Glenn Oclassen, Jr.
Vice President, Customer Management at Appirio
- San Francisco Bay Area
- Information Technology and Services
Glenn Oclassen, Jr.'s Overview
- Vice President, Customer Management at Appirio
- Senior Director of Partner Enablement at Jive Software
- Vice President, Cloud Adoption at Appirio
- CEO at VelocityMG
- Director, Global Education Partner Programs at Salesforce.com
- Director, North America Channel Readiness at Autodesk, Inc.
- Vice President of Corporate Development at GeneEd, Inc.
- Senior Director of Business Development at Headlight, Inc.
- Product Manager Learning Management Systems; New Product Development at Archipelago Productions (Harcourt, Inc. imprint)
Glenn Oclassen, Jr.'s Summary
Seasoned Cloud User Adoption, Customer Management, and Field Enablement executive, adept at leading sales and business development, and enablement of sales, services, and consulting teams for customers, partners, and employees. Adept at both building and managing P&L and product and technology-enabled services development. Demonstrated results in services, practice, and product development in CRM, Google Apps, and multiple cloud applications - delivering results for both public companies and marquee clients.
Built, grew, led negotiated successful exit for leading pure-play enterprise cloud and SaaS user adoption services company (VelocityMG). VelocityMG was acquired within two years of being founded by the industry-leading cloud services company, Appirio.
Entrepreneurial approach in building enterprise user adoption businesses, scalable field enablement, content and technology products, and user adoption and education products and services for high-tech companies of all sizes.
Demonstrated expertise in designing and deploying successful enterprise certification (customer, internal, and partner ecosystem), training, and enablement programs, go-to-market, and technical and business infrastructure for leading enterprise technology companies.
Glenn Oclassen, Jr.'s Experience
Vice President, Customer Management
Privately Held; 1001-5000 employees; Information Technology and Services industry
November 2013 – Present (11 months) San Francisco Bay Area
Leadership Engagement Management team responsible for account management, customer satisfaction, and project and program margin, utilization, and revenue growth. Responsible for management and remediation of account health (financials, c-sat, growth opportunity) across the Salesforce.com practice, Appirio's largest professional services practice.
Senior Director of Partner Enablement
Public Company; 501-1000 employees; Computer Software industry
February 2013 – November 2013 (10 months) San Francisco Bay Area
Designed, developed and deployed all aspects of new Consulting Partner Program (global and regional systems integrators) for the leading public enterprise social collaboration company. Delivered 24 signed Consulting Partners within one month of program launch - including Accenture, Infosys, HP, and multiple regional players across the globe.
Deployed Partner Matrix, Partners Solutions Mapping, and Partner Business Plan to deliver objective measurement, classification, and white space analysis for partner ecosystem. Developed and delivered standardized partner enablement (training) paths to be delivered in multiple formats for three key partner audiences: Sales, Technical, Strategic Consulting. Designed and launched new Jive Partner Portal and Partner Enablement iPad application - both leveraging company technology to deliver partner-specific information to the partner during the sales cycle and within an implementation.
Developed and deployed salesforce.com dashboards to measure partner bookings performance for lead referral and reseller deal registrations and attainment to quota (global/regional) for referral, reseller and influenced closed-won and pipeline - by quarter and YTD. Launched online Referral Partner sign-up/click-wrap contract, and online lead referral and reseller deal registration forms (integrated with company’s instance of salesforce.com).
Hired and managed Global Partner Solutions Architect and EMEA Partner Enablement Manager. Simplified and standardized provisioning of technology to all Partners – resulting in a standard package of distinct cloud and on-premise applications for demo, sandbox, and partner company use. Created Partner Early Product Release program for offering partners early insight into product and release direction and technical specifications.
Vice President, Cloud Adoption
Privately Held; 1001-5000 employees; Information Technology and Services industry
April 2011 – February 2013 (1 year 11 months) San Francisco Bay Area
Leadership of User Adoption practice and staff (Change Management, Customer Training, and Communications) across all business lines for the leading enterprise cloud services provider addressing the market for Salesforce.com, Google Apps, and Workday implementations. Grew User Adoption bookings by 350%. Delivered revenue growth, packaged User Adoption offerings, standardized scoping and delivery models, overall deal size growth, and multiple new client logos.
