State of GTM: Data & Insights from the Latest ICONIQ Report
The article analyzes ICONIQ portfolio company GTM benchmarks, revealing that while Net Dollar Retention is stabilizing, new logo growth remains weak and the $100M-$200M ARR segment shows alarming NRR decline to 101% coupled with plummeting Magic Numbers. The author warns that non-durable revenue is masking underlying unit economics deterioration and advocates for focused GTM efficiency improvements, highlighting hybrid pricing models as a leading best practice.
Metrics in this report
101%percent
top-quartile
ICONIQ portfolio companies $100M-$200M ARR, H1 2025 (red flag level)
80%percent
target
Ideal sales rep attainment level balancing success with achievability
141%percent
top-quartile
ICONIQ portfolio companies <$25M ARR, H1 2025
78%percent
top-quartile
ICONIQ portfolio companies $25M-$100M ARR, H1 2025
44%percent
top-quartile
ICONIQ portfolio companies $100M-$200M ARR, H1 2025
39%percent
top-quartile
ICONIQ portfolio companies $200M+ ARR, H1 2025