1. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 1 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Joseph L. Rotman School of Management January 25, 2002 THE QUEST FOR CAPITAL ANGEL INVESTING Henry Vehovec President, Coach and Chief Creative Officer Mindfirst, Inc.

2. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 2 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com What is An Angel Investor?

3. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 3 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com What is An Angel Investor? Angel Investors address the start-up financing capital gap. Love MoneyVenture Capital

4. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 4 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Capital Availability Gap: $1 – 5 million Angels rarely like to invest > $ 1 million VC’s rarely like to invest < $5 million High costs of: due diligence deal flow economies of scale

5. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 5 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com New Company Formation – Source of Funds Friends and Family Banks Strategic Investors Angels Venture Capitalists IPO (not recently) Special Programs American start-ups in 2000 50 IPOs (VC funded) 400 VC start-up investments 50,000 angel investments 700,000 new companies Source: PWC & Tech Coast Angels Angel Funding = 2x – 5x VC Funding, various estimates

6. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 6 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Who are these Angel Investors? High net worth individuals “Been there, done that” with related experience Range of involvement lead investor, Chairman of the Board Investor/advisor Passive investor Several Angel Investments “Mad Money” $25k to $250k per investment per angel

7. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 7 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Angel Investor Summit - Angel Defined net worth > $ 2 million Successfully built or managed a business Invested personal capital in a pre-VC business director or advisor to a business other than own Looking to make additional angel investments two (2) references from existing roster www.angelinvestorsummit.org

8. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 8 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Motivation Venture Capitalists make money professional managers other people’s money ROI Angel Investors stay involved into “codgerhood” * affection for entrepreneurs give back mentorship, add value ROI * Bill Payne, Tech Coast Angels

9. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 9 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Typical Angel Deals $250k to $2 million per deal $25k to $250k per investor lone wolf vs. group active vs. passive industry expert vs. generalist

10. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 10 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Where Are these Angels? > 1/1000 Canadians is an angel Angels are everywhere Angels are people Industry Associations Community Groups Business Groups Angel Investor CHIN UP Golf Invitational May 15, 2002 www.angelgolf.org

11. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 11 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com How to Approach an Angel? Do Your Homework Understand the Angel and his drivers Proper introduction Only one chance for a first impression Seek out the Angel with the right fit Business Plan and all the VC check lists

12. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 12 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Angel Drivers Include Proximity to home A deal they understand Personal trust They know the business domain Can bring strategic advantage Compelled to give back They are builders

13. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 13 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Angel Trends average age 49 and getting younger mostly male, <5% female, but rising > 100 American Angel Organizations recalibrating deal size and investment parameters investment in groups investing in clusters Government awareness and emerging support in Canada

14. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 14 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Types of Angels Archangel Domain angels Love angels Process angels Working angels Silver Spoon angels Others

15. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 15 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Market Research on Angels $ by industry type / cluster $ by deal size average time to exit for each deal by industry & size average return for angels importance of angels to economy multiplier effect feed VC’s Allan Riding, Carleton U., leading Canadian researcher

16. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 16 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com The Financing Spectrum A healthy economy requires vigorous activity across the financing spectrum in order to be successful.

17. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 17 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Current Challenges for Angels Finance existing projects, subsequent rounds needed Licking wounds, stem losses, assess damage Good valuations and buying opportunity for those with cash Understanding the changed financial environment Understanding future growth areas, emerging clusters Government wants to encourage, but how? Angels difficult to understand - they are diverse, unique, unaccustomed to organizing as a group Educating and influencing leadership Angel and cluster growth must be organic

18. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 18 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Angel Investing – The Case for Clusters Compelling research & analysis – Roger Martin Angel Investor Summit Cluster Breakouts Toronto Summit, October 30, 2001 Alternative Energy, New Energy Life Sciences New Media Software Telecommunications Traditional Industries Determinants of cluster success varied by cluster type

19. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 19 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Ontario Government Actions 2001, sent study teams to USA MEDT has industry vertical analysts looking at angel roles $100k from Prosperity Demonstration Fund research shows ultimately growth must be organic MEDT Press release - January 15, 2002 Ontario Competitiveness Consultation Report Released Ontario Competitiveness Consultation Report Released http://www.2.ontario-canada.com/English/about/news_releases.htm Bob Runciman Ted Chudleigh Lara Coombs Mark Nelson

20. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 20 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Federal Government Actions Industry Canada, e-Business Roundtable http://www.ebusinessroundtable.ca/ Jay Illingworth, bridging the VC gap David Pecaut, Angel Investor Summit Speaker tax policy changes John Eckert, CVCA capital gains rollover encouragement for international investor SME & Angel Investor Studies Andrew Parker, Policy Advisor An Entrepreneur's Guide to Informal Investment http://strategis.ic.gc.ca/SSG/cw06200e.html Canada Community Investment Plan (CCIP) http://strategis.ic.gc.ca/SSG/cw01100e.html

21. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 21 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Simplistic Solution reduce Government overhead, lower taxes allow Angels to be more profitable, sooner Angels to reinvest easier said than done Competition is Global eg. American Government double matches Angel funds

22. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 22 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com The Challenge To be globally competitive angels To be the first choice of global angels, instead of Ireland, Finland, Israel, Singapore, Boston or San Jose

23. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 23 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com The Challenge The challenge is not to emulate best practices of American angel groups and their current methods or those of the last 10 years Leap Frog is needed, we need to truly innovate beyond current global best practices The leaders do not stand still. Leadership is a moving target. We need to anticipate where the world is going to be and we need to shoot for that. Innovation vs. Replication, Roger Martin

24. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 24 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Mindfirst Initiative Angel Investor Summit Network & Think Tank Regional Workshops and Summits Ottawa, April, 2002 TBA OCRI, Keira Torkko, www.ocri.cawww.ocri.ca Montréal, Calgary, Vancouver, TBA www.angelinvestorsummit.org Members Only, confidential profiles Growing base of research, practices and learning material global perspective, avoid the local peak expand through connected local angel groups angel investor group directory

25. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 25 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Angel Investors Summary Angels are a critical part of the financing spectrum Angels are important to the economy Angels are everywhere Role of Angels is evolving Increasing awareness and support Importance to cultivate and encourage increased Angel activity Importance of creating an Angel culture Importance of creating generations of Angels in key cluster areas

26. Presented at Joseph L. Rotman School of Management – The Quest for Capital, January 25, 2002 26 © 2002, Mindfirst, Inc. – www.mindfirst.comwww.mindfirst.com Contact Info www.mindfirst.com www.angelinvestorsummit.org www.angelgolf.org