WILLIAM H WOOD 1013 Ventnor Place Cary, NC 27519 978-809-7076 (Cell) 919-481-0447 (Home) SALES / MARKETING / BUSINESS EXECUTIVE

World-class sales executive, creative business development entrepreneur, strateg ic profit-producing marketeer, and pragmatic business leader. Recognizes and cap italizes on market opportunities and bottom-line impacts. Provides mature leader ship and direction to strategic planning and positioning, focused marketing camp aigns, and energized regional, national, and worldwide sales organizations. * "Marketing and strategic brilliance" identified by CEO as key factors in grow ing company from $25,000,000 to $215,000,000. * Directed seven different startup business units, consistently exceeding reven ue targets, driving one to $15,000,000 in four years. * Tripled sales productivity of two different worldwide sales organizations * Outstanding career spans major corporations including Oracle, GTE, IBM, Xerox , and Bull Information Systems as well as startups and midsize businesses. PROFESSIONAL EXPERIENCE WHW BUSINESS GROUP (2009 - Present) Startup business providing consulting services to potential franchise buyers. Af filiated with Business Alliances, Inc. and in partnership with my son, this busi ness represents approximately 300 franchisor organizations. Key Accomplishments: * Developed lead generation mechanism including social networks, article market ing, and a 360 page website (http://www.FranchiseOpportunityService.com) from sc ratch. * Achieved first page Google ranking via SEO techniques. ORACLE (2007-2009) One of the world's largest independent software vendors. Acquired Tangosol in Ap ril 2007. Americas Sales Director - AutoVue Business Unit (2008-2009) Directed a new international sales team (NA & SA) chartered with selling a recen tly acquired suite of corporate visualization tools complementary to CAD, CRM, P LM, ALM, and Office Windows applications. Recruited 80% of the sales team. Estab lished and implemented sales plan to train new organization, leverage other Orac le entities, raise average sale value, and achieve assigned objectives. Key Accomplishments: * Increased sales 150% over previous year's revenue in spite of new ization, bad economy, headcount less than previous year and frozen * fing plan. * Improved average sale value by 30%. * Continuously developed team knowledge and skills through national ngs and weekly training program covering everything from basic sales roduct, competition, applications, vertical markets, etc. * Restructured team to focus on key industries. sales organ 2/3 of staf sales meeti skills to p

National Sales Director - Coherence Specialist Team (2007-2008) Directed former Tangosol sales team to overachieve product revenue objectives in

North America and, at the same time, to impart product knowledge and product se lling strategies to Oracle Sales force, eliminating the need to sustain a separa te Coherence sales team. Created and delivered product sales training to Oracle NA field organization. Developed and managed program to capture mind share and p roduct commitment throughout every layer of Oracle sales organization. Supported sales campaigns and events to generate new sales leads adequate to sustain reve nue objectives. Key Accomplishments: * Transitioned Tangosol sales organization into Oracle without losing a person and without losing any sales in process. * Attained 115% of revenue objectives * Achieved Oracle sales participation expectations allowing sales integration t o proceed on plan. TANGOSOL, INC (2004-2007) A continuously profitable self-funded start-up that became the leader in providi ng data grid, distributed caching, and in-memory data management software soluti ons. Acquired by Oracle in April 2006 five years after shipping first product. Vice President - Worldwide Sales (2006-2007) Worldwide revenue responsibility. Directed worldwide sales organization. Recruit ed world-class sales team within highly constrained expense budget. Created sale s compensation and incentive plan consistent with corporate objectives and prior ities. Established formal pricing and discounting policies. Selected, negotiated and appointed channel partners in EMEA and AP. Created full library of sales su pport tools, templates, and models. Established OEM sales program. Negotiated an d closed large multi-year enterprise deals. Key Accomplishments: * Consistently overachieved sales objectives, more than doubling annual revenue s each year. * Propelled sales productivity three-fold in three years from $650K to over $2m m per rep. * Elevated average order value from $30,000 to $120,000. * Shortened sales cycle from 180 days to 150 days. * Captured and retained market share leadership, exceeding that of all of our c ompetitors combined. * Generated sales results that provided continuous profitability, supported gro wth plans, and made Tangosol an exceptional acquisition candidate to several of world's leading software vendors. Vice President - Marketing (2004-2005) Directed all marketing activities worldwide. Coached sales and provided sales op erations support. Created several customer stories. Implemented Solution Selling model, trained sales force, and created associated sales support tools. Customi zed Salesforce.com to match sales model and to serve as an effective sales manag ement tool. Created sales pipeline model and managed sales process to meet or ex ceed expectations at each phase of the pipeline. Created lead generation program . Spearheaded analyst relations program. Redesigned technology-based website to serve as a marketing and lead generation tool. Implemented web optimization prog ram. Implemented lead qualification program. Drove marketing campaigns, trade sh ows, and events. Wrote and published white papers. Key Accomplishments: * Established brand awareness within analyst community. Initially the market se gment and Tangosol were unknown. Today Gartner and other leading analysts recogn

