Success: Building Partnerships with Systems Integrators, Outsourcers, ISVs, SaaS and Cloud Vendors that Deliver Revenue

When emerging growth venture-backed security, infrastructure and applications software companies team with Granada Partners they benefit from our independent perspectives and depth of experience. We help companies develop strategies and execution plans to capitalize on viable market segments for their products or services. The development and implementation of actionable execution plans enables the long-term benefits of demand generation and sustainable customer acquisition.

Over the course of the last twenty-five years, Granada Partners has perfected a suite of sales and marketing tools and methodologies to help companies quickly develop winning market positioning, target lucrative market segments, build effective marketing communications strategies, create revenue generating partnerships with industry leaders and implement sales processes that drive revenues up and incremental expenses down.

"In circumstances where a start-up company or management team can benefit from the wisdom and assistance of seasoned tech executives, Granada Partners is a great choice. In areas from channel management, partner development to other strategic considerations, they are a team of creative, steady and savvy executives that can help early-stage companies cross the chasm."

George Hoyem
Managing Director
Blueprint Ventures

"I have been impressed watching the Granada Partners team work in difficult business environments that require a short-term turnaround mentality linked together with longer-term growth strategies."

Doug Pepper
Partner
InterWest Partners

Active Reasoning, an emerging leader in the IT security and compliance policy enforcement sector, developed enterprise software products that enabled Fortune 1000 clients to operationalize standards like ITIL & COBIT to detect, validate and report unauthorized changes and out-of-policy actions on the IT infrastructure.

Active Reasoning turned to the professionals at Granada Partners to help them reset their strategic and technical direction, build relationships with the press and analyst community, establish leveraged relationships with outsourcing focused channels of distribution including EDS, IBM & CSC, and to develop repeatable sales process to grow revenues from zero to $4 million in 2007.

Active Reasoning was acquired by Oracle.

Alsbridge Inc. is a global advisory company offering unbiased advice and assistance on sourcing and benchmark initiatives. Their proven methodology is reliable and adaptable to the unique industry needs of their clients. Albridge delivers market-leading insight backed through their significant investments in proprietary benchmarks and industry research.

Alsbridge turned to the professionals at Granada Partners to help them build a channels of distribution through top-tier managament consultants and audit firms.

Aravo's flagship Supplier Information Management (SIM) platform has been deployed by companies like companies like GE, Cisco, Best Buy and Schwab to solve today's toughest supplier management challenges. From supply management to sustainability to risk management and compliance, Aravo SIM offers proven features and functionality to meet all of your supplier information management needs. Aravo helps Fortune 500 clients improve supplier performance, reduce vendor risk, eliminate renegade purchasing and improve leverage with suppliers.

Aravo turned to the professionals at Granada Partners to help them build a channels of distribution through top-tier managament consultants and audit firms.

Adaptive Planning is the worldwide leader in on-demand budgeting, forecasting, and reporting solutions. An alternative to inefficient, Excel-based processes, this next generation web-based software is powerful yet easy to use, extremely affordable, and deploys in just days.

Adaptive Planning has retained the professionals at Granada Partners to develop strategic integration and sales relationships with targeted business intelligence ISVs and leading SaaS providers.

Agiliance was founded with a vision to unite security and compliance technology innovations into a powerful enterprise class platform that delivers the strategic capabilities companies need to move from a reactive, threat-driven business model to a proactive, risk-intelligent stance. Since its inception, Agiliance has fulfilled its purpose by remaining at the forefront of the emerging IT Governance Risk and Compliance (IT-GRC) market delivering the advancements necessary to help customers simplify compliance complexities and evolve risk management practices while cutting costs and improving productivity.

Agiliance turned to the professionals at Granada Partners to assist them in augmenting their go-to-market strategies with leveraged relationships with Tier One systems integrators including Accenture, Capgemini, Deloitte Consulting & Siemens.

Autodesk is a leader in 3D design, engineering and entertainment software. Customers across the manufacturing, architecture, building, construction, and media and entertainment industries—including the last 16 Academy Award winners for Best Visual Effects—use Autodesk software to design, visualize, and simulate their ideas before they’re ever built or created. From blockbuster visual effects and buildings that create their own energy to electric cars and the batteries that power them, the work of our 3D software customers is everywhere you look.

Autodesk hired Granada Partners to assist them in building their go-to-market strategies with with Tier One systems integrators including Accenture, Capgemini, Deloitte Consulting & IBM as well as establishing a strategic partnerships with the top ERP ISVs including Oracle & SAP.

