The Buyer Group Index answers the question: Where does B2B GTM go from here?

Every sales, marketing, and revenue leader knows the fundamentals for B2B go-to-market have changed. We just haven't had a clear answer about what works in this new world.

Now we do. Developed in partnership with the ANA and NewtonX, the Buyer Group Index (BGI) gives you research-backed data on how effective your GTM practices are based on what's been proven to work for other organizations.

Why take the assessment

Find out your organization's top GTM strengths, and where you're where you can improve impact.
See how you compare to top-performing organizations across multiple dimensions.
Get a plan for where to focus your efforts to improve commercial outcomes.

Top performers see up to 70% higher pipeline velocity

Only 25% of organizations score as top performers

Connected data ranks No. 1 in effectiveness but last in performance

How to get your BGI score

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The assessment takes approx. 15 minutes to complete — it's a deep look at your entire GTM operation
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When you finish the questions, you'll receive an overall index score and benchmarks across 4 key practice areas
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You'll also see your top 5 practices and 5 critical focus areas
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If you want a more detailed custom analysis, you can register to receive one

The BGI helps you set the right conditions to flourish

Executing the old playbook better won't solve your pipeline problems; the changes are structural. Buying group journeys are now self-organized, mostly hidden, and increasingly influenced by AI.

It takes a specific set of practice strengths to influence buyers when it counts. The BGI will help you understand where to focus your efforts to thrive in these new circumstances.

About the Buyer Group Index

The BGI is commissioned by Pretzl in partnership with the ANA, and conducted by independent research firm NewtonX.

It evaluates 28 practices across four pillars and assigns weights based on how much they drive progress in five commercial outcomes: pipeline value, velocity, time to market, efficiency, and GTM confidence.

The study surveyed 200 senior GTM leaders globally and correlated their practices with the relative success of their GTM efforts to pinpoint the practices that most impact success. Interested in seeing the complete BGI research? Explore the report.