About Norma Watenpaugh

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So far Norma Watenpaugh has created 104 blog entries.

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|

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|