Nature of business: Telecom and energy infrastructure.Build, operate and transfer projects for broadband networks and mobile network operators including: national fibre optic networks, wholesale LTE networks, least cost operator strategies, base station conversion to eco energy and data monetisation using big data analytics.Projects:National government - national broadband network capital finance comprising: fibre optic network, LTE radio access network, DSL fixed access network, wholesale model for other network operators and direct sales model for Government entities and Government sponsored consumers.Mobile network operator - Off-Grid base station energy strategy to reduce operating costs and downtime, to optimise base station power consumption, to enable remote SCADA control of gensets, to monitor fuel theft and to implement solar power to enable overnight battery operation.National government - hydroelectric power capital finance for two power stations comprising: mountain dam and mountain tunnel construction, vertical penstock array with pelton wheel turbines for large scale power production and a penstock diversion weir for smaller scale power production.Mobile Network Outsource - Expansion of information systems domain expertise into the BSS/OSS and subscriber domains of the mobile network operator including: BOSS simplification, shared services for smaller OPCOs, front office business process outsourcing, core data and network data monetisation.

Nature of Business:BEE Level 1 telecom and energy consulting firm.Operating experience in West Africa, East Africa and Southern Africa.

Nature of business: Largest single private shareholder mobile operator in Africa with 28 million subscribers in Benin, Ghana and Nigeria. Globacom also own an international undersea cable business Glo 1.Responsibilities:• Member of the management OPCO • Data centre infrastructure transformation• Vendor selection, negotiation and management • Lead the market in the transition to an IP packet voice networkProjects: • OPEX reduction and power related downtime elimination strategy• blue ocean rural network solution to add 4 Million active subscribers• TIBCO enterprise service bus and mediation platform NGOSS transformation• identified 50 and initiated 14 projects to prevent revenue loss and generate revenue

Nature of business: The service provider business of Dimension Data Middle East and Africa, delivering wireless radio access networks, nationwide fibre optic networks, managing EPC and providing O&M solutions.Responsibilities:• Member of the executive committee • Management of Ericsson and NEC relationships• CTO for mobile network operator engagements and deploymentsProjects: • Spectrum bid for new LTE operator in South Africa• Multiple fibre rollout programmes• LTE transmission strategy

Nature of business: CCC Africa, originally PMN Africa represented Private Mobile Networks in Africa, our product range was extended from in building solutions to multivendor GSM and LTE micro and macro cells.Responsibilities: • In building femtocell and picocell• Spectrum planning for GSM, UMTS and LTE • Off grid clean energy and carbon credit tradingProjects: • Design of new LTE network in South Africa• Private military GSM network

Nature of business: Go-to-market, sales and strategy position at the data centre and Internet service provider division of MTN South Africa; responsible for all customer facing functions, 50% of the company workforce. Responsibilities: • 2IC to the CEO and fiduciary board member• Strategy for mobile operator data centre services • Operator self provision and the commercialisation of transmissionResults: • Reciprocal Trading Agreement with IBM Global Services• FIFA 2010 World Cup sponsorship and value in kind strategy• New Business Growth Equivalent to 100% of all current business

Nature of Business: IBM business partner for software specialising in IBM Rational Software, IBM Websphere Software, IBM Tivoli Software and contract executive sales management for hardware and software vendors.Results: Transition from commodity sales to enterprise sales at Pinnacle MicroThe short term sales pipeline was changed into a long range forecast; order taking was replaced with solution sales resulting in large wins in the government sector.Psychometric Testing Results at Integrear (OpenText)Thomas International listed Richard in the top 5% of the executive management peer group; resulted in an assignment to direct credit risk software sales strategy.

Nature of business: Large scale greenfield enterprise business acquisition covering enterprise computer and storage product lines, professional services, outsource contracts, managed services. Responsibilities:• Market segmentation analysis and sales controls• Enterprise wide standardisation agreements on HP offerings• Plan engagement for senior team of business development managersResults:Project Unify at UnileverMerged the Lever/Ponds “Fusion” SAP system with the Unifoods SAP system creating the world’s largest SAP single instance running on a partitioned high-end server environment.SASOL - R 1 Billion standardisation agreementSouth Africa’s 2nd largest company, SASOL, project "Kabili" delivered the largest Microsoft SAP platform globally and the largest storage area network in the Southern Hemisphere.Anglo American – South Africa and Latin American influencing for the R 3.5 Billion global outsource decision made by Anglo American in the U.K. Anglo American entered into a reciprocal trading discussions with the HP San Diego printing division for wide format printing after meetings between Carly Fiorina (HP’s CEO) and the Anglo American Board.Introduced the Gartner Group TCO methodology. TCO business case included in all large tenders resulted in significant growth in new business meeting growth targets at a time of global IT decline and retrenchments in South Africa.

