How does your go-to-market perform in the age of buyer groups?
The Buyer Group Index (BGI) is a global assessment to help GTM leaders navigate complex buyer journey groups and see where better performance can be created. Based on extensive ongoing research.
What is BGI?
A practical benchmark for how modern go-to-market actually performs
The Buyer Group Index (BGI) is a global assessment of hundreds of GTM leaders based on ongoing research. It is designed to show you how effective organizations navigate complex buyer groups — and how that translates into commercial performance.
Built on 28 GTM best practices and correlated to outcomes like pipeline velocity, efficiency, and time-to-market, it provides:
The average BGI score is currently 63 out of 100, a signal that most organizations are still early in adapting to how buying actually happens in the AI era.
Modern GTM teams have a buyer visibility problem
Buying groups are larger, more distributed, and harder to influence than ever before.
Their research happens earlier and often is invisible to you. AI is reshaping how vendors are discovered, evaluated, and shortlisted. Most teams understand this shift. What they haven't done is adapt how their go-to-market works. As a result, activity increases while outcomes remain difficult to improve. This is because the problem isn't effort. It's fragmented teams that don't operate as a system across the buyer journey and have limited visibility into who's involved, what information they need, when they need it, and where they engage.
Where do we go from here? That question is what led to this study.
Report
What the data shows
A small group is pulling ahead, and the gap is widening.
Only 25% of organizations are high performers.
And these high performers see up to a 70% increase in pipeline velocity and faster time-to-market.
At the same time, buying journeys are becoming less visible, and AI is reshaping how vendors are discovered, reducing how many even make the shortlist.
The takeaway is clear: Most teams are increasing their efforts without corresponding results, but while the leaders are building true systems that actually drive business outcomes.
The question is: Where does your organization sit and what should you fix first?
The full BGI report breaks down all 28 practices, showing exactly where performance is created and where it breaks down.
Explore the full BGI report
Assessment tool
How does your GTM measure up in the AI era?
See where your go-to-market actually stands
Understanding the market is one thing.
Understanding your position in it is another.
The BGI assessment benchmarks your organization against the study, giving you:
It's the beginning of a conversation most GTM leaders have been trying to have internally for months or longer.
Get Your BGI ScoreGet clarity in a complex buying system
While most GTM teams are busy, few are effective.
The difference is not effort. It's alignment.
BGI gives you a practical way to see your system clearly and a path to improve it.