As companies grow, they often face hurdles from disconnected systems, inconsistent messaging and to a lack of formal enablement. This results in sales rep operating without a centralized content hub to and struggle to locate the right content at the right time.
These were issues that OneSource Virtual (OSV) encountered as it scaled up. OSV delivers patented technology and expert services within Workday to efficiently automate payroll, payroll taxes, payments, and benefits. As the only exclusive Business Process as a Service (BPaaS) solutions provider for Workday customers, OSV serves more than 1,400 customers with a 95% retention rate.
There were other weak spots the OSV looked to address—while new hires received basic training, lacking the structured, role-specific guidance needed to ramp quickly and hit quota that delayed revenue contributions from new sellers. Visibility into buyer engagement was another critical gap. With limited data integration and fragmented tools— especially within Salesforce, where deals were tracked— reps were forced to toggle between platforms without a clear picture.
OSV Priorities
After Nicole Ward joined OSV as Senior Director of Revenue Enablement, she set out to build a scalable, data-driven program focused on improving sales efficiency. Her priorities: centralize content, streamline onboarding, and deliver insights that would drive smarter selling.
To address sales and enablement gaps, OSV partnered with Seismic to adopt a comprehensive enablement platform designed to unify content, simplify onboarding, and deliver actionable buyer insights.
Working with Seismic
Seismic is a global leader in AI-powered enablement, empowering go-to-market leaders to drive strategic growth and deliver exceptional customer experiences at scale.
Ward’s first plan of action was to establish a single source of truth for all content. Centralizing sales and marketing content through Seismic Content empowered OSV to create a single, organized repository that gave sales reps instant access to customer-facing materials and better aligned with OSV’s evolving go-to-market strategies. The addition of LiveSend and Digital Sales Rooms (DSRs) gave OSV reps real-time visibility into buyer engagement, revealing what content resonated and when.
The onboarding bottleneck was addressed with Seismic Learning which allowed OSV to create a structured onboarding program. As a result, OSV reduced their time-to-first opportunity for new hires by 47% enabling new reps to contribute to pipeline faster and more confidently.
Integration Results
Beyond content and onboarding, OSV integrated Seismic directly with Saleforce, allowing sellers to surface recommended content at each stage of the deal cycle through Seismic’s Predicitve Content feature. Leadership gained access to performance dashboards and analytics to inform continuous improvement.
Since deploying Seismic, OSV realized significant gains in seller performance, operational efficiency, and revenue growth, affirming the value of a strategic, data-driven enablement partnership. The OSV team saw the following results since adopting Seismic:
- Win Rate up 35% YoY: Improved training, streamlined content access, and data-driven insights have enabled reps to close more deals, faster.
- Quota Attainment up 17% YoY: Consistent enablement support has increased the number of sellers hitting or exceeding their targets.
- MQL-to-SQL Conversion Rate up 42% YoY: Targeted, timely content and better buyer engagement tracking have helped move more leads through the funnel.
Record Growth
The combined impact of centralized content, AI-driven coaching, and Salesforce integration has fueled unprecedented growth and record-breaking bookings revenue for three consecutive years.
With Seismic as its enablement engine, OSV redefined its sales culture. Built on speed, precision, and scalability, the has company created a performance-first environment positioned for continued success.
“By centralizing our enablement processes, integrating data seamlessly with Salesforce, and empowering our sales reps with cutting-edge tools, we’ve created a high-performance sales environment that’s built to scale,” stated Ward
