Questions to Ask
Before You Decide
Anything.
A questionnaire for your next renewal or vendor conversation — as Seismic and Highspot merge.
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The merger is real.
The questions matter.
Seismic and Highspot are two companies that helped define what sales enablement looks like today. Their merger is a significant moment for the category. It’s also a moment worth understanding clearly — because “both platforms will be supported” and “innovation will accelerate” doesn’t answer the questions your renewal conversation needs to answer.
Gartner’s independent analysis characterized this as “defensive consolidation against pricing, CRM overlap and AI threats” and recommended customers keep renewals to one year, demand price and opt-out protections, secure data egress, and diversify with AI-native vendors.
“Both platforms will continue to be supported” appeared in the Seismic-Highspot announcement, in the Bigtincan-Showpad announcement four months earlier, and in the Clari-Salesloft merger before that. In each case it was an accurate statement — and in each case, eventually one platform won.
Use this questionnaire in your next renewal or vendor conversation. Every question has a right to a direct, written answer.
“Keep renewals to one year, demand price/opt-out protections, secure data egress and diversify with AI-native vendors.”
February 13, 2026
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Which product survives — and when will you know?
The most consequential unknown in any platform merger: which product actually survives, and when you will know.
“Both platforms will continue to be supported” appeared in the Seismic-Highspot, Bigtincan-Showpad, and Clari-Salesloft announcements. In each case it was accurate — and in each case, eventually one platform won. Ask for decision criteria, not just the current posture.
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Lock in protections before the leverage shifts.
Pricing leverage shifts in a merger, usually away from the customer. This window — before you re-sign — is the one that matters.
“Keep renewals to one year, demand price/opt-out protections, secure data egress and diversify with AI-native vendors.” — Bushée & Yetman, Feb 13, 2026
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Establish your rights now — not when you need to leave.
Platform mergers create data risk most customers don’t discover until they need to leave. Establish your rights now.
If data egress rights aren’t explicitly in your contract, you may not own a clean exit. This is worth a legal review before your next signature.
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Your SLAs are not automatically preserved.
In PE-driven mergers, support is where efficiency decisions tend to show up first. Your CSM relationship and your SLAs are not automatically preserved.
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Which AI architecture wins — and what does that mean for you?
Both platforms had separate AI architectures. Understanding which survives and what it means for your roadmap commitments is essential before you sign.
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Before any of the above:
this one is worth sitting with.
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At 10x the rate of change, the gap doesn’t scale linearly. It compounds.
Portal-based enablement was designed for a market where change happened quarterly. Products now ship weekly. The half-life of what a rep knows accurately is shrinking faster than any training cadence can compensate for. Forrester found 70% of sales content goes unused — this happens when reps can’t access the answers, coaching, and knowledge they need as they’re selling. A bigger portal doesn’t solve a timing problem.
Ask yourself: how many times did your product, pricing, process, or messaging change in the last 90 days? What percentage of your reps in active deals knew about each change within 48 hours and could speak to it accurately on a call? The gap between those numbers is the real cost of the model you’re evaluating. At 10x the rate of change, that gap doesn’t scale linearly. It compounds.
See what AI-native enablement looks like
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