|
Getting your Trinity Audio player ready...
|
Anthony Mass came to Oracle because he wanted to widen his purview. He led sales for building construction technologies for a global business, helping grow subscription revenue, expand the solution portfolio through strategic acquisitions, and increase the company’s reach through global distribution.
But he knew there was more he could be doing for his customers.
“I still felt constrained in my ability to offer an end-to-end solution that leveraged data to solve my customer’s biggest challenges,” explains the vice president of construction and engineering. “I knew there was more I could deliver to help address the broader market vision. That’s when I bumped into Oracle.”
Mass joined Oracle in 2019 as vice president of sales for customer experience and field service. He spent three years helping clients deliver best-in-class customer experiences by modernizing their marketing, sales, and service operations.
“When I meet with business leaders, it’s not about looking for which products to sell them,” he says. “It’s about looking for problems we can help them solve and outcomes we can help them achieve.
“This solution-first approach helped us expand our field service market from B2C to B2B,” he continues. “By working alongside product development and integrating our extensive solution capabilities, we delivered a comprehensive asset and service management solution for our customers. We then broadened our reach through marketing programs and enablement of our sales organizations and partner ecosystem.”
“When I meet with business leaders, it’s not about looking for which products to sell them. It’s about looking for problems we can help them solve and outcomes we can help them achieve.”
Anthony Mass
As a result, over the past three years, Oracle experienced significant growth of its service solutions as the company expanded its customer base around the world.
The scale and breadth of Mass’s successful buildout prepared him to take on more challenges on an even larger front. Oracle recently restructured their cloud applications business by better aligning industry verticals with its industry global business units.
Mass was approached to lead the cloud applications construction and engineering vertical because of his background working in construction and construction technologies, along with his demonstrated success integrating back-office and field solutions.
Never Not Recruiting
Anthony Mass may be leading construction sales efforts, but his approach to recruiting should be something the Oracle HR team should take notice of. For the VP, it’s a full-time part of his own role.
“I’m always on the lookout for talent to add to our growing team,” Mass says. “I try to initiate conversations with candidates 6 to 12 months in advance of me having an open position for them. In my experience, it helps to cultivate relationships over time and it gets them passionate about being a part of what we are doing. Constantly looking helps you find those diverse backgrounds that add value and make your team as strong as it can be.”
“I was excited to move into a role where I could capitalize on my nearly 25 years of experience in and around the construction and engineering industry,” Mass explains. “Like our field service business, it’s a tremendous opportunity to address the most pressing industry challenges by connecting the strength of Oracle’s business operations with our field execution capabilities.”
In this role, Mass is responsible for transforming back-, middle-, and front-office business operations for the construction and engineering industry through Oracle’s comprehensive solution’s portfolio. But he faces a construction industry in heavy transition. Supply chain disruptions, workforce shortages, and skyrocketing labor and material costs are occurring at unprecedented levels.
“I was excited to move into a role where I could capitalize on my nearly 25 years of experience in and around the construction and engineering industry.”
Anthony Mass
When it comes to Oracle’s clients, Mass says his focus remains centered around the company’s platform strategy of providing connected solutions that streamline and automate business processes using centralized master data.
“To help our clients confront some of the larger challenges happening in the construction market today,” he explains, “it’s about providing solutions that not only automate and streamline your business but also enable you to proactively utilize your data to improve insights and accelerated decision-making.”
Part of that strategy also includes assembling industry and product groups comprised of Oracle customers to gain market input and feedback. This is an important point for Mass, because dreaming up solutions in search of problems is time wasted that could otherwise be spent providing actual value to clients.
When Mass spoke with American Builders Quarterly in March 2023, Mass was just nine months into his present position. There’s no doubt some exciting changes are on the way for the construction and engineering teams.
It’s a tough time for the industry, but Mass knows how to deliver more value over a broader charter and find ways to connect all pertinent stakeholders along the way.
