Chelsea Mori
Osa Commerce believes that the most powerful technology is only as effective as the people behind it. In a recent episode of the Next Gen Case Studies podcast, our Head of Retail Sales, Aaron Waters, shared how the human side of selling is helping redefine how supply chain technology is delivered—and adopted—by modern brands, retailers, and logistics providers.
From Numbers to Relationships
Aaron's journey from finance to sales reflects the mindset we foster at Osa: outcome-focused, data-informed, and relationship-driven. On the podcast, he shared how moving into sales wasn’t about walking away from analytics—it was about applying those insights in meaningful conversations.
His approach to sales is grounded in gap selling—identifying where customers are today, where they want to be, and what’s preventing them from getting there. We’ve embraced this strategy at Osa, not just to sell but to collaborate. We’re not just another platform provider—we’re a partner that helps customers unlock new levels of operational visibility and performance.
Communication Drives Connection (and Results)
Sales and marketing can often operate in silos—but not at Osa. Aaron emphasized the value of strong communication between departments, a principle we live by. Whether we’re fine-tuning messaging with our marketing team or aligning go-to-market strategies across customer success and product, our internal collaboration mirrors how we work with customers: transparently, proactively, and always with purpose.
At Osa, we’re also leveraging AI and modern CRM tools to keep communication sharp and measurable. But tools alone don’t close deals—people do.
Why In-Person Interaction Still Wins
In a tech-enabled world, it’s easy to assume everything can happen over a Zoom call. But experiences have repeatedly shown the impact of being in the room.
In-person meetings, trade shows, and industry events create a space for authentic connection. Osa Commerce's presence at these events isn’t just about brand visibility—it’s about listening, learning, and building trust. At Osa, we take those face-to-face moments seriously because they often reveal the unspoken pain points and untapped opportunities that no email chain ever could.
Balancing Innovation with Humanity
The Osa Collaborative Visibility Platform is built on cutting-edge integration technology, but we’re also deeply rooted in empathy. As Aaron discussed in the episode, AI can improve pipeline velocity, but it can’t replace the intuition of a skilled salesperson or the reassurance of a real conversation.
That’s why we design our solutions with both automation and human workflow in mind. Our goal? To help customers move faster, make smarter decisions, and deliver better experiences without losing the personal touch that drives trust and long-term success.
Driving Measurable Impact, Together
The end goal isn’t just a signed contract. It’s measurable, scalable success for our customers. Whether that’s gaining real-time inventory visibility, reducing order latency, or improving delivery SLAs, we measure our impact not by what we sell—but by how we help businesses grow.
Listen now to hear Aaron’s insights on what we stand for at Osa Commerce: technology that empowers, people who care, and partnerships that go the distance.
