ANZ organisations may take a little longer than global peers to see returns from AI, but the payoff is proving more consistent. 88% of ANZ organisations say at least half of their AI tools are delivering ROI, pointing to a steadier, more dependable path to value.

The takeaway is not simply that AI is being adopted, but that teams are learning where it works best and how to build on that foundation. In a region where scrutiny is high and expectations are rising, accountability now means proving that AI investment translates into measurable business impact.

We introduce the SRM Maturity Index (Leaders vs. Novices), a way of grouping organizations by how effectively they capture, govern, and share the intelligence behind every response.

SRM Leaders are significantly more likely to report year-over-year revenue growth from RFPs and other strategic responses, tying mature SRM practices directly to top-line performance.

One of the clearest differences between Leaders and Novices is where AI gets applied. In ANZ, 34% of Leaders use AI to support go/no-go decisions, compared with only 5% of Novices.

This is where the shift from automation to orchestration is becoming real. The strongest teams are using AI not just inside the response workflow, but at the point where they decide which opportunities deserve time, effort, and investment in the first place.

When trusted knowledge is centralised and made easier to access, the gains extend well beyond the proposal team. Among organisations with effective self-service hubs, 94% report higher sales rep efficiency.

That matters because centralised knowledge and self-service removes bottlenecks, reduces strain on specialist teams, and helps sellers keep momentum in live deals. 

Translate data into action. The report also includes a five-pillar playbook and a 12-month roadmap to propel your organization up the maturity curve.