Wayne Cluff Email & Phone Number

Malmö, SE

Inriver powers the entire product journey at every touchpoint. The composable Inriver PIM solution, with built-in AI, digital shelf analytics and integration capabilities, connects to any digital ecosystem with the flexibility to help B2B and B2C enterprises meet growing demands on product data through the entire product cycle. Inriver helps over 1,600.

Colorado Springs, CO, US

Quantum's SaaS platform is the digital experience analytics category leader helping brands monitor, diagnose, and optimize the entire customer digital journey at scale. Increase Conversion/Revenue, Improve Digital Experience, Improve Operational Efficiency, and Build more Customer-Centric Cultures. I helped business leaders build better digital products.

Højbjerg, DK

• I led the acquisition and management of select Enterprise/ Strategic Accounts. My clients included multiple Fortune 100 accounts, including the largest global CPG, Retail, Distribution and Financial Services brands.
• Improve responsiveness, adherence to corporate processes and consistency of responses
• Deepen customer relationships
• Drive revenues
• Reduce costs
• Compete more effectively

Austin, TX, US

1st AE hired to NetSuite's Global Enterprise Account Team (employee ~1,300), and the last to transition out (Oracle acquisition - ~employee 7,000). As the #1, #2 or #3 top performer every year during my tenure, I landed a number highest profile, "first ever" big logo wins, in nearly every vertical industry that Global Enterprise pursued. Growing this SaaS.

Falls Church, VA, US

• ►►► CEO was a former customer back in the day- honored to return the favor and help him ramp his business. Boosted "street cred" re: Government Contracting and Sharepoint. ◄◄◄
• Sold $3.5mm+, multi-year consulting contract to one of the largest global supply chain organizations (GSA)
• Managed win of 8(a) Stars II Government Wide Acquisition Contract, resulting in a five (5) year extension of company’s authorization to sell services in 5 NAICS categories; contract projected value $5million+/year
• Sold FAA eFast contract vehicle which put ESI on the short list of preferred agency IT providers for 2011-2016; Contract projected value $1.5mm/$2mm/$3.5mm/$4.5mm/$6mm respectively
• Rebranded company (website/collateral) which reduced sales cycle and drove major wins for two new offerings (Interactive Media, Training)

►►►This is my company- hey, sometimes you have to consult while waiting to get to the next great thing! ◄◄◄ Delivers energy, insight, expertise and acumen essential to executives achieving results in revenue growth and improved company positioning. Successfully leads re-branding and marketing programs and manages select sales, RFP and proposal responses.

• ►►► A whole new way to authenicate "consumer not present" transactions. Broke into financial services, telcos, etc.- any business with substantional call center operations.◄◄◄
• Solved primary sales obstacle though invention of delivery of voice biometrics via SaaS service (USPTO # 7,340,042) thus eliminating Fortune 100 objections to biometrics as a new category for consumer security
• Managed relationship with industry analysts; resulted in company’s favorable placement in Gartner’s Magic Quadrant; Company became THE thought leader; allowed this Start-Up to compete against global brands
• Led sales to Boards and CXOs of top five (5) Banks, top three (3) Wireless Telecoms and top ten (10) Health Insurers
• Sold first Financial Services account, creating a beachhead for sales to call centers for banks, credit card issuers, brokerages and insurance companies; resulting press became critical to subsequent sales
• Sold first in US online voice authentication account which became the largest recurring revenue account

• ►►►Got this startup off the ground- still a shareholder, and I love web-based point solutions to fire-burner problems.◄◄◄
• Developed 4 distribution and/or cross marketing partnerships, including 4 Divisions of the Marsh & McLennan Companies- tranlated into key early stage sales.
• Managed Usery Center partnership via relationship with the former Secretary of Labor, Bill Usery- all the validation required for best practices for conflict resolution between employers and employees

West Conshohocken, PA, US

• ►►► Company was at inflect point and CEO needed some change agents to push through. Picked up "street cred" with managed health care solutions (payor solutions) ◄◄◄ Reporting to the CEO of established Managed.
• Aligned service delivery functions with the sales process; resulted in improved customer satisfaction, contract performance and a 50% increase in sales to existing accounts
• Led product management function through three (3) major and nine (9) incremental releases; each release added client driven functionality, improved quality and attainment of contract payment milestones
• Managed largest account (Ceridian) through the first sale ($2mm) and implementation of company's web-based platform
• Created and managed joint venture CalSys and sold ($1.5mm) of JV solution to Sacramento County DHS; resulted in reference point that drove new sales for California compliant solutions

• ►►►Co-Founders and I were a match made in heaven- complete alignment to build a company that would be highly valued in the nexus of a perfect storm. As a team, we knocked the ball out of the park! Discovered a knack.
• Created new vertical market initiatives for Health Care, Energy and Professional Services resulting in $10million in new account sales; resulted in exclusive leads from Lawson in assigned territories
• Numerous $500k+ competitive license wins against SAP, Oracle and PeopleSoft; $500k+ service wins against Big 4 firms
• Personally closed 50%+ of ALL sales, supporting companies 1000% growth during three (3) year tenure; grew revenues from $1.5mm to $15mm+
• Closed company’s largest sale ($2.5mm+) in advance of sale of company, resulting in exceptional 2x multiple on exit; contributed to every aspect sale of company, including recruitment of one of two suitors to make offer

Boston, MA, US

• ►►► What a wild ride, cannot thank the CEO of Comstor (acquired by GE) for giving me the opportunity to prove that I was ready for big league sales and business development. Picked up P&L, M&A, and consulting.
• Launched division to capitalize on GE brand to capture ERP and BI solution sales throughout national footprint; Led division to numerous 1st place sales achievement awards by ISVs
• Managed division growth ($0-$9mm) and P&L (highest % EBITDA contributor); other KPI growth stats: 2 to 100 accounts, 2 to 65 employees
• Acquired and merged companies resulting in new marque accounts, revenue, ISV relationships, geographies and talent
• Developed Business Intelligence and Financial Systems Reporting practice as internal service (40 subsidiaries, $1.5mm/year intra-company), subsequently launched service offering to customer base

• ►►►Managing Partner liked my idea to launch a software practice and sell through firms client base. Fantastic progression for me. I returned the favor, firm has done my tax returns ever since!◄◄◄
• Launched SBT Accounting Software practice and sold the solution to 10 accounts while providing up and new account sales for firm’s core accounting services
• Managed sub-contractors for custom application development and hardware solutions (on time, on budget)