AC 10 – AC Demo

May 10, 2016

Matt Stevens of FleetCarma talks lessons in technology and leadership

How AC Grad FleetCarma is charging ahead with electric vehicles

It’s not easy to get in the front door at the FleetCarma, (formerly CrossChasm), offices. Seriously, the front door is really hard to find. But that’s okay, because their primary focus isn’t foot traffic anyhow. And they’re working on some big changes inside.

The Accelerator Centre Graduate, and recent recipient of $430,000 from the Sustainable Development Technology Canada’s (SDTC) SD Tech Fund™, has just made a major strategic pivot. With the electric vehicle industry at a tipping point, they have decided to focus on developing solutions targeted at overcoming the challenges of buying and operating electric vehicles, especially in fleets.

While it’s a complete change from consulting with manufacturers to design and prototype next-generation electric vehicles, they feel it’s a move in the right direction. Now that more electric vehicles are being made, people need the tools to help make the most of this technology.

In the midst of all these transitions, we caught up with CEO, Matt Stevens to discuss the AC’s 10^th Anniversary and reflect on his time as one of the first 10 companies to participate in the newly created development and commercialization program.

Matt became interested in electric vehicles during his time at the University of Waterloo, where he earned a PhD in engineering. He met his co-founders in the University of Waterloo Alternative Fuels Team (UWAFT) when they participated in a smart car challenge developing a hybrid fuel cell for the Chevy Equinox. Even better, they won!

After graduation, mentor John Bell referred Matt and his colleagues to the Accelerator Centre in 2007. Upon entering the program, he recalls that he got a huge lesson in humility. “Going in, I thought that good technology was 90% of the equation. In reality, it was more like 5%.”

To demonstrate this point of the role of technology on its own, he provided this visual.

He also learned that “As the CEO, you’re not the quarterback or the coach, you’re probably the general manager. Your job is to put the right people in the right places and get out of the way.”

According to Matt, one of the most influential aspects of their time at the AC was working with the in-house mentors. They helped him and his company in the areas that needed the most attention, like sales and marketing as well as public relations.

Since graduating in 2011, they have participated in the development of many electric vehicles, including a stealth snowmobile and mining equipment. Due to the length of the development timeline, the world will continue to see vehicles they helped design well into 2020. But, with FleetCarma’s new focus on helping industries adapt their fleets, we will also see more of these vehicles in real-world applications.

THE RUNDOWN

Family: He and his wife, Amanda, have a 17-month-old daughter, Blake and will welcome a second daughter in May.

Business hero: Seth Godin

Person he’d like to have lunch with: His daughter, Blake

Guilty pleasure: Peanut M&Ms

The best piece of advice you’ve ever received: Build a not-to-do list.

Things most people don’t know:

He was one of three kids to help at the groundbreaking of the Canadian Tire Centre.
He still plays hockey.
As a kid he rode dirt bikes and had a special talent for landing in rivers.

May 2, 2016

Racing the Dream

How AC Client HH Development is making Formula 1 Racing into a data driven sport

J.M. Barrie, author of Peter Pan, wrote, “Nothing is really work unless you would rather be doing something else.” For some this might seem like a flight of fancy. For others, like Andrew Hall, Director at HH Development, it’s a way of life.

He’s been fascinated by motorsports since he was a child. Now, through his company’s acceptance into the Accelerator Centre in September, 2015, his day job is his dream job.

HH Development currently has two business models. The first, HH Timing, provides endurance racing teams a consistent, accurate and graphical way to track metrics, like speed, fuel consumption and even the number of pit stops — details that matter when tenths of a second stand between a victory lap or going back to the drawing board.

The second, yet to be named venture, is a two-pronged system of inventory management and performance tracking that they are currently developing for a major European tire manufacturer. Through the use of an RFID device, it can track a shipment of tires from delivery through to how each tire performed during the race.

Commenting on his Accelerator Centre experience so far, Andrew states, “It’s like I’m going to business school. But, instead of doing case studies on imaginary companies, when I graduate, I’ll have my own business.”

With a PhD in Systems Engineering from the University of Waterloo and Bachelor of Aerospace Electronics and Systems Engineering from Carleton University, Andrew is rightfully confident in his technical abilities.

However, he noted that even the process of applying to the Accelerator Centre was educational. “We literally didn’t know what we didn’t know about our business. Rightly or wrongly, we hadn’t made the time to develop a comprehensive business plan.”

