About Norma Watenpaugh

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So far Norma Watenpaugh has created 108 blog entries.

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|

Collaborative Innovation and the Role of Alliances

Diversity is an Opportunity to Create Value Innovation takes many forms. We often focus on innovation as technological breakthroughs and indeed those are important to fuel new revenue streams and corporate growth. But there are other forms of innovation which can be just as powerful and just as disruptive to the status quo in creating [...]

By |2018-09-10T17:32:45+00:00May 15, 2018|

Collaboration Bliss

Finding the Right Partner Qualifying the right partner can have an immense impact on the eventual success of a partnership. Too often I’ve seen companies rush into a partner relationship, because “we like those guys!” While chemistry is important in a successful partnership, there has to be the right fit in other dimensions as well. [...]

By |2018-09-11T18:13:52+00:00March 19, 2018|

Are you Ready to Collaborate?

Imagine you have just joined a new high-flying company, leading the partnering organization.  You are full of aspirations and optimism.  This is going to be great!  A nascent partner organization that you can shape and grow to meet the astounding growth potential of this booming market. Then you quickly come to realize that this organization is [...]

By |2018-09-11T18:25:42+00:00March 13, 2018|

Why Channels Matter – to Alliance Managers

ASAP Netcast Webinar I was honored to moderate a panel of experts in discussing the growing interdependencies of channels and alliances in the industry. Here is the feature write up from the ASAP newsletter, Quick Takes. Moderator: Norma Watenpaugh, CSAP, Founding Principal, Phoenix Consulting Group Panelists  Erna Arnesen, CSAP, Global Channel and Alliances Officer, ZL Technologies [...]

By |2018-09-14T21:31:30+00:00December 17, 2017|

The Next Generation Partner Ecosystem

Business models have fundamentally changed from selling and buying gear to responding to how customers consume technology and how it changes their businesses. We are experiencing seismic changes in the tech industry driven by the convergence of SMAC (social media, mobile computing, analytics and cloud technology), the change in technology consumption, the rise of Digital [...]

By |2018-09-14T21:18:33+00:00September 28, 2017|

Take Time to Dance – Don’t Rush to Contract

When should you write an alliance contract? Best practice puts alliance design ahead of structuring a contract. Many teams jump into contract way too early. It is important to have a pretty good picture of the business case for the alliance, the operating model, buy-in from stakeholders and value propositions, etc before you start formalizing [...]

By |2018-08-02T17:32:22+00:00August 28, 2017|

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|