Organizational Savvy - Career Lessons Learned

1. Organizational Savvy - Career Lessons Learned Joan Herbig, CEO, ControlScan

2. Agenda • Overview of Experiences • What I’ve Learned • Any Questions? 2

3. My Backgroundal Background • Serial entrepreneur with > 24 years of experience in technology • B.A. in French and Masters in Computer Science • Married for a long time (to a very patient man) with 2 children • Interests include traveling with family, cooking, hiking, and (someday I hope) wine collecting 3

4. Professional History • Digital Communications Associates (1987-1994) • Leader in PC to mainframe connectivity solutions (IRMA) • Began career in customer support, moved into marketing, product management, international marketing and product line management • DCA was acquired by Attachmate in 1994 • “CULTURE” • XcelleNet (1995-2004) • Leader in mobile systems management • International Product Manager, then Vice President of Marketing, then President, then CEO • Company was sold to Sybase in 2004 • “CHANGE” • Cambia Security (2005-2007) • Security change management solutions • Sold to nCircle in 2007 • “MARKET” • ControlScan (2007-present) • PCI Compliance Solutions for small merchants • “BUSINESS MODEL” 4

5. Agenda • Overview of Experiences • What I’ve Learned • Any Questions? 5

6. # 10 – Get on the bus with the right people • Surround yourself with people who are better than you • Check your insecurities (and your ego) at the door • If you find yourself on the bus with the wrong people, get off the bus • Treat people well “The single biggest constraint on the success of any organization is the ability to get and hang on to enough of the right people.” - Jim Collins

7. #9 - Listen more than you talk • Hone your listening skills (with bosses, peers, customers, competitors) • Get comfortable with silence, but don’t be a wall flower • Use “we” more than “I” – Perform an “I-ectomy” • Practice the listening “Game” “I, I—ay yiyi. This is a man badly in need of an I-ectomy.” - Peggy Noonan

8. #8 - Stay outside your comfort zone • Being uncomfortable is part of life – get comfortable with it • Be decisive – it’s far better to make the wrong call than to make no call at all • Raise your hand, speak up • Do something everyday that gives you a knot in your stomach “Life begins at the end of your comfort zone.” - Neale Donald Walsch

9. #7 – Check your arrogance at the door • Arrogance makes collaboration and  group work difficult  • Arrogance makes an individual less open to learning • We need to be confident to be effective leaders, but there is a fine line between confidence and arrogance   “My greatest fear is that Coca Cola associates become arrogant. Arrogance kills an organization” - Muhtar Kent

10. #6 – No excuses • Approach your career in a genderless fashion • Remove your victim glasses • You alone are responsible for your career and you can’t hand it off to someone else • Realize that your success or failure depends on you • Beware of rationalization “Life is not fair; get used to it.” - Bill Gates

11. #5 – Break problems into 3 actionable items • Develop and refine your problem solving skills • Practice the ability to understand complex problems and to break up the solution into simple actions • Communicate in ways that are easy for others to digest and act upon • Think and speak in threes “Out of intense complexities intense simplicities emerge.” - Winston Churchill

12. #4 – Start, Stop, Keep • Great organizations aren’t all things to all people • Learn how to say “no” • Focus can be a differentiator • Doesn’t mean you shouldn’t have a hedge strategy “Those who built the good-to-great companies, however, made as much use of "stop doing" lists as "to do" lists. They displayed a remarkable discipline to unplug all sorts of extraneous junk.” - Jim Collins

13. #3 – Have no fear • Seek counsel from trusted advisors (especially those outside the organization) • Ask stupid questions, and then listen • Be a Curious George (“Hmmm, really? How did you do it?”) • Write someone every day and ask them for help “The important thing is not to stop questioning. Curiosity has its own reason for existing.” -Albert Einstein

14. #2 – Where there is chaos, there is opportunity • Use times of turmoil to move from the middle of the pack into leadership positions • Take on the tough assignments, even if you are ill prepared • Perseverance matters - be the last “man” standing “The Chinese use two brush strokes to write the word 'crisis.' One brush stroke stands for danger; the other for opportunity. In a crisis, be aware of the danger - but recognize the opportunity.” - John F. Kennedy

15. #1 - Wear sunscreen • Work Hard…Have fun! • Don’t take yourself too seriously “Ladies and gentlemen: Wear sunscreen. If I could offer you only one tip for the future, sunscreen would be it. The long-term benefits of sunscreen have been proved by scientists whereas the rest of my advice has no basis more reliable than my own meandering experience.” - Mary Schmich , Chicago Tribune

16. In Summary • Step and stay outside your comfort zone • Avoid “wet logs” at all cost • Embrace chaos • Shut up and listen • There are NO “Rock Stars” 16

17. Agenda • Overview of Experiences • What I’ve Learned • Any Questions? 17