Ross Johnston

Ross Johnston

Summary

* Recognized corporate growth builder in the competitive data storage industry, driving rapid expansion in international Fortune 500, mature markets and start-up environments. MBA; Master’s Level Studies in Engineering. * Broad operations management experience with authority as large as $15 million budgets, annual revenue streams of $250 million, $2.4 billion lifetime product profit, $42 million in VC funding, and multimillion-dollar partnerships.* Deep insight into lifecycle development (design, delivery, positioning,) of award-winning, landmark data storage products and services that propel companies to record levels of revenue, market share, and industry recognition. * Team focused executive, achieving world-class results by developing and retaining top talent, launching innovative training and incentive programs, instilling a culture of excellence, and inspiring synergy toward a common goal.- Global, Multi-Site Operations

- International Business Development- Strategic Alliances / Joint Ventures- Turnaround / Change Leadership - Product & Market Launch- Budgeting / P&L Control- Process & System Improvements- Six Sigma / Total Quality (TQM)- Outsourcing / Supply Chain- Mergers & Acquisitions (M&A)- Manufacturing Engineering

Work History

Work History

SENIOR MANAGER

Control Data Corp

Advanced product development and management role for complex technical products. Cultivated customer relationships with such key accounts as DEC, Honeywell, NCR, and Mobil Oil. * Spearheaded development and market launch of the industry’s first, low-cost 1/2” GCR streaming tape drive (patented; cross-licensed by IBM) in 12 months. * Involved in design, engineering, business development, and launch of a new product that broke industry records for 12 years and provided $250 million in annual revenue at a gross margin of 72% and EBITDA of $43 million. * Key player in CDC becoming one of only three companies worldwide with ability to develop a certain tape transport product. Generated $60 million in revenues at a gross margin of 50%. * Two-time recipient of the President’s Forum Award for technical excellence, innovation, and leadership.

SENIOR MANAGER

RCA

Oversaw 43 staff in a matrix organization in engineering high-performance data storage devices for government contracts. Included bid proposals, contract management, customer interface, market development, and union negotiations. * Managed turnaround of a faltering product including design changes and a new program schedule. Product completed on schedule and in full compliance with contract requirements. * Led bid team that won 2 new contracts for a total of $20 million in new annual revenues at a gross margin of 84%. * Received 2 President’s Awards for Technical Excellence. * Guided build-out of a new technical product development capability that was awarded a patent and resulted in a $5 million contract extension with the NSA.

Director Advanced development

http://www.Seagate.com

Led 104 direct/indirect reports in all aspects of product development engineering of advanced, high-performance data storage solutions. Created an innovative tape back-up product (Digital Audio Tape - DAT) that became basis for R-Byte. * Launched a high-volume data storage technology that produced $246 million in annual revenue.

2005 - Present

COO

BroadBand Central

(Startup SaaS enterprise business analytics warranty Software manufacturer and warranty service provider)

Challenged with rapid turnaround of this struggling startup; positioned company for growth. Oversee 5 direct and 10 indirect reports. Executive authority for product and service development, operations, finance, business planning, staffing, shareholder satisfaction, and strategic partnerships.

·Secured $1.5 million in customer commitments from key Fortune 500 accounts including Seagate, Avnet and TiVo.

·Negotiated $1.5 million in A-round financing from top-tier venture capital (VC) firm.

·Recruited and hired executive team members.

·Developed business plan and Operating plans

 
1997 - 2005

President & COO

CSSI

(Turnkey OEM disc drive warranty / RMA database service provider)

Directed global operations of the entire company with oversight for 20 direct and 125 indirect reports in 12 service centers in 9 countries. Key strategic role in establishing staff, operational standards, systems, programs, and business processes. Authored business, marketing, and operating plans. Developed overseas markets (UK, South Africa, Australia, Brazil, Philippines, China, Singapore, Korea, Japan) and secured key accounts (Western Digital, IBM, Fujitsu, Quantam).* Led corporate growth from $8 million to $20 million in annual revenues. * Recruited and trained top management talent and moved P&L/decision-level control for service centers to country managers. Grew sales 85% in the first 12 months with 20% growth in EBITDA, enabling a favorable valuation. * Introduced internal GAAP accounting systems and hired financial staff into each profit center. Produced the first-ever accurate financial statements, which provided leverage to expand business 30% with key accounts. * Reorganized international divisions into independent profit centers operated under local fiscal and regulatory standards. Gained $200,000 profit in the first year on net income of $1 million. * Realigned engineering staff in the US and Philippines in 6 months. Eliminated redundancy in operations, improved team efficiency/productivity 25%, and reduced annual costs $600,000. * Increased global revenues $3 million per year by implementing a single, flexible online SQL database system that supported warranty databases for different customers. * Lead the Merger of CSSI with Intelligent Storage Solutions.

