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GTM in The Age of AI: The Top 10 Learnings from ICONIQ’s 2025 B2B SaaS Report
- ICONIQ's 2025 B2B SaaS report highlights a market split, with AI-forward companies excelling.
- AI-native companies achieve higher trial-to-paid conversion rates, shorter sales cycles, and lower costs.
- Fundamental organizational redesign and AI adoption are crucial for success in the Age of AI.
- Key findings include growth stagnation, AI advantages, and challenges in sales conversion rates.
- Sales cycles have extended across sectors, while high AI adopters outperform in quota attainment and cost per opportunity.
- Early-stage companies with high AI adoption operate with leaner GTM teams.
- Hybrid pricing models are on the rise, benefiting AI-native companies.
- Channel revenue increases with company scale, with partnerships becoming vital for growth.
- High-growth companies are significantly increasing AI investments for lead generation and personalization.
- AI-native and traditional SaaS companies show differing post-sales team allocation strategies.
- Adapting to AI, rethinking pricing, and organizational structures are crucial for B2B success in the current landscape.
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