Stanley (Bruce) Crair
Southen California Area
(714) 381-2000
e-mail: bruce (at) crair.net
Qualifications Summary
An experienced, goal- and results-focused executive and director with both public and private company experience. Significant experience leading high technology companies from start-up through sustainable growth, as well as cost containment and revenue growth in established companies.
•Substantial P&L Experience Through Periods of Expense Reduction and Rapid Growth.
•Developed and Implemented Successful Operational Plans In Public and Private Companies.
•Skilled Negotiator and Business Development Professional.
•Proven Fund-Raiser: Raised More Than $50MM in Private Equity.
Professional Experience
SVP, Broadband Operations, Boingo Wireless (NASDAQ:WIFI)
2012 to present
As COO of Endeka Wireless, built the startup company that provided subscription-based (e.g., paying customer is the end user) WiFi and wireless IPTV services to the barracks on Marine Corps bases. Sold the business to Boingo Wireless, and stayed aboard to run Operations. Built the business from less than $1MM in revenue on one base to more than $16MM in run-rate revenue on more than 30 bases in less than 2 years. Responsible for Business Development, Design, Build-out, Procurement, all revenue and cost
•Negotiated long-term (7+ years) contracts with the Marine Corps, Army and Air Force to provide service to more than 300,000 beds on over 100 military bases, domestic and international
•Designed and installed service for more than 130,000 beds on 33 bases in one year...700+ buildings, 500+ miles of cable/fiber, 29,000 Wireless Access Points installed and operating
•Built the fastest-growing business for Boingo Wireless
•Scheduled to deliver 60 bases covering more than 260,000 beds by EOY 2015, with more than $24MM in annual run-rate revenue
President/COO, Local.com Corporation (NASDAQ:LOCM) 2005 to 2011
Local.com (www.local.com) is a leading local search engine and the largest local search network in the United States. The company provides over 20 million consumers each month with the most relevant search results for local businesses, products and services on Local.com and over 1400 regional media sites. Businesses can target ready-to-purchase consumers using a variety of advertising products including subscription, pay per click, banner and pay per call ad products. Local.com consistently ranks in the Top 100 in U.S. website traffic. Spearheaded conversion of the company from a second-tier national search player to one of the top Local search companies, leading to its growth from zero revenue in Local Search to over $84MM in annual revenue.
•Responsible for Operations, Sales and Business Development, Engineering, Product Management, Marketing, HR and Admin.
•Drove Local.com to the #4 local search site on the web in less than nine months, and #1 in local search in 5 years.
•Exceeded Local.com revenue goals by more than 400% in the first six months of its existence.
•Achieved 50% CAGR in company revenue over 5 years.
•Delivered much-needed process and product improvement, enabling on-time and under-budget delivery of product and services.
Chief Operating Officer/CoFounder, ZeroDegrees, Inc. 2003 to 2005
Internet startup, providing online business social networking services to business professionals. Sold business to IAC/InterActiveCorp (NASDAQ:IACI) after one year of operation for 10X invested capital. Grew business to over 1MM business professionals, managed off-shore engineering and development organization, and launched multiple versions of product.
•As COO, responsible for Product Management, QA, Network Operations, Customer Service and Product Deployment. Delivered beta version of product in 6 months, and two further versions of the product in less than a year.
•Implemented off-shore (India) software engineering and QA, managed same to deploy product in record time with development savings of 60%.
•Instituted program and product management techniques to ensure on-time/under-budget delivery of product that meets customer and marketing requirements.
Chief Executive Officer, Technology Transformation 2001 to present
Strategic consulting, providing interim CEO/COO, business plan development, mergers and acquisitions planning and implementation, business and sales development, operations planning and implementation.
•Interim CEO for vertical market wireless start-up: developed business plan, merged three companies into one, set up operational processes, sales contacts, and positioned company for fundraising and strategic partnerships.
•Developed business plan for wireless device start-up, set up business development processes, established relationships between company and large telecom companies and handset manufacturers.
•Analyzed viability of “dying” Internet start-up and recommended termination strategy for investors.
•Provided strategic connections for enterprise software (advertising management) company to large cable TV companies, resulting in first product trial.
President and Chief Operating Officer, eVoice, Inc. 1999 to 2001
Responsible for all facets of operating this start-up telecommunications company, including strategy, finance, operations, HR, legal, engineering, marketing and sales.
•Joined company five months after inception, with no operating product, infrastructure, sales force, marketing, provisioning processes, customer service or accounting and collections.
•Launched first product in less than six months, complete with billing, advertising, marketing, network, provisioning, and after-sales support.
•Launched nationwide product within one year, grew subscriber count to > 1MM in less than 5 months.