1997 - 2001

GENERAL MANAGER / VICE PRESIDENT, BUSINESS DEVELOPMENT

http://www.bluseskyresearch.com

(Optical disc drive component manufacturer)Pivotal player in ground-up success of BSR (global operations, product development, outsourced manufacturing, supply chain, business plan and market development). Oversaw $7 million annual engineering budget and 53 global inline and direct-reporting staff. Spearheaded and staffed development of a patented technology for data storage product line.* Secured $18 million in funding from global top-tier VC firms and customers. * Key leader in diversifying operations into the telecom optical sector. Reengineered business and product development; defined successful products, features, and market segments. * Cultivated major accounts (AT&T, BTC, Creative Labs, Wearnes) to grow sales $4 million within 18 months. * Interviewed, selected, and negotiated turnkey production contract with an outsource supplier in Singapore. Rapidly achieved 99.9% production yield and Six Sigma/ISO quality.

1996 - 1997

COO

DataCal Corporation

Managed full operations for data storage peripheral division including vendor relationships, project scope and scheduling, best-practice process design, product manufacturing, and continuous improvement programs. Recruited, hired, and led a team of 23 operations, finance, and engineering staff. * Resolved manufacturing problems to rapidly develop and launch a new product (external CD-ROM drive). Achieved pilot production yields of 75% in the first 60 days with steady improvements to a record 90%. * Cut production costs 25% and expanded production volume 10x by negotiating volume production agreements with an ISO 9002 turnkey supplier in Singapore.

1994 - 1996

President & CEO

Laserbyte (subsidiary of Hyundai)

(Computer peripheral subsidiary of Hyundai)

Intensive turnaround leadership to reengineer under-performing operations. Defined the corporate strategy and gained executive buy-in. Built and mobilized teams, tools, and processes around a common vision to create sustainable business value. Involved in business development, mergers and acquisitions, corporate due diligence, continuous improvements, and change management. Held accountability for 15 direct reports and 225 in-line staff located in the US and Korea. * Implemented continuous improvement and just-in-time (JIT) processes, resolved design deficiencies. Mobilized solutions within 90 days, raising product yields from 10% to 85% and lowering failure rate from 50% to 1%.* Engineered a high-volume manufacturing line and lifecycle production process that increased production volume 10-fold while decreasing assembly costs 75% in 6 months. * Countered declining market pricing with development of a low-cost, second-generation optical disk drive design. Brought project to fruition in 8 months (1 month ahead of schedule) and $200,000 under the $3 million budget. Achieved 60% gross margins and 94% production yields; pivotal in making Hundai a competitive industry force.* Led $40 million merger of IBM’s and Philip’s optical disk drive business units as strategic partners.

1994 - 1988

EXECUTIVE VICE PRESIDENT

R-Byte

(Tape drive manufacturer)

EXECUTIVE VICE PRESIDENT, PRODUCT & BUSINESS DEVELOPMENTKey executive force in development of the corporate infrastructure. Built a substantial base of top-flight staff, suppliers, and strategic partners to augment the founding team. Elevated R-Byte to a recognized position within the industry based on price and product performance. Culminated in favorable acquisition by Exabyte in 1994. * Drove rapid growth of the company to $15 million in revenue and 60 employees; secured initial two-stage funding totaling $7.5 million from 4 top venture capital firms. * Headed strategy, build-out, and market launch of the highest-performance, lowest-cost DAT product on the market (45% gross margin). Awarded a patent for the read-write technology.

Patents & Publications

Hold 9 patents for technology innovations in the data storage field

Published author, corporate award-winner, conference speaker, and industry leader in multiple organizations

Education

Education

MBA

University of Phoenixx

University of Pennsylvania - School of Engineering & Applied Science

BSME

Skills

Skills

Product development

 I am a Company Builder; I bring extraordinary insight into the development of products and services that rpidly propel companies forward from startup to $250 million and beyond in revenue.   1994-1996 CEO Hyundai Computer Developed second-generation low cost drive design in response to declining market pricing.  Production began in 8 months; 1 month less then schedule and the cost was $200,000 less than budget.  Product provided 60% gross margins and initial production yields of 94%.   Drove rapid revenue and profit growth through domestic, international product development leading to P&L responsibility for up to $250M at up to 60% gross margins for 10 years ($2.4B total revenue). [Seagate & Control Data Corp.]

