1. INO approach to technology transfer Pierre Galarneau 1.What is INO 2.Definitions and choices 3.Technology transfers 4.Spin-offs 5.Let’s talk money

2. INO is  An High-Tech INNOVATION HOUSE with a complete range of integrated services in all fields of optics/photonics  The largest concentration of skills in the field in Canada  Clients of all sizes across Canada and around the world Over the last 25 years  > 50% of revenues directly from the industry  > 5000 R&D contracts  54 Technology transfers  29 Spin-offs (all still alived)  191 patents / 75 pendings (266)  200 employees  37 M$ operating  3 M$ capital  Location Quebec City (HO) Montréal Hamilton ON Calgary AB

3. Business model & Value VALUE PROPOSITION  World-class know-how  Science & Technology  Innovation: Creativity & Realism  Diversity of tools and means  Technologies  Services: Prototyping to short-runs  Focus on solutions and delivery  Understand industry needs  Understand schedule  Complementarity / adaptability  RESULTS IN INNOVATION  RISK REDUCTION  REDUCED TIME-TO-MARKET Market Industry Know-how Technologies IP Knowledge Universities R&D Centres Contract Product TRL 9 TRL 8 Platform TRL 7 INO TRL 6 Technology TRL 5 TRL 4 Expertise Cooperation TRL 3 TRL 2 Knowledge TRL 1

4. 4 Technology Pillars MICROFABRICATION  µ-bolometers  µ-mirrors  µ-packaging  Thin films / GRM VISION  Machine vision  Sensor fusion  Sensor network  Augmented reality LASER & SPECIALTY FIBRE  Silica fibre  RE-doped fibre  µ-structured fibre  LMA fibres  Diode laser collimation  Fibre lasers OPTICAL DESIGN  Optical design  Optical testing  Opto-mechanical design  System design  Optical assembly

5. 5 Target Application Fields Defence & Security  IR imaging  SAR Optical processing  THz imaging Biophotonics  Light scattering  Florescence imaging  NL Fibre probe  Cytometry / Biosensors  Biomimic TM Environment  Lidar / Cloud mapper  Chemical detection  LIF – Bio detection Energy & Natural Ressources  Solar concentrator  µ-algae illuminator  Fibre sensors  Integrated GC sensor Advanced manufacturing  Laser µ-processing  Quality control  Process control  Hyperspectral imaging  3D imaging

6. Definitions and Choices INNOVATION Change implemented that has a positive impact High-Tech Innovation House Economic development organization providing advantageous market position through technical differentiator. INNOVATION = Market shares and/or ↗ profit marging = Δ $ for the customer.

7. 7 GLOBALISATION DEMOGRAPHY CLIMATE CHANGES Economy $$$ Future: Drivers & certainties

8. Natural ressources and supply chain development Environment and sustainability Rising healthcare cost pressure Complex security challenges Community sustainability Infrastructure Access Economic growth and industrial competitiveness Identified challenges

9. Technology transfer THREE MEANS  R&D Contracts IP Clause Protect Customer’s market Protect INO’s sustainability  Technology transfer Licensing agreement Knowledge transfer  Spin-Offs Three avenues

10. Technology transfer THE DIFFERENTIATOR Know-How transfer  Training at company location (basic)  Support Equipment \ Foundry selection  Develop & document product design  Advanced training  First production at INO with company employees  Second production at company site with INO people  Support period as needed Technology transfer process flow 1.Identifying the technology 2.Specifying the needs a)Exclusivity or not b)Territories c)Applications/Markets 3.Elaborating/signing the term sheet a)Technology description b)Terms (see point 2) c)Price i.Equity ii.Down payment iii.Royalties 4.Defining the product 5.Signing the TT-agreement 6.Project Kick-off

11. Spin-Offs THREE AVENUES  INO’s employees Self-motivation INO’s decision  Entrepreuneurs  Entrepreuneur in residence Quebec City and Anges-Quebec 200 k$ loan 18 months at INO to build business case INO’s support for de-risking

12. Let’s talk money Innovation pricing INNOVATION = ↗ Market shares and/or ↗ profit marging = Δ $ for the customer.  Market differentiator has a lifetime  Yearly benefit times the lifetime is the total $ generated  Benefit from one year stay within operating budget

13. Thank you ! THE strategic partner for innovation in optics /photonics