The Best Team for Outsourced Business Development

Granada Partners has assembled a global team of experts that bring a successful track record in both Fortune 100 and technology startup environments.

Managing Partner

Partners

Operations Team

 



Granada Partners' Team Members

Granada

William R. (Butch) Winters
Managing Partner
Silicon Valley, California, United States
Contact via email

With a 25-year successful track record in both Fortune 100 and startup environments, Butch Winters brings deep operating experience to assist emerging companies navigate growth in strategic positioning, client acquisition and partner alliances. Winters has become a bankable partner to the world’s most respected venture firms by delivering investor return through M&A exits in his last four companies; including transactions with Oracle, Motorola and Critical Path.

After the sale of Active Reasoning to Oracle (NASDAQ: ORCL) in September 2007, Winters has focused on building his Granada Partners consultancy. At Active Reasoning, Winters built a global client base by selling products in 59 countries on six continents to make Active Reasoning the leading provider of IT Controls Automation Software for IT Governance. The Active Reasoning platform operationalizes standards such as ITIL & COBIT, detecting, validating and reporting unauthorized changes and out-of-policy actions on the IT infrastructure. The software helps Fortune 500 clients meet SLAs, mitigate operational risk and reduce expenses.

Previously, Butch Winters served at Siebel Systems where he was the Vice President & General Manager of Alliances and was responsible for worldwide alliances, and partnership and channel strategy. Under his direction, the alliances organization sourced more than one-third of Siebel's worldwide revenues across four continents through targeted, go-to-market strategies with Accenture, Bearingpoint, Capgemini, Deloitte, EDS, HP, Intel, IBM, Infosys, Microsoft, Sun, Tata & Wipro. He led partner integration as key member of the core team that drove the acquisition of Siebel by Oracle (NASDAQ: ORCL) in 2006.

Prior to joining Siebel, Butch Winters spent five years in the venture-backed startup sector. As Chairman & CEO at Fabrik Communications, he built this email application gateway service provider into a leader that addressed the reliability, scalability and functionality demands of the corporate market. After ramping the business to over 250,000 subscribers, Winters generated a positive return for management and shareholders through the sale to Critical Path (NASDAQ: CPTH) in 1999.

Next, as Chairman & CEO at Neomar Inc., Winters built the company into a leading developer of systems management, application delivery and mobile device software for wireless network providers and Fortune 1000 enterprises. Winters built a channel of distribution that included 724 Solutions, Aether Systems, Bell Mobility, Cingular Wireless, EarthLink, MDSI Mobile Data Solutions, Motient, Palm, Nextel, Research In Motion, Sprint & T-Mobile. Winters generated a solid gain through the acquisition of the Neomar Enterprise Server by Motorola (NYSE: MOT).

Winters spent eleven years building three business units that delivered more than $3 billion in sales for Electronic Data Systems Corp. (EDS), serving most recently as Division President of its Internet & Electronic Commerce business. Prior to EDS, Winters spent four years as Western Region Sales Manager at Cable & Wireless, PLC.

Butch Winters holds a Bachelor of Business Administration and Bachelor of Fine Arts degree from Southern Methodist University with continuing studies at Stanford University and University Of Chicago.

 

Granada Partners Alan Probert

Alan W. Probert
General Partner
Silicon Valley, California, United States
Contact via email

With a successful history of working in both Europe and the USA, Alan Probert has created solutions and driven sales for a broad range of companies; from IBM to start ups. Alan's passion is enabling partner eco-systems that add value, while ensuring that the partners fully represent and promote the technology solution to their clients.

Since founding his own consultancy in 2006 Alan has been working for a number of clients to define new vertical solutions and enabling the related sales, services, and marketing necessary for rapid revenue growth. At Endeca, Alan built relationships with leading SI's and achieved selection of Endeca as a standard offering within the solution portfolios of three of the largest SI and consultancy firms.

Previously Alan worked for Active Reasoning, where he was responsible for the two largest deployments of the Active Reasoning GRC solution; these projects were for in-house governance at two leading outsourcing firms.

