Management Team

Robin Griffiths - CEO and Founder

Entrepreneur and sales enablement visionary

Robin’s background includes Director of Projects at industrial group Birmid Qualcast and Founder and Director of Cambridge Consulting Engineers. Robin went on to start Force12 Software and led the company for 6 years; securing £3.2m in venture capital funding and establishing operations in the USA and Europe. Robin left Force12 in early 2004 to found BPM Works.

Robin is an expert in insight-based selling and messaging development. He has developed programs for some of the world’s leading companies to equip sales people with the knowledge they need on customers and propositions to be more successful.

Robin has a First Class Honors Degree in Mechanical Engineering from King’s College London and a Masters Degree from Glasgow University.

Paul Watson - CTO and Founder

Software entrepreneur and product development veteran

Paul Watson has 25 years experience of business software development and has led development teams on a range of commercial software product programs.

Paul’s career started with consulting firm Cambridge Consulting Engineers where he led a number of projects including the development of the European Union funded ‘RealMT’ distributed utilities monitoring system for Sainsbury’s. In 1996 Paul left CCE to join Force12 Software as a founder director. At Force12 Paul led the development programs for two commercial packaged software products: Fee Generator and Force12.

After 7 years at Force12, Paul took the opportunity to join start-up BPM Works as a founder. Paul is responsible for the Company’s Messaging Workbench™ platform and Digital Playbook app.

Paul has an Honors Degree in Engineering from the University of Northumbria.

Paul Geraghty - SVP North America

Highly successful marketing and product management professional with 25 years experience in Financial Services

Paul has the proven ability to lead Marketing, Business Development, and Product initiatives that deliver major new revenue growth. Paul leads the North American business for BPM.

Paul joined BPM Works in 2010 after a 17 year career at the $7.5b Markets Division of Thomson Reuters. Following assignments in London, Chicago, Palo Alto, New York, and Montreal, from 2008 he was Vice President Marketing, Americas responsible for driving marketing strategy to maximize sales performance.

Paul graduated from Trinity College, Dublin with an Honours Degree in Business.

Martin Dean - SVP Learning and Sales Enablement

Thought leader in instructional design and multimedia learning

Heading up content development for BPM, Martin Dean brings 25 years experience in multimedia production and learning design, including all aspects of interactive programme development, video production and live events.

Martin has extensive experience in Pharmaceuticals, IT and Software, Telecoms and Global Logistics. He has created deep links at all levels in major global clients; often at the C level.

Martin has worked closely with the BPM team for the last 10 years; extending the core messaging proposition into actionable, effective sale training.

BPM now has a robust methodology to develop the right insights and messaging and translate that into selling knowledge, delivered by affordable, effective learning and the latest digital tools.

Senior Consultants

David Wright – Senior Consultant, Sales Enablement

Highly experienced sales consultant, marketer and product strategist

David’s career spans more than 30 years in high tech solution sales and systems implementation. His early career includes roles as Product Manager and Marketing Director at Datacube, Director of Business Development at Business Architects, Managing Director Consulting at Perot, and VP Sales Operations at Micrografx.

In 2001, David joined Force12 Software to establish operations in the US for this venture capital backed start-up. In 2005 he joined IBM as Senior Managing Consultant, Strategy and Change and from 2008 he worked at Accelare as Principle Consultant. David joined the BPM team in 2016.

David has a Bachelor of Science in Management from University of New Hampshire.

Dennis Steckler - Senior Consultant, Insurance

Accomplished insurance industry thought leader with over 40 years of experience.

Dennis brings extensive industry experience and perspective to his clients. His core client focus is strategic planning and operational excellence. He understands how technology and smart tactical execution enables market growth and differentiation.

Dennis has worked in line management for Liberty Mutual (Safeco Insurance) and ACE Insurance Company (Cigna Property & Casualty Insurance Company), insurance practice management for Unisys Corporation and Towers Watson (Tillinghast Towers Watson), multi-national insurance broker for Aon Corporation, insurance industry consultant for STA Group and as an insurance SME for technology companies Cap Gemini (Patni) and NIIT Technologies.

Dennis earned a Juris Doctor from Western State University College of Law and a BA from St. John’s Seminary College.

Elizabeth A Crocker - Director Healthcare and Digital Health

Accomplished international Healthcare business executive

Elizabeth is a successful healthcare business founder and executive, and has worked extensively in the UK and the US with large corporate employers, health insurance and managed care companies. Since 2010 her focus has been in the digital health technologies and health data systems markets.

Elizabeth is a US Registered Nurse with a dual Bachelor's Degree in Nursing and Human Physiology from the State University of New York Stony Brook University, and a dual Master's Degree in Healthcare and Business Administration from CW Post Long Island University.

She is also an accomplished health care reform lobbyist and speaker to the US Senate and House of Representatives.

Lou Caputo – Senior Consultant, Sales Enablement

Senior-level sales and business operations professional and CRM solution designer

Lou brings over 25 years of enterprise class experience working across financial services, telecommunications, technology, software, insurance, and healthcare. He has particular expertise in CRM design, architecture, set-up and customization (10 years on, and establishing sales operations, processes, and compensation plans.

Lou has also worked on large scale business process improvement and CRM re-engineering programs both in the customer organization and as a consultant.

Lou has a Bachelor of Sciences Degree in Design Engineering from the University of Illinois.

Michael Lawrence – Senior Consultant, Telecoms

B2B marketing leader with a focus on Telecommunications and IT

Michael has a 15 year, proven track record delivering change in large organizations. With a focus on fixed and mobile markets, he specializes in helping organizations generate value and embrace advancing technologies.

Previously, Michael was Head of Propositions and Campaigns at Everything Everywhere where he led two teams through major change and launched the first B2B propositions to the Corporate and MNC markets. Before that he led the Corporate Portfolio for Orange and developed web, billing and device strategies in the Business. Prior to this he held roles in O2 developing their 3G program, and BT developing and launching a number of products and services.

Michael started his career as a Satellite Communications Engineer at British Telecom International and has an MSc in Telecommunications Business from University College London.

Marie Giangrande - Senior Consultant, Capital Markets

Highly successful product management and marketing strategist and thought leader

Marie brings a track record of opening new buyer segments, building new revenue streams, and crafting successful product adoption campaigns in the capital markets sector. She is a trend spotter and uncovers underserved needs to establish breakthrough competitive programs.

Most recently, Marie has re-positioned companies to attract acquisition offers and venture funding. She has also built multi-national go-to-market programs for large companies entering specific verticals. Previously, Marie led the 'Naked Access Campaign' resulting in 15-c35 regulations. Earlier work included the creation of a white label, third party resale model for Thomson Reuters. While at Instinet, she laid the economic ground work for the merger with Island. Earlier, she ran product, marketing and consulting groups at Edgar OnLine and Hewlett Packard. She began her career as global product manager for trading desktops, bringing multiple new technologies to market that have since become industry standards.

Marie earned an MBA from Columbia University, a certificate in Strategic Planning from Stanford University and a BS from Boston University.

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