The Cost of the Revenue Context Gap
Revenue teams have spent more on technology, and warning signs still show up too late to act on. See what 500 US revenue leaders say about the cost, and what they want instead.
Research from 500 US revenue leaders
SciFin commissioned Censuswide to survey 500 US sales and revenue operations leaders in September 2026. Respondents ranged from chief revenue officers and VPs of sales to frontline sales managers and RevOps directors.
What revenue leaders are saying
“Every tool we added meant more fragmentation and a bigger bill, not better decisions.”
Bryan SmithCEO, Expedient“We have data living everywhere, whether it's in Salesforce or different applications, spreadsheets. It's very hard to get control over this data.”
Reid ConklinVP of Sales, Bridge IT Consulting“We were piecing together our CRM, Slack, and call transcripts just to run the forecast.”
Surojit ChatterjeeFounder & CEO, EmaKey findings
Four things the research shows about where revenue context breaks down.
More spending hasn’t brought more visibility.
64.8% increased revenue-system spending, yet 78.0% were still blindsided by a deal they lost.
Revenue teams can’t trust what their CRM shows.
81.2% say CRM updates reflect typing, not reality, and 77.2% look outside the CRM for answers.
People end up fixing the data by hand.
Leaders lose 6.1 hours a week chasing deal status, and 7.6 people mostly fix broken data.
Leaders stay accountable for a number they can’t verify.
74.8% can’t claim strong confidence to their board, and 71.2% find deal risk too late to save.
