About Norma Watenpaugh

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So far Norma Watenpaugh has created 101 blog entries.

Partners ARE the Customer Experience

When we talk about digital transformation, so much about it is about the customer experience. At a recent ASAP Tech Partner Forum, Tiffani Bova from Salesforce cited an example of how as a consumer, you might order a Starbucks, from your Tesla, through Alexa. When you drive up to pick up your coffee, it has [...]

By |2018-07-27T18:50:25+00:00July 31, 2017|

Collaborating at the Speed of Digital Transformation

Recently I was invited to facilitate a roundtable/workshop at the June 7, 2017 ASAP Tech Partner Forum in Santa Clara, Calif., centered on digital transformation. We heard from many experts and pioneers in the technology space about the challenges and changes they were navigating. It was like drinking from a firehose. The workshop on “Managing [...]

By |2018-07-27T18:50:25+00:00July 24, 2017|

IoT Go-to-Market: Why Use Cases are Important

A View from the Trenches IoT (Internet of Things) has been and continues to be predicted as one of the most compelling factors for driving digital transformation spanning business to business, business to consumer, and government (federal, state, and local).  Gartner Inc., the technology research firm says "8.4 Billion "Things" will be in use in [...]

By |2018-09-11T18:53:49+00:00April 20, 2017|

Moneyball for Alliances

The key to a winning baseball season is not the amount of money spent on star talent.  If that were the case then Billy Beane, the central figure of Michael Lewis’ best selling book “Moneyball: The Art of Winning an Unfair Game”, would never have led the Oakland Athletics to the playoffs in spite of the [...]

By |2018-09-10T18:11:32+00:00February 16, 2017|

Strategic Partnerships – Strategic to Who?

How do you engage when your partner is strategic to you – but you are not strategic to them. My partner thinks of me as a supplier, or a channel, or 'fill-in-the-blank.' How do I become a strategic partner?  This is a common refrain from startups and small companies wanting a relationship with a big [...]

By |2018-09-10T18:12:55+00:00January 18, 2017|

Scorecarding Ecosystem Health

Measuring Channel Ecosystem Health?  And Why do I Care? I recall the first time I spoke about a “partner ecosystem” in 1999 to my boss, a long time direct sales manager.  He looked at me like I was a tree hugger. Today, we frequently talk about our partners collectively as an ecosystem; yet there are [...]

By |2018-09-10T18:17:42+00:00October 30, 2016|

Do You Have the Right Number of Partners?

Understanding if you have the right number of channel partners can be a tricky question and one related to having the right partners.  You may have thousands of partners but they may not be productive for you or they may not have the right skills.  But assuming they are the right partners with the rights skills,there is still a possibility [...]

By |2018-09-11T19:56:56+00:00September 29, 2016|

Partner Onboarding – Make it Fun – Not Work

You’ve recruited partners and now you need to get them ready to sell your products and solutions. Systematic and deliberate onboarding can have long term impact on partner loyalty and productivity. By one company's experience, 50% greater first year revenue was realized by those partners onboarded through a carefully planned partner experience vs those left to [...]

By |2018-09-10T18:23:50+00:00September 5, 2016|

What’s the Value Prop for a Transforming Channel?

“Well, they get a good margin” was the response to the question “What is the partner value proposition?” at one large manufacturer. Margin as defined between the difference between buy price and sell price is probably not the right answer. “Do I offer my partner a profitable business proposition?” is a better question. The right answer [...]

By |2018-09-10T18:23:35+00:00August 12, 2016|

Recruiting the Right Partners for Maximum Results

Do you Have the Right Channel for your Future? The Buyer's journey has changed in the past few years.  Has your channel strategy kept up?  Have your partners?  How are you transforming your channel to address how buyers buy? How is your channel changing to keep up? Here are some facts about the new world: [...]

By |2018-09-11T19:59:49+00:00August 4, 2016|