The Best Team for Outsourced Business Development

Granada Partners has assembled a global team of experts that bring a combined 125-year successful track record in both Fortune 100 and technology startup environments.

Managing Partner

Partners

Advisors



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 Jeff Anderson

Jeffrey P. Anderson
General Partner
Dallas, Texas, United States
Contact via email

Jeff Anderson is an innovative marketing executive with hands-on management style, broad business knowledge and quota-carrying sales experience. He is able to research, develop and implement brand development backed by advertising, public relations, direct marketing, field events and online strategic plans. Prior to joining Granada Partners, Anderson was CEO of Bad Thursday, a next-generation marketing firm focusing on web 2.0 initiatives, including wiki development and social marketing using evolving internet media. This agency extended its capabilities through unique partnerships with developers and creative talent in India, China, Poland and Romania. The agency extends brands through significant "noise development" across Internet social networks.

Previously, Anderson served as Vice President of Marketing for Alsbridge, a management and outsourcing consulting firm. Here he managed relationships with the top twenty global outsourcing providers, supporting consulting engagements with vendor evaluation and selection, capabilities research, offshore sourcing, business planning, pricing strategies and vendor negotiation. Prior to Alsbridge, Anderson helped to conceive and develop a new business unit at EDS, focusing on outsourcing of Internet and web-based services. He oversaw the development and implementation of the business unit’s marketing plans, including market segmentation, product and service offerings, pricing strategies, sales programs, marketing collateral, and public relations programs. He also sold, managed and launched large web site projects, including Pepsi.com, World Cup ’98, Gevalia Kaffee, Elle Magazine, Road & Track, and Car & Driver.

Before joining Alsbridge, Anderson was Director of Offshore Alliances at Siebel System where he led alliance relationships with offshore systems integrators, particularly Infosys, TCS, Wipro and Patni. Anderson also developed sales campaign and sold sponsorships for Siebel CustomerWorld, working with partners like Deloitte, Microsoft, IBM and HP.

In previous leadership positions, Anderson has served as editor and publisher of Infomart Magazine, created the High Tech Café, the first "cyber bar" in the country, founded the Dallas Internet Society and served as Chairman of the Marketing Committee for the Shakespeare Festival of Dallas. Anderson holds a Bachelor of Fine Arts from Southern Methodist University.

Granada Partners Dave Brown

Dave J. Brown
General Partner
Silicon Valley, California, United States
Contact via email

Dave Brown has over 25 years experience in the high-technology and consulting industries working with mid tier and large global organizations. Dave’s background includes direct sales, sales management, channel development, and global strategic alliances. Over the past few years he has been helping organizations build new market opportunities and increase revenue through their business partners and strategic alliances.

Dave’s career spans the globe. While working for a Fortune 500 company, he delivered consulting projects in the UK, Germany, Belgium and France. Then, in the mid-1980s he moved to Asia to lead business development for an ERP software company. In the role of Regional Director of Alliances, he built new partnerships and opened new markets in Japan, China, Thailand, Indonesia, Singapore and India. Key to his success in Asia was the relationships he developed with HP, Accenture (then Arthur Anderson), IBM, Singapore Computer Systems, HCL and a host of local partners.

Moving to the USA in 1996, Dave ran a 20-person sales organization for a software company selling into the high technology and industrial markets. In this role, he grew year on year business by more than 200%. He then moved to Origin Technology as a Managing Director with profit and loss responsibility for a consulting practice. Under his management profit margins from the practice grew from 1% to 27% in two years.

In 2002, Dave moved to SAP where he led the first go to market programs for SAP’s NetWeaver suite. Here, he developed strategic alliances with Deloitte, PWC, IBM and Capgemini to close more than 20 new deals. He then joined Capgemini where he ran the IBM Alliance for a number of years, leading a business development team that delivered revenues of over $400 million a year.

Working with strategic alliances to create a unique selling proposition is a passion of Dave’s. He recently developed a proprietary program to help organizations and their partners break into new markets and win new customers. The program has now been deployed by 30 companies in North America, Asia and Australia. His clients include: IBM, Avnet, Cadence Design Systems and Capgemini.

Granada Partners Chuck Price

Charles A. Price
General Partner – CTO Advisory
Silicon Valley, California, United States
Contact via email

Chuck has over 25 years experience in software development, with a career focus on the challenges of large scale distributed systems. Most recently Chuck was a Vice President of Development at Oracle Corporation, leading a 220 person global organization delivering several high growth products in the cloud computing and IT management space. Chuck Came to Oracle through its acquisition of Active Reasoning, where he was Vice President, Engineering and CTO.