Prior to that, Alan served at Business Objects where he had global responsibility for strategic SI and software partners. He instigated the relationship with SAP, and drove joint solutions that attained dominant market share in oil, pharmaceutical and telco verticals. He then leveraged the SAP relationship to enable Business Objects to become the de-facto BI standard at the top 3 global SI and outsourcing firms. The resulting industry solutions and customer base were key factors in the SAP decision to acquire Business Objects.

While in Europe, Alan worked for IBM where he had led sales and marketing of the newly formed European Retail Consulting group. Earlier in his IBM career he was an account executive to a major UK retailer, selling and deploying the first complete eCommerce supply chain solution in the UK.

Alan has a degree from the University of Leeds (UK) in Physics, with additional qualifications in Economics, Management Studies and Logistics.

Granada Partners Bob Shecterle

Robert D. Shecterle
General Partner
Tampa, Florida, United States
Contact via email

With more than 25 years of experience in software strategy, marketing and product management, Bob Shecterle has engineered the solution strategies, marketing approaches, and product launches of some of the industry’s most notable ecommerce and supply chain solutions. He has been on the board of directors of the Supply Chain Council, and was twice named a “Pro to Know” by Supply and Demand Chain Executive Magazine (2004, 2013). Mr. Shecterle has taught business systems at the University of Wisconsin-Milwaukee and been a lecturer at the University of Chicago, Northwestern University and the Monterey International Institute, as well as at supply chain industry events around the world. In addition, as the leader of the supply chain and sustainability research practices at the Aberdeen Group, he has been an industry evangelist influencing the direction of entire segments of solutions.

Based on his experience at companies including Oracle, PeopleSoft, Ariba, and IBM Platform Computing, Bob brings his clients deep expertise in the crafting of market strategy and positioning for both established and new solutions. He has helped to create entire new software categories such as Enterprise Asset Management (EAM), Supplier Relationship management (SRM), and Supplier Lifecycle Management (SLM) while building compelling and differentiated messaging that supports rapid growth in sales success.

Most recently, Mr. Shecterle served as Vice President, Marketing at Aravo Solutions, the industry leader in cloud-based Supplier Lifecycle Management solutions for the Global 500. In this role he transformed the solution footprint and market positioning to address c-level strategic issues rather than low level tactical ones. The new messaging, combined with a new website design, aggressive press and industry analyst programs, and his management of the comprehensive marketing execution plan, resulted in a doubling of the number of Fortune 500 customers for Aravo during his tenure.

Before joining Aravo, Mr. Shecterle served as Vice President, Solutions Marketing at Ariba, where he was responsible for the creation and go-to-market for Ariba’s first suite of on-demand SaaS applications. His team defined Ariba’s SaaS vision and solution strategy as well as led Ariba brand development and growth, managed the repackaging of products and services for SaaS including pricing, bundling, and services alignment, and established Ariba as a SaaS thought and industry leader. As a result, Ariba took a leadership position in the SaaS SRM solutions market, which helped to position it for a successful SAP acquisition.

Previously, Mr. Shecterle held a variety of marketing and product management roles at PeopleSoft/Oracle, culminating in Vice President, Solution Strategy for SRM. In this role he worked with industry analysts to define the nascent SRM solution category, built PeopleSoft’s SRM footprint/roadmap, and evangelized SRM customer value as well as PeopleSoft’s visionary role in the space. As a result of Mr. Shecterle building the strategy and market execution for PeopleSoft SRM, it was PeopleSoft’s fastest growing product suite in 2003 at 40%, was recognized by Business 2.0 magazine in its “Essential Business Toolkit”, and was voted enterprise application of the year by Datamation’s readers.

Mr. Shecterle holds a Bachelor of Business Administration degree from Loyola University Chicago.


Granada Partners Robert Folaron

Robert J. Folaron
General Partner
Colorado Springs, Colorado, United States
Contact via email

Robert brings 25 years of experience as a high-tech, senior-level executive with numerous successful corporate leadership and international market start-up successes in North America, Southeast Asia, Europe, and the Middle East. Robert has consistently demonstrated profitable growth, or turnaround of enterprises, through purpose-built high performance teams, value-added strategic alliances, partnerships and joint ventures. Robert actively managed these teams and partner ecosystems for sales, business development, product development, and manufacturing, for a series of products and services incorporating in-house and licensed technologies.

