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*Please feel free to pass this newsletter to others. If you received this from a friend and would like to be on our list, please drop us a line at info@arrowcan.com . Your feedback would be really valuable to us.*
We are always going to be centered on PEOPLE and not primarily on technologies. So our newsletter is no exception. It is geared to making this community closer and more aware of all of its members (both the BUY side and the SELL side of the equation).

Table of Contents

NEWS:
* The new leaders of Canadian Tech Transfer
Ottawa seems to be growing in its emphasis on leadership of ACCT and AUTM

Who's gone where
This is a compilation of the noteworthy personnel changes we have seen in the last six months. Send us YOUR stories for inclusion in the next issue.
Is the role of the TT Office changing?
There appears to be a change afoot in the very definition of what we do and how we measure ourselves

VIEWS:
* What role do the SMEs play in the Tech Transfer Ecosystem?
The SMEs are the heart of our economy. Are we serving them well? How can THEY help us get the big companies interested in our technologies?

CHALLENGES:
* Are we looking at ALL the possible markets for our technologies?
The BRIC countries have been referred to as the OTHER BILLION. Are we addressing them well?

NEWS:

As with our previous newsletters we have noted some changes in various TTO offices. It turns out that this is BY FAR the most popular part of this newsletter. Here are some of the highlights. Thanks to all those who supplied us with the url's of their IP policies for our website. Hopefully this will become a useful resource for everyone. If you are not yet on our table please send us the information and we would be happy to include you too. Also, please take a look at the news items that we post on our front page (left panel) and let us know what you think. Your contributions would be welcome.

The TTO at the University of Ottawa will provide leadership for the technology transfer community in North America.
Joe Irvine the Director of the Technology Transfer and Business Enterprise office at the University of Ottawa is the new Chairman of the Board for ACCT Canada.

Sean Flanigan, the Assistant Director Technology Partnerships at the Technology Transfer and Business Enterprise office at the University of Ottawa will be the new President-elect of AUTM.

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* James Albright is the new Director, Applied Research Liaison Office at BCIT in Burnaby BC.
* Guilio Desando is the new Director of Business Development at AUTO21Inc. in Windsor ON.
* Paul Truscott is now the Director of Business Development and Planning at the William Osler Health System, Brampton ON.
* Joe Miller is the new Commercialization Officer for the Greater Peterborough Innovation Cluster in Peterborough ON.
* Catherine Geci has moved from the University of Guelph to join the Technology Transfer and Business Enterprise office at the University of Ottawa.
* Perry Kim has moved from Parteqinnovations to join the Technology Transfer and Business Enterprise office at the University of Ottawa.
* Alex Navarre is working with a team overlooking the creation of the Innovation District of Montreal, a joint venture between ETS and McGill University.
* Luc Morriset has left Univalor and started his own consulting business called Eco.Inno.Tech International in Montreal QC.
* Michael Stern has left McGill University to start his own consulting business in Montreal QC.
* Jason Cleaversmith has left innovationpei to join Novartis in Charlottetown PEI.

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Barb Eccles of the Lakehead University Economic Development and Innovation Office was featured on the cover of the Lakehead University Alumni magazine for Fall/Winter 2011. The accompanying article credits Barb with helping to raise the profile of Thunder Bay and the Northwestern Ontario area through her skilled work in technology transfer. Congratulations to Barb!

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Universities and colleges have started to make formal arrangements to work together. For example, in Halifax, Saint Mary's University has an agreement with Nova Scotia College of Arts and Design whereby SMU will help handle all of the TTO functions of both institutions. We are aware of some others in similar evolving arrangements but they are not yet official. This is a trend worth watching as the Canadian Tech. Transfer ecosystem evolves.

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VIEWS:

The Role of SMEs

Small and medium sized businesses (SMEs) represent the heart and soul of what we are trying to do with the whole innovation agenda in Canada. We at ArrowCan Partners have long felt that the best way to improve our own uniquely Canadian economy is to foster a closer link between cutting edge technologies and the Canadian SMEs. These are the folks who have risked all to make it in an increasingly hostile and complex world.

To be sure there is a great heterogeneity in the SMEs. Some are simple service companies (ArrowCan is one of them), some of them have nothing to do with technologies (the corner Ma and Pa grocery shop). Industry Canada defines a small business as one that has fewer than 100 employees (if the business is a goods-producing business) or fewer than 50 employees (if the business is a service-based business), and a medium-sized business as fewer than 500. This is clearly a huge spectrum of companies.

