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| Norma Watenpaugh |
Norma Watenpaugh, founding principal of PhoenixCG, is an acknowledged expert in partnering best practices and has had extensive experience in partnering, alliances and channel development. Ms. Watenpaugh has built bootstrap partner programs in startup environments and has scaled those programs to handle the needs of large enterprises with thousands of partners, leveraging hundreds of millions of revenue. Industry experience includes enterprise IT (hardware, software, and hosted systems), supply chain logistics, and telecommunications. Her professional experience includes executive positions at Sun Microsystems (1986-1995), Amdahl Corp. (1995-1997) and BEA Systems (1997-2001). She is also a Global Board Member of the Association of Strategic Alliance Professionals and editor the Alliance Best Practices Bulletin for the association. She is a frequently requested speaker at industry conferences and workshops. She was a Regent's scholar at the University of Nebraska where she studied Physical Sciences and holds an MBA from Santa Clara University with a Marketing Emphasis.
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| Christine Hansen |
Christine Hansen, Senior Consultant with PhoenixCG, has over 15 years industry sales and marketing experience including building strategic alliances, channel programs, and partner programs for hardware, software and service providers in enterprise computing and telecommunications markets. She has designed and implemented partner programs in both startup and established environments and redesigned existing programs to make them more scaleable, cost-effective, and to increase partnership effectiveness.
Her professional experience includes senior marketing and sales positions at Oracle, Magic Software, Centigram Communications, and BEA Systems, where she directed all marketing aspects of a $62M alliance relationship with HP, and was the principal architect of the acclaimed Star Partner Program.
B.S. in Economics from the University of Washington, M.B.A. from Santa Clara University.
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| Dan Lofgren |
Sr. Consultant with PhoenixCG and Principal of Numerate Solutions [www.numeratesolutions.net], is an expert on quantitative approaches to marketing and business planning. He specializes in pricing, ROI/TCO, sales tools, and business models for high technology companies. Dan’s career spans over 20 years in Silicon Valley high technology companies, first as a software engineer and manager, then as a product manager. His background includes companies in enterprise software, hardware (telecommunications and digital video), and Internet services. Dan recently spent four years as VP of Product Management at Open Harbor (web services for international trade facilitation). Before that, he was Director of Product Management at Beyond.com, an e-commerce company. Dan has a B.S. in Applied Math from Yale, with course work in operations research, economics, and statistics.
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| Bryan Landaburu |
Sr. Consultant with PhoenixCG and Principal of Fuze [www.ifuze.com], has worked on a number of large scale projects for the High-Tech industry. Bryan has extensive experience on both the agency and client side of advertising, having run a successful design/advertising and web development company for over 4 years
At the enterprise level, Bryan has served as a Manager and architect for World Wide Partner Programs. Focus lied on Web Strategy & Infrastructure. Bryan has built and deployed the systems that supported indirect sales channels worldwide. These systems included: CRM/PRM systems, Partner Web Portal, Partner Application and enrollment, B2B Collaboration tools, online ordering, online web based training, personalization, secure authentication, program development, marketing & program launches.
Bryan has a BS Degree in Marketing from the University of Nevada Reno, and an associates degree in Commercial Art.
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| Catherine Edwards |
Catherine Edwards is an award winning, results-oriented marketing strategist with exceptional skill in messaging target customers, partners, media, analysts and investors. As Senior Consultant, she provides marketing strategy, business development and integrated communications to emerging high technology companies and financial services, healthcare and legal clients. In her corporate career, she has served as Vice President of Communications at The Health Trust and Vice President of Marketing at Knowledge Networks. Ms. Edwards has also been instrumental in establishing and gaining market presence for various high-powered tech-oriented companies and organizations in her role as Director at Fortune 20 company Compaq Computers and in senior management positions at Amdahl Corporation, Sun Microsystems, Lotus Development Corporation and Digital Equipment Corporation. Edwards received a Master's degree in Business Administration from Boston University and a Bachelor's in Mass Communications from Towson University.
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| Tom Incorvia |
Dr. Thomas Incorvia is an associate Phoenix Consulting Group. He is the current President of the Silicon Valley / Northern California Chapter of the Association of Strategic Alliance Professionals (ASAP). Incorvia has more than a decade of direct partnering experience with top software, hardware and services companies, most recently as the director of product alliances at Borland Software Corporation. His experience spans the management of a single critical global partner through to triage management of up to 60 concurrent partners. He has managed strategic technology alliances including global management of alliances at Amdahl and Fujitsu with Microsoft, Intel and Sun Microsystems.