Nature of business: Relocation from HP’s European sales and marketing headquarters in Germany to HP South Africa. Market development in South Africa and telecom business development in the Middle East.Responsibilities:• Member of the management OPCO• 1-2-1 direct sales for large enterprise customers• Oracle, SAP, Baan and Sybase relationship management• Telecommunications sector expansion into mobile and fixed operators• Large deal support for Eastern Europe, Russia, Middle East, Levant and AfricaResults: Trusted advisor status at Telkom resulting in R 1 Billion of new business.Motivation for data centre staff, how billing, provisioning, rating, mediation and customer care systems work resulting in R 1 Billion of new business (including Amdocs flexible billing system, HP’s largest network service provider billing system deal worldwide with 26 high end servers).Positioned HP as an enterprise computing company.Modified sales force collateral, presentations and advertising; an interview between HP EMEA management and the editor of Computing SA confirmed that the market had changed its perception of HP from a printer company to an enterprise computing company.Acquisition of MTN as a new enterprise customer resulting in R 1 Billion of new businessBreak through at MTN; introduction of HP as a new vendor competing with Compaq, introduction of Hitachi storage subsystems to capture 2nd vendor status resulting in over R 1 Billion of business.Increased enterprise business from R 200 Million to R 600 Million in 1 yearLarge enterprise deals in Government, Manufacturing and Telecommunications sectors tripled the size of country turnover in HP’s most important product lines 1X (enterprise server) and 1Y (enterprise storage) resulting in an elevation of South Africa’s country status.

Nature of business: Directly responsible for the mainstream revenue of HP’s enterprise business in Western Europe, Russia, Eastern Europe, the Middle East and Southern Africa; managed industry analyst and independent software vendor relationships.Responsibilities:• Close data centre deals across EMEA region• Training for the enterprise sales force in tier 1 countries• Manage factory pricing to ensure competitive market positioning • Sales growth from US $ 155 Million to US $ 450 Million in one year• Leverage SAP, Oracle and Informix technology access centre of excellence Results: Focus on high value market sectors.Responsible for closing HP’s largest deals in HP’s most strategic markets; Richard worked closely with the Telecommunication Services Business Unit (TSBU) to ensure adoption of server and storage products by major carriers, including: France, Greece and Portugal Telecom, Vodafone, Telefonica and Sonofon.Defined the security architecture for the Dutch Tax Office.High value consulting engagement to develop the “Integrated Security Architecture Strategy for the Dutch Tax Office”, subsequently standardised as HP’s global security architecture. Developed HP’s EMEA sales force engagement strategy.New go-to-market strategy for the EMEA sales force aligned at two levels, enterprise architect/CTO and data centre manager/CIO that resulted in massive sales growth; positioning investment protection and scalability; ensuring mainframe best practice, quality assurance and change control were central to the message.

Nature of business: One of World's largest global transportation, logistics and freight forwarding business, recruited to drive the distributed systems portion of a global mainframe rightsizing programs.Responsibilities:• Integrate Ingres database and PRO-IV 4GL applications• Associate member of the data centre management OPCO team• Deploy common systems supply chain management and logistics software• Manage the “level 4 support” team of systems integration and architecture staff • Program manager for the for the 5 year mainframe rightsizing "common systems" initiativeResults: Program manager for one of the world’s largest data centre rightsizing projects.Richard managed a 3 year program to implement new logistics scheduling and depot operations software and to roll out 250 distributed systems worldwide; liaison with business managers, business analysts, software development managers and project directors. Managed ERP software replacement as an end user.Richard has ERP software implementation knowledge from a blue chip end user analysis and deployment, an ERP software integrator and ERP independent software vendor perspective.Global network and systems management for level 1 support250 distributed systems managed by 24 central HP OpenView consoles on a 24*7 three shift basis tracking and correcting network, application and system activity on a worldwide basis.Migration of 50 European System/36 depots to the standard depot platformRichard managed the development of the session management and system control utilities, including the migration of IBM System/36 services to the HP UNIX platform using Open/RS.

Nature of business: Largest ERP software integrator in the UK and 3rd largest global ERP independent software vendor producing the System21 Aurora package, managing delivery through a direct multinational presence and through indirect sales channels. Responsibilities:• Managing consultant and project director for technically complex ERP projects • Manage internal software development and customisation platforms • Pre-sales ERP application consulting and sales supportResults: 300% increase in global revenue due to IBM lead generation initiative IBM Europe showcase a distributed warehousing and photographic part identification system using "Advanced Peer to Peer Networking" and “distributed data management”, the system code was custom designed to be less than 1 MB and was distributed to all IBM AS/400 sales offices in Europe.IBM and ICL production planning software integrationRichard was the one of the top IBM iSeries technical staff in the UK, frequently used by IBM to resolve major customer integration problems with networking and ERP integration.