Closing the 2026 Go To Market Performance Gap

Overview

Enterprise go-to-market leaders are investing heavily in advanced tech stacks and AI. Yet in 2026, a clear operational contradiction has emerged: strategic confidence is outpacing execution consistency.

According to Highspot’s latest research, The 2026 GTM Performance Gap – Why confidence is growing faster than consistency and what leaders can do about it , 98% of revenue leaders believe their strategy is standardised, yet only 53% achieve consistent outcomes.

This gap comes at a significant cost. Organisations estimate they could improve performance by 8.5% within 12 months through more consistent execution alone — the equivalent of $85M in untapped revenue for a $1B business.

When strategy fails to translate into active deals, the impact is clear: unpredictable forecasts, stalled initiatives, and AI investments that amplify activity rather than drive revenue.

What We’ll Discuss

This session moves beyond the AI hype to focus on the critical execution gaps impacting revenue performance:

The System & Adoption Leak - Addressing fragmented systems and the reality that nearly half of new GTM initiatives fail to gain traction in the field.

The AI Acceleration Gap - Exploring how to align operating models with AI adoption, as 76% of organisations report adoption outpacing their ability to operationalise it — limiting its impact on revenue outcomes.

What we will cover

• 1. The Evolving Role of the Network in Digital Strategy How connectivity is becoming central to enabling digital transformation and innovation.
• 2. Security and Identity in Always-On Environments Managing access, identity, and trust in increasingly distributed and automated systems.
• 3. Integrating Platforms, Partners and Data Flows Building scalable ecosystems that connect internal systems with external partners and platforms.
• 4. Scaling Innovation Without Losing Control Supporting AI and digital initiatives while maintaining governance, security, and compliance.
• 5. Supporting AI and Real-Time Workloads Ensuring infrastructure can handle increasing data volumes, speed, and complexity.

Agenda

• 11:45 am Delegates arrival Registration(Factor Hour)
• 0:15 pm Welcome Drinks and Refreshments(Factor Hour)
• 0:30 pm Opening Remarks(Factor Hour)
• 0:45 pm Interactive Discussions(Factor Hour)
• 2:00 pm Closing Remarks(Factor Hour)
• 2:05 pm Networking Drinks and End Of Session(Factor Hour)

Partners

• Highspot · Bespoke Roundtable Highspot helps companies worldwide improve the performance of their sales teams by turning strategic initiatives into business outcomes. Our unified sales enablement platform gives revenue teams a single solution to elevate customer conversations and drive repeatable revenue, bringing together native content and guidance, training and coaching, and engagement intelligence – all supported by actionable analytics. Highspot delivers unmatched customer support, with 100 percent of our customers recouping their sales enablement investment. Trusted by Aetna, a CVS Health company; DocuSign, Dow Jones, General Motors, Nestle, Twitter, Verizon Media and many more, we are proud to drive strategic growth for leading companies across the world. As a global company powered by diverse talent, Highspot has earned perennial recognition on Fortune Magazine's and Glassdoor's Best Places to Work lists.

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