Post Pandemic Partnering or “Are we there yet?”

as Published in Forbes.com -  Even before Covid-19, many leaders often commented that we were experiencing a disruptive business climate. Oh, little did we know. This climate has often been called VUCA: volatility, uncertainty, complexity, and ambiguity. The phrase started with the U.S. Military to describe the new world order or rather disorder after the [...]

By |2022-04-13T18:51:43+00:00February 23, 2022|

Do You Have a Lighthouse Reference Account?

Welcome back to our Partner Readiness series, where Gary Lam and I share actionable insights to help you develop your partner program. In the previous article, we discussed the importance of creating a repeatable sales model. This makes it a perfect segue for our next topic: Lighthouse reference Accounts. What are they? Why do you [...]

By |2021-12-20T17:18:33+00:00December 20, 2021|

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|

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|

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|

Ecosystem Partnerships Extend and Evolve Alliances

Published by  TIDWIT Inc. at  June 2, 2020 An interview with Norma Watenpaugh, CEO & Founding Principal, Phoenix Consulting Group Q:  You have been involved with the channel and emerging ecosystems for some time.  How has the concept of partnership evolved over the past several years? NW:  I would not say the concept of partnership has evolved so [...]

By |2020-06-09T18:27:36+00:00June 9, 2020|