At Active Reasoning, Chuck led the development of the System 5 product suite. He set the overall technical direction for the product, established innovative software development methodologies, and built a world class development center in Shanghai, China, which he led as its CEO.

Before Active Reasoning, Chuck was Senior Vice President, Engineering at Hotjobs.com. Chuck led two product divisions, including the Hotjobs.com job board and the Hotjobs enterprise software division. Chuck led the development of several award winning products, and was a key leader through the company's very successful acquisition by Yahoo.

Chuck earlier startup roles included Founder, VP Engineering and CTO of Lumenare' Networks (now QuickCycle), Director of Systems Software at FreeGate (acquired by Tut Systems), and Chief Architect at Broadvision (Nasdaq:BVSN).

Chuck's large company experience includes four years at Sun Microsystems, where he was CoArchitect of Sun's OpenWindows and a senior architect contributing to the CORBA standard. Before Sun, he held a variety of research, engineering and management roles during his 10 years at Digital Equipment Corporation.

Chuck has been a principal inventor on 5 patents related to secure network configuration and management, and on one fundamental ecommerce patent.

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' Advisors

Granada Partners JP Degombert

Jean-Pierre Degombert
Advisor - EMEA Operations
Lyon, Rhone Alpes, France
Contact via email

Jean-Pierre Degombert has over 25 years experience acquired in top companies both in the Software and Hardware business such as Digital Equipment, Sun Microsystems, Sybase Inc., Oracle Corp. and Siebel Systems.

Jean-Pierre Degombert’s successful track of records includes strong background in Sales, Alliances, Channels, Marketing, Program Management.

At Oracle until 2008, Jean-Pierre Degombert served as Emea, Vice President General Business (SMB) – Applications where he was responsible for the strategy, tactics, partnerships and business development for this segment that represented 2/3 of Oracle Applications business mostly through Partners. He also served as Emea, Vice President Alliances and Channels in charge of building, developing Oracle Application partnership in Emea for all categories of customers.

With Oracle’s acquisition strategy, Jean-Pierre Degombert was also responsible for the Go-To-Market Strategy with partners from newly acquired companies and their integration within Oracle partner ecosystem.

At Siebel Systems from 2000 to 2005, Jean-Pierre Degombert was the EMEA Vice President Alliances Responsible for the development and success of Siebel partnership in EMEA where over 80% of the License Revenue was influenced by the partner ecosystems.

In addition to his role, Jean-Pierre Degombert led the development of Siebel partnership in Asia Pacific in 2003 and 2004 in addition to Emea and was also appointed Global Alliance Director for Capgemini in 2002.

In complement to his role, Jean-Pierre Degombert was selected by the US Executive team to act as member of the board of Directors of 8 EMEA subsidiaries of Siebel Systems, Inc.

During his Siebel experience, Jean-Pierre Degombert has been promoted 5 times in recognition for strong achievements, innovative ideas, best business practices that were launched worldwide. He was awarded Director of the year in 2003, and was 3 times member of the CEO Circle in recognition for Top level performance.

Prior to Siebel Systems from 1996 to 1999, Jean-Pierre Degombert served as Emea eBusiness Program Officer at Sun Microsystems where he was responsible for the EMEA, eSun program consisting of the design, implementation and roll-out across Europe of the Sun Web capabilities including the "store", "configurator", CRM, portal and other functionalities aimed to facilitate transactions online.

At Sun Microsystems, Jean-Pierre Degombert was also responsible for Business Development with ISVs in Emea, Latin America and Asia Pacific and the creation and implementation of Sales programs linked with industries and targeted ISVs where he launched successfully Sales Competency Centers in EMEA and Asia with selected ISVs.

Prior to Sun Microsystems in 1995, Jean-Pierre Degombert was Sales Director Indirect Channel. Jean-Pierre Degombert was responsible for the total French Revenue. He was also charged with the mission of defining the strategy and implementation of the indirect channel model for France, which represented a pilot for Europe.

At Digital Equipment France, Jean-Pierre Degombert had Sales Management positions for 10 Years and has been responsible for the second largest region in France managed as a profit center, contributing to a turnover of $70 Million, including hardware, software and services sold directly and indirectly. He was District Sales Manager for the largest End User and OEM account including a sales budget of $37 Million. He was also Sales Manager, Products and Services with a $55 Million budget in software, services and point hardware products.

Jean-Pierre Degombert holds a Bachelor of Business and Sales from the University of Creteil – France. He continued studies at CNAM in Paris with Business and Computer as a speciality. Jean-Pierre Degombert studied at Insead during an International Executive Management Program in 1993 and 1994 with Digital Equipment.

