About Norma Watenpaugh

Norma Watenpaugh is the founding principal and CEO of Phoenix Consulting Group (www.phoenixcg.com) which provides education and consulting services with expertise in go-to-market strategy, channel and alliance management, and ecosystem development. She was named a Woman of Influence in Silicon Valley by the Silicon Valley Business Journal for her work in advancing best practices in Collaborative Business Relationships and was inducted into the Forbes Business Council, an invitation only community of successful business leaders.

Creating a Repeatable Sales Model in a Targeted Vertical

Previously on this #partnerreadiness blog series, Gary Lam and I discussed the importance of creating a partner program, and how to ensure your company’s culture is indeed partner-friendly. In this article, we focus on the next element in partner readiness. Are you ready to elevate your sales model and target a specific business vertical? In this article, [...]

By |2021-11-23T23:00:37+00:00November 23, 2021|

Do You have a Repeatable Sales Model?

Previously on this Channel Jumpstart blog series, Gary Lam and I have discussed the importance of creating a partner program, and how to ensure your company’s culture is indeed partner-friendly. In this article, we focus on the next element in partner readiness. Are you ready to elevate your sales model and target a specific business [...]

By |2021-11-15T16:35:01+00:00November 15, 2021|

Leading The PAC With Strategic Listening

As recently published in Forbes.com According to Forrester, 75% of world trade goes through or involves a partner before it is delivered to the end-user. This underscores that partners are an increasingly important route to market. For some businesses, it is your partner who provides the customer experience. So how can you be sure your partners have [...]

By |2021-10-30T18:14:30+00:00October 30, 2021|

Partner-Friendly? or Partner-Phobic? What is Your Company Culture?

Welcome back to our Channel Jumpstart blog series! After discussing the importance of creating a partner program in our previous article, @Gary Lam and I have once again joined forces to address one of the least asked questions in the industry: Is your company culture partner-friendly or partner-phobic? In this article, we will cover: Why you need a [...]

By |2021-10-15T15:51:58+00:00October 15, 2021|

Are You Ready to Create a Channel Partner Program?

Are you an ISV partner looking to create a channel program to accelerate revenue? If so, this article is for you. I’ve partnered with Gary Lam, an expert in partnering with Salesforce ISVs. We’ve co-authored this blog and because there are a lot of moving parts in the process of creating a successful channel partner [...]

By |2021-09-04T16:44:31+00:00September 4, 2021|

The Power of Ecosystems or Can you go it alone?

Since we are talking ecosystems, I think there is a very Darwinian answer. Those businesses that adopt an ecosystem model will be more successful in serving customers and more resilient during uncertain times. They will survive and respond better to emerging opportunities than companies that still believe they can go it alone.  However, to be successful [...]

By |2021-09-04T17:01:57+00:00August 4, 2021|

Forbes names Phoenix Consulting Group one of America’s Best Management Consulting Firms

July 2, 2021 – San Jose, CA - Phoenix Consulting Group has been recognized as one of America’s Best Management Consulting Firms in 2021 according to Forbes. Norma Watenpaugh, CEO of Phoenix Consulting Group, remarked “We are humbled and honored that our firm has been recognized among so many prestigious and exemplary consulting firms. Though [...]

By |2021-07-02T19:08:33+00:00July 2, 2021|

Do you need an Ecosystem Code of Conduct?

Not only are we in an age of ecosystems, but we are also in an age of growing awareness of corporate social responsibility. With this is a commitment to treating all workers with respect and dignity, ensuring safe working conditions and conducting environmentally responsible, ethical operations.  That commitment commonly extends to expectations in the supply [...]

By |2021-05-15T16:48:52+00:00May 14, 2021|

The Leadership Style of Collaborative Ecosystems

Businesses are coalescing into ecosystems and becoming more interconnected, dynamic and interdependent. This trend began well before the pandemic but has accelerated in the past year. The trend is driving a reexamination of how we manage our businesses, employees and partners as we adjust to this environment. An ecosystem business model requires a more agile, [...]

By |2021-04-19T21:45:02+00:00April 19, 2021|

The Twelve Principles of Collaboration

As we enter the Era of Ecosystems, it is apparent that we need a different approach and thinking to manage these multi-dimensional and multi-lateral business relationships. I believe that the partner management processes we have developed as a profession are still relevant, but we do need to rethink how we apply them. Nine-way governance models [...]

By |2021-01-19T16:00:52+00:00January 15, 2021|