Vendor reportDeloitte Digital, Mar 2026

Only 33% of enterprises have KPI targets for marketing ROI

Strategy review & optimization

33%

of enterprises have KPI targets for marketing ROI

Reader Note:: This appears in the "Performance, ROI & the End of 'Blind' Marketing Spend" section. It reports the share of enterprises with KPI targets for marketing ROI. The report does not define the KPI targets, state the survey base for this item in the full text, or explain whether the target is enterprise-wide or specific to the marketing function.
Evidence:: Self-reported behaviour
Vendor interest:: High — This comes from a company with a commercial interest in this market, so it is not a neutral source.
Sample:: Mixed undisclosed sources. Includes Deloitte's 2025 survey of 1,854 executives across EMEA for one AI finding, plus Deloitte CMO Survey 2025 and other Deloitte analysis; the overall report sample and methods are not fully disclosed.

Good for

A rough sense of size and direction, and deciding what to look at first.

Not for

Exact numbers, or saying that one thing caused another.
This was measured in one market. It may not hold where you are.
This comes from a company with a commercial interest in this market, so it is not a neutral source.
The source says how much it looked at, but not how any of it was chosen.
The source never says how this number was measured.

More than half of brands said economic volatility pushed them to focus harder on ROI

How Economic Volatility Has Affected Marketing Strategy, Overall vs Enterprise Brands
Response	Brands overall (%)	Enterprise brands (%)
Increased focus on ROI	51%	56%
Seeking cost saving measures	46%	49%
Budget restrictions	44%	43%
Reallocation of resources to proven channels	38%	43%
Job or role uncertainty	29%	39%

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Planning questions suggested by Gartner: objectives and goals, primary strategies and execution, direction of product lines or services, success measures, long-term success factors, and major obstacles

Template: Strategic Alignment Discussion Guide for Business Partner Conversations
Questions about that business partner's domain	Notes of your business partner's answer
What are your key business objectives and resultant goals for the next two to five years?	—
What are your primary strategies? How do you plan to execute on these strategies?	—
What is the direction of the key product line, supply chain, service offerings, etc.?	—
How will you know if your unit is successful? What will you measure?	—
What are the key success factors that will make or break your unit's success in the long term?	—

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48% of B2B SaaS leaders say aligning affiliate partnerships with sales and marketing shortens sales cycles

Revenue impacts reported from strong alignment between partnerships and other go-to-market teams
Revenue impact	Share of respondents (%)
Shortens sales cycles	48%
Partnerships open doors to customers	31%
Land bigger deals	23%
Drive pipeline growth	12%
Help lower churn	10%

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Lead quality and MQLs are the top KPI marketers track overall

Top KPIs marketers prioritize overall (2026)
KPI	Share of marketers prioritizing it (%)
Lead quality and MQLs	39%
Lead-to-customer conversion rates	34%
Return on marketing investment	31%
Customer acquisition cost	30%
Lead generation volume	29%

34%

of CEOs and CFOs are aligned with their CMOs about how marketing supports growth

1.5x

more likely CMOs who plan 18 months or more ahead are to report high marketing and business performance than those who do not

Only 33% of enterprises have KPI targets for marketing ROI

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