•Transformed company from advertising-supported service to paid retail service as well as OEM/ASP service (to large wireless and wireline telecom carriers).
•Raised more than $50MM in private equity in one year (two rounds via venture capital).
President and Chief Operating Officer, Micro General Corporation 1998 to 1999
Responsible for all operations of this publicly-held (BB-OTC:MGEN), electronic commerce and software company, including software development, sales and marketing, operations, network, financial controls and administrative operations.
•Transformed company from under-performing, $2MM (revenue) postage scale company to rapidly growing, $28MM electronic commerce and software company.
•Refocused and reorganized company to concentrate on key competitive advantages: specific vertical markets, and network and software development capabilities.
•Negotiated and acquired two privately-held companies to grow revenue base and add essential capabilities.
•Shut down or divested non-performing assets. Diversified and expanded revenue base.
•Diversified and expanded revenue base away from one large customer (more than 80% of revenue) to multiple customers with no one customer more than 15% of revenue base.
President, Cox Communications PCS, L.P., dba Sprint PCS 1995 to 1998
Built wireless voice communications company from inception, including development of business plan; hiring of officers and staff; selection of prime network vendor; design, installation and operation of network; selection and installation of multiple support systems (customer care, billing, network monitoring, etc.); development and implementation of all sales and marketing efforts. Second largest market area in the nation, encompassing Southern California and Nevada (122,000 square miles and 22MM people).
•Developed business from “ground zero” to an operating company with more than $20MM in revenue in three years. Responsible for P&L of $1 billion (value) business.
•Launched first market in less than 22 months, having built network, infrastructure and sales and support staffs; launched all three major markets within three years.
•Met or exceeded all cash flow and subscriber goals.
•Led coordination effort to provide “seamless” wireless voice service to Sprint PCS customers nationwide.
Director, Telecom Services, Cox Communications/Times Mirror Cable 1993 to 1995
Developed TMCT’s telecommunications business, including Personal Communications Services (PCS), competitive access and local telephony (POTS). Responsibilities included business and market analysis and development, partnership and joint venture negotiations and agreements, and interfaces with internal and external marketing, engineering, operations, regulatory and legal staffs. Subsequently assisted in negotiations with Sprint, TCI and Comcast in the formation of Sprint PCS after Cox Communications purchased TMCT.
•Negotiated partnership agreements and competitive access agreements with potential partners.
•Recommended and secured Times Mirror Corporate approval of equity involvement in partnerships. Equity value in ventures immediately doubled upon completion of agreements based on comparable public values.
•Coordinated the efforts of internal and external marketing, operations, engineering, legal and regulatory staffs to ensure optimal usage of TMCT assets and capabilities and to proper implementation of plans.
Director and Manager Positions, Pacific Bell 1984 to 1993
Selected Results:
•Project Director for Pacific Bell’s $16 Billion investment in Consumer Broadband Services. Coordinated all activities of 60-person team for marketing, regulatory, operations and engineering for the development and rollout of new infrastructure and services.
•Developed company directions in new growth areas, with an emphasis on Information Services arena.
•Analyzed and recommended investment for several new business/growth opportunities, including strategic fit; financial/market attractiveness; regulatory, political, legal requirements; method of market entry.
•Managed all installation and repair for city and county of San Francisco (700,000+ customers), with more than 650 technicians, clerks and managers.
•Lead San Francisco team through 1989 Loma Prieta earthquake and Labor Strike; maintained all customer service levels above thresholds and increased new customer sales and installations by more than 30,000 orders per month after earthquake. Received Achievement Award for service accomplishments.
•Consistently met or exceeded all service goals, while under-running expense budgets by at least 15%.
•Implemented quality-improvement programs that reduced expenses and enhanced employee morale
•Analyzed operations, recommended and implemented decentralization. Placed all employees in appropriate positions, saved more than $2MM annually, while improving customer service significantly.
BOARD MEMBERSHIPS
Promojam (www.promojam.com) - Board of Directors – acquired by Deluxe Corporation in 2014
iSkoot, Inc. (www.iskoot.com) – Board of Advisors - acquired by Qualcomm in 2010
EDUCATION
Paul Merage School of Business, University of California, Irvine
Effective Boardroom Leadership - A Comprehensive Directorship Program - Joint program with the Forum for Corporate Directors
Walter A. Haas School of Business, University of California, Berkeley
Master of Business Administration in Corporate Strategy and International Business
Graduate with Honors, Member Beta Gamma Sigma (Honor Society for Collegiate Schools of Business)
U.S. Naval Academy, Annapolis, Maryland
Bachelor of Science in Physics, Deans List, Member Sigma Pi Sigma (National Physics Honor Society)