During their first month in the program, the lessons that the members of HH Development learned were transformative. Andrew credits mentors Kevin Elop, Steven Fyke, Kevin Hood and Bob Rushby with helping his company evolve from operating in a young, ad hoc manner to adopting more more mature and viable processes, “We looked at our structure, our finances, our markets and basically everything.”

Recently when Kevin Hood stopped Andrew to ask why they hadn’t sat down to talk in awhile, Andrew answered, “Because I’m still addressing all of the things you opened our eyes to in our last meeting.”

Where would he like to be 10 years from now? He’d like to doing exactly what he’s doing right now, but on a larger scale, serving more clients. “We love what we do and we’ve only just gotten started.”

The Rundown

Business philosophy: There’s no substitute for the value of hard work.

Business heroes: All of the AC mentors.

Person he’d most like to have lunch with: Any of his clients or colleagues.

Things most people don’t know:

His attempted career as a racecar driver was woefully short-lived.
He’s lived in four countries (Canada, England, Austria and the United States).
He’s terrified of flying.

April 27, 2016

Kevin Hood: Behind The Scenes with the AC’s First Mentor

Think great ideas sell themselves? Think again!

On any given day, you’re likely to see Kevin Hood, the Accelerator Centre’s first and longest-serving mentor, holding court on the subject of sales and marketing at a corner table in the networking area.

After one just one meeting, many clients say that their time spent with Kevin was a game changer. They also say that learned more from him in one hour than they would have learned after months on their own.

In light of the AC’s upcoming 10 Year Anniversary, we asked Kevin if he’s seen any shift in the primary needs of clients. His answer: “No.”

“The fundamental problem is that many companies focus on product, but not market. You can have one of the most brilliant ideas in the world — but, if there’s no clear need or demand, who will you sell it to?” he explains.

When you sit down with Kevin, it’s not long before you hear the words “framework,” “processes” and the gold standard “market validation.” His passion for rigorous methodologies and research can be seen in the AC Pathfinder process that he helped to develop.

How did he become the first AC Mentor? It began with a series of well-received sales workshops he helped develop and present at Communitech. One thing led to another and he was asked to bring the workshop at the AC.

After the sessions, Accelerator Centre clients began telling the management team that they needed to sit down, one-on-one, with Kevin. Over time, a few hours a week became a few days a week, eventually evolving into the formalized team of in-house mentors that exists today.

But it’s not just the training tools he’s established that define his business acumen and entrepreneurial spirit. Fresh out of university, he shocked family and friends when he turned down a great marketing job at major beer manufacturer. His reason: He knew he didn’t want to work there before he had a chance to explore what the market had to offer.

Not long after he began a series of roles as assistant to a Member of Parliament, the Minister of Science and Technology, and Minister of the Environment. In these roles he worked with constituents and members of the business community to ensure great government relations.

When he left Parliament Hill, he headed to Toronto where he helped found a sports marketing firm with the goal of creating a second professional hockey league in Canada using retired high profile NHL players. Although the league was ultimately not meant to be, a series of fortunate introductions led him to become an expert in helping businesses identify top performers.

He established his own consulting firm, Market Access Corporation, and in conjunction with the Self-Management Group, he developed a psychometric online personality profile that helped individuals understand their entrepreneurial and sales traits. Seizing the new opportunity that the internet presented in the 90s, he was able to secure software profile licenses with several high profile clients, including a major international career management organization and one of the largest American insurance companies.

Today, in addition to managing his company and his mentorship role, he is also a lecturer in the Masters in Business Entrepreneurship and Technology (MBET) program at the Conrad Centre for Business, Entrepreneurship and Technology at the University of Waterloo.

What keeps him going? He loves what he does.

Why has he made the table right by the front door his unofficial office? “I sit at that table so that clients will have to see me. They have to walk right by me and be accountable for the marketing and sales goals and commitments they’ve set. And I will stare them down.” he says knowingly with a smile and without apology. “We have to focus on growing great businesses and that means we have to focus on revenue!”.

An AC mentor since 2008, he has logged more than 10,000 hours and assisted over 200 companies. Looking forward to helping many more, he quips, “That’s the thing about mentoring, you get better at it over time.”

The Rundown

Family: Married with two daughters ages 19 and 22

Sales experience: 30+ years

Business hero: His Uncle Owen – a very successful businessman

Person he’d like to have lunch with: Richard Branson

Things most people don’t know:

His father is legendary NHL referee Bruce Hood.
He once came very close to founding a second professional hockey league.
He still knows his way around a pair of hockey skates playing several times a week.