About Norma Watenpaugh

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So far Norma Watenpaugh has created 108 blog entries.

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|

Surviving the Future

What Savvy Channel Chiefs Already Know How does a channel chief address the seismic shifts happening in the world of digital transformation? How can you enable the channel to make the crossing to new opportunities promised by the digital transformation? Phoenix Consulting Group and Highland Team have assembled thought pieces from our research, our library, [...]

By |2018-09-10T18:27:49+00:00July 22, 2016|

The Skills of Highly Successful Partner Managers

Partner managers need many skills to orchestrate collaboration between partnering organizations. Based on the requirements outlined by the Association of Strategic Alliance Professionals[1], the successful partner manager must have developed skills that are not only specific to collaboration but also to broad business and industry knowledge along with an in depth understanding of their own organization. [...]

By |2018-09-10T18:33:45+00:00May 31, 2016|

Will Digital Transformation Transform the Channel?

TALKIN' SMAC AND DIGITAL TRANSFORMATION Author: Hobart Swan | Published by: CCI Global Channel Management, January 2016 Feature Let’s start off with a definition. The Altimeter Group defines digital transformation as “the realignment of, or new investment in, technology and business models to more effectively engage digital customers at every touch point in the customer experience lifecycle.” [...]

By |2018-09-10T18:36:21+00:00May 13, 2016|