Cast Iron Systems is The #1 SaaS Integration Company. They provide the simplest and most widely used solution for integrating SaaS applications with the enterprise in days. Cast Iron's "configuration, not coding" approach and unmatched deployment flexibility enable companies to slash integration costs by up to 80% and can deliver ROI payback in just four months. The Cast Iron solution also enables SaaS providers to offer rapid integration to their customers.

Cast Iron Systems turned to the professionals at Granada Partners to help build their go-to-market strategies with leveraged relationships with Tier One systems integrators and outsourcing focused channels of distribution including Accenture, Capgemini, Deloitte, HP/EDS, & CSC.

Cast Iron Systems was acquired by IBM.

Crossroads Systems, Inc. (CRDS.PK), is a leading provider of Business Information Assurance (BIA) solutions for assured connectivity, reliable storage and information security. Crossroads helps enterprises store, manage and ensure the security, resiliency and accessibility of business critical information – anytime, anywhere.

Crossroads Systems turned to the professionals at Granada Partners to help build their go-to-market strategies with leveraged relationships with outsourcing focused channels of distribution including EDS, IBM & CSC.

D2C Solutions provides leading edge solutions designed to help clients reduce the costly risk of unauthorized access, fraud and abuse across the full spectrum of their organization's business processes and activities. By leveraging its proprietary ComplianceNow technology, D2C Solutions' service teams are able to effectively assess, remediate and monitor access control risks across all systems.

Granada Partners helped D2C Solutions build its business strategy and strategic position for potential investors. As a result, D2C secured private investment and positioned itself for acquisition in the growing security software marketplace.

Drawbase Software has been a worldwide supplier of building design and facility management information systems since 1986. Our innovative products and implementation services, combined with the strength of our partner relationships, have established Drawbase as the leading supplier of solutions to the Facility Management industry.

Drawbase hired Granada Partners to assist them in building their go-to-market strategies with leveraged relationships with Tier One systems integrators including Accenture, Capgemini, Deloitte Consulting & IBM as well as establishing a strategic partnerships with the top ERP ISVs including Oracle & SAP.

Endeca is the leader in search and guided navigation. Endeca provides a platform for search applications that enable more than 250 million people around the world to access information quickly and easily. Endeca software enables both their clients' customers and employees to access and analyze any information.

A Granada Partners team member worked full time at Endeca to create new relationships with the three largest and most influential SI’s and outsourcing firms. In less than 12 months this resulted in industry specific solutions, wins and pipeline across several industry verticals including: aerospace, automotive, industrial and manufacturing.

Endeca was acquired by Oracle.

 

Everest Group is an advisor to business leaders on the next generation of global services with a worldwide reputation for helping Global 1000 firms dramatically improve their performance by optimizing their front-, mid-, and back-office business services. With a fact-based approach driving outcomes, we counsel organizations with complex challenges related to the use and delivery of the next generation of global services in their pursuits to balance short-term needs with long-term goals.

Granada Partners is assisting Everest Group build their relationships with the sales organizations of global technology services and communications companies that require accurate market research to target and win high-probability opportunities.

Global DataGuard's intelligent, out-of-the-box integrated Enterprise Unified Threat Management system includes packet analysis, intrusion detection, intrusion prevention, adaptive behavioral analysis, network access monitoring, vulnerability scanning, vendor threats, global threats, correlation systems, firewall and syslog monitoring, asset database and prioritized threat management system to provide preemptive remediation information.

Granada Partners helped GDG build its business strategy and strategic position for potential investors. As a result, GDG acquired several private investors and continues to build its business and take market position in the growing security software marketplace.

Infowave provides enterprises with scalable and robust mobile solutions that reduce the operational costs of managing field based assets while ensuring regulatory and financial reporting compliance. Infowave's configurable enterprise mobile application suite, Telispark Mobile Enterprise, is designed to streamline and integrate business operations required by mobile workers.

Infowave engaged the team from Granada Partners to re-establish their strategic and technical directions, and recruit world-class carrier, OEM and system integrator partners including AT&T, Bell Mobility, Cingular Wireless, EarthLink, Research In Motion, Sprint and T-Mobile.

IBM was seeking to increase revenues generated from their business partners, particularly those focused on selling into the mid market. The difficult economic times were impacting the channel partners’ ability to break into new markets and win new customers. Standard marketing programs and sales campaigns that had been effective in the past were no longer producing great results.

