Robin Winsor's case study

1. Leading Edge of CommercializationA Case Study Robin Winsor

2. There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and in miseries Julius Caesar. Act IV, Scene 3

3. Agenda Technology Description Timeline Struggles, Setbacks and Successes Lessons Learned What’s Changed

4. What does IDC do?

7. Competing Technologies circa 2000 Kodak Fuji Agfa Kodak GE / Seimens CaresBuilt IDC SwissRay

8. CMOS

9. Market 350k DR CR 125k FILM Cost (US$) 45 secs Foothills+ Large hospitals 8.5 mins Small & Medium Hospitals 8 mins Clinics

10. Market 350k DR CR 125k FILM Cost (US$) 750 Large hospitals 10,000 Small & Medium Hospitals Clinics Uncounted

11. Market 350k DR CR 125k FILM Cost (US$) 750 Large hospitals 10,000 Small & Medium Hospitals IDC : 45secs : <$150k Clinics Uncounted

12. TimeLine November 8th, 1895 November 8th, 1995

13. TimeLine N.American Sales Downsize Mgmt financing Liquidate assets U.S.”Expert” arrives New Products New Building Rapid Expansion Clinical Use Production Ramp-Up Rapid Revenue Growth International Distribution OEM Partners Luminary Sites Scientific Validation $$ Revenues $$ Regulatory Approvals Clinical Testing U.S.”Expert” leaves Mutiny

15. Futures

17. Don’t discount the bizarre

19. Management team must complement, not duplicate, each other

20. Finder / Minder / Grinder

21. Expect and celebrate change in the lineup

23. Don’t appoint for appearances sake, make it WORK

26. Be clear

28. Understand their specialities

29. Look for chemistry

31. Industrial Research Assistance Program (IRAP)

32. Alberta Heritage Fund for Medical Research

33. Shad ValleyKeep it in Canada

35. Corporate Vision To provide the highest quality, most cost- effective digital radiography (DR) products in the healthcare market

36. Vision Tuberculosis35% of the world’s population infected

38. Geoffrey Galley…and be sure they believe in you

40. Learn the elevator pitch

42. Know your numbers

44. Lessons Learned China is a huge market Chinese prefer Chinese Protect your IP, then go

47. What Has Changed

53. What Has Changed Barriers to entry Equipment costs falling Information easy to access Regulatory is a little easier Computing power increased by ~8000 x Design, prototype cycle reduced from weeks to days Competitors know what you’re doing

54. What Hasn’t Changed Need for a good team Need for financing Need for hard work Need for speed

55. Team Building / Networking Tools

58. Collaboration / Information Portals

60. Government & NGO Assistance

62. Mature Company Development Concept Venture Assessment Economic Feasibility Strategic Business Plan Financing the Venture & Business Start-up Business Growth Business Maturity Business Development Market Needs Assessment Market Study Strategic Market Plan Market Validation Sales & Distribution Market Diversi- fication Market Development Technical Analysis Technical Feasibility Engineering Prototype Pre- production Prototype Production Production Support Technology Development Goldsmith Model for Commercialization

63. Innovation Resources

64. Calgary Technologies TCI Programs Technology Commercialization and Incubation 2002 2002 1997 2009 Updated: Jan, 2010 51

65. Calgary Technologies TCI Programs Technology Commercialization and Incubation 2009 2007 2003 2009 Updated: Jan, 2010 52

67. There is a tide in the affairs of men, Which, taken at the flood, leads on to fortune; Omitted, all the voyage of their life Is bound in shallows and in miseries On such a full sea are we now afloat, And we must take the current when serves, Or lose our ventures. Julius Caesar. Act IV, Scene 3

68. ? ? ? Questions ? ? ?