      ICONIQ Venture & Growth · 2025-07-01
      · 338d
    

AI-Driven Go-to-Market Transformation: 2025 Growth Acceleration Report

ICONIQ's 2025 State of GTM report reveals that AI-Native companies are significantly outperforming peers in funnel conversion and ARR growth, particularly in the $25M-$200M segment. Organizations are restructuring GTM teams, adopting hybrid pricing models, and implementing AI across lead generation, content creation, and sales operations. Companies with robust AI integration are achieving material efficiency gains and higher conversion rates, positioning AI adoption as critical competitive advantage.

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Metrics in this report

AI Adoption in GTM Workflows

70%%

at least moderate adoption

Overall companies

Account Executive Quota Attainment

58% (2025) vs 59% (2024)%

year-to-date

Overall market

Channel Sales Revenue Contribution

20%%

average

Total revenue

Funnel Conversion Rate (Free Trial/PoC to Closed-Won)

56% vs 32%%

AI-Native vs Non-AI-Native

$100M+ ARR companies

Hybrid Pricing Model Adoption

33%%

approximate proportion

Overall companies, higher among AI-Native

Post-Sales Headcount Allocation

23% vs 31-34%%

of total GTM headcount

High-growth Non-AI-Native vs AI-Native companies

Top-Quartile ARR Growth Rate

93% (2025) vs 78% (2023)%

year-to-date

$25M-$100M ARR companies