About Norma Watenpaugh

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So far Norma Watenpaugh has created 107 blog entries.

We Need All of our Alliances to be Agile!

In early 2018, my colleague Laura Powers, an Agilest Icon, and I held a workshop on Agile Partnering. One of our attendees was Kristina Scott, Sr. Director Partner Enablement, Marketing, Operations at Seclore. Seclore is an emerging security software startup with a broad ecosystem of channels, technology alliances and OEMs. A year after the workshop, [...]

By |2019-09-16T16:36:05+00:00September 16, 2019|

Sleeping with the Frenemy

or How to Build Successful Partnerships with the Competition as published in Forbes.com. In the complex landscape of today’s business ecosystems, it is almost inevitable that companies with a large network of partners are, in fact, competing with some of those same partners. This has given us "co-opetition," a term that is derived from "cooperative [...]

By |2019-09-16T16:34:10+00:00August 19, 2019|

It Takes an Ecosystem

or How to Build to Build Partner Ecosystems for Agility, Innovation and Growth in Your Business as published in Forbes.com. As someone who has been architecting and managing business partner ecosystems for more than 30 years in the tech industry, I am quite interested in the attention ecosystems have been receiving from management pundits of [...]

By |2019-07-24T19:58:40+00:00July 17, 2019|

Agile Collaboration – A Better Way to Partner

Or "Seven Steps to a Successful Agile Collaboration" as published in Forbes.com As organizations transform to more digitally savvy business models, I am seeing that it is more than business processes that need rethinking. I believe transformative digital business models require ecosystems of partners and a faster, more responsive way of working within these networks [...]

By |2019-05-04T23:17:24+00:00May 4, 2019|

The Profile of Successful Alliance and Partner Leaders

star performers The role of a partner manager is to enable innovation, growth and competitive advantage through partnerships. That’s quite a tall order and implies quite a skill set to deliver. There are defined skills, aptitudes and attitudes of a highly successful partner manager.  They are skilled at adapting to an ever-changing environment [...]

By |2019-07-24T20:01:21+00:00February 27, 2019|

Better Together – The Ten Ingredients to the Secret Sauce of Successful Partnering

As published in Forbes. com It’s no secret that companies of all sizes are facing some daunting challenges in digital transformation, globalization and the constant pressure to do more with less. More and more companies seek out partners to buffer the impact, gain skills and access innovation. More than half of CEOs, particularly those that [...]

By |2019-01-17T05:00:11+00:00January 16, 2019|

Balancing Trust and Control in Alliance Governance

Governance isn’t exactly the most exciting topic. Yet, it is essential in any partnership. At its heart, governance is a system for managing performance. Most of the partner managers I’ve known that positioned themselves as relationship managers are long gone from the profession, laid off in the one of the last economic downturns. Those who [...]

By |2018-12-04T02:03:35+00:00December 4, 2018|

What Metrics Matter?

When you ask an alliance manager "What metrics matter?", more times than not you will hear revenue, revenue, and revenue. Revenue is the most common yardstick for measuring business value. Yet, a single metric cannot give you the insight necessary to manage all the ingredients required to manage a sustainable business. Many businesses have moved [...]

By |2018-09-15T23:40:37+00:00September 15, 2018|

Phoenix Consulting Group Accepted into Forbes Business Council

Forbes San Francisco Business Council Is an Invitation-Only Community for Successful Business Owners and Leaders in the San Francisco Bay Area San Jose, CA (January 15, 2019) — Phoenix Consulting Group, a consultancy focused on improving the value of collaborative business relationships, has been accepted into Forbes San Francisco Business Council, an invitation-only community for [...]

By |2019-01-23T23:49:32+00:00September 15, 2018|

Value Creating Negotiations – Getting to Win/Win

Partnerships are about creating new value that could not be easily achieved alone. So the focus of negotiations should pivot on partner math 1 + 1 > 3. Your first discovery conversation with a potential partner is usually about how you create more value together. Then, how do you each realize value in the partnership. [...]

By |2018-07-27T18:50:24+00:00July 2, 2018|