"Enablement platforms Seismic and Highspot today announced a definitive agreement to merge. The companies are two of the leaders in sales enablement software. Once the merger closes, the combined company will operate as Seismic and be led by Seismic CEO Rob Tarkoff. Robert Wahbe, founder and CEO of Highspot, will join the board of directors of the combined company. Permira, through funds that it advises, has invested in Seismic since 2020 and will remain the controlling shareholder following closing."
"Most enablement platforms started as sales enablement platforms and included four core capabilities: content management for sales teams, readiness, guidance and workflows and analytics. As revenue organizations evolved, firms like Forrester started referring to the category as revenue enablement, in a nod to the need for marketing, sales, customer success and other pre-sales roles like business development reps to collaborate within the platforms."
"It's a tricky area for vendors to demonstrate ROI. The effectiveness of these platforms depends heavily on teams' willingness to use the features properly and regularly. In large, global organizations, enablement platforms need to understand local governance and multilingual and multicultural content needs. Then, of course, there is the integration challenge. Among the tools that need to connect to modern enablement platforms are CRM, email, meeting applications, chat apps, content management systems, digital asset management, learning management systems, conversational intelligence and more."
Seismic and Highspot will merge into a single company operating as Seismic, led by Seismic CEO Rob Tarkoff, with Highspot founder and CEO Robert Wahbe joining the combined company’s board. Permira will remain the controlling shareholder through funds it advises. Enablement platforms originated as sales enablement tools with core capabilities: content management, readiness, guidance and workflows, and analytics. The category shifted toward revenue enablement to include marketing, sales, customer success and pre-sales roles like business development reps. Platform ROI is hard to demonstrate because effectiveness depends on regular, proper user adoption. Large organizations require local governance and multilingual content support, and platforms face broad integration challenges across CRMs, communications, CMS, DAM, LMS and conversational intelligence. Both companies plan continued AI feature development to improve navigation, integration and data-silo reduction.
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