Mergers & Acquisitions (M&A)

1994-1996 Hyundai Computer Merged the optical disc businesses of IBM and Phillips with Hyundai Computer.    R-Byte: 1988-1992 Merged R-Byte with Exabyte

Outsourcing / Supply Chain

  DataCal 1996-1997 Negotiated volume production agreements with Uraco an ISO 9002 turnkey supplier in Singapore..   DataCal 1996-1997 “Our Company engaged the services of Mr. Johnston to oversee all aspects of the technical development of the program, an endeavor in which he performed very admirably. Ross’s input was also very valuable in formulating a strategic marketing plan for the company’s products. In addition, through Ross’s contacts, we were able to meet a variety of potential manufacturing partners in the Far East, which proved very valuable…On a personal level, I have found Mr. Johnston to be very business-oriented and level-headed when it comes to addressing technical or business issues. Finally, Ross Johnston’s character and integrity are of the highest caliber.” – Brent Payne, President, DataCal     1997-2001 Blue Sky Research Interviewed, selected and negotiated turnkey production agreement with HongGuan (ISO 9002 qualified) in Singapore.  Pre-production began with 94% yield.        R-Byte: 1988-1992 Interviewed and hired the manufacturing engineering team.  Built a component supply and quality organization in Singapore.  Performed site selection, established inventory control. The company quickly reached $15 million in revenue and 60 employees. In 1994 Exabyte favorably acquired the company.    

Six Sigma / Total Quality (TQM)

1994-1996 CEO Hyundai Computer Implemented continuous improvement and just-in-time (JIT) (Lean) processes to resolve inventory levels.  Mobilized solutions within 90 days, raising product yields from 10% to 85% and lowering failure rate from 50% to 1%.   

Process & System Improvements

 2001-2005 CSSI Transformed the culture of CSSI from a group of autonomous entrepreneurs to a team of senior executives operating profit centers supporting a worldwide enterprise.     2001-2005 CSSI Refocused engineering departments in the US and Philippines.  Hired and trained additional staff in 6 months to be actively involved in the operating divisions.  Improved the team efficiency and productivity by 25%.  Reduced annual costs by $600,000.  

Budgeting / P&L Control

1994-1996 Hyundai CEO and President, a $250 million subsidiary of Hyundai, unified the entire organization around a common vision to create value for the business. Resolved design/process deficiencies and identified key levers to improve financial performance while sustaining key customer relations. Introduced new management tools, SPC, continuous improvement, and Lean solutions.   2001-2005 CSSI Reorganized CSSI’s divisions as profit centers and wholly owned subsidiaries to ensure revenue forecast and quotas are tied to account plans and product plans.  Profitability increased $200,000 in the first year from an EBITDA of $1,000,000 to an EBITDA of $1,200,000.     2001-2005 CSSI Introduced international GAAP accounting systems and hired financial staff into each profit center. Produced the first-ever accurate financial statements, which provided leverage to expand business 30% with key accounts.

Product & Market Launch

2001-2005 CSSI Developed international marketing plans for products and services.  Developed strategies, and secured international agreements with Western Digital, IBM, Fujitsu, and Quantum.  Revenue increased 25%.     1988-1992 R-Byte: Developed a public relations campaign and announced the product in numerous trade journals and business publications.  Established rapport many industry analysts and customers.  Built relationships with DEC, Emulex, Acer, and other OEMs.  The R-Byte 100 became the highest performance lowest cost DAT product on the market carrying a 40% gross margin. The company quickly reached $15 million in revenue and 60 employees. In 1992 Exabyte favorably acquired the company.

Turnaround / Change Leadership

1994-1996 Hyundai CEO and President, a $250 million subsidiary of Hyundai, unified the entire organization around a common vision to create value for the business. Resolved design/process deficiencies and identified key levers to improve financial performance while sustaining key customer relations. Introduced new management tools, SPC, continuous improvement, and Lean solutions.   2001-2005 CSSI Reorganized CSSI’s divisions as profit centers and wholly owned subsidiaries to ensure revenue forecast and quotas are tied to account plans and product plans.  Profitability increased $200,000 in the first year from an EBITDA of $1,000,000 to an EBITDA of $1,200,000.

Strategic Alliances / Joint Ventures

Developed strategic relationships with, Advanced Micro Devices, Achieva and SensFab (previously TEMIC automotive division of Daimler Chrysler).  Generated investments totaling $3,100,000.

International Business Development

2001-2005 CSSI Developed international marketing plans for products and services.  Developed strategies, and secured international agreements with Western Digital, IBM, Fujitsu, and Quantum.  Revenue increased 25%.

Global, Multi-Site Operations

 2001-2005 CSSI “I was quite impressed by Ross’ ability to orchestrate all the disparate divisions. His work was always thorough and comprehensive, and his breadth of experience was a clear benefit at our company. I see Ross as a man of both business and technical expertise who always has a pragmatic solution in every problem no matter how simple or complicated it is.” – Emerson Book, General Manager           2001-2005 CSSI Reorganized CSSI’s international divisions as profit centers and wholly owned subsidiaries to ensure revenue forecast and quotas are tied to account plans and product plans.  Profitability increased $200,000 in the first year from an EBITDA of $1,000,000 to an EBITDA of $1,200,000.