GTM Research
Ross Sylvester, Co-Founder & CEO, Adrata | Feb 2026 | ~4 min read
We're building the most comprehensive dataset on how revenue leaders are actually navigating the AI transition. Not vendor surveys. Not analyst projections. Direct data from the CROs, VPs of Sales, and revenue leaders doing the work.
Why this matters: Every CRO we talk to is making bets right now — on AI SDRs, on agent deployment, on org restructuring, on buyer intelligence. But they're making these bets mostly blind. There's no shared dataset on what's actually working.
We're changing that.
The 5-Minute GTM Intelligence Survey
We're collecting responses from revenue leaders to build the definitive benchmark on AI in GTM. The data will be published openly — every respondent gets access to the full, anonymized results.
What we're measuring:
Section 1: Your GTM Configuration
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What's your current ARR range?
- Under $10M
- $10M - $50M
- $50M - $150M
- $150M - $500M
- $500M+
-
How many quota-carrying sellers do you have?
- 1-10
- 11-25
- 26-50
- 51-100
- 100+
-
What's your primary ACV?
- Under $25K
- $25K - $75K
- $75K - $200K
- $200K - $500K
- $500K+
-
Average sales cycle length?
- Under 30 days
- 30-90 days
- 90-180 days
- 180-365 days
- 365+ days
Section 2: AI Deployment Status
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Which AI tools have you deployed in your GTM motion? (Select all)
- AI SDR / automated outbound
- AI email writing / copilot
- AI call coaching / analysis
- AI forecasting
- Buyer intelligence / signal detection
- AI-powered CRM
- AI research / account planning
- None yet
-
What percentage of your pipeline is AI-sourced?
- 0% (all human-sourced)
- 1-10%
- 11-25%
- 26-50%
- 50%+
-
How has AI affected your headcount plans for 2026?
- Hiring more sellers (AI creates capacity for growth)
- Hiring the same number
- Hiring fewer sellers than planned
- Reducing headcount (AI replacing roles)
- Restructuring roles entirely
Section 3: What's Working
-
Rank these AI applications by actual ROI (1 = highest):
- Automated prospecting
- Call analysis and coaching
- Pipeline forecasting
- Buyer research and intelligence
- Content and email personalization
- Meeting scheduling and admin
-
What's the single biggest AI win in your GTM this year? (Open text)
-
What AI bet has NOT worked? (Open text)
Section 4: The Hard Questions
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In 2027, will your SDR team be:
- Larger than today
- About the same
- Smaller (partially replaced by AI)
- Gone (fully replaced by AI)
- Restructured into a different role
-
The biggest obstacle to AI adoption in your revenue org is:
- Data quality / CRM hygiene
- Rep adoption / change management
- Tool fatigue (too many vendors)
- Unclear ROI
- Leadership skepticism
- Budget
-
Do you believe AI will fundamentally change how enterprise deals close?
- Yes, within 2 years
- Yes, within 5 years
- Somewhat, but the core motion stays the same
- No, enterprise sales is inherently human
-
What's the #1 topic you wish you had better data on? (Open text)
What Happens With Your Data
- Anonymized and aggregated. Your individual responses are never shared.
- Published quarterly. We'll release the full dataset with analysis every quarter.
- Segmented by stage. Results broken down by ARR range, ACV, team size — so you can benchmark against peers, not the market average.
- Early access. Survey respondents get results 2 weeks before public release.
Why We're Doing This
I started my career in market research. Before Adrata, before enterprise software, I was doing conjoint analysis — decomposing what people actually value by analyzing their choices, not their stated preferences.
The insight from conjoint analysis that stuck with me: people don't know what they want until you show them the tradeoffs. A CRO might say they want "better AI tools," but when forced to choose between better prospecting vs. better intelligence vs. better coaching, the real priorities emerge.
That's what this survey is. A forcing function for the GTM community to get honest about what's actually working, what's failing, and what matters most.
The state of AI in GTM is too important to be defined by vendor case studies and analyst guesses. It should be defined by the people doing the work.
Take the survey above. Results published March 2026.
Have questions? Reach out: ross@adrata.com