Phoenix Rising Blog – Partner Lifecycle
Posted Monday, July 31, 2017 at 05:00 PM by Norma Watenpaugh
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 already been made and purchased. All seamless, all automagic. What does that example say about how partnering is changing in creating these digital experiences? Obviously, it takes a fair amount of technology integration behind the scenes between the brands, but also an understanding of the customer experience in ordering a cup of Joe. The example also highlights the importance of choosing good partners who are meticulous about the digital experience. A bad experience will reflect poorly on everyone.
Posted Thursday, August 4, 2016 at 06:00 AM by Deborah Henken
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...
Tags: channel strategy, digital transformation, buyer's journey, transforming the channel, channel of the future
Posted Tuesday, October 29, 2013 at 08:00 AM by Norma Watenpaugh
Alliance management is in many ways a young profession, yet there is a set of defined processes and practices that have been shown to be effective in creating and operating successful collaborations. Research has shown that companies that approach collaboration through...
Posted Wednesday, June 8, 2011 at 07:00 AM by Norma Watenpaugh
Do you have champions in your alliance? or do you have snipers and hostages? When I teach alliance skills mastery workshops, I often ask how much time managers spend on internal alignment. That is winning the hearts and minds of the internal alliance stakeholders to gain their buy-in and...
Posted Friday, November 12, 2010 at 03:00 AM by Norma Watenpaugh
Alliance Management Practices: Performers and UnderperformersAll business managers, not just those managing alliances, have been challenged with navigating a stormy economy. We had to make decisions on where to cut back, how to to make the best of diminished resources, and still achieve targeted business...
Posted Wednesday, March 31, 2010 at 12:00 AM by Norma Watenpaugh
Aligning team members and stakeholders to support the work of an alliance or any business relationship can be surprisingly treacherous. One would think that if the strategic intent and return on investment on an alliance is clear the rest falls into place. Well, guess again. At PhoenixCG...
Posted Saturday, February 6, 2010 at 02:28 PM by Norma Watenpaugh
I did a study three years ago of partner health across 14 strategic alliances and about ~400 respondents and found something very interesting about the nature of trust in alliances. We did a correlation of heath attributes against overall partner health. We found that when 'trust' was present it did...
Tags: Alliance Management Best Practices, Alliance Strategy
Posted Sunday, June 1, 2008 at 11:17 PM by Norma Watenpaugh
What do you think of, when you think win-win? Most business people will interpret that as "I win and my partner wins". Unfortunately quite a number will behave differently: "win-win means I win twice!" This, as you can imagine, does not produce sustainable partnerships. Smart business people will...
Tags: partnering, growth