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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 WinSlide 3 August 27, 2009
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
Lead to WinSlide 4 August 27, 2009
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.
Lead to WinSlide 5 August 27, 2009
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)
Lead to WinSlide 6 August 27, 2009
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)
Lead to WinSlide 7 August 27, 2009
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)
Lead to WinSlide 8 August 27, 2009
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 WinSlide 9 August 27, 2009
Lead to Win
Preparing for Phase III
Tony Bailetti/David Hudson
Lead to WinSlide 10 August 27, 2009
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.
Lead to WinSlide 11 August 27, 2009
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
Lead to WinSlide 12 August 27, 2009
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 WinSlide 13 August 27, 2009
Lead to Win
“OCRI Services for Start-ups”August 27, 2009
Claude Haw, President and CEOMichelle Scarborough, VP, Commercialization and Investment
Lead to WinSlide 14 August 27, 2009
Agenda
OCRI – Claude Haw and Michelle Scarborough• Ottawa Environment• Overview of OCRI • OCRI Services for Start-ups• Driving for Success
Lead to WinSlide 15 August 27, 2009
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)
Lead to WinSlide 16 August 27, 2009
Ottawa: Diversifying our Economy:Employees in Knowledge-Based Companies by Cluster
Lead to WinSlide 17 August 27, 2009
OCRI Mission
Lead to WinSlide 18 August 27, 2009
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
Lead to WinSlide 19 August 27, 2009
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
Lead to WinSlide 20 August 27, 2009
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
Lead to WinSlide 21 August 27, 2009
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
Lead to WinSlide 22 August 27, 2009
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
Lead to WinSlide 23 August 27, 2009
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/
Lead to WinSlide 24 August 27, 2009
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
Lead to WinSlide 25 August 27, 2009
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)
Lead to WinSlide 26 August 27, 2009
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
Lead to WinSlide 27 August 27, 2009
Service Delivery Partners:
Lead to WinSlide 28 August 27, 2009
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
Lead to WinSlide 29 August 27, 2009
We look forward to working with you!
Lead to WinSlide 30 August 27, 2009
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
Lead to WinSlide 31 August 27, 2009
The Ottawa Chamber of Commerce Benefits to StartupsAugust 27, 2009
Erin KellyExecutive DirectorOttawa Chamber of Commerce
Lead to WinSlide 32 August 27, 2009
Agenda
• Brief Overview of Chamber of Commerce• What the Chamber offers LTW• What the Chamber offers post-LTW
Lead to WinSlide 33 August 27, 2009
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
Lead to WinSlide 34 August 27, 2009
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.
Lead to WinSlide 35 August 27, 2009
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
Lead to WinSlide 36 August 27, 2009
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
Lead to WinSlide 37 August 27, 2009
Learn section
• Members forum– Learn from experts
• Resource library• Market research• Webinars• Tools
Lead to WinSlide 38 August 27, 2009
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
Lead to WinSlide 39 August 27, 2009
Group buying opportunities
• Media buying/group buying on behalf of members
• Advertisements• Bulk purchases of
machines and equipment
Lead to WinSlide 40 August 27, 2009
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
Lead to WinSlide 42 August 27, 2009
Lead to WinLead to Win
“Technology start-ups: Advantage Gatineau”August 27th, 2009
Jean RicardEconomic development advisorDÉ-CLD Gatineau
Lead to WinSlide 43 August 27, 2009
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
Lead to WinSlide 44 August 27, 2009
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
Lead to WinSlide 45 August 27, 2009
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
Lead to WinSlide 46 August 27, 2009
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
Lead to WinSlide 47 August 27, 2009
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
Lead to WinSlide 48 August 27, 2009
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
Lead to WinSlide 49 August 27, 2009
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.)
Lead to WinSlide 50 August 27, 2009
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
Lead to WinSlide 51 August 27, 2009
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
Lead to WinSlide 52 August 27, 2009
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%
Lead to WinSlide 53 August 27, 2009
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.
Lead to WinSlide 54 August 27, 2009
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