Client Partner managing cloud application implementations of Salesforce.com and Google Apps for leading companies in technology, social media, and games industries. Led enterprise client engagements, implementation teams, and business relationship with the client. Responsible for growing the business while maintaining delivery quality, expanded revenue and margin growth, and working with clients to convert their strategic initiatives into tangible goals, actions and results. Specifically requested to manage key "red" accounts back to "green", and manage critical engagements with marquee clients in the technology vertical.
Privately Held; 1-10 employees; Management Consulting industry
October 2008 – April 2011 (2 years 7 months) San Francisco Bay Area
VelocityMG has been acquired by Appirio, as of April 2011- see link below
Founded, built world-class team, and successfully launched, grew, led, and negotiated successful exit of a technology-enabled Cloud user adoption and SaaS enterprise learning services organization. Grew the company to $1.5M in revenue and 40% gross margins in eighteen months, specifically focused on the cloud and SaaS sector within the greater enterprise technology vertical. Successfully managed acquisition and all aspects of negotiation and due diligence of company by leading global cloud solutions provider.
Sourced, signed, closed, and fulfilled strategic learning services for 40+ unique clients such as Apple, Microsoft, Appirio (the top SI in the enterprise cloud sector), Convio, Salesforce.com, Facebook, Juniper Networks, Autodesk, Spigit, Astadia, Avid, and Datango. Other marquee clients included Gilead, Millipore, Brown University, Informa, Seagate, and the Rhode Island School of Design.
Led all sales, partnerships, and ongoing account management, operations, and finance, and all aspects of building a Cloud user adoption and enterprise learning strategy consultancy from initial idea to ongoing profitable operations. Led a team of four industry leaders, and managed a 20-25 person contractor pool.
Director, Global Education Partner Programs
Public Company; 10,001+ employees; CRM; Internet industry
December 2006 – October 2008 (1 year 11 months) San Francisco Bay Area
Responsible for the start-up and record growth of the Authorized Training Centers program. Grew program to include top US, EMEA and APAC markets. Built the ATC program from blank sheet of paper to $10+M in guaranteed revenue, five strategic global partners, and 40+ global locations in less than six quarters. Led business planning, financial modeling, and sourcing/negotiation with all partners.
Designed, developed, and deployed comprehensive Salesforce.com Services Partner (systems integrator) Authorization program (now Salesforce.com Partner Certification). Initial training and examination program included three authorization levels, and multiple product implementation competencies, leveraging online and hands-on training, and web-based certification assessments. Over 1,000 individually authorized Partner consultants authorized within first year of program launch.
Developed and delivered business go-to-market and operational infrastructure for the launch of Salesforce.com Customer Certification (Administrator, Developer, and Consultant), including global web assessment and certification capability and a network of 500 global certification centers. Sourced, negotiated, and deployed global customer and partner certification infrastructure with leading certification partner.
Director, North America Channel Readiness
Public Company; 5001-10,000 employees; ADSK; Computer Software industry
September 2003 – December 2006 (3 years 4 months) San Francisco Bay Area
Re-engineered global channel partner sales and technical services enablement program to increase global sales results and services capability and capacity. Implemented new learning management system, simplified content development and training delivery models, and created new channel learning and certification paths for multiple products across multiple divisions for a company delivering over 90% of its revenue via the channel.
Converted global partner training from inefficient events-driven approach to online learning paths, increasing retention while reducing direct and time away from selling for entire Autodesk channel. Led 12 person team in the development/delivery of sales and technical training, national events, and e-learning. Successfully reorganized four regional training groups into a single global organization. Managed $7M budget and delivered interoperability and integration for multiple technology platforms and development standards.
