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The 2026 Go-to Market Insights Report

Discover key benchmarks and trends sharing go-to-market strategies for growth-stage B2B businesses. This annual report captures learnings from the Level Equity portfolio to guide go-to-market priorities for 2026.

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Watch video : The 2026 Go-to Market Insights Report

Insights from growth-stage B2B pioneers across industries

Top Takeaways for B2B Go-to-Market Strategies

  • Funnel Conversion is Improving

    Funnel conversion rates are up YoY, with clear tactics that are driving impact.

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  • Outbound Delivered Volume but not Effectiveness

    Operational maturity and AI tools supported an increase in meetings booked, but meeting booking rate declined.

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  • Emerging AI Contribution to Pipeline & Productivity

    Experimentation continues while essential use cases emerge.

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Achieve Greater Efficiency Through Funnel Conversion Optimization

Conversion rates were up YoY across funnel stages.

Conversion rates by deal size, ASP under $20k / $20k–49k / over $50k, and YoY change: Lead > MQL 55%, 51%, 30% (+46%); MQL > Meeting Completed 52%, 50%, 45% (+38%); Meeting Completed > Pipeline 71%, 59%, 59% (+29%); Pipeline > Closed Won 37%, 24%, 28% (+37%)

Outbound Efforts Drove More Meeting Volume but Booking Rate Declined

  • Outbound meeting booked per SDR

    +25% YoY

  • Number of Prospects Targeted to Book a Meeting

    Survey Year

    • 2023: 86
    • 2024: 137
    • 2025: 150

    Average Number of Prospects Targeted to Book a Meeting

AI is Becoming Core to the Customer Journey and GTM Tech Stacks

  • 29% generated pipeline from LLMs

    29%

  • 7% of monthly web traffic from LLMs

    7%

  • Companies that use AI-driven enrichment convert prospects

    2x higher meeting booking
    conversion rate

Ready to benchmark your business?

Download the Level Equity 2026 GTM Report for the benchmarks and trends that growth-stage B2B SaaS businesses need to know this year.

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Pages of the Level Equity 2026 Go-to-Market Insights Report

Providing bespoke guidance to best-in-class software pioneers

Level Equity is a private investment firm focused on providing growth capital to rapidly growing software businesses. We invest in long-term growth through equity and structured capital business lines and provide hands-on strategic guidance with our in-house value creation engine, NextLevel Operations.

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