An outline of various technology business structures. * Is your business going to be a consulting practice? a service company? a product company? * What are the different needs of the different types of companies? * Where can you get money to launch your business - should you borrow or take investment dollars? Learn the answers to these and other questions facing a would-be entrepreneur. Speaker: Tony Redpath, course co-ordinator and MaRS Venture Group Advisor

2. `
Different Forms of
Entrepreneurship
Presented by:
Tony Redpath
Business Advisor, MaRS Discovery District
15 November 2007
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3. Three basic questions:
 What does my business look like ?
 What resources do I need?
 How do I fit into the rest of the world?
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4. Overview
 Different types of business
 Where do they fit into the rest of the world
 How do you finance your business
 What factors do investors look at
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5. Technology Commercialization
KNOWLEDGE
Universities / Hospitals
Government Labs
PATENTS (Novel, Useful, Non-Obvious)
Company II
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Marketplace
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Company I
Slide 5
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6. Business types - Consulting
 You
provide advice, based on your specialized
knowledge
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7. Technology Commercialization
KNOWLEDGE
Universities / Hospitals
Government Labs
PATENTS (Novel, Useful, Non-Obvious)
Company II
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Marketplace
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Company I
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8. Consulting …. Cont’d
 Can start as a one-person business
 Mayhave a technical, management, or
marketing focus
 Oftenstay small, but consulting engineering
firms can be large (e.g Hatch Associates)
 Oftenoperate via a virtual network of
consultants
 Need liability insurance
 Capital costs low
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9. Business types - Consulting
 Q: How much should I charge?
* A: What is the client’s alternative cost?
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10. Business types: Service
 You provide a service to existing businesses
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11. Technology Commercialization
KNOWLEDGE
Universities / Hospitals
Government Labs
PATENTS (Novel, Useful, Non-Obvious)
Company II
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Marketplace
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Company I
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12. Service business…. Cont’d
 Technical service businesses often provide
analytical services
 May provide custom clinical trials
 Classic IT service providers
 Can be very small or very large
 Capital costs can be quite high
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13. Business types: Product
 Youhave real article ( pharmaceutical
compound, medical device, consumer
product….) that you wish to take to the market
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14. Technology Commercialization
KNOWLEDGE
Universities / Hospitals
Government Labs
PATENTS (Novel, Useful, Non-Obvious)
Company II
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Marketplace
R & D Project Engineering Project
Concept Production Sales
Lab Prototype Engineering Prototype
Company I
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15. Product …. Cont’d
 Examples range from cottage industry craft
producers up to General Motors
 Capital
needs vary widely, but there will usually
be a need for at least working capital
 “Mercedes in the driveway” vs. high growth
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16. Types of Financing
 Debt
 You borrow from someone, using some asset as
security, an amount that will have to be repaid
 Equity
 You sell a piece of your venture to someone in
exchange for an investment in the venture
 Bootstrap
 You self-fund by using the profits of your
business to grow the business
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17. The Lemonade Stand Example
Assume you’re 8 years old and you need
$20 to set up a lemonade stand
Revenues Debt 50:50 Equity
Rain $10 lender loses $10 partner loses $15
entrepreneur gets $0 entrepreneur gets $5
Cloud $30 lender is even partner loses $5
entrepreneur gets $10 entrepreneur gets $15
Sun $50 lender is even partner makes $5
entrepreneur gets $30 entrepreneur gets $25
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18. Sources of Debt Financing
 You – your mortgage
 You – your credit cards
 The 3 F’s – Friends, Family and Fools
 Banks
 Can lend to you (e.g. line of credit) or to your venture
 Lend against assets or receivables
 Venture Debt funds
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19. Sources of Equity Financing
 The 3F’s again – Friends, Family and Fools
 Angels (aka high net worth individuals)
 Generally like to invest in areas that they have worked in
or are comfortable with
 Can add valuable hands-on experience
 http://www.angelinvestor.ca/
 http://www.mapleleafangels.com/186103_186104.html
 Venture Capital Funds
 Different funds invest at different stages in the growth of
a company
 http://www.cvca.ca/
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20. Special Financing Sources
 Proof of Principle / Idea to Innovation
 http://www.researchnet-
recherchenet.ca/rnr16/viewOpportunityDetails.do?pro
g=205&view=search&terms=proof+of+principle&org=
CIHR&type=AND&resultCount=25NSERC Idea to
Innovation (I2I) Program
 http://www.nserc.ca/professors_e.asp?nav=profnav&l
bi=b4
 NRC - IRAP
 http://irap-pari.nrc-cnrc.gc.ca/main_e.html
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21. The Financing Life Cycle
Public Markets
Venture Capital
Seed Funds
t
en
Angels
m
st
ve
Grants
s
In
le
Sa
R is k
Concept Start-up Growth Expansion
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22. The Financing Life Cycle
Public Markets
Venture Capital
Seed Funds
t
en
Angels
m
st
ve
Grants
In
R is k
s
le
Sa
Concept Start-up Growth Expansion
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23. The Financing Life Cycle
R is k
a n t:
f in e n
ce
lf - t m
Se ves
In
s
Grants
le
Sa
Concept Start-up Growth Expansion
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24. What do Financing Sources Look
For ?
Technology Risk
• Stage of Development
• Impact & Application
• Sustainable Advantage
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25. Technology Risks
 Stageof Development (concept ? proof of concept ?
prototype of product)
 Product development path (costs and “risks”)
 Technology impact
 Scope of application
 Competitive technologies
 Disruptive technologies
 Reliance on infrastructure
 Ease of scale-up, technology transfer, copy
 Manufacturability and costs Slide 25
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26. Due Diligence and Valuation
Criteria
Technology Risk
• Stage of Development
• Impact & Application
• Sustainable Advantage
IP Risk Market Risk
• Nature and Scope • Size and Growth
• IP Form • Dynamics
• Ownership • Competition
• Enforceability • Customers
• IP Building • Distribution Channels
• Freedom to Operate
Execution Risk
• Reputation / Leadership
• Commitment
• Market Knowledge
• Experience
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27. Intellectual Property Risks
 Nature of the invention
 Scope of the invention
 IP form: Patent, know-how, software
 Ownership of IP - Lingering rights of funding
agencies or students
 Level of IP protection – NA, worldwide
 Competitive research activity, patent activity,
availability of Licensees
 Prior disclosure - publications or conferences
 Enforceability
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28. Market Risks
 Market size, dynamics and growth potential
 Route to market, access, scalability
 USPs of the products or services
 Nature of the customers
 Lead customers
 Market or industry drivers
 Competitive landscape and profit margins
 Regulatory barriers or opportunities
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29. Execution Risk
 Management vision for the company
 Management leadership ability
 Commitment and drive
 Recognized technology expertise
 Knowledge of the market, networks
 Skills required to move the technology through
all stages of development and product launch
 Reputation in the marketplace
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