"Unsure about our Highspot renewal."

Q: Which contract that you renewed recently was the hardest one?

Highspot. We renewed it because we did not have the right resources to migrate off of it. I just do not see the value; it has become a content repository. And in the age of AI and MCPs, just having it as a content repository will not cut it.

Erdem: What's the adoption rate like?

Maybe 20, 25%.

Q: What have you been cutting from your stack recently?

I'm going to cut anything without MCP support. If a tool cannot plug into the agentic layer, it's gone. It becomes a dead end. We will drop our social prospecting tool. I just do not see the value. We do have Clay, we do have Gong, we do have Claude right now. If I'm able to provide all of the right contacts with all of the most up-to-date contact details in our CRM, then they do not need it.

Q: What have you recently added to your stack?

Claude for Enterprise. And we stopped using it just as a chatbot. Now we are embedding it into all kinds of go-to-market workflows: rep briefings, pipeline QA, qualification scoring.

Q: Which tool that you're using do you think has the best value for money?

Gong. I really love Gong. I feel like it's one of the most underrated tools. People just use it for conversational insights. We have smart trackers synced to Salesforce, we're running pipeline QA through transcripts, and we're building towards fully automated qualification scoring and account scoring within Gong. Most teams use it for 20%. We're using it for 100%.