making• Network and derive support from other

entrepreneurs• Benefit from numerous affinity programs

and group benefits• Support your local community


Thank you

Erin Kelly

[email protected]


Lead to WinLead to Win

“Technology start-ups: Advantage Gatineau”August 27th, 2009

Jean RicardEconomic development advisorDÉ-CLD Gatineau


Agenda – ADVANTAGE GATINEAUAgenda – ADVANTAGE GATINEAU

• DÉ-CLD of GatineauDÉ-CLD of Gatineau

• Financial benefits Financial benefits

• Establishing a business in Gatineau, QCEstablishing a business in Gatineau, QC

• The BOTTOM lineThe BOTTOM line


DÉ-CLD of GatineauDÉ-CLD of Gatineau

Mission Support entrepreneurs and organizations Stimulate Gatineau’s economic development

Strategic niches Integration of business, technologies and processes Language Technologies – Internationally renowned

2008 success story Leveraged $35M in investment for Gatineau

companies Invested close to $1M 94 start-ups, 372 new jobs


Over 60 information technology companies

• StAYTech : Solutions in IT Service Management

• Cactus commerce: Development of e-commerce solutions

• BlueBear LES: image detection software

• DIUM, Frontline Robotics, Multicorpora, Cogniva, Mtek Vision, Searidge, Mapleworks, etc.

A language technologies hub

• Language Technology Research Centre at UQO (LTRC)

• Over 60 language technology experts including speech recognition and knowledge management

• Close to 20 projects involving 20 external partners

The city of Gatineau - The city of Gatineau - Skills and Skills and Knowledge hubKnowledge hub


Businesses can cut R&D costs by half or more Considerable benefits to conducting R&D in

Quebec Net advantage: Eligibility of indirect costs

Small Canadian-controlled Private Corporations

Provincial Credit Federal Credit Combined Credit1Rate Refund Rate Refund

Ontario 10% Yes 35% Yes 41.50%

Quebec

37.5% Yes 35% Yes 60.94%SOURCE: Invest in Canada Bureau, 20071. In calculating the combined credit, the federal tax credit is reduced by the provincial tax credit receivable.

Financial benefitsFinancial benefitsQuébec SR&ED tax creditsQuébec SR&ED tax credits


Financial benefitsFinancial benefitsLocal incentivesLocal incentives

City of Gatineau Municipal tax breaks – 5 years (100% 1st 3yrs) Incubation fund (up to $15K)

Écho Capital Fund $15M regional fund for start-up & growth Up to $1M in loan or equity

FSO (Outaouais) $3M local government fund Loan or equity up to $250,000


M.D.E.I.E.

Multiple programs for commercialization and export PSVT: project-based loans and/or subsidies PSPE: subsidy for up to 40% of commercialization costs

for eligible products

Investment Quebec

CDAE: Reimbursable payroll tax credit of up to $ 20,000 Guaranteed bank loans for R&D investment claims

Financial benefitsFinancial benefitsQuébec programsQuébec programs


Financial benefits Financial benefits FFederal incentives for QC companiesederal incentives for QC companies

CED-Q for the Quebec regions Assistance to Quebec manufacturing SMEs Repayable and non-repayable contributions Grants (on occasion)

Industrial Regional Benefits (IRBs) Bid advantage on large Defence contracts with a presence

in Gatineau (Quebec)

Multitude of other programs (NSERC, IRAP, etc.)


Establishing a business in GatineauEstablishing a business in Gatineau

So why not Gatineau?- Is 5 minutes from downtown Ottawa

- Has both OC Transpo and STO routes

- These routes also go to downtown Ottawa

- Connections to Orleans, Kanata, South, Aylmer etc.

- Against major traffic flow across bridges

- Has all the amenities of downtown Ottawa

- Junk / fast food, good restaurants, banking, parking, etc.

- Costs are lower

- Rent is 25% lower than downtown Ottawa

- Hydro is less expensive


Establishing a business in GatineauEstablishing a business in Gatineau

MYTHMYTH REALITYREALITY

I’ll have to speak French

-Highest bilingualism rate in Canada

-Most speak the language of business

I’ll have to translate everything to French

-Bill 101 requires some French (signage)

-Larger companies require French web sites

I need to incorporate in Quebec

-Most companies incorporate Federally

-Need a Gatineau business permit

-Need to register “online” to Qc Business Registry

I’ll need to pay Quebec income taxes

Yes, Ontario residents get it all back at the end of the year


The BOTTOM line – it’s your $The BOTTOM line – it’s your $

Examples Public Private $1.2M $500K

Assumptions : Total R&D salaries $ 600,000 $ 300,000 Total R&D contracts 200,000 100,000 Total capital R&D expenses 200,000 50,000 Total materials consumed 200,000 50,000 Total IT salaries (E-business) 200,000 100,000

Resulting R&D and IT tax credits Quebec based $ 355,500 $ 291,531 Ontario based $ 278,000 $ 251,750 Advantage Gatineau $ 77,500 $ 39,781

28% 16%


Do your homeworkDo your homework

• It’s YOUR bottom Line

– It’s not just the product / service

• Prepare a business plan

– Include a market analysis and sales plan

– You’ll need it

• Maintain/expand your business network

– Including government agencies

• Ask for advice / guidance

– Consider governments as partners – they can help

– LTW, OCRI, Chamber of commerce, DE-CLD, etc.


Questions?Questions?

How to reach us at DÉ-CLD of Gatineau

Yannick Bouchard: [email protected]

Jean Ricard: [email protected]

Telephone: 819-595-8002

Web site: www.directiongatineau.ca

Day 6 August 27 2009

Business

studentsentrepreneurs

74m capital

phase iii

opportunity

ocri programsinvestment

commerce benefits

240 online

proposed plan