GTM Confidence Index FY27 Survey

Please answer all required questions before continuing.

Welcome to the GTM Confidence Index FY27 Last year only 9% of B2B commercial leaders were highly confident in achieving their growth targets. A year on, has that changed? Your response shapes the benchmark.

Establishing Perspective

Tell us about yourself and your organisation — 6 questions

Q1Required

Which of the following best describes your current role?

Chief Executive Officer (CEO)

Chief Marketing Officer (CMO)

Chief Revenue Officer (CRO)

Chief Growth Officer (CGO)

Other (please specify)

Q2Required

What is the approximate size of your organisation (FTE)?

1–49 employees

50–249 employees

250–999 employees

1,000–4,999 employees

5,000–10,000 employees

More than 10,000 employees

Q3Required

What is your company's annual revenue?

Under $10M

$10M–$49M

$50M–$199M

$200M–$999M

$1B–$4.9B

$5B+

Q4Required

What best describes your company's current funding status?

Private equity (PE) backed

Venture capital (VC) backed

Bootstrapped / self-funded

Public company (post-IPO)

Subsidiary of a larger group

Other (please specify)

Q5Required

Which industry best describes your company's primary focus?

Consumer Goods & Retail

Energy / Utilities

Financial Services

Healthcare / Life Sciences

Manufacturing / Industrial

Media / Communications

Professional Services / Consulting

Public Sector / Government

Technology / SaaS

Other (please specify)

Q6Required

Which region does your organisation primarily operate in?

North America

Europe

Middle East & Africa

Asia-Pacific

Latin America

Global operations (no single dominant region)

Strategic Insights

Growth posture, targets, and confidence — 8 questions

Q7Required

Which best describes your organisation's current growth posture?

Aggressively pursuing growth

Moderately pursuing growth

Maintaining current position

Focused on cost containment

Retrenching or downsizing

Q8Required

What is your organisation's target revenue growth for the next 12 months?

1–5%

6–10%

11–20%

21–30%

31%+

No growth target set

Q9Required

Where do you expect the majority of your growth to come from?

Select up to two answers

Existing customers – upsell/cross-sell

New customers in existing markets

New geographical markets

New products or innovations

Partnerships or alliances

M&A or inorganic growth

Other (please specify)

Q10Required

What is the primary factor driving your current growth strategy?

Emerging market opportunity

Increased competitive pressure

Major market disruptions (e.g. AI, tech shifts)

Regulatory changes

Economic conditions or uncertainty

Shifts in customer demand

Internal strategic shift alignment

Other (please specify)

Q11Required

Do you believe your current budget and headcount are sufficient to achieve your growth targets?

Yes, fully sufficient

Mostly sufficient

Not sufficient

Not sure

Q12Required

Which strategic initiatives is your organisation prioritising over the next 12–24 months?

Select up to two answers

Entering new markets

Launching new products or services

Investing in AI / digital capabilities

Expanding partner ecosystems

Hiring and talent expansion

Operational efficiency / cost optimization

M&A / inorganic growth

Brand repositioning

Q13Required

How confident are you in your organisation's ability to achieve its stated growth targets in the next 12 months?

Very confident

Somewhat confident

Not very confident

Not confident at all

Not sure

Q14Required

What is the primary reason for your confidence?

Select up to three answers

Strong execution plan

Sales and marketing teams are well aligned

Budget sufficiently supports plan

Strategy is strong and market-led

Product-market fit is strong

Team capability

Strong data visibility

Other

Q14Required

What is the primary reason for your lack of confidence?

Select up to three answers

Execution plan is weak

Sales and marketing misalignment

Budget or resources were insufficient

Strategy was unclear or incorrect

Product-market fit challenges

Talent or capability gaps

Poor data or visibility

Market conditions changed

We moved too slowly

Unsure

Other

GTM Insights

Budget, pipeline, AI and decision-making — 8 questions

Q15Required

Which areas receive the majority of your GTM budget today?

Select up to three

Brand & awareness

Content & thought leadership

Events & sponsorships (field, virtual, industry)

Paid media / performance marketing

Product marketing and positioning

Partner or channel marketing & enablement

Sales team growth and enablement (hiring, training, tooling)

Revenue operations & GTM technology stack

Customer marketing / expansion programs

SDR team development

Other (please specify)

Q16Required

Which activities currently contribute the most to your qualified pipeline?

Select up to three

Inbound marketing (e.g. content, SEO, webinars)

Outbound SDR/BDR prospecting

Paid media campaigns

Partner or channel referrals

Events or field marketing

Executive or founder networks

Product-led motion (free trials, freemium)

Other (please specify)

Q17Required

How would you describe the relationship between sales and marketing in your organisation?

Fully aligned

Mostly aligned

Partially aligned

Misaligned

Not sure

Q18Required

Compared to 12 months ago, how has your overall GTM budget changed?

Increased significantly

Increased moderately

Stayed the same

Decreased moderately

Decreased significantly

Q19Required

Which statement best describes how GTM decisions are made in your organisation?

Select up to two

Primarily based on experience and judgement

Primarily based on historical reporting

Based on integrated customer and performance data

Based on real-time customer and market signals

Based on AI-assisted insights and continuous feedback loops

Q20Required

Which capability would most improve your organisation's GTM operating system today?

