onlycfo.io · 2025-04-07
· 422d
2026 State of GTM | Benchmarks & Data
Analysis of 2026 GTM benchmarks from ICONIQ covering revenue growth, net dollar retention, CAC payback period, and contract length trends across private and public SaaS companies. The article emphasizes that top-quartile metrics are diverging significantly from peers, with shorter contract lengths becoming standard due to pricing model shifts and revenue durability concerns. Key concern flagged is declining NRR in public companies and compressed valuations driven by uncertainty around revenue sustainability.
Metrics in this report
Gross Margin
30%percent
Example reference point for lower-margin product comparison
Gross Margin
75%percent
Example reference point for high-margin product comparison
Net Dollar Retention (NDR)
109%percent
top-quartile
Public SaaS companies and private companies $100M+ ARR
Revenue Growth Rate
16%percent
average
Public SaaS companies, current