IBM turned to a Granada Partners team member to develop and deploy an effective sales generation program. The program was based upon a workshop that enabled each partner to develop a unique selling proposition and build a sales campaign around key and pressing customer pains. The program was delivered to over 30 IBM partners, each engagement generating an average of over 20 new sales opportunities.

nCircle is the leading provider of automated security and compliance auditing solutions. More than 4,000 enterprises, government agencies and service providers around the world rely on nCircle's proactive solutions to manage and reduce security risk and achieve compliance on their networks.

nCircle turned to the professionals at Granada Partners to develop their go-to-market strategies with several Tier One global outsourcing firms to ensure that nCircle’s IP360 & CCM product families were included in the next generation of Cloud & SaaS delivery platforms.

Neomar, a leading developer of systems management, application delivery, and mobile device software for wireless network providers and Fortune 1000 enterprises, delivered software solutions that optimized performance, enabled secure delivery, and provided systems management functionality for data, applications and wireless devices in diverse mobile computing environments.

Neomar engaged the team from Granada Partners to build their strategic and technical directions, recruit world-class carrier, OEM and system integrator partners including 724 Solutions, Aether Systems, Bell Mobility, Cingular Wireless, EarthLink, MDSI Mobile Data Solutions, Motient, Palm, Nextel, Research In Motion, Sprint and T-Mobile, build relationships with the press and analyst community and develop a repeatable sales process, growing revenues from zero to $5 million.

Neomar was acquired by Good Technology (Motorola).

PacketMotion delivers real-time control of insider threats by capturing user transactions at an unprecedented level of granularity and applying your policies to that data. The PacketSentry appliance converts network traffic into succinct, actionable records of user activity at LAN-speed. The solution automates monitoring, investigating, reporting and enforcing user actions enterprise-wide – leveraging identity, directory and application intelligence.

PacketMotion engaged Granada Partners to assist with the strategic positioning, rebranding and marketing communications efforts. PacketMotion turned to the professionals at Granada Partners to develop their go-to-market strategies with several Tier One global outsourcing firms ensure that its product families were included in the next generation of their Cloud & SaaS delivery platforms.

ProBenchmark provides unparalleled financial and service level benchmarking to the IT marketplace. With deep databases of information across functional areas and industry verticals, ProBenchmark provides IT executives with the insight they need to make informed business decisions. Using ProBenchmark, clients are able to target a key risk areas; namely, their confidence level around sourcing of core IT services. ProBenchmark delivers information to help clients secure market-leading pricing and service levels, develop quantifiable metrics to measure supplier performance and to negotiate the best possible strategic vendor relationships.

ProBenchmark turned to the professionals at Granada Partners to help them build a channels of distribution through top-tier managament consultants and audit firms.

RampRate is a customer-centric, IT outsourcing advisory firm that transforms the way businesses select providers through proprietary methodologies that leverage RampRate's benchmarking data models to offer clients optimized service level agreements and improved price performance for data centers, content delivery networks (CDN), managed services, colocation, bandwidth/hosting and cloud computing. At the center of RampRate’s client value is the SPY Index™, and extensive sourcing market repository that maps supplier-client relationships against more than 100,000 recent data points for near real-time intelligence on more than 350 vendors, in 80 countries and 200 metro regions.

RampRate engaged Granada Partners to develop the strategy to deliver client value through Tier One partners and to secure funding to build the next generation, cloud-based sourcing repository. Granada Partners critically reviewed, restructured and re-launched RampRate's strategic position in the marketplace, including developing a new sales, marketing and lead generation process.

VIZIYA is a leader in the ERP Asset Management space and offers maintenance products specifically built to bolt onto Oracle ERP, JD Edwards and PeopleSoft. The WorkAlign Family of solutions includes Maintenance Analytics, Scheduler, Space Manager and Warranty Tracker. By maintaining full integration with the ERP application while improving usability and functionality, VIZIYA provides critical additions to Oracle's Asset Management solutions and extends the value to maintenance organizations.

Viziya has retained Granada Partners to help them augment their go-to-market strategies with leveraged relationships with Oracle and leading Tier One systems integrators including Accenture, Capgemini & Deloitte.

Want to Learn More About Building Partnerships with Systems Integrators, Outsourcers, ISVs, SaaS and Cloud Vendors?

Contact Butch Winters, Alan Probert, Kevin Green, David Hilton or Jennifer Kula today to discuss how your company would benefit from Granada Partners' Outsourced Business Development Strategy Assessment. During this confidential, ninety-minute conference call diagnostic, we'll speak with key members of your management team to review your business development, corporate development and technology alliance processes and develop a focused, actionable diagnostic report that highlights areas for improvements and presents recommended paths to success.