Wayne R. Pearson 4706 Joyce Lane, McHenry, IL 60050 815.669.0280 waynepearson@waynerpearson.com linkedin.com/in/waynerpearson www.waynerpearson.com CHIEF OPERATIONS OFFICER PRESIDENT VICE PRESIDENT DIRECTOR E XECUTIVE B IOGRAPHY Mr. Wayne Pearson s career reflects a unique combination of business acumen, management experience, and technical expertise gained in both startup and industry-leading multi-billion dollar companies including Oracle Corporation, Silicon Graphics and Tandem Computers. He has extensive experience in building and structuring organizations for maximum productivity and impact in rapidly changing marketplaces. A keen business strategist, Wayne has been successful in controlling costs while building and leading organizations in achieving bottom line objectives. Mr. Pearson completed two master degrees, a Master of Organizational Leadership and a Master of Business Administration (MBA). Being an able communicator and conveyor of concepts, Wayne has been a speaker at local, regional and international events. Wayne is currently an Adjunct Instructor at Judson University using his communication skills instructing classes in Management, Leadership and Technology Management. Prior to his educational pursuit, Wayne focused his entrepreneurial skills on developing a renewable energy company, LifeStyle Energy, having a vision to bring realized return on investment for renewable energy products to the average homeowner. Prior to LifeStyle Energy, Wayne focused his energies on developing two technology-focused startups and restructuring a $16 million privately owned business. He developed and nurtured business relationships to enhance revenue and grow the businesses. Wayne is committed to resolving customer satisfaction issues and believes in cultivating an atmosphere where employees feel valued and motivated to do their best for the company. His unique mixture of people, problem resolution, management, operational, and sales skills combined with his strong business, financial, and technical acumen have been the basis for Wayne s success. Mr. Pearson is particularly adept at taking a vision and turning it into reality. He has created and implemented strategic plans and projects to grow revenues, and developed new products and services. He was also instrumental in positively growing area revenue for Oracle Corporation by developing and implementing a new business plan and sales model. In addition, Wayne negotiated a revised OEM contract for Tandem Computers that resulted in a $140 million revenue stream. Furthermore, Wayne is a co-inventor on two patents implemented through Software as a Service (SaaS) distribution model; one covers many aspects of medical records coding and processing and the other covers aspects of converting two-dimensional building model information (BIM) into a three-dimensional model. For anyone who knows Wayne Pearson, his accomplishments come as no surprise. From his earlier days in software development as Technical Support Specialist, through his achievements and steady growth to business executive, Wayne clearly reflects the discipline, drive and confidence of an executive leader. The following summarizes Mr. Pearson s career progression:
Wayne R. Pearson, Page 2 Adjunct Instructor and Consultant C AREER H ISTORY Most recently, in July of 2015, Mr. Pearson began teaching evening classes at Judson University as an Adjunct instructor. Seeking to use his experience in business, entrepreneurship, and technology, Wayne teaches classes in Management, Leadership and Technology Management. This opportunity allows Wayne to continue using his strong communication and leadership skills in helping students understand and apply concepts in management, leadership and technology management. Wayne s opportunity to teach at Judson is the result of his strong performance as a student throughout two masters programs at Judson and his participation on Judson s Student Life Committee, working with the Board of Trustees to improve the adult student experience at Judson. Wayne became a full-time student during the two plus years he concentrated on his graduate studies. While Wayne was focusing on his graduate studies, he continued his connection and passion with technology and business by consulting part-time for Anguleris Technologies. Anguleris was a new company in the Building Information Modeling (BIM) marketplace. Wayne helped the leadership of Anguleris with business consulting, the buildout of their technology infrastructure and the development and implementation of a product based on the Software as a Services (SaaS) distribution model. This work resulted in Wayne being named as an inventor on a patent named Method and System for creating 3D Models From 2D Data for Building Information Modeling (BIM) (US Patent Application # 20150248503). LifeStyle Energy Mr. Pearson was President and Founder of LifeStyle Energy, LLC. LifeStyle Energy was founded in 2006 for the purpose of providing renewable and alternative energy products to the public. Mr. Pearson developed and implemented the business plan for LifeStyle Energy. His research led to the development of relationships with strategic distributors and leading manufacturers of the industry. Mr. Pearson managed day-to-day operations of the company and was responsible for the presentation of company financials to investors and financial institutions. He was a speaker at engagements representing LifeStyle Energy, educating and informing the public about energy saving products that have a quantifiable return on investment. Mr. Pearson achieved the highest level of certification in the industry and was one of only two certified Master Hearth Professionals in the State of Illinois. Wayne interfaced with building and community officials regarding product installation, placement and performance. Roles and responsibilities included overall company management, customer service, and consultative product recommendations. He was responsible for all personnel decisions regarding wages, hiring, and disciplinary actions and implementing personnel policies as appropriate. Wayne was responsible for maintaining the company fleet of vehicles, building, tools and working displays. He was also responsible for the implementation and integration of all office automation products (LAN, server, Firewall, business software, POS software) and company website.