Better customer and market signals

Faster response to changing market conditions

Higher-quality customer and prospect data

Better use of AI-driven insights

Stronger feedback loops between teams

Better measurement and performance visibility

Greater automation of GTM processes

Better alignment between sales, marketing and customer success

Other (please specify)

Q21Required

To what extent is AI shaping your go-to-market (GTM) strategy?

Central to our GTM strategy

Significant influence, mostly in enablement or productivity

Actively exploring use cases but not yet adopted

Not currently influencing GTM

Not sure

Q22Required

In which areas is your organisation currently using AI within GTM?

Select all that apply

Content creation

Campaign optimization

Intent data or lead scoring

Customer segmentation

ABM targeting

Sales enablement

Forecasting and planning

Customer success and retention

We're not currently using AI in GTM

GTM Tech

Tech stack, AI investment and ROI — 6 questions

Q23Required

How would you describe the state of your current GTM tech stack?

Best-in-class

Modern but fragmented

Basic

Outdated or patchwork

Not sure

Q24Required

How would you describe your current level of GTM tech investment?

Actively investing

Maintaining

Minimal investment

Reducing

Not sure

Q25Required

How has your investment in AI-enabled GTM tools or services affected commercial performance over the past 12 months?

Significant positive impact

Moderate positive impact

Too early to tell

No measurable impact

Negative impact

No meaningful AI investment

Q25Required

What changed most as a result of your AI-enabled GTM investment?

Select up to two answers

Pipeline volume

Pipeline quality and conversion rate

Sales cycle speed

Targeting and ICP precision

Team productivity

Forecast accuracy

Customer retention or expansion

Q26Required

Which best describes the external support your organisation receives for AI within your GTM activities?

Strategic advice

Software platform

Managed service

Combination of strategy, technology and execution

No external AI-enabled GTM supplier

Q27Required

When AI-enabled GTM investments underdeliver, what do you think is most often the real reason?

Limited use cases

Poor adoption / change management

Lack of expertise

Data quality issues

Integration challenges

Unclear ownership

Budget constraints

Not prioritising AI

Other (please specify)

Q28Required

What would most improve the commercial return on your AI-enabled GTM investment?

Better CRM / data quality

Clearer ICP

Greater adoption

Better integration

More supplier accountability

Stronger internal AI capability

More focused use cases

Other (please specify)

Final Step

Validate your response and claim your early access report

Q30Optional

Please provide your company name to help us validate the data.

This will not be included in the survey — your response remains anonymous.

Company name

Q31Optional

Any additional insights, challenges, or opportunities we haven't covered?

Q32Required

Would you be open to a 20-minute interview to provide more context on your answers?

Yes

Q33Required

Please provide your name.

First name

Last name

Q34Required

Please provide your business email address.

Your email is used to validate your survey response and ensure the integrity of the dataset. We'll also send your early access copy of the findings report to this address ahead of the public release in September 2026.

Business email address

Q35Required

Would you like to receive the early access report with industry benchmarks from this survey?

Yes — send me early access

No thanks

✓

Thank you for your response

Your perspective contributes to the GTM Confidence Index FY27 — one of the most comprehensive benchmarks of B2B commercial leadership available.

You'll receive early access to the findings at the email address you provided, ahead of the public release in September 2026.

34 questions completed Magnus Consulting · FY27

Questions? Contact jessica.pie@magnusconsulting.co.uk

The GTM Confidence Index

Establishing Perspective

Which of the following best describes your current role?

What is the approximate size of your organisation (FTE)?

What is your company's annual revenue?

What best describes your company's current funding status?

Which industry best describes your company's primary focus?

Which region does your organisation primarily operate in?

Strategic Insights

Which best describes your organisation's current growth posture?

What is your organisation's target revenue growth for the next 12 months?

Where do you expect the majority of your growth to come from?

What is the primary factor driving your current growth strategy?

Do you believe your current budget and headcount are sufficient to achieve your growth targets?

Which strategic initiatives is your organisation prioritising over the next 12–24 months?

How confident are you in your organisation's ability to achieve its stated growth targets in the next 12 months?

What is the primary reason for your confidence?

What is the primary reason for your lack of confidence?

GTM Insights

Which areas receive the majority of your GTM budget today?

Which activities currently contribute the most to your qualified pipeline?

How would you describe the relationship between sales and marketing in your organisation?

Compared to 12 months ago, how has your overall GTM budget changed?

Which statement best describes how GTM decisions are made in your organisation?

Which capability would most improve your organisation's GTM operating system today?

To what extent is AI shaping your go-to-market (GTM) strategy?

In which areas is your organisation currently using AI within GTM?

GTM Tech

How would you describe the state of your current GTM tech stack?

How would you describe your current level of GTM tech investment?

How has your investment in AI-enabled GTM tools or services affected commercial performance over the past 12 months?

What changed most as a result of your AI-enabled GTM investment?

Which best describes the external support your organisation receives for AI within your GTM activities?

When AI-enabled GTM investments underdeliver, what do you think is most often the real reason?

What would most improve the commercial return on your AI-enabled GTM investment?

Final Step

Please provide your company name to help us validate the data.

Any additional insights, challenges, or opportunities we haven't covered?

Would you be open to a 20-minute interview to provide more context on your answers?

Please provide your name.

Please provide your business email address.

Would you like to receive the early access report with industry benchmarks from this survey?

Thank you for your response