CRO–CMO alignment under pressure: Getting forecast confidence right for FY26

CROs entering FY26 face tighter budgets and sharper scrutiny around forecast confidence. Pipeline predictability has moved from an operational concern to a board-level expectation, increasing pressure across sales, marketing, and revenue operations.

When targets slip, the underlying issue often surfaces in how teams plan, measure, and interpret performance. Pipeline can appear strong while conversion, confidence, and execution quietly weaken beneath the surface.

In this candid, executive-level discussion moderated by Debbie Murphy, Ryan Heinig and Lisa Cole explore what effective CRO–CMO alignment looks like in real operating environments. The focus stays practical, grounded in the signals revenue leaders can use to identify breakdowns early.

This session is designed for CROs and senior revenue leaders responsible for forecast accuracy and pipeline health. It is especially relevant for leaders heading into FY26 planning cycles who want to pressure-test their CRO–CMO partnership before targets are finalized.

You’ll learn how to:

• Diagnose early warning signs that sales and marketing are no longer operating off the same assumptions
• Assess CRO–CMO alignment using a practical planning checklist
• Define pipeline quality in a way that both teams can defend
• Establish shared KPIs that support accountability without finger-pointing
• Identify the marketing assets and signals CROs rely on to support forecast confidence
• Ask the right questions in planning conversations before gaps turn into misses

When pipeline coverage looks strong but conversion tells a different story, the problem rarely sits with a single function. This session shows how aligned revenue leaders diagnose GTM performance issues, reset expectations early, and establish shared ownership during planning cycles instead of reacting after targets slip.

Interview was conducted by Debbie Murphy, Global Head of Brand, Communications and Community at 2X.