AI‑forward firms halve GTM headcount to hit $10‑25M ARR
AI‑forward B2B firms now reach $10‑25 M ARR with about 20 GTM staff, versus 35 for peers. The ICONIQ 2026 GTM survey shows sales‑sourced pipeline supplies 62% of deals, demo‑to‑close rates have slipped, and POCs deliver a 50% win rate. Comp plans are shifting toward durable revenue as net‑revenue retention compresses.