Theory GTM Survey 2026 launches with five testable hypotheses on AI's impact on sales and marketing teams

Tom Tunguz is conducting a 25-question survey to track how startups have evolved their sales, marketing, customer success, and cash management since 2022, with results to be published and discussed at upcoming Office Hours.

The survey tests five core hypotheses: augmented reps (humans plus AI tools) will outperform both autonomous AI agents and unaugmented humans; AI is widening performance gaps between top and bottom quartile GTM teams; buyer-side AI adoption is a bigger disruptor than seller-side AI; AI efficiency gains are reducing headcount rather than growing revenue; and founder expectations on AI have reset downward as measured results fell short of 2024 predictions.

Respondents who complete the survey will receive anonymized raw data to perform their own analyses, and can contact Tunguz via Twitter or email with questions.