PCM vol. 3 Issue 9

EXECUTIVE PROFILES
OB continously found new ways to drve innovation
Rawls left First Data to join Caredata.com, a healthcare
technology company in Atlanta. He was EVP Sales and
Operations responsible for $37 million in revenue. During his
three-year tenure, the company purchased and integrated 20
healthcare data companies, becoming the largest physician
credentialing organization in the U.S.
Rawls then spent seven years with Hypercom Corporation as
SVP. He was responsible for global sales and operations teams
(inclusive of software development, distribution and logistics
support operations) that produced more than $400 million in
revenue.
In his office, Rawls has a photo of Hypercom executives ringing
the closing bell at the New York Stock Exchange.
“There were times when we were a troubled company,” he says.
“We were doing really well in the public space, but it took a lot
of money to grow the business.”
Rawls returned to the United Kingdom in 2006 to rebuild the
Hypercom distribution network outside the U.S. He traveled
to 46 countries in 2006 and 37 in 2007. That included a lot of
time in Brazil working with a support business that serviced
250,000 countertop terminals.
After a change in leadership, Rawls and Hypercom parted ways
amicably. He spent time in international consulting before
being asked to rejoin First Data. Prior to joining iPayment in
early 2016, Rawls served as Senior Vice President and General
Manager, Partner Solutions, where his role included engaging
with First Data’s top ISO reseller partners.
Based in California, twenty-one-year-old iPayment has always
been one of the top five ISOs (Independent Sales Organization)
in the US, but was struggling the past few years. The selection
of OB to run the company was an important first step toward
positive change, given his experience and stellar reputation
for transparency and integrity. He has the respect of his peers
in the industry. Says First Data Executive Vice President Barry
McCarthy, “OB is a true professional who has played many
leading roles shaping the payments industry. He’s a deep
subject matter expert, widely admired and well connected.”
“I began at iPayment by telling the iPayment story. First to
the capital markets, then to the employees and customers.”
he says. “Next we did a revamp of the leadership team.” His
small management team was expanded and jobs were made
more discrete. “One thing I learned from Frank Bisignano (CEO
of First Data), is that you hire really talented people but give
them smaller jobs with intense focus,” he says. “Because of
this, we now have better numbers and higher achievement.”
Other changes include a higher commitment and greater focus
on the customer as well as movement into desirable verticals.
Ten percent of company revenue is now from the petroleum
business and the company has begun forays into smaller ticket
items with stickier customers, like parking.
“iPayment is becoming more of a technology company rather
than just a straight processor,” says OB, “and offering more
solutions to our customers. This is the path forward for all
processors, to become technology and solutions companies.”
The company has recently hired a new leader of integrated
payments and just launched their own payment gateway.
Half of iPayment’s sales are direct via the efforts of its own
sales team and half come from partners (sub-ISOs, agents
and referrals). “While we are concentrating on more organic
growth, we do have some high quality partners in fast growing
verticals, such as petro, hospitality, wineries and others,” he
says.
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