Senior Manager, Development, Packaged Service Offerings: Determined market requirements and product specs for SaaS application to support and guide scalable services delivery via the channel, across multiple product lines and industry verticals. Developed app, content, and delivery methods at minimum expense via open-source platforms and toolsets, resulting in a 1.0 web app and first product offering within six months.
e-Learning Program Manager: Led launch of Customer e-Learning as value-add component of Subscription offering. Launched 300 lessons for four premium software products in multiple languages for multiple divisions. Reduced development costs by 40%.
Vice President of Corporate Development
Privately Held; 11-50 employees; E-Learning industry
October 2001 – January 2003 (1 year 4 months) San Francisco Bay Area
Converted non-scaleable service model into a series of comprehensive learning solutions focused on reusability and scale. Leveraged company IP to deliver 170-course e-learning catalog within a six-month period. Developed derivative products for complementary markets. Customers included: Johnson&Johnson, Genentech, Pfizer, Accenture Life Sciences, IBM Life Sciences, Bristol-Myers Squibb, Glaxo, and AstraZeneca.
Positioned organization for complementary markets, developed significant partner selling opportunities, and extended market reach via development of partnerships with companies such as Skillsoft, Docent, Click2Learn, GeoLearning, and Bio-IT World.
Retooled business plan and financial models to align with software/e-learning industry standards. Developed term sheets and valuation matrices with legal counsel and Board of Directors. Completed five-year financial plan with CFO. Initiated informal coverage by leading analysts in Learning and Knowledge Services market.
Senior Director of Business Development
April 1999 – March 2001 (2 years)
Hired and managed Business Development group. Led development of both content and distribution partnership strategies. Led business unit with greatest revenue generation in history of company. Managed up to seven direct reports. Led development of both content and distribution partnership strategies. Developed relationships with Microsoft, Autodesk, PWC, Compaq, and PeopleSoft. Closed over 40 content partnerships, including NETg, Skillsoft and elementK.
Led product development effort with CTO in the creation of the first truly SaaS Learning Management System (LMS). Developed business plan for Headlight’s entry into the corporate training market. Managed development of corporate and channel pricing models.
Director of Content Development: designed 1.0 user interface – 1999 Excellence in e-Learning Silver award. Created and managed editorial and production processes. Hired, trained, and managed Content Production team and contractors.
Product Manager Learning Management Systems; New Product Development
Archipelago Productions (Harcourt, Inc. imprint)
December 1997 – April 1999 (1 year 5 months)
Defined and created prototype Archipelago courses within multiple Learning Management Systems (LMS), including Blackboard, WebCT, and TopClass. Developed and implemented strategic business and product/technology integration relationships with individual LMS organizations.
Conceptual and editorial development of academic course series integrating Harcourt E-Learnings web-based course management system with NETgs corporate IT training course content.
Designed interactive multimedia course modules for university-level hybrid CD-ROM/Web distance learning course in Economics, including conceptual and pedagogical development, storyboarding, and content development. Personally developed twelve university accredited e-learning lessons in Microeconomics and Macroeconomics for leading academic publisher (1998, Harcourt, Inc. - Archipelago Productions).
Glenn Oclassen, Jr.'s Skills & Expertise
- P&L Management
- Services Development
- Cloud Computing
- User Adoption
- User Experience
- Online Training
- Enterprise Content Management
- Enterprise Software
- enterprise learning
- Learning Management
- learning management systems
- Sales Enablement
- services enablement
- Sales Skills Training
- Technical Training
- Learning Management Systems
- Business Development
- Program Management
- Strategic Partnerships
- Product Management
- Employee Training
- Change Management
- Thought Leadership
- Account Management
- Mergers & Acquisitions
- Professional Services
- Software Implementation
- Go-to-market Strategy
- Channel Partners
- Business Planning
- Business Alliances
- Solution Selling
- Lead Generation
- Product Development
Glenn Oclassen, Jr.'s Publications
- Workforce Solutions Review Online
- February 2012
Although replacing current applications can change a business, the true impact from that new application is contingent on what employees actually do with it over time. All of the technology brought to bear by a business is simply a tool set for employees to drive enterprise success,and when technology is implemented incorrectly or used ineffectively, a tool is simply a piece of extraneous equipment and, thus, relatively useless to the company.