Mr. Folaron’s most recent experience centered on building and managing partnerships/alliances to support product and business development for a number of companies looking to deliver products and services to local, state, and federal U.S. agencies, as well as foreign governments. Robert’s Global / Fortune 100 and industry-leading customers include: IBM, Hitachi, Siemens, Sony, HP, Boeing, Frito Lay, Lockheed Martin, Intel, EDS, Honeywell, Motorola, Texas Instruments, AMD, Micron, Raytheon, Easton Sports, and Aldila Golf.

Robert has built and led teams/alliances across diverse industries and applications, including:

Mr. Folaron brings expertise developing, protecting, licensing, and cross-licensing intellectual property. Robert is a co-inventor on 11 U.S. patents + multiple international patents across applications in software, robotics, and nanomaterials. Robert has led market development/PR campaigns for small and large firms, delivered technical and business presentations at international conferences, published technical and business articles, and is particularly skilled at communicating complex technical concepts to a wide range of audiences.

Mr. Folaron has a Bachelor degree in Mechanical Engineering Technology from the Rochester Institute of Technology, specializing in Robotics, with a minor in Sociology.



Granada Partners' Operations Team

Granada Partners Arezou Ghaemmaghami

Arezou Ghaemmaghami
Corporate Sales
Dallas, Texas, United States
Contact via email

Arezou Ghaemmaghami joined Granada Partners in 2014 in Corporate Sales. In this role, Arezou secures meetings for Granada Partners with senior executives of various software companies at trade shows and conferences.


Arezou graduated Summa Cum Laude in 2009 with a Bachelors of Science in Business Administration from the University of Texas at Dallas. She has five years of client facing experience and her past roles include account management, business to consumer sales, marketing, cold calling, and event management.

 

Granada Partners Jim Sharkey

Jim Sharkey
Senior Director, Inside Sales
Chicago, Illinois, United States
Contact via email

With a highly successful background in corporate, consulting and entrepreneurial environments, Jim Sharkey brings his excellent sales, business development, marketing and communication skills to the Granada Partners team as Senior Director of Inside Sales. His role is to expand visibility of the Granada Partners value proposition by establishing initial dialog with C-Level executives at emerging technology firms.


Prior to joining the Granada Partners team, Jim was the top performer at two B2B inside sales appointment setting firms; was the top-ranked Director of Business Development at Eagle:xm in Denver, Colorado; built the cable industry’s leading DRTV marketing consulting firm; and was a top sales performer during the explosive-growth phase of HBO.

Jim holds an executive MBA from Northwestern University, and contributes to the growth of Granada Partners from his office in Huntley, Illinois.

 

Granada Partners Sam Winters

Sam Winters
Intern - Marketing & Advertising
Dallas, Texas United States
Contact via email

Sam Winters is a student at Southern Methodist University in Dallas, double majoring in Marketing and Advertising. At Granada Partners, he manages demand generation campaigns that integrate email marketing, trade show participation, web and traditional advertising and telemarketing. Sam leverages a variety of digital marketing and social media tools, including Google AdWords and Analytics, Constant Contact, LinkedIn, Facebook, Salesforce, and others. Sam also works with offshore resources to build, manage and update the prospect lists used to bring new clients to Granada Partners. Additionally, Mr. Winters authors promotional materials such as the 7 Reasons Your Company Needs Global Partners whitepaper.

Prior to Granada Partners, Sam was employed as a Project Management and Marketing Intern at FibroGen (NASDAQ: FGEN) where he performed market analysis, drafted partner communication, coordinated stockholder outreach and contributed to activities in support of FibroGen’s successful Initial Public Offering in CYQ1 2015. Sam currently lives in Dallas Texas and before attending college was an Honors student at Junipero Serra College Preparatory High School in San Mateo, California. 

How to Get Started Building Partnerships with Accenture, CSC, Deloitte, EY, HP, IBM, KPMG & PwC?

Contact Granada Partners 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.