Commercial Operations Maturity in 2026
New research reveals an AI adoption gap in pricing, quoting, and contracting—and the revenue risks created by fragmented commercial systems across ERP, CRM, and contract management platforms.
Where commercial operations maturity is breaking down across pricing, CPQ, and contracting
The widening AI adoption and AI readiness gaps affecting revenue predictability
Benchmarks, risks, and recommendations based on insights from 1,200+ decisionmakers
Managing enterprise commercial operations has never been more complex. Markets are shifting quickly, costs are fluctuating, regulations are tightening, and customers expect faster, more precise buying experiences.
At the same time, leveraging AI in pricing, CPQ, and contracting promises faster decisions, smarter forecasting, and tighter revenue control. Expectations from boards and executive teams continue to rise, putting pressure on leaders to accelerate deal cycles, improve forecasting accuracy, and strengthen oversight and compliance. Yet most organizations still operate with a fragmented commerce chain.
Pricing may live in one system, quoting in another, and contracts somewhere else entirely. When platforms aren’t integrated into one system, friction across teams becomes inevitable.
To benchmark commercial operations maturity, we surveyed more than 1,200 commerce and contracting decisionmakers across industries including manufacturing, financial services, life sciences, retail, technology, and telecommunications.
“93% report that deals struggle to move smoothly across sales, legal, finance, pricing, and IT.”
This survey evaluates maturity across pricing, quoting, and contract lifecycle management, including quote-to-cash integration and broader commercial systems integration. The central finding: a widening AI adoption gap in enterprise pricing and contracting. Organizations are investing in intelligence, but their commercial foundations remain disconnected.
This report highlights where commercial operations maturity is breaking down—and what it means for revenue performance.
In pricing: Only 8% of organizations can confidently measure the business impact of their decisions, revealing gaps in pricing maturity and performance visibility.
In quoting: 45% lost a deal in the past six months due to slow quote approval, signaling constraints in CPQ workflows.
In contracting: 72% say slow contract processes increase compliance and business risk, reflecting uneven contract lifecycle management maturity.
Key insights into the AI adoption gap and AI readiness gap
Disconnected commercial operations systems create a hidden tax on growth: manual rework, delayed approvals, inconsistent governance, and reactive revenuerisk management.
Commercial operations maturity is no longer a conceptual framework—it is a critical differentiator for organizations seeking to reduce friction, manage risk, and maximize revenue.
Companies that unify pricing, CPQ, and contracting across ERP and CRM environments move faster, manage risk more effectively, and convert intelligence into performance.
See where your organization stands, benchmark performance, and shift from fragmented workflows to intelligent commerce.
