AI execution, not adoption, separates leaders from novices in Australia and New Zealand

⦿ Executive Snapshot

What: The 2026 State of Strategic Response Management Report reveals that operationalizing AI is now the key differentiator for organizations in Australia and New Zealand.
Who: Responsive in partnership with the Association of Proposal Management Professionals (APMP) conducted the report, with insights from nearly 300 organizations.
Why it matters: This trend indicates a widening maturity gap between top-performing organizations and their peers, impacting revenue and efficiency significantly.

89% of SRM Leaders in ANZ report year-on-year revenue growth, 11 points higher than less mature organizations in the region.
83% of ANZ Leaders have deployed AI in Strategic Response Management (SRM), compared to just 41% of less mature organizations.
94% of ANZ Leaders report higher sales rep efficiency when leveraging centralized knowledge hubs, indicating improved operational execution.
85% of ANZ Leaders attribute increased revenue directly to RFPs and strategic responses, compared to 72% of novices.
91% of ANZ Leaders report strong employee satisfaction, significantly higher than the 63% reported by novices.

The report highlights a significant market evolution where AI adoption alone is insufficient; organizations must effectively operationalize AI to remain competitive.
The findings reflect a broader global trend where empowered buyers are demanding faster, more personalized responses, necessitating organizations to rethink their strategic response management.

Organizations that effectively operationalize AI are likely to see immediate benefits in revenue growth and sales efficiency, marking a competitive advantage in the marketplace.
Long-term implications suggest that companies failing to adapt to these operational demands may risk falling behind, as buyer expectations continue to rise.

Organizations that do not evolve their strategic response management may face regulatory or market pressures that could hinder their growth.
Increasing competition from organizations that successfully integrate AI into their workflows could further widen the gap between leaders and novices in the market.

Organizations should monitor the implementation timelines of the five-pillar SRM maturity model outlined in the report as a roadmap to close the performance gap.
Future developments in buyer expectations and AI integration strategies will signal the success or failure of organizations in responding to market pressures.