emerging
B2B Reorganization Failures
Many B2B organizations will attempt to reorganize in 2025, but half will fail due to a focus on superficial changes rather than addressing underlying strategic and operational issues.
Timeframe
near-term
Categories
Subcategories
Impact areas
Detailed Analysis
The drive for growth is pushing B2B organizations to undertake transformation projects and adapt to AI-driven disruptions. However, many are misdiagnosing the root causes of their underperformance. Instead of addressing fundamental issues, they are resorting to superficial reorganizations. "Many organizations will try to address the lack of competency with reorganizations, such as moving partner ecosystem marketing directly under the CMO, swapping revenue development reps between sales and marketing, or moving revenue operations under a 'go-to-market' title." These surface-level changes fail to address the deeper problems hindering growth.
Context Signals
Low confidence among marketing leaders in their organizational design
Focus on superficial changes like title and reporting structure shifts
Need for strategic alignment and process improvement
Edge
Companies that prioritize customer-centricity and operational excellence over superficial restructuring will gain a competitive advantage.
Consultants specializing in revenue process optimization and strategic alignment will be in high demand.
