Increases Win Rates and Achieves Record Revenue Growth

Nicole Ward — Senior Dir. of Revenue Enablement & Operations & Brian Levey — SVP of Sales

11%

Increase in win rates

34%

Increase in average deal size

28%

More sellers reaching quota

47%

Quicker time-to-first opportunity for new reps

Challenge

Building an enablement program from scratch.

Solution

Rolling out a platform to centralize content and onboarding with robust performance analytics.

HEADQUARTERS

Dallas, TX

INDUSTRY

Technology

INTEGRATIONS

Salesforce

OneSource Virtual (OSV) exists to help Workday customers thrive by outsourcing their HR, Finance, and Accounting. Today, OSV provides 850+ Workday customers with services and solutions that help them handle administratively burdensome tasks like payroll, tax, benefits, and accounts payable.

Loading component...

The Challenge

"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."

Nicole Ward

Senior Director of Revenue Enablement & Operations

Breaking Down Silos and Unifying Sales Enablement

As OneSource Virtual (OSV) grew, it faced significant hurdles that hindered its sales performance and scalability. Sales representatives struggled with disjointed content and inconsistent messaging, as there was no central repository for accessing and sharing sales assets. This lack of a unified content hub led to discrepancies in how information was communicated to customers, resulting in missed opportunities for a consistent and impactful brand message

Additionally, OSV had no formal onboarding program tailored to the specific needs of sales roles. New hires received only basic training without any structured guidance for success in their sales responsibilities, leading to longer ramp times and delays in their ability to generate new business.

The sales team also lacked critical insights into how buyers engaged with the content shared with them. With limited data integration across their tech stack—especially with Salesforce, where all customer and deal data was managed—sales reps were left navigating content and engagement tracking across multiple platforms, creating inefficiencies and knowledge gaps.

Reflecting on the need for change, Brian Levey, Senior Vice President of Sales at OSV, shared, “We didn’t have the ability to show our sellers across the country what good looked like. Something might work well on one team, but the rest of the organization wouldn’t know about it. We needed consistency and visibility to maximize our selling performance.”

Recognizing these challenges, Nicole Ward joined OSV as Senior Director of Revenue Enablement with a clear goal: to build a scalable, data-driven enablement program that could drive sales efficiency and revenue growth. Nicole sought a solution that would centralize content, streamline onboarding, and provide powerful insights into buyer engagement.

Nicole Ward

Senior Director of Revenue Enablement & Operations

Loading component...

The Solution

"At OneSource Virtual, the strategic integration of Seismic has been nothing short of transformative. It’s empowered our teams, streamlined our processes, and elevated our ability to serve our customers effectively, reinforcing our commitment to delivering unparalleled solutions in the Workday ecosystem."

Courtny Cloeter

Chief Revenue Officer

OSV partnered with Seismic to implement a comprehensive enablement platform that would address each of these challenges.

Centralized Content with Seismic Content

Nicole’s first priority was to establish a single source of truth for all sales and marketing content. By implementing Seismic Content, OSV created a well-organized content library, making it easy for sales reps to find, share, and track customer-facing materials. Nicole’s team collaborated closely with product marketing to continuously update and refine the content, ensuring alignment with OSV’s evolving go-to-market strategies.

With Seismic’s LiveSend and Digital Sales Room (DSR) features, OSV’s sales and enablement teams could track when content was accessed by customers and how they engaged with it. This data provided invaluable insights into which materials resonated most with buyers at different stages of the sales cycle.

“Since launching Seismic, we’ve transformed our sales experience by giving reps one central place to find everything they need,” said Nicole. “With the LiveSend tool, we can now see how our content resonates with customers, which is huge for improving our messaging.”

Courtny Cloeter

Chief Revenue Officer

Loading component...

Structured Onboarding and Training with Seismic Learning

"Seismic isn’t just a tool; it’s become a revenue-generating asset that our sellers rely on. It’s helping us shift from just managing deals to truly understanding where opportunities are strong and where they need more attention."

Brian Levey

SVP of Sales

Using Seismic Learning, Nicole developed a structured onboarding program for new hires. Previously, new sales reps spent their first days learning basic systems without the specialized training needed to thrive in a sales role. Now, with Seismic Learning, OSV provides targeted training and certifications to ensure that new hires can start contributing to sales more quickly. This program has been instrumental in reducing the time-to-first opportunity for new reps by 47%.

In addition to onboarding, Seismic Learning is used for ongoing training, including product launch updates, sales skill development, and deal-specific coaching. By leveraging Seismic’s AI-driven coaching tools, reps can practice pitches and receive feedback on their presentation speed, keyword usage, and overall delivery, ensuring they are fully prepared before engaging with customers.

“With Seismic, our new hires hit the ground running faster than ever before,” Nicole explained. “We’ve reduced their time-to-first opportunity by nearly half, which means they’re generating revenue sooner and more effectively.”

Enhanced Insights and Integration with Salesforce

To maximize efficiency, OSV integrated Seismic with Salesforce, where its sales teams track all deals and customer interactions. This integration allows OSV to link relevant content directly to specific sales stages, enabling Predictive Content recommendations that streamline the sales process.

For Nicole and her team, this integration has been a game-changer. Seismic’s analytics and dashboards enable OSV to monitor content performance and engagement, helping refine the content strategy and drive data-informed decisions across the organization. Nicole noted, “Seismic’s dashboards provide visibility into what’s working and what needs improvement, allowing us to adapt our enablement efforts quickly.”

Brian Levey echoed this sentiment, adding, “The adoption across our team has been phenomenal. Seismic isn’t just a tool; it’s become a revenue-generating asset that our sellers rely on. It’s helping us shift from just managing deals to truly understanding where opportunities are strong and where they need more attention.”

Brian Levey

SVP of Sales

Loading component...

The Results

Driving Sales Growth, Scaling Success

Since implementing Seismic, OSV has seen transformative results that underscore the effectiveness of its enablement strategy:

11% Increase in Win Rates: With improved training, streamlined content access, and data-driven insights, OSV’s sales team has seen a notable increase in win rates.
34% Increase in Average Deal Size: Seismic’s tools have empowered OSV’s reps to deliver more targeted and impactful presentations, leading to larger average deal sizes.
47% Reduction in New Hire Time-to-First Opportunity: The structured onboarding program, powered by Seismic Learning, has significantly accelerated new hire ramp times, enabling new reps to begin contributing faster.
28% More Sellers Reaching Quota: With Seismic’s robust enablement support, OSV has seen a substantial increase in the number of sellers hitting their quotas, reinforcing the platform’s role in driving sales success.
Two Record-Breaking Revenue Years: The cumulative impact of Seismic’s enablement solution has led to unprecedented revenue growth for OSV, with two consecutive record-breaking years.

“Seeing our reps consistently reach their targets is incredibly rewarding,” Brian noted. “We’re not just meeting goals; we’re setting new benchmarks, and Seismic has been a key driver in that success.”

With Seismic as its enablement partner, OSV has transformed its sales operations, improved team performance, and set new standards for sales excellence. By focusing on centralized content, structured onboarding, and data-driven insights, OSV has built a foundation for sustainable growth and continued success in a competitive market.

Nicole expressed her excitement: “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.”