• Building better relationships with important partners or customers
• Extending their distribution channels across geography and medium
• More targeted market and product positioning
• Streamlining their sales process flow and infrastructure
  

Experience Summary

• Over 12 years hands on line/staff operational experience PLUS
• Nearly 10 years consulting experience
• 100% focus on high technology sales and marketing
• Successful track records in bottom and top line performance improvement
• Additional expertise in national and global marketing management

Biography
GlobaLINKage, a consultancy established in 1992, is owned and operated by Gaye I. Clemson. Prior to launching GlobaLINKage, Ms. Clemson spent nearly thirteen years in a variety of high technology business development and marketing management positions. Eight and a half years were spent with Tandem Computers, (including five years in international sales operations), and four years with the data communications arm of Bell Canada. She has extensive experience in the design and implementation of worldwide sales and marketing programs, major account sales, marketing and global account management, and in resolving inter organizational operational and business issues. Prior to her high technology career, she spent three years in the insurance industry as well as a short stint in Canadian federal politics.Ms. Clemson received an Honours Bachelor of Commerce degree from Queen's University at Kingston, Ontario, Canada in 1976. She is ta former Board Chair of the Santa Cruz Women's Health Center and is a member of the Association for Strategic Planning.Some of her recent work on ROI for high technology investments has received coverage in both Internet World and the San Francisco Business Times.

Globalinkage Competitive Advantage
Because of our experience and track record, we provide practical wisdom and 'hands-on' expertise. We view the sales function with an integrated holistic eye and know how to build bridges between strategy and implementation. We coach using a proven, facilitation-driven process and methodology that defines issues, implications, action plans and roadmaps based on facts rather than assumptions. But more importantly we are able to deliver all of this at far less cost than traditional consultants.

Track Record
Enterprise Relationship Management

• Designed a global account management program for a leader in business insight networks
• Wrote a ‘major account’ relationship management business plan and sales tool kit components for the leader in computer-networking equipment.
• Provide ongoing account and territory planning for a wide variety of industries and vendors
  

Sales Process Tools

• Documented sales and marketing process flows and built a ‘Sales Process Tool Kit” to drive proactive sales and marketing management efforts for two pre-IPO startups. (data warehousing and supply chain performance management markets)
• Researched and designed a (build vs buy) ROI Business Model and sales tool for a leading data warehousing vendor and a new entrant to the customer intelligence management market space
• Conducted detailed research on customer use and co-wrote a Return on Investment white paper for the enterprise data integration and wireless web markets
• Assessed customer use and built a framework for thinking about ROI for a small firm in the financial management analytics market sector
  

Qualitative Market Research

• Conducted a detailed analysis of the Application Service Provider (ASP) market in the supply chain and medical device market sectors
• Conducted an interview based market analysis of the wireless web for a new entrant in the wireless market and use of web by the small business market for an new entrant in web content management market.
• Conducted a detailed competitive analysis of 4 key vendors in the high-end server market for the leader in server and PC hardware.
• Conducted a detailed market analysis of the telecommunications industry and convergent networks for a small company in the telecom network management sector.
• Conducted a market and detailed segment analysis of the analytics applications and supply chain markets for a start up in the Internet based information access sector
• Researched and wrote a series of ‘Competitive Guides’ for the financial services division of a leading RDBMS vendor, a hardware server vendor and for an HR applications vendor.
  

Channel Management

• Built a “Best of Breed” analysis of channel partner programs and recommended partnering strategy and implementation plan for both a leader in the remote access market, the leading ETL vendor and a new player in the Internet infrastructure market.

Telecommunications Specific Project Track Record

• Primary research project assessing software development management perceptions of CORBA, Java, and OO technologies as development tools for Network Equipment Manufacturer embedded software projects.
• Developed an overview of the telecom industry including a review of key market segments by services offered and carrier types, growth rates players and competitive dynamics, the status of the use of analytical applications in telecom and an assessment of the impact of convergence on CDM/CRM market opportunity (i.e. is there a need for integrated customer databases for front office, billing and analytical/decision support applications).
• Market analysis of the ‘Converging Networks Marketplace’ including a review of the high level market trends, market size estimates of key market sectors, key traditional and emerging players and related hot issues.
• Board presentation on ‘IP Strategic Directions’ with specific assessment of the Provisioning market opportunity.
• Board presentation on the State of the OSS market and a summary of implications for vendors interested in serving this market.
• Competitive analysis of leading players and products in the TMN-related market sector including.

Globalization-Specific Project Track Record

• Built an International channel development model for a small leading edge vendor in the voice messaging business.
• Assessed the suitability of a USA channel strategy and marketing plan for an RDBMS vendor’s key European subsidiaries & built a global program roll-out methodology.
• Conducted an assessment to understand and identify the key issues and challenges that applications solution partners were facing in selling on a global basis for a leading hardware vendor.
• Conducted a joint major account planning session for a programmable switch vendor with their Spanish distributor
• Conducted market research and facilitated senior management and Board development of an Asia Pacific expansion strategy for a small project management training firm
• Developed and conducted a global accounts management-training program for multinational account managers for a leading hardware vendor.
• Developed and conducted a "Steps for Global Sales Success" training seminar for a major Canadian university and the provincial IT association

Customer References

• Informatica Corporation
• Oracle Corporation
• Nextron Communications
• Alter Ego Networks
• SeeCommerce
• FVC.com
• Market-Touch now Ventaso
• Fort Point Partners
• Phormax Corporation
• Secure Computing
• Truis Corporation
• Tandem Computers/Compaq
• Cisco Systems/SummaFour Corporation
• GNP Computers

Virtual Teaming Projects
BizTriage

• Alphablox
  

Crimson Consulting

• Verifone
• Ascend Communications now Lucent
• Oracle Corporation
• Cisco Systems
• Boole & Babbage
• Personic Corp
• Phormax

R.B. Webber & Co.

• Sybase/Powersoft Inc.
• IBM Availability Services
• Taligent Inc.
• Tesseract
  

Success Stories - Facilitation Services
Customer Motivations for Working with Us
"Provided a corporately funded service to the field (direct and indirect) to help them more pro-actively identify longer term revenue potential and build effective account or opportunity plans"....Large computer systems vendor

"Helped us build strategic relationships with our largest and most important channel partners"....Telecommunications Switch vendor

"Built a more effective way to manage ongoing issues between us and our largest and most important channel partners and customers"....Voice Messaging Equipment Provider”

Benefits Achieved

• Established an agreed upon long term plan with achievable goals and strategies that institutionalize “Win’Win” ways of working together

  “Using this process we were able to agree upon set of strategic initiatives and action plans that we could track and measure over time” ..CEO Business Insight Vendor
  

• Build mutually believable and qualified revenue pipelines and roadmaps and improved opportunity qualification processes....

  “We uncovered $50M in new opportunity that we didn’t know existed” .....

• “By taking a longer term opportunity development view we were able to bring forward into the current year $10M in revenue that we didn’t think we would be able to realize until next year” .....Account Teams for a major PC Vendor and US Telco
  
  Identify and prioritize outstanding issues and roadblocks and build action plans and tracking mechanisms to achieve resolution....

  “By sitting down together on a regular basis, we have been able to get issues raised and resolved in a much more timely fashion” ....President, DW Vendor

• Improve communications and better understand each other’s expectations, perceptions and business models....

  “We recognized that we had very different perceptions of what being a strategic partner meant and we were able to create better alignment between our two firms and within our account team itself” .....Channel Management Team for an RBOC Reseller