Let's talk about Product Marketing Management

You searched for “Highspot alternative” – so I’m guessing one of these is true: You evaluated Highspot, saw the pricing, and realized it’s built for a different size company than yours You’re on Highspot and the merger with Seismic has you rethinking your options You’re building your sales enablement stack for the first time and want to understand the landscape All three are valid. And all three lead to the same core question: What do you actually need from a sales content management tool, and how much should you pay for it?

Here’s a scenario I hear about all the time: Your marketing team spent three months evaluating sales enablement platforms. You picked Seismic because it checked every box on the RFP. Then implementation started. And kept going. Four months in, you’re still configuring content workflows. Your reps haven’t touched it. Your CMO is asking why the tool that was supposed to help sales find content is itself impossible to find value in.

In a world overflowing with options, it’s easy to get caught up in the race to add more features, more bells and whistles. But let’s pause for a moment and ask ourselves: What truly matters to our customers? Shifting the Spotlight to the Customer We often focus on what we think is impressive about our product – the cutting-edge technology (AI cough cough), the innovative features, the fancy design (rebrand! cough cough).

Pricing is your biggest lever that you probably spend the least amount of time testing and optimizing. I totally understand why – pricing is difficult to change (even when you’re small and especially when you are large), and you have to deal with complex questions of involving existing customers and even prospects in your pipeline. But having a pricing strategy that you manage like your product roadmap has outsized rewards. You can anticipate issues, build a plan, and enable Sales to be significantly more successful.