The ups and downs of 2022 and Q1 2023 seem to have leveled off in April with go-to-market (GTM) leaders reporting average performance and revenue attainment.  However, in a recent...

Get insights on revenue attainment, fundraising, the job market, and much more in Pavilion's Q2-2024 Pulse Report.

A promising 56% of executives met or surpassed their revenue targets in Q1-2024, marking a significant improvement from 39% during CY-2023.

Continue reading to get the latest GTM insights from B2B executives in the Pavilion community.

February revenue attainment dropped to 49%, down 17% from January. This was mainly due to tough market
conditions, longer sales cycles, and increased churn.
But it's not all doom and gloom. Some companies found their stride by cutting waste, focusing on Profitable
Efficient Growth (PEG), and sharpening their pipeline management, which helped them meet or even surpass
their February targets.
Some good news - quota attainment has increased month-over-month in 2024, with 44.4% of reps hitting
quota in March, compared to 41.5% in January. Reps selling deals in the $50k - $100k range have the most
difficulty hitting quota.
On the employment side, the picture is mixed. While nearly 70% of executives are on the lookout for new hires,
February saw a 20% layoff rate, slightly up from January. Sales and marketing roles bore the brunt of these cuts,
highlighting the volatility of these positions. With one in four executives bracing for layoffs this year, many
anticipate a challenging road ahead in April and June

Nearly 66% of executives surveyed reported hitting or exceeding their revenue targets in January, compared to just 39% in 2023. Discover more up-to-date insights in February's Pulse Report.

Nearly 3 in 5 executives met or exceeded November revenue targets, a slight improvement from October. More sales teams hit quota November. Discover more up-to-date insights in December's Pulse Report.

Just over half of executives we surveyed met or exceeded revenue targets in October, a modest improvement from September.
Download the November 2023 Pulse report for more data and insights.

More than half of executives failed to meet revenue targets in September, showing a consistent trend throughout the year. Discover more up-to-date insights in October's Pulse Report.

GTM leaders are looking to grow in 2024, despite missing quotas and lowered targets throughout 2023, with 36% of respondents reporting their primary focus as cross-sells, up-sells, and expansion.

Uncertainty continues to cloud GTM leaders' view of 2023. While things have improved since 2022, there is still no clear path ahead for many, and hyper-growth is less of a priority than maintenance.

The summer slowdown continues to live up to its name with the largest percentage of respondents reporting revenue for July 2023 as slightly below target, and naming July and August as the slowest months for growth.

In our October Pulse survey we found that September revenue was up, but respondents are still uncertain about the future.

With layoffs, inflation, and a possible recession on the minds of revenue leaders, the feeling heading into the end of the year is one of trepidation. However, this month's data confirms the trends we've been seeing - staying the course and doubling down on what works for your business is the surest way through. Download our October Pulse report for more details on revenue and hiring in September.

Results from our September Pulse survey were mixed, with 60% reporting higher new revenue than last month, but also a higher percentage of layoffs. In fact, we found that August...

We surveyed 200 Pavilion Executive members on their company performance, outlook, and sentiment based on July 2022 results. We found that 68% of participants reporting missing their monthly target for July, hiring continues to slow, and more members have gone through layoffs.

Pavilion Executive members share their May 2022 performance metrics, plus plans for hiring, a potential recession, and 2H budgets.

Download the report to get a pulse on:

Revenue goals
Attainment in Q1
The job market
The impact of the regional banking crisis

2H 2022 hit our members hard with below average performance, layoffs, and adjusted goals. The past six months of Pulse data show these trends and point to potential strategies for 2023.

As we mentioned last month, growth-stage companies might feel the cash squeeze this summer as funding remains tight and revenue performance stays stagnant

The underlying theme for Q1 2023 was uncertainty. Uncertainty around fundraising. Uncertainty around the job market. Uncertainty around future economic conditions. The regional banking crisis was a contributing factor to...

2H 2022 hit our members hard with below average performance, layoffs, and adjusted goals. The past six months of Pulse data show these trends and point to potential strategies for...