Vitulli Bets on Data, Not Headcount, to Scale Alternatives Distribution

Vitulli, vice president of marketing at real estate investment firm Passco Companies, works mainly with registered investment advisers and broker-dealers, where familiarity with alternatives varies widely. Rather than simply pitching products, he has focused on helping advisers understand how alternatives work, where they fit in client portfolios and how to explain their value.

Vitulli has built advisor-facing tools, including interactive models tailored to specific Delaware statutory trust markets, that make complex investment decisions easier to evaluate. He has also produced data-driven market commentary that turns multifamily trends, such as cap-rate shifts, regional supply pressures and changing fundamentals, into insights advisers can use with clients.

The aim is to move advisers past surface-level product knowledge toward a deeper grasp of the underlying investment thesis.

Passco’s four-person wholesaling team carries an ambitious annual equity goal. Working with the corporate marketing group, Vitulli helped lead development of a more automated DST equity-raising system built around targeted advisor outreach, professional communication templates and educational content. He also introduced tighter segmentation and repeatable workflows to cut redundancy and focus the team on its highest-value relationships.

The result is a leaner, more scalable fundraising model that shifted Passco from a largely manual process to a systematic, data-informed one. Over the past year, Vitulli has led initiatives spanning sales and marketing, from advisor targeting to operational efficiency, efforts that contributed to record fundraising results.

Rather than treating a strong year as a one-off, he has concentrated on building the processes, technology and collaboration needed to repeat it without relying solely on more headcount.

Vitulli joined an already high-performing organization and chose to complement its relationship-driven culture rather than reinvent it. He brought ideas on advisor intelligence and data-informed outreach, then worked with existing teams to fold them into Passco’s strategy.

Outside work, he supports charitable organizations through donations, volunteering and fundraising events, and shares his expertise with colleagues and at industry events.

Vitulli believes relationships will remain essential, but that the winning firms will be far more systematic about finding the right advisers, understanding their businesses and delivering useful information at the right moment.

At Passco, that already means targeting advisers using SEC Form ADV data, AI-assisted content development, automated outreach and analytical tools that help advisers make decisions. His view is simple: The future of alternatives belongs to firms that pair strong relationships with superior intelligence, systems and execution.