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Revenue Blockers Report 2026

The 9 Revenue Blockers Killing B2B Growth in 2026

686 founders and operators told us their #1 obstacle. Here is what the data says - and what top performers do differently.

Published by Markster | Survey: Nov 2025 - Feb 2026 | 9 industries | 4 revenue tiers

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686

Founders and operators surveyed across 9 industries

57%

Named one of the same 3 blockers as their #1 growth obstacle

21x

More likely to qualify a lead when you respond in under 5 minutes

WHAT YOU WILL LEARN

Benchmarks, breakdowns, and the Fix Framework

  1. The 9 blockers ranked by 686 respondents - with industry and revenue-stage breakdowns
  2. Lead generation benchmarks - how many leads companies at your stage actually generate
  3. The founder-led sales ceiling - why owner-dependent businesses stall at $1-3M
  4. Speed-to-lead data - why 63% of companies never respond to inbound leads
  5. CAC, closing rate, and sales cycle benchmarks by industry
  6. The Fix Framework - specific actions for each blocker, based on what top performers do
  7. The AI implementation gap - why 60-75% own AI tools but only 6% see results

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PREVIEW

The top 3 blockers that dominate

Three blockers account for 57% of all 686 responses.

25.1% of respondents

#1: Not Enough Leads

Most B2B companies under $750K generate fewer than 150 leads per month. The gap between average and top-quartile often reaches 2-4x.

17.9% of respondents

#2: Owner Does All the Selling

~82% of U.S. business entities are nonemployer firms. The revenue ceiling for founder-only sales is $1-3M. After that, growth flatlines.

14.0% of respondents

#3: Response Too Slow

63% never respond at all. Among the 37% that do, average response time is 29-47 hours. Responding in under 5 minutes makes you 21x more likely to qualify.

The full report covers all 9 blockers with benchmarks, industry breakdowns, and the Fix Framework.

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WHO THIS IS FOR

Built for founders who sell

For B2B service business founders and revenue leaders who want to benchmark their growth against 686 peers.

Service business owners

IT/MSP, agencies, consulting, accounting, professional services. If you sell B2B services, this data covers your vertical.

$100K to $3M revenue

The revenue stage where blockers hit hardest. Pipeline, founder capacity, and systems problems compound here.

Revenue leaders and investors

Benchmarks for portfolio companies and sales teams. See how your numbers compare across 9 industries.

About the Author

Ivan Ivanka is the Founder & CEO of Markster. He has spent 15 years building and running growth operations for service businesses - from solo consulting to established firms with thousands of people - across the same revenue stages this report covers.

He wrote this report because he has lived through every blocker on the list, and because the benchmarks he wished existed when he was scaling his own businesses did not exist in one place.

For questions about methodology, data, or specific benchmarks: ivan@markster.ai

Markster is a growth agency for B2B service businesses. We run our own pipeline, content, and outreach on the same system we deploy for clients.

Get the report. Find your blocker. Fix it.

Benchmarks from 686 B2B founders and operators. Free. No sales calls.

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Published by Markster | markster.ai