ize Tangosol (now Oracle) as the leader in this legitimized market space. * Created the tools, established the disciplines, formulated the strategies, pr ovided the training, and created the sales performance visibility that contribut ed to three-fold increase in sales productivity. * Established corporate image and created customer confidence that allowed Tang osol to sell software to many of the world's largest financial, retail, travel, and other institutions to support their most mission-critical applications. ROCKET SOFTWARE (2001-2003) A $37,000,000 privately held company that develops database, network management, systems management and security management software tools that are branded and distributed through partners, chief of whom is IBM. Vice President, Worldwide Sales Worldwide revenue responsibility, the majority of which was generated through OE M accounts. Directed partner program. Directed relationship management team and direct sales organizations. Oversaw the relationship with IBM senior sales manag ement. Provided hands-on management of key accounts. Key Accomplishments: * Created and directed partner programs to preserve $37,000,000 revenue stream even though dominant distribution channel revenues declined by 30%. * Cultivated relationships with IBM management that reinstated confidence in an immature product, salvaging $6,000,000 revenue stream that was at risk. GENSYM CORPORATION (1997-2001) A $35,000,000 publicly traded artificial intelligence software company focusing heavily on the manufacturing industry, and in need of expanding to new markets a t the time I joined. Senior Vice President and General Manager - Communications Business Unit Built a new worldwide business in the communications market. Responsible for bus iness unit revenue and profitability. Created highly focused and compelling busi ness plan, sales plan, marketing plan and development plan to capture and hold a unique market niche. Built 40-person team consisting of sales, marketing, produ ct management, product development, and consulting services. Served as interim V P Worldwide Marketing and as interim VP Corporate Sales, each for more than a ye ar, while sustaining business unit responsibility. Initiated and facilitated str ategic planning process. Directed market communications, developing brand awaren ess. Spearheaded formalized product planning process driven by market analysis. Established and directed pricing committee. Integrated worldwide marketing proce sses and communications. Active participant in most board meeting. Negotiated mu lti-million dollar deals. Key Accomplishments: * Propelled start-up business unit to $15,000,000 annual revenues in four years . * Spearheaded OEM strategy selling to Fortune 100 accounts one of which generat ed $5,000,000. * Elevated sales productivity to three times that of the rest of the company. * Drove sales contribution to several times that of the rest of the company. * Transitioned company from being "opportunity" driven to being market driven, selling solutions rather than tools. * Escalated market acceptance and revenue performance of new products as a resu lt of product planning process. BULL INFORMATION SYSTEMS Vice President and General Manager - ISM North American Operations

CANDLE CORPORATION Vice President Worldwide Marketing Vice President Solutions Management Vice President Business Planning and Development Senior Director Corporate Sales Director of Sales & Marketing - CL Products Director of Marketing - Information Services GTE TELENET COMMUNICATIONS Executive Director - Terminal Products Executive Sales Director - Network Applications Director - Advanced Services Planning XEROX CORPORATION Area Manager National Account Sales Manager Regional Product Marketing Manager IBM Account Manager EDUCATION University of Cincinnati Cincinnati, Ohio Bachelor of Science - Mechanical Engineering Contract Negotiations * Mergers and Acquisitions * Solution Selling Implementati on * Strategic Planning * Market Analysis * Product Management * Product Marketi ng * Worldwide Marketing * Market Communications * Market Analysis * Analyst Rel ations * Lead Generation * Web Optimization * Lead Qualification * Pipeline Mana gement * Strategic Partnership Development * Channel Management * Business Unit Management * Worldwide Sales Management * Multi-Million Dollar Budget Management * Sales Productivity Optimization * CRM * Customer Retention * Market Penetrati on * Business Development * Sales Skills Development * Brand Development * Sales Analysis * Sales Pipeline Management * Consulting Services * Key Account Manage ment * Enterprise Agreements * Sales Strategies * Revenue Forecasting