Wayne R. Pearson, Page 3 Wayne grew LifeStyle Energy into a regional presence with hundreds of satisfied customers. LifeStyle Energy was known for its good community relations and presence in the community. apet Incorporated Previously, Mr. Pearson was President and COO of apet Incorporated, the largest distributor of aquatic livestock and small animals in the Midwest. For this mid-market company, Wayne assimilated many new processes and procedures into the company s business and operational infrastructure that provided quantifiable and sustainable results. He provided leadership to the operations, transportation, accounting and human resources departments at apet. Mr. Pearson was instrumental in developing and overseeing the implementation of new business systems and processes for the receiving, maintaining and shipping of apet s products. These new systems enabled apet to rapidly analyze and determine product quality at time of delivery, resolve product husbandry and maintenance problems and decrease transportation and delivery issues. An example of a technology solution Wayne implemented was a GPS enabled vehicle and driver tracking system. The implementation of the GPS vehicle tracking program and other systems and processes resulted in reduced costs and a significant reduction in product loss. apet was seeking a new location for the business. Wayne was instrumental in working with financial institutions to provide financing for the project. He was responsible for providing financial reports and projects as required. Wayne also worked extensively with the Board of Trustees for municipality of East Dundee to secure approval for apet to have a private water source for its business needs. Wayne s effort resulted in the approval of apet s request to have a private well within municipal boundaries. Wayne also established weekly department meetings were established to provide better inter-company communication to address current and lingering issues each department might have. Practice Velocity Mr. Pearson was President, COO and co-founder of Practice Velocity, a startup automated medical coding solutions company. In his role, Wayne grew the company to $2 million in less than two years. He led all aspects of operations, product development, partner program development and business development while holding full P&L accountability. He created the company s customer support and implementation policies and procedures and directed customer problem resolution and customer satisfaction efforts. Moreover, Wayne developed the annual business plans and monthly business reports and projections for the board and investing parties. Mr. Pearson successfully negotiated Practice Velocity s largest enterprise contract. Central DuPage Hospital (CDH), a $300+ million operation, needed specific conditions and commitments included in the contract to meet their insurance carrier s requirements. Requirements focused on the liability aspects of health care equipment and supplies and not an Internet-based SaaS provider, and mandated restrictive language regarding indemnification and liability. Wayne established that Practice Velocity s product was not a critical component in the delivery of health care but rather a compliance and cost management tool. The important wording was included in the contract but Practice Velocity s terms and responsibilities regarding the necessary insurance language were negligible.
Wayne R. Pearson, Page 4 Mr. Pearson also drove a dramatic increase in customer satisfaction by resolving product instability problems for Practice Velocity. He discovered significant instabilities in the initial version of a software product s release. Wayne established a problem resolution team which discovered a serious defect in the design and development of the product. He ceased all ongoing development projects and redesigned the product. When the new version was released, all instability problems were resolved. Existing customer satisfaction skyrocketed and new customers commented on the ease of use and the performance of the product. Mr. Pearson also negotiated a volume purchase agreement for Practice Velocity. Reducing cost of computers leased to customers was necessary, and as a small company, major PC companies were not interested in doing business with the volumes Practice Velocity needed. Wayne identified MPC, a $2 billion computer company, who was willing to negotiate a volume purchase agreement. The resultant agreement saved Practice Velocity more than 20% on the price of computers used to lease to customers. As a result, Practice Velocity was able to offer lower cost lease terms and the price of service was not increased. easyclient Prior to his work with Practice Velocity, Mr. Pearson was recruited to lead business development as Vice President of Channel Relations and Professional Services with easyclient Software, a startup EAI software and composite applications company. In his role, Wayne directed staff in delivering onsite support, training and professional services. He defined and implemented an easily understood and competitive pricing model and created service delivery and training plans. Wayne also developed and directed support programs focusing on exemplary customer service. He successfully increased corporate visibility by presenting at major tradeshows. During his tenure, Mr. Pearson recruited Hewlett Packard, I2 Technologies, Oracle, Sieble and KPMG as resellers providing major alternate channels for product sales. He then successfully negotiated the integration of easyclient Software s product into Hewlett Packard s financial service framework that was to be delivered and deployed by HP globally. Wayne developed and implemented the plan to train the HP financial services team through a train-the-trainer program. This allowed the integration of easyclient s product into HP s support system for seamless problem tracking and resolution. Oracle Previously, as Director of Customer Solution Sales with Oracle Corporation, Mr. Pearson provided sales and technical expertise to sales initiatives for the western area of the United States for CRM, ERP, Mobile Computing, SCM and ASP solutions for this $10 billion industry leading Software Company. In his role, Wayne consistently met or exceeded his sales quota. His sales quota was $36 million. He built and led a cross-functional team in selling and implementing numerous Oracle CRM products. Moreover, Wayne held budget accountability for $1 million. The merger of SBC and Ameritech resulted in negotiating an enterprise contract for the merged entity. Wayne developed a strategy to reach all parties of the merged entity with an unsolicited proposal to determine the demand and utilization of Oracle products. The unsolicited proposal was distributed as an interactive CD to all executives and board members of the company.
