Seen & Heard: Buying What We Build in Kitchener-Waterloo

On June 9, the Council of Canadian Innovators hosted an Innovator Exchange in Kitchener-Waterloo focused on the findings of CCI's Buying What We Build report and the role Canadian businesses can play in strengthening a domestic enterprise stack. The discussion brought together founders, innovators, and ecosystem leaders to explore how Canadian organizations can create more opportunities for homegrown companies while remaining competitive, open, and innovation focused.

The conversation focused on how Canadian businesses can do more business with one another and what it will take to make Canadian solutions the first choice when organizations evaluate suppliers, partners, and technology providers.

Here is what we heard from leaders in the room:

CCI Chief Executive Officer Patrick Searle opened the discussion by underscoring the need for a more strategic approach to procurement, one that redefines total value through the lens of long-term competitiveness, innovation, and economic resilience.

“Procurement is one of the most underused tools we have to build a stronger innovation economy. If we redefine total value beyond price, we can start turning Canadian innovation into long-term economic advantage.”

Searle noted that procurement decisions are increasingly connected to broader questions of economic resilience, domestic ownership, and Canada's ability to retain the value created by its innovation economy.

CCI Director of Ontario Affairs Hina Ahmed expanded on the importance of strengthening Canada’s role as a first customer for domestic innovators, noting that too often companies must prove themselves globally before being fully recognized at home.

“Too often, Canadian companies prove themselves globally before they are fully recognized at home. We need to fix that gap by rethinking how domestic purchasing decisions are made.”

The panel discussion, moderated by Viona Duncan, Partner at Gowling WLG, brought together Kristy Smith, Senior Manager at Intellectual Property Ontario, Jason Cassidy, CEO of Shinydocs, and Armen Bakirtzian, Co-founder and CEO of Intellijoint Surgical.

Kristy Smith, Senior Manager at Intellectual Property Ontario shared the impact that an IP strategy can have in keeping the value of innovation in Canada, whether that is the health sector, the mining sector or manufacturing.

“Governments have to be integrated in how they support entrepreneurs to not only protect IP, but also take practical steps to de-risk buying Canadian.”

Jason Cassidy, CEO of Shinydocs emphasized what ‘total value’ can look like if you invest in Canadian solutions.

‍“Canadian firms tend to sell globally on merit, but we need traditionally risk-adverse domestic buyers to seek out expertise and value in-country. The domestic buyer who ‘does their own research’ will always be steered towards the best marketed rather than best performing products and companies.”

Armen Bakirtzian, Co-Founder and CEO of Intellijoint Surgical grounded the conversation in what happens when intentions don’t meet implementation, within the health sector. Governments will consult the leading innovators within sectors, however that advice does not always land.

“We need a path to create new health care reimbursements. What is the long-term health system savings from investing upfront in more effective technologies that can keep patients healthy and prevent repeat visits?”

Throughout the discussion, participants returned to the idea of ‘total value’ when evaluating procurement and purchasing decisions. While price remains an important consideration, speakers noted that ownership of intellectual property, retention of expertise, economic resilience, and long-term competitiveness should also factor into how organizations assess Canadian solutions.

The conversation also explored the growing geopolitical and economic pressures shaping procurement decisions. As countries increasingly focus on economic security and domestic capacity, participants agreed there is an opportunity for Canadian businesses to play a larger role in supporting one another through purchasing decisions, partnerships, and commercialization efforts.

The discussion made clear that building more Canadian success stories will require more than strong innovation. It will require stronger pathways to customers, greater confidence in Canadian solutions, and a shared commitment to ensuring the value created by Canadian companies continues to generate benefits here at home.

This Innovator Exchange was made possible through the support of Gowling WLG. Special thanks to Viona Duncan, Jason Cassidy, Armen Bakirtzian, Kristy Smith, and everyone who contributed to the discussion.

About the Council of Canadian Innovators

The Council of Canadian Innovators represents more than 175 of Canada's fastest-growing technology companies. Founded in 2015, CCI advocates for policies that help Canadian innovators scale globally, create prosperity at home, and strengthen Canada's economic sovereignty.