Incorvia has developed globally distributed alliance management teams, negotiated complex partner agreements, and generated programmatic top line revenue. He has also provided management consulting services in the manufacturing and energy sectors. Incorvia graduated with a PhD in Counseling Psychology from Kent State University, with a cognate in Computerized Research Design.
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| Sherif Hanala, CA-AM |
A Sr. Consultant, Sherif has 12 years of experience in drug discovery, development and commercialization. His recent expertise spans the areas of process development for deal pipeline management, deal valuation, market and strategic planning. He has led several cross-border business development efforts in discovery tools and early stage compounds, and is currently developing out-licensing and alliance structuring best practices for early-stage companies. He has advised management at Agilent Technologies, Bio-Rad Laboratories, and Aviya Clinical, as well as several life sciences firms in the US, Canada, Germany and Vietnam. Sherif is fluent in French (oral and written). B.S. in Organic Chemistry from Concordia University, M.B.A from Saint-Mary's College
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| John Parker |
is an associate of PhoenixCG and Founding Director of Parataxis Consulting Group in the UK (www.parataxis.co.uk), he has over 35 years of experience in the IT industry in sales, marketing and strategic consulting including a 20 year career in the UK with ICL - now Fujitsu Services. During this time he managed major accounts, launched innovative IT products and helped to develop and establish hardware & software solutions in the market with a variety of alliance partners. John is a Member of the Association of Strategic Alliance Professionals and of their Standards Advisory Board, was involved in developing the profession's first Professional Certification Exam, and is now working on developing the next level of qualification. He has provided consultancy & training for a number of UK & EMEA bodies in business strategy, marketing, alliance & channel management since 1994 and now runs workshops on behalf of Phoenix in the UK. He is a member in the UK of the Institute of Directors and the Institute of Business Consultants, and has a Degree in Business Studies from the Leeds Metropopolitan University and Post Graduate Degree in Management Studies from Westminster University.
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| Philip May |
born in England and educated at Cambridge University, is an expert at building,developing and managing complex alliances and partnerships. The last sixteen years have been spent in alliance and partnering roles covering distribution channels, dealers, resellers, OEMs and independent software vendors. A Hewlett-Packard veteran with fourteen years experience, one of Philip's key roles was General Manager of the Oracle Worldwide Alliance, a role which included directing a worldwide team of more than two hundred people and frequent boardroom interactions with the HP and Oracle CEO's. As a skilled negotiator, Philip has personally negotiated partner contracts up to a value of $20 million. Philip's diverse experience, business focus and a passion for getting things done makes him an choice for helping drive revenue from your partners. His experience ranges from small fifteen employee software companies to large Fortune 500 companies. He has worked at both the Country, European and Worldwide level in the UK and the United States as well in all aspects of the business function, from engineering, training, support, sales and marketing.
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| Mary Tate |
Senior Consultant, has held various sales and marketing positions across Digital Equipment Corporation, Hewlett Packard and iPass. Her experience ranges from recruiting and managing channels, developing a technology partner program from the ground up to driving large alliances relationships. Over the last two years, she has focused on helping companies benchmark their program against their competition as well as design and launch new partner programs. Mary is currently the Director of Alliances, Secretary and Bay Area Social Chairman for the HP Alumni Association
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| Ann Trampas, CA-AM |
Sr. Consultant, is an Adjunct Professor of Marketing at the Keller Graduate School of Business and formerly the Certification Program Director for the Association of Strategic Alliance Professionals. Ms. Trampas prior corporate experience includes Vice President of Global Alliances for SPSS, where she developed the alliance strategy and led a team of Alliance Managers responsible for relationships with system integrators, consulting firms and technology partners. Prior to that, she held management positions with BCE as Vice President of Partner Marketing -Teleglobe and Director of Sales - Nortel. Her consulting background includes Cap Gemini in both the CRM and Telecommunications Practices where she program managed major product launches and developed a marketing solution set. She also built the sales process improvement methodology and led channel strategy efforts for a Siebel implementation partner. Ann is a former Board Member of the Association of Strategic Alliance Professionals and Chapter President. She is a frequent speaker at workshops on Alliances. B.S. Marketing - University of Illinois and MBA Loyola University.
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Cisco Sytems
Alliances for Economic Performance, a Best Practice Case Study from the Association of Strategic Alliance Professionals.
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Fuze assisted Phoenix Consulting with getting a new identity and web presence online in record time. Learn more about this partner...
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