Wayne R. Pearson, Page 5 As the proposal was reviewed, groups within SBC and Ameritech would call with inquiries about pricing and product information. These inquiries were tracked resulting in the ability to identify groups currently using Oracle products. Having identified the demand for Oracle s products provided the opportunity to have quantified numbers during the negotiations, which resulted in a larger contract for Oracle. Mr. Pearson was also instrumental in growing area application revenue 50% for Oracle Corporation by developing and implementing a new business and sales plan. A new group was needed to sell and support the growing application suite of Oracle products. The group would cover a large geographic area and have a significant quota assigned to it. Wayne created a plan that included a business rationale for the existence of the group, roles and responsibilities, quota carrying ability, budget, and both coverage and sales models of the group. Silicon Graphics (now SGI) As Regional Systems Engineering Manager with Silicon Graphics, Mr. Pearson led all aspects of pre-sales support for a nine-state region for this $2 billion manufacturer of innovative computers. Wayne was accountable for configuration reviews, staff development, forecast validation and solution presentations to customers. In his role, Wayne exceeded his $110 million quota for products and services. Moreover, he managed the departmental budget and a staff of 15 employees. Mr. Pearson was instrumental in a restructuring of the regional sales force to focus on larger enterprise opportunities. SGI wanted to align the sales force to a new business-oriented sales model. Numerous industries were identified in the region and Wayne led the initiatives for the Communications and Retail Industries. The implementation of these industry initiatives resulted in increased sales for SGI. Wayne also developed a model to train and expand capabilities of the Systems Engineering team to be able to support large commercial business opportunities. Tandem Computers Previously, Mr. Pearson was Manager of Technical Operations with Tandem Computers, where he managed all aspects of pre-sales support, supplier management, quality management and program development for new business practices and sales models. In his role, Wayne developed a quality program for Tandem that resulted in the company s certification as a Motorola TQM partner. He also managed the budget and a staff of 8 employees. Mr. Pearson successfully negotiated a revised OEM contract that resulted in a $140 million annual revenue stream for Tandem Computers, a $20 million increase over the previous year. The OEM contract was about to expire and the customer wanted to negotiate new terms and conditions. Working with the Motorola contract negotiating team, Wayne identified specific issues the customer wanted changed. He then worked with Tandem executive management to develop the revised contract to incorporate new and different terms and conditions without negotiating an entirely new contract. The revised contract was easier for both parties to manage and the customer was able to add new divisions as needed to the contract. Mr. Pearson also developed and implemented a parts return process for Tandem Computers that reduced repair times and decreased repair costs. Motorola requested a parts return process that would notify them of parts returned for repair, what was wrong with the part and if the part had
Wayne R. Pearson, Page 6 been returned to the field. Although Tandem did not have a system nor processes to provide this information to a customer, the information was available deep within the manufacturing organization. Wayne gathered requirements for the program and presented a recommendation to management to address the customer s needs. The program was approved and Wayne managed the implementation and rollout. Motorola was very satisfied with the information and visibility provided. Earlier in his career, Mr. Pearson was a Senior Technical Specialist with Advanced System Applications. E DUCATION / A WARDS Mr. Pearson earned his Master of Business Administration from Judson University in May 2015 with a 4.0 GPA and he earned his Master of Arts in Organizational Leadership from Judson University in December 2014 with a 4.0 GPA. Mr. Pearson received the W.R. Meadows Award from Judson University, For demonstrating business values of quality, service, integrity, and family, thus making our world a better place to in which to live. Mr. Pearson is named on a filed patent applications Method and System for creating 3D Models From 2D Data for Building Information Modeling (BIM), US Patent Application # 20150248503. Mr. Pearson earned his Bachelor of Science in Computer Science from Northern Illinois University. In addition, he completed significant coursework towards a Masters in Computer Science through DePaul University. Mr. Pearson has been on staff of Judson University as an adjunct in the Leadership Mentor Program. Mr. Pearson earned Oracle s Club Excellence Award for two consecutive years. He is also the recipient of numerous performance and achievement awards at Tandem Computers. Mr. Pearson holds a patent titled Method and System for Automated Medical Records Processing, Patent #7,624,027. Mr. Pearson was published in Tandem Systems Journal. His article was titled Implementing Decision Support Systems and dealt with the challenges in implementing a large data warehouse and being able to access the data to benefit the corporation. I NTERESTS AND A CTIVITIES Mr. Pearson is married and the father of twin sons. He is involved in many activities and serves as a speaker for regional and local events and for college classes. In his leisure time, Mr. Pearson enjoys boating, skiing, restoring classic cars, auto racing, reading, traveling and playing golf.