In the cloud, the pace of innovation is much greater than traditional on-premise systems. Application interfaces can change and new features can be introduced quarterly,
instead of every few years. Given this rapid innovation cycle, encouraging initial success and ongoing use of cloud-based technologies is even more important, and requires the same diligence in planning and execution as the implementation of the application itself.
- Training Magazine
- November 13, 2007
Most executives are swimming in numbers. Knowing the ones on which to focus—"the ones you can't leave home without," as one said—is an important part of a learning executive's job. As such, many executives are relying on their customers, both internal and external, to help them determine meaningful metrics.
e-learning in the Life Sciences, Learning on Demand program report
- SRI (Stanford Research Institute)
- December 2003
- Archipelago Productions (Harcourt imprint)
- June 1999
author of multiple interactive lessons for ground-breaking CD-ROM + Internet courseware for university-level courses in the subject of macroeconomics
- Archipelago Productions (Harcourt imprint)
- September 1998
author of multiple lessons for interactive CD-ROM + internet courseware for university-level courses in microeconomics
Glenn Oclassen, Jr.'s Additional Information
Presentations Maximizing your Workday Investment by Driving User Adoption, Workday Rising 2011, Las Vegas, NV Growing a business through integrating workflow support and learning tools, e-Learning Forum, Menlo Park, CA, 05/05 Optimum Vendor, Partner, and Contract Models for Learning Outsourcing, ASTD Outsourced Learning, Las Vegas, NV, 09/04 The Business of Learning Objects, Learning Object Symposium, Menlo Park, CA, 10/02 State of the State: Current implementation of metadata standards throughout the learning industry, Online Learning conference, Denver, CO, 10/00.
- Groups and Associations:
e-Learning Forum (Stanford Research Institute), American Society for Training and Development (ASTD), e-Learning Guild, Advisory Board, Tailwind, Inc. (www.tailwindinc.com), Advisory Board, Articulate, Inc. (www.articulateglobal.com) Training: Customer Solutions Delivery Model (MRD/PRD/BRD development)- 2003, Practical Product Management- 2003, Consultative Selling- 2004, Autodesk Leadership Training- 2004, ChannelCorp 1-day bootcamp- 2004
- Honors and Awards:
VP Award of the Year, Autodesk Consulting division, Autodesk, Inc., 2005.
"Industry Thought Leader", Trainingoutsourcing.com, 2009 (http://soa.sys-con.com/node/1173307/print)
Judge, Excellence in e-Learning Awards- e-Learning instructional design, 2004, 2005.
Delegate, Learning Innovation Retreat (invite-only symposium of top 50 worldwide innovators in Learning industry, sponsored by Accenture), 2004.
Excellence in e-Learning Award winner, 1999: Headlight.com 1.0 user interface and information design.
Glenn Oclassen, Jr.'s Education
ABD (all coursework except dissertation for Ph.D.), Political Science, Statistics
1994 – 1996
·Major: Comparative Politics.
·Minors: Statistical Theory and Methods, International Political Economy
·Area of research: “Impact of Internet Technology on Political and Social Development”.
·Extensive graduate work in information diffusion theory, statistical methods, algorithm development, and information transfer modeling (utilizing contagion theory).
BA, International Relations
1984 – 1988
·Major is a composite of International Economics and Political Science.
·Minor in Business Administration.
Activities and Societies: Phi Kappa Theta
Glenn Oclassen, Jr.'s Volunteer Experience & Causes
Causes I care about:
- Animal Welfare
- Civil Rights and Social Action
- Disaster and Humanitarian Relief
- Economic Empowerment
- Human Rights
- Poverty Alleviation
Organizations I support:
- Sierra Club
- Rancho Elementary PTA
- Appirio Silver Lining
- Salesforce Foundation
- Playworks (formerly Sports4Kids)
- Marin Community Foundation
Contact Glenn for:
- career opportunities
- consulting offers
- new ventures
- job inquiries
- expertise requests
- business deals
- reference requests
- getting back in touch