Su vey of 301 comme cial leade s eveals gaps betwee co fide ce a d actual busi ess pe fo ma ce i p ici g, ebates, a d fi a cial fo ecasti g
The 2026 E able Comme cial I tellige ce Su vey
SAN FRANCISCO, Oct. 13, 2026 (GLOBE NEWSWIRE) —
Commissio ed by E able a d co ducted by I sightDy amo, the su vey i cludes 301 C-suite, VP, a d di ecto -level leade s at ma ufactu i g a d dist ibutio compa ies i the U ited States, U ited Ki gdom, Eu ope, Ca ada, a d ANZ with a ual eve ues of $350 millio to ove $4 billio . The esea ch exami ed p ici g speed, ebate ROI measu eme t, fi a cial team alig me t, ma gi visibility, a d o ga izatio al eadi ess fo AI.
“A team ca be co fide t i its ma gi a d still discove too late that ebates cha ged the eco omics of a deal. A p ice app oved today ca take a mo th to each custome s. Those gaps have a eal cost,” said Ma k Gilham, VP of Global Adviso y at E able a d the co-autho of this study. “The su vey shows that 97% of leade s expe ie ce ebate acc ual o t ue-up su p ises that fo ce efo ecasts. That tells us the ma ket is aski g fo co fide ce—co fide ce i the umbe s that d ive decisio s.”
The epo t u veils these five bli d spots:
Ma gi Visibility: 90% of leade s say they k ow thei t ue et ma gi afte ebates a d discou ts. O ly 51.5% have full visibility i to ebate a d discou t liability whe setti g a p ice.P ici g Speed: 57% believe they ep ice fast e ough to p otect ma gi . The ave age ep ici g cycle takes 30 days, a d du i g that delay, 92% lose at least 1% of affected eve ue; 32% lose 3–5%+.Rebate ROI Measu eme t: 98% say they ca measu e ebate ROI. O ly 22% ca p ove to leade ship that a p og am paid fo itself.Fi a cial Team Alig me t: 81% say comme cial a d fi a ce teams a e alig ed. 97% expe ie ced a ebate acc ual o t ue-up su p ise that fo ced a efo ecast i the past yea .AI Readi ess: 94% a k p ici g a d ebates as AI p io ities. O ly 30% epo t thei u de lyi g data is fully eady to suppo t AI; 15% admit sig ifica t data quality gaps.
“The five bli d spots look sepa ate,” co ti ued Gilham, “but they poi t to commo challe ges. The u de lyi g challe ge is that p ici g, ebates, a d fi a cial ope atio s ofte u o diffe e t data a d timeli es, a d ac oss diffe e t teams. O ga izatio s ca sta t by co ecti g those teams a d decisio s, a d the ag eei g o how they will measu e the esults.”
To make p og ess towa ds comme cial excelle ce, E able ecomme ds the followi g p actices:
U ify p ici g a d ebate data : Give comme cial a d fi a ce teams a sha ed, cu e t view of p ices, ag eeme ts, ebate liability, a d ma gi .Measu e outcomes : Defi e what success mea s befo e lau chi g a p ici g o ebate p og am, the eview ROI a d pe fo ma ce each qua te .Assig ma gi ow e ship : Make o e pe so o team accou table fo the full post- ebate ma gi pictu e ac oss p ici g, sales, a d fi a ce.Imp ove data quality befo e scali g AI : Co ect a d clea the u de lyi g data so automatio a d AI wo k f om eliable i fo matio .I vest i adoptio : T ai teams as p ocesses cha ge a d keep suppo ti g them afte a system goes live.
E able will host a webi a o Tuesday, Octobe 20 ( egiste he e) with I sightDy amo to go deepe i to these comme cial t e ds a d also discuss pote tial emedies fo compa ies that a e faci g these issues.
The full 2026 Comme cial I tellige ce Su vey i cludes detailed fi di gs by i dust y a d ole, be chma ks fo comme cial leade s to assess thei ow pe fo ma ce, a d case studies f om compa ies that closed these gaps. Dow load the epo t at https://i sights.e able.com/2026-comme cial-i tellige ce-su vey-2725
I sightDy amo co ducted the su vey fo E able i Ju e 2026. It su veyed 301 se io comme cial leade s at ma ufactu i g a d dist ibutio compa ies i Aust alia, Ca ada, New Zeala d, the U ited Ki gdom, a d the U ited States. Respo de ts ep ese ted compa ies with a ual eve ue f om $350 millio to mo e tha $4 billio . The 42-questio su vey measu ed self- epo ted pe ceptio s a d p actices; esults a e subject to the limitatio s of self- epo ted esea ch.
E able u locks Comme cial I tellige ce ac oss p ici g, ebates, a d comme cial ag eeme ts, givi g o ga izatio s the cla ity, co t ol, a d co fide ce to p oactively ma age fi a cial outcomes. B i gi g togethe p ici g a d ebate data, p ocesses, a d st ategies, E able delive s ma gi pe fo ma ce ma ageme t at scale—i tellige t, eal-time, a d built fo complexity. E able’s missio is to give eve y global supply chai custome the cla ity to t ade with co fide ce. Lea mo e at e able.com.
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A photo accompa yi g this a ou ceme t is available at https://www.globe ewswi e.com/NewsRoom/Attachme tNg/c0661285-c9e4-40f3-afab-ad90307e80b0