Granada Partners Larry Lozon

Lawrence (Larry) J. Lozon
Advisor - Security & Infrastructure
Dallas, Texas, United States
Contact via email

Larry has over 27 years of experience in building successful ventures and programs which make use of technology, media and marketing tools. His career represents a track record of success in delivering sales growth, profitable M&A programs and value creation in startups and fortune 100 organizations. Larry has successively raised in excess of $1B in capital for startup companies and corporate programs throughout his career, consistently generating returns for investors and corporations in the programs he has lead or sponsored.

He started his career with General Motors in 1979 at Buick Motor Division in Flint, Michigan. Larry ultimately joined Electronic Data Systems (EDS) when GM acquired the company in 1984. He helped build EDS through to its divestiture from GM in 1996 when he left the company with many accomplishments including leadership roles with the '92 Barcelona Olympic Games, securing the company's global sponsorship for the FIFA ’94 World Cup USA games and ultimately launching EDS' pioneering web hosting business in 1994 where GM and several media firms became the company's first clients.

In 1996, at the request of the executives of GM's marketing and advertising group, Larry created GM Cyberworks as GM's digital media strategy and buying arm for the rapidly emerging web media ecosystem. GM Cyberworks pioneered several innovations on behalf of GM including key innovations in advertising delivery execution and analytics which lead to GM's use of the web as an authentic platform for successful marketing programs. In 1997 Larry was named one of Advertising Age Magazine’s Digital Media Masters based on his accomplishments and influence in the emerging web media industry.

In 1998 Larry left GM Cyberworks to launch a new startup, PrivaSeek /Persona, Inc. in Broomfield, Colorado. He instantly attracted key venture funding through multiple funding rounds totaling $47M, ultimately preparing the company for public filing in 2000 with a valuation of $750M. As President, CEO and Founder of Persona, he lead his startup to pioneer several technologies to manage online identities and consumer privacy challenges.

In 2002 Larry left his operating role at Persona to complete a $63M acquisition by EDS of Loudcloud, Inc, the hosting firm founded by Marc Andreesen and key former Netscape executives. The Loudcloud acquisition marked EDS' revitalization of the web hosting and managed services business which Lozon had launched nearly 10 years earlier for EDS. Larry stayed on with EDS until 2007 in order to assist the company in its turnaround efforts. He served as Vice President of the company's $5B Data Center Services portfolio which generates about 25% of EDS' annualized revenues. Through his leadership, EDS launched aggressive programs in virtualization and data center automation leading to $20B in new client wins for the company and growth of the Data Center portion of the business.

Granada Partners Chris Surdak

Chris Surdak
Advisor - Governance & Compliance
New York, New York, United States
Contact via email

Christopher Surdak is an industry-recognized expert in Collaboration and Content Management, and Information Security, with nearly 20 years of professional experience. Presently, he is the Collaboration and Content Management practice Director for Siemens IT Solutions & Services. In this role, he works with global Fortune 1000 executives in the design and optimization of their messaging, collaboration and records management infrastructures. Most recently he has been focusing upon Web 2.0, Collaboration, eDiscovery and Litigation Support, Regulatory Compliance and Cloud Computing.

Mr. Surdak held a similar role with Dell Professional Services, where he deployed collaboration solutions for over a dozen Fortune 500 companies. Prior to Dell, he was the Senior Director of Strategy for eFORCE, a leading Web 1.0 systems integrator. In this role, he led the deployment of ecommerce and web initiatives for a range of companies including Visa International, Avaya, Hilton International, Citigroup, Novartis and Wells Fargo.

Prior to this, Mr. Surdak was the Lead Functional Analyst for Citibank's global deployment of Peoplesoft, and led the development of Citibank's first employee portal. He served as a senior consultant at Mars & Company, a boutique consulting firm that provides strategic advice to corporate clients through rigorous analysis of their financial and operational data. With Mars, Chris defined operational strategies for a diverse set of clients including Pepsico, Transamerica, and Sara Lee.

Mr. Surdak began his career with Lockheed Martin Astrospace, where he was a spacecraft systems engineer for a range of spacecraft programs including GPS Flight 2, Landsat 6 and 7, Telstar, Asiasat, Intelsat and Echostar and the International Space Station.

Mr. Surdak holds an Executive Masters In Technology Management and a Moore Fellowship from the University of Pennsylvania and a BS in Mechanical Engineering from Pennsylvania State University. He also holds a CISSP Master’s certificate from Villanova University. He is presently earning his Juris Doctor from Taft University.

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

Contact Butch Winters, Alan Probert, Jeff Anderson or Dave Brown 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.