We set out more than six years ago with the belief that the eco system that was uniquely Canadian would have university technologies flow to the SMEs and then though THEM to the bigger companies. The popular trend by the TTOs to bypass the SMEs and go directly to the bigger more global companies in the hopes of better deals was in fact hurting the SMEs and thus the Canadian economy. At first it was difficult to address the market that we centered on. It was difficult to find the appropriate SMEs in the first place. There was no easy way to find companies that met our criteria of likely clients:

Technologically oriented in their goods or services
In business for 10 years or more
Revenue positive
More than a handful of employees
International in their approach to markets

The Canadian Companies Capabilities database was not useful for this search since it demands knowledge of the sectors or the company names etc. We found two other databases that were somewhat useful for our purpose. They were the Manta database (thanks to someone in the TR Labs office in Saskatoon for this tip) and the Innovation Atlas of Canada by Ron Freedman . This latter one was too expensive for us to actually subscribe to but the demo at the last ACCT meeting seemed promising.

Something happened to our company recently that changed everything... We got involved with colleges across Canada. These folks have a completely different approach to innovation and it is catching on like wildfire. They have three central mantras:
We don't care about IP ownership
We don't care about revenues
We will measure our success by the number of our graduates that are employed by our partners

Colleges are connected to the SMEs in their local neighborhood BIG TIME since they depend on them to employ their graduates and to take part in their education through internships etc. Our connection to the SMEs was a natural one through the colleges. They have been an enormous help to us in achieving this goal. But it is still a relatively random process. Two questions come to mind.

If you are a university TTO are you using the local colleges to help you connect to the local SMEs. How are you connecting to the SMEs across the country?
Are you seeking to increase the number of licenses done with SMEs in your office? How is that going if you are?

We are aware of some universities and colleges that are making these strides. Saint Mary's University is now officially linked to the Nova Scotia College of Art and Design (NSCAD) in what appears to be a groundbreaking mutually synergistic formal collaboration. Red River College and the University of Manitoba have been working together for some time now on a more informal basis. The University of Waterloo and their local college are exploring some collaborations and the University of Toronto (yes UofT!) and Centennial College are apparently rumored to be exploring some similar collaborations.

Are you part of this wave of new approaches by TTOs? Are you contemplating becoming part of the new order where Universities collaborate with colleges to solve real problems for local SMEs and then enable them to make the bigger better deals with international global companies through their much more focused Business Development activities? Share your feedback with us - positive and negative. It is a real and important change that is occurring and it is actually encouraged by the larger companies.

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CHALLENGES:

The OTHER Billion

Quite often we are faced with technologies that have been developed in our organizations and we have tried to protect the relevant IP. I have two questions about the thought process involved here. Do we routinely consider if the technology has a better application in other continents and if so, do we appropriately protect that IP? A corollary question is HOW do we determine which to protect where but that is a topic for another day. The second question is how then do we go about MARKETING that technology to the appropriate country? This can be a challenge for big and small establishments alike because it is centered on having a network of trusted connections OUTSIDE the continent where we are culturally imprisoned. The BRIC countries (Brazil, Russia, India, China and other markets like them) (PLEASE do not consider them “developing countries” anymore) are referred to as the “other billion”. It is clear that the ways of doing business are unique to different geographies and that the old familiar “comfort zone” technology marketing approaches that used to work in North America (it is even questionable if they work here anymore) will not work everywhere. But the markets are there and growing VERY fast. It has been said that to ignore any of them is to seal the fate of ones future as a technology transfer agent.

Here are some strategies that I have come across that may be helpful. If you have other unique strategies to address these markets and are willing to share them with your community please send them along and we would be happy to help share them with all due credit to you.

Memorial University of Newfoundland has an individual who is paid by the university to spend about half of the year in the Middle East looking for appropriate technology transfer opportunities and VC funding for MUN's start ups.
University of British Columbia has been very active for several years in a Pacific Rim Alliance for Technology Transfer
University of Manitoba TTO Director, Gary Breit, routinely takes members of his staff to partnering events in Europe where they meet individuals from Asia and are able to close deals with them.
Univalor in Montreal has always maintained a very close connection with entrepreneurs in the whole French speaking world (including parts of Africa)
WORLDiscoveries at the University of Western Ontario has a whole segment (manned by one full time individual) involved with trade with China. They may be establishing a similar “desk” for India
The Federal government has set up two programs to help Canadian organizations connect with their counterparts in Israel and India (ISTP program)
University of Toronto has a specific program to help academics connect with their Indian counterparts

The Colleges are also involved with this movement. Ray Hoemsen of Red River College was recently on quite an extensive voyage to help bring awareness to the BRIC countries and other so-called alternate markets about technologies and expertise available at his college. Niagara College has long been involved with Brazil and other BRIC countries in terms of technology transfer and student exchange.

With this sort of momentum building, can you afford to ignore the possibilities? Are you already involved with the BRIC countries? What is your strategy and what are your lessons learned? Sharing makes us all stronger.

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