When a child came along for Claire Edmunds, far from spelling the end of a sales career it, instead, conceived a whole new company and one that now enjoys a global IT presence.
In keeping with one of the major findings in the SLA’s gender diversity survey Edmunds used the arrival of her child as a springboard for setting up her own sales outfit to exploit a gap in the market she had spotted while working for a small agency.
Speaking exclusively to SI, the founder and CEO of business development specialists Clarify, she said the break from fulltime work allowed her to concentrate on an area of emerging technologies, which were not being catered for by sales organisations.
Edmunds explained: “Clarify was set up to work with large technology businesses that have high-value sales processes. The gap we identified in the market was that a lot of the traditional business development, lead generation activities that was going on while they were working for commodity sales environments, did not translate across in supporting the enterprise sale.
“We started out working with organisations that were very new to markets, particularly small ISVs [independent software vendors] funded by VCs [venture capital investors] looking to really accelerate their growth. They had to create a market. There weren’t people out there looking for their products, there weren’t people out there wanting to buy – they had to offer, they had to go about creating this market.
“A lot of this can be educational and it’s about finding latent need within organisations and being able to speak to that and find compelling reasons why they need to do something different.”
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