Quick Summary of Skills and experiences

1. 2016 bobbinns snapshot
Broad Experience
Extensive C-suite Leadership
CEO, President, VP, Director
Private and Public Enterprises
Management Consulting
Sector / Industry Experience:
 Information Technology
 Software, Outsourcing Services
 Finance, Telecom, Public Sector
and Healthcare
Functional Experience / Strengths:
 Design and Strategy
 Sales and Marketing
 Financial and governance
 Operations / Technology
Education
B.A. Math, Queen’s University
Advanced Management Programs at
Harvard University – Client Exec Pgm
Kennedy School of Government
Queen’s- Public Exec Program
Personal
Married, 2 children
Lives in Toronto
Loves music and fitness
SaaS; Cloud; IOT; software;
Mandates
 Creating the big picture and
strategy for success
 Driving explosive sales growth
in new markets
 Managing growth and
restructuring for profit
 Building a service culture
 Low cost business models
 Governance and Fiduciary
 Strategic Alliance/Partnerships
 Top Talent Management
 Metrics and analytics
Organizational Fit
 Openness and transparency
 Absolute Integrity
 Ownership & Accountability
 Customer passion/advocacy
 Innovation is worth it
 Lead by Example
 Facts and arguments
 Success for all
 Change is good
 Laughter is necessary
 Focus on few
 Harness the positive
turnaround; sales; marketing
Long Term
 CEO, MVS Solutions, global $10m,
Mainframe software +30% EBITA
 CEO, Solgenia – Cloud / SaaS
$5m acquisition, +50% EBITA
 President, Unisys - Turnaround
$50m > $110m Outsourcing, Hardware,
Services, 200% PROFIT
 Director, Microsoft (Public Sector)
$50 > $100m, 200% growth
 President Bright-Net
Business Turnaround Consulting
 Vice President, Bank of Montreal
Explosive Growth $2m>$10m
Outsourcing, Merx, ePost
 General Manager, IBM Canada
$35-$85m Growth, Services
Interim and Advisory
 ABM-AMRO - global market study
 ONPHA - strategic plan
 Metamail – Director of Sales
 DMR - Director of Sales
 Nova Forum – Chief Marketing
 Bell Canada – strategic selling
 ITAC – Board of Governors
 Caro – CEO, Board member
 Reach for the Rainbow – Patron
 Daymak (Private) - Advisor
Bob Binns
102 Humbervale Blvd., Toronto, ON M8Y 3P7 (416) 606 -2549
bobbinnsis@gmail.com www.BobBinns.com On LinkedIn
Summary
 An innovative and energetic leader and professional manager
who delivers breakthrough results for customers, partners,
employees and shareholders.
 Skilled at building and operating SaaS/Cloud software
technology businesses from $5m SMB to $50m multi-nationals
in financial, telecommunications and public sector markets,
including healthcare. IBM, BMO, Microsoft and SMB.
 Accomplished in strategic planning, sales and marketing, and
operations - ensuring organizations are market-driven, nimble
and focused on delivering results quickly.
 Leadership that attracts and develops high performance teams
that embrace change and drive measurable returns.

2. UNISYS UNISYS UNISYS UNISYS Bob Binns ‐ 2016
Business Turnaround
Develop a
Low Cost Labour Model
Energize the Team Develop the Channel
STRENGTHS
Birkman Analysis
Rev flat, 5 consec 1/4ly losses High cost labour in low cost market 5 Separate Business Units ‐ poor leverage Gaps in Geog & Prod sales coverage 1. Design / Strategy [ Future ]
No strategic direction Losing sales, contractor dependant Long term employees with low engagement Limited routes to market in key growth 2. Sales / Marketing [ Now ]
Fragmented organization Agencies cost + $11‐15/hour Fragemented account management No clear Direct vs Channel focus 3. Admmin / Fiscal [ Past ]
4. Operations / Technology [ Now ]
Restore growth + profit Reduce cost, improve quality & agility Embrace Unisys as ONE company Develop Telco "goto market" services
Create Team Unisys (morale) Control labour pool, reduce turnover Improve cross selling, multi‐BU deals Increase Channel business 2x to $25m Strategic planning
Create a sustainable business Staff Projects without hiring FT Improve morale and engagement Improve overall margins Innovation and creating
Lead by example
Restructured sales & delivery Created Unisys Technical Services Negotiate Matrix BusPlan Commits Hire Channel sales team experience & knowledge to solve problems
Rationalized product portfolio Created Labour arbitrage model Restructure Mgmt + reinvested Develop white lable offerings direct & straightforward
Top100 Cust, Channels,Mkts Secured complete Corp support Pipeline, Fcast, Results, ALL HANDs Targeted geographic gaps influence & motivate others
friendly & open
Rev + 22% ; Profit + 30% Won $10m in new deals ‐ Fed,Telco,Fin ONE Unisys brand embraced 4x growth in # Partners (6‐26); 2x Rev$ decision through examination
$50M Long‐term Outsourcing 25% lower cost of labour $3m Sav Employee engegement + 30% Secured +$12m new annual Telco Order/Rev big picture focus
Subsidiary of the Year Became Unisys global Best Practice 90% Sales include Cross Selling No Channel conflict issues (reps paid Net$) self‐confidnet
focussed on success of all
Design / Strategy Operations Lead by example Creative problem solving change management
Sales / Marketing Creative problem solving Influence & motive people Sales / Marketing open, transparent
Admin / Fiscal Admin / Fiscal Operations Design / Strategy willingess to act
SOLGENIA SOLGENIA SOLGENIA MVS Solutions MVS Solutions
Create a
sustainable NA business
Transform the team Develop the Channel Business Turnaround Energize the team
newly acquired business legacy product development inherited 200 potenital partners Stalled Relationship sales model long term employees working independantly
New Products no product innovation few interested in "new" solutions Flat, tired marketing, messaging outdated CRM and call centre support
Legacy sales team falling behind cloud competitors sales stalled, including legacy Random organizational response to sales little business agility
Sell New Software enable cloud offering Create a compelling Value Proposition Kickstart pipeline and revenues Clarify roles/responsibilities
Fund the Acquisition, Sh.holder Fund development locally Balance with selling direct/web Become relvant in market Implement Cross‐team activities
Buiild free cash to fund Marketing work in partnership with Italian parent Co Don't hurt exsiting revenues Re‐engineer marketing Modernize CRM (Salesforce)
Restructured staff undertake software design Created upsell pathways & incentives Simplify & Amplify GoTo market model Create vision & communicate
New Sales, new Marketing teams local s/w devel, co‐ord Italy Focus on the few Creative Software license solutions Use Cross‐team resources
Financial controls partner with Telco for channel sales Co‐sales call s/ demos Hired new sales & marketing team Publish open transparent
+ $3m New Sales established offering in 6 months Signed 20 new products partners 3x improvement in pipeline to $42m global 5 year Agreement with Salesforce
+ $1m EBITA Annually new revenues +20% Channel sales exceed targets 150% EBITA + 15% year/year Implementation Partner in place
Built $1m War Chest integrated into Corp product offering Acieved "Best in Class" thought leaderhip Budget/timelines established
Desgin / Strategy Design /Strategy ‐ innovation Sales / Marketing Sales / Marketing Lead by example
Admin / Fiscal Influence & motivate team Design / Strategy Design / Strategy Operations / Technology
Sales / Marketing Operations / technology Lead by example Innovation
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