Flanigan, senior vice president of strategic marketing. Today OSG offers digital electronic bill presentment and statement solutions, traditional print and mail service, and customer engagement management. On the payments side, there are options for business- to-consumer and business-to- business automation, plus lockbox processes. But that’s just the start, says OSG chief commercial officer Ken Powell, who sees what he is doing as helping to “future-proof” the company in a changing world. Data-focused projects are in the works that would allow OSG, for example, to help a luxury car brand convert customers from paper to digital bills. Once there, it could help that company sell targeted advertising on the right side of the digital statement, just like a Website. The ad that shows up for one customer would be different from the ad his neighbor down the block receives. That’s just the beginning of the way data can be monetized, Powell says. Through this process, collecting payments is no longer a commodity.


OSG went through some serious growth to get to where it is now. “We spent two years making it look and feel like an operating company, not a holding company,” Powell says of the conglomeration of acquisitions. “Now we have a rocket ship,” he says, noting that 2021 saw the best sales growth in the company’s history, reaching more than 130% of its sales target. The company continues to invest in processes and people to maintain that growth trajectory – making it an ideal time for


entrepreneurial, motivated, tech- savvy people to join the company. “We have replaced legacy company divisions with functional disciplines. We’ve looked at it and said, ‘How do we view ourselves not just as sales, not just as IT, not just as HR, but as a very cohesive group that takes down the previous walls of legacy companies?’ We are bringing people together to speak on what the brand is and where we are going,” explains Patrick O’Hara, OSG’s chief performance officer.


GROWTH BASED ON DATA While the minds at OSG iterate and ideate, decisions at OSG are data driven. On the business side, data determines the company's focus. On the client side, the new SaaS platform enables clients to access data. Clients can demonstrate how they delivered value to a customer (i.e., presenting the bill) using the proprietary EverView platform. They can also enable the customer to pay in the way that makes the most sense for them (i.e., capturing the payment). They can build on these interactions to put more valuable future offers in front of the customers (i.e., the opportunity). To make that possible, the OSG executive leadership team has identified core corporate values that inform daily decisions not just on the commercial side of the business, but throughout the firm. They include:


• Put people first • Work as one team • Do what’s right • Make it happen All these values, rooted in integrity, are put into practice every day in the ways in which team members


6 | OSG SPECIAL EDITION 2022 SELLING POWER © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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Our past in traditional print & mail is part of our future, just not of all our future” STEVE KARP,


CHIEF PRODUCT OFFICER


act toward fellow employees, clients, and their customers.


Georgina Montalvan, director of sales, notices it in all aspects of her work – whether she is competing for a slot at Winners’ Circle or collaborating with a team member to resolve a pain point for a client. “When you go to a client and they say, ‘Hey, I have this problem,’ and then you say, ‘I have a solution for that,’ it is the best feeling.” Indeed, that approach is at the basis of the “make it happen” spirit at OSG.


“We want to deeply understand our client’s business so we can suggest what is best and not just fill an order but create a robust solution that creates an ROI for our clients and creates a personalized, engaging experience for their clients,” explains Ashley Philipps, vice president of commercial


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