Two of the biggest enablement players to join forces

Seismic and Highspot have announced an agreement to merge, marking a union for two of the biggest players in the fast-growing sales enablement space. The combined company will operate as Seismic and will be led by Seismic CEO Rob Tarkoff. Robert Wahbe, founder and CEO of Highspot, will join the board of directors of the combined company.

“There is a growing demand for technologies that help organizations connect sales strategy to execution and drive consistent revenue performance at scale,” Tarkoff said in the press release.

Private equity firm Permira has been an investor in Seismic since 2020 and will remain the controlling shareholder following the closing of the deal. Both companies will operate independently until the transaction closes and, following the merger, both platforms will continue to be supported.

“We will have the opportunity to move the revenue enablement space forward by giving customers more innovation, more insights leading to actions, and more confidence in how they drive performance across their GTM teams,” Wahbe said in the release.

The growth of enablement

Last year, Seismic told Revenue Brew it had achieved its first full fiscal year of profitability. According to founder and former CEO Doug Winter, it was also approaching $400 million in annual recurring revenue.

While Seismic and Highspot have emerged as leaders, the sales enablement space is becoming more crowded than ever. Platforms like Gong, Mindtickle, and Allego are distinguishing themselves with diverse offerings like digital sales rooms and bespoke coaching tutorials.

It’s clear the growth of revenue tech is creating both opportunities and complications for global organizations, especially as AI changes the game. On the one hand, the ability to engage buyers with highly personalized content is becoming an essential part of the toolkit (especially when there’s evidence that much of the buyer journey happens before interaction with a salesperson). On the other, the meeting point of technological advancement and the nuance of human interaction remains a core issue for revenue orgs.