Latest updates for ANZ sales professionals
New RBA research shows which Australian businesses are acquisition targets. Medium-sized firms ($10m-$50m turnover) face highest acquisition probability. Counter-intuitively, acquirers prefer unproductive targets, looking to cull staff and merge functions while keeping revenue.
Production costs collapsed. Match rates now matter more than creative. The constraint moved from making ads to reaching the right people, and most B2B teams are still optimizing for the wrong thing.
ICONIQ's 2026 GTM benchmark shows quota inflation at well-funded B2B startups: $2.25M for enterprise, $1.35M for mid-market, $750K for SMB. The kicker: attainment is holding at 85-90%, not cratering. The difference is AI-powered pipeline generation and comp plans that finally pay for expansion work.
Xero is paying underperformers to leave instead of putting them on PIPs. The move comes as the ASX-listed company's shares tanked 40% and the CEO's equity comp went underwater. Meanwhile, leadership is negotiating a new pay structure.
Everyone wrote Zoom off as a COVID one-hit wonder. The data says otherwise. Q1 FY2027 shows revenue growth picking back up, customers actually paying for AI features, and free cash flow margins over 40%. Enterprise deals are driving the turn, not SMB bounce-back.
Three B2B acquisitions in 30 days, all around $3B, all buying the same thing: proprietary data to train AI models. Salesforce bought Fin (formerly Intercom) for $3.6B, but the real story is a $100M AI agent line growing 350% YoY. The legacy helpdesk business? Flat. For ANZ sales teams: this validates outcome-based pricing and shows legacy seat-based models are being commoditised.
Carta data shows the Bay Area took $51.3 billion of $124 billion in US startup funding from July 2025 to June 2026. In AI and B2B specifically, one metro captures more than half of all venture capital. That concentration means hiring is following the money: if you are chasing AI or B2B sales roles, the Bay Area and New York account for 67% to 72% of the market.
Sydney's BlueNexus landed $2M seed for its no-code AI agent builder. Auckland's Hyades raised $910K for geospatial AI models. ESGAgent also closed a round this week, amount not disclosed. All three are pre-revenue, so do not expect sales headcount yet.
NSW Government's MVP Ventures Program handed out $1.04M across 22 early-stage startups in Round 1 of 2025-26. Grants ranged from $24k to $75k. Worth noting: this is commercialisation funding, not VC. It matters because these companies will be hiring SDRs and AEs once they hit market.
Jason Lemkin's AI VP of Marketing executed 125 actions in an hour for $13.42, less than California minimum wage. Monthly cost: $94.51. For context, a human VP of Marketing costs around $145 per hour fully loaded. The gap between building AI agents (expensive) and running them (cheap) is reshaping cost models for B2B teams.
Prime Minister Albanese established Australia's Office of AI within his own department, creating the first national AI framework globally. The move follows $460 million in existing AI commitments and South Australia's $28 million state office. For sales teams: watch for AI Adopt Program grants up to $5 million and proof-of-value pilots that will create new enterprise sales opportunities.
Rory O'Driscoll, 30-year software investor at Scale Venture Partners, ran the numbers on whether AI kills SaaS. His answer: software got harder to win, not obsolete. The math matters for anyone selling B2B software in 2025.