How Osaic Wealth Boosted Quota Attainment by 95%

Previous Solution Limits Operational Efficiency

As a technology provider, Osaic Wealth understands the value of the right solution — and the pain of an inadequate one. Gradually, it noticed that its previous enablement system held it back from achieving optimal growth and efficiency. “[The previous tool] did some things well, but it didn’t do anything really well,” explained Jonathan Belair, vice president of recruiting technology solutions at Osaic Wealth. “That was an issue for us.” 

As it diagnosed the cracks in its previous tool, Osaic Wealth realized those limitations might impede its ability to capitalize on its acquisitions and rebrand. “The other platform didn’t allow us to create customized pages that could serve as centralized hubs,” continued Belair. “That made it difficult to organize and access collateral in ways that were intuitive.” This confusion led to sellers saving and sharing outdated sales collateral, frustrating efforts to create a single message and voice for Osaic Wealth. In addition to the lack of intuitive navigation, the former system also offered poor analytics, making it challenging to understand how materials were being used — and to what effect. “We also had limited analytics with that tool,” added Belair.“It just wasn’t detailed enough, which hindered our effectiveness.”

Worse, the previous solution’s CRM integrations made it incredibly difficult to maintain a clear record of engagement. “We didn’t have a great Salesforce integration with that tool, which was a really important part of the puzzle,” shared Belair. “We lost out on the integrations and the flow we wanted to have.” This lack of visibility made it difficult to efficiently reach customers and potential recruits — a painful gap that became a key impetus for change. Determined to secure the maximum impact from its recent investments, Osaic Wealth switched to Highspot, seeing the platform as a key to unlocking productivity.

Data Drives Increased Efficiency Following Rebrand

To share its new, unified message with internal and external stakeholders Osaic Wealth turned to Highspot. One thing that immediately made it easier for sellers was the AI-powered search feature, which allowed sellers to more easily surface and share brand-aligned content. “When we send out collateral, it’s consistent and has the right brand voice,” explained Belair. “If reps are sending it from Highspot, they’re sending it from Osaic. We know it’s the most up-to-date version.” For the first time, Osaic Wealth’s sellers no longer struggled to find the right content — they now had a centralized, up-to-date hub for it. 

Having secured its sales collateral, Osaic Wealth turned to Sales Plays to create prescriptive guidance to help sellers land its new message. “We like that Highspot allows us to create role-specific Plays so everyone has relevant and actionable content,” added Belair. “We can go back and look at performance to understand: Are those Plays hitting well with the audience?” With Play Scorecards outlining engagement and adoption rates, Osaic Wealth could now take a data-backed approach to enablement, understanding precisely which sellers were familiar with its new message — and which needed further enablement.  

Highspot’s seamless Salesforce integration and comprehensive analytics further empowered that new approach. “We know when people are engaging with us, and we know when they’re not,” continued Belair. “Those advanced analytics help our team understand what’s important to the person they’re speaking with. We can plug into that, have a great conversation, and go from there, which does help us achieve those higher win rates.” From that data, reps can easily prioritize leads and pursue those most likely to progress further in the sales cycle. This insight was key to building momentum following the messaging change, allowing sellers to identify the high-quality leads that could be nurtured into those rebranded organization’s first, early wins.

Successful Rebrand Secures Incredible Growth

Led by data and aligned to a unified message, Osaic Wealth’s teams are achieving results once thought impossible. “We have had some of the best recruiting we’ve had on record this last quarter and into this year,” noted Belair. With Highspot supporting it through its rebrand, Osaic Wealth is already realizing the returns, with its win rate improving by 74% and quota attainment rising by an incredible 95%. But the impact isn’t just limited to win rate or attainment — now, Osaic Wealth’s teams are selling better than ever, with average deal size growing by 36%. 

As Osaic Wealth positions itself as an industry leader, it sees its partnership with Highspot as essential to its current success — and its future ones. “We brought everyone together into one Osaic,” added Belair “Highspot played a really important role in doing so.” No longer stymied by the limited analytics and content inefficiencies of its previous solution, Osaic Wealth is driving incredible returns from its rebrand. “The tailored experience, the analytics, the ability to scale up and scale down, and all those integrations — for us, we found that all those things are where the magic happens,” enthused Belair. “We’re making great progress and having great wins [with Highspot].”