GP and Head of Analytics at @ICONIQCapital
San Francisco, CA
Joined April 2014
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One of the most interesting things we’re seeing in the data: the gap between the fastest-scaling software companies and the rest of the market is widening.
We dig into what’s driving that divergence in our latest State of Scaling report. Excited to finally share it!
The Great Sorting has begun.
A new class of software companies identified from our dataset, which we call Pacesetters, is compressing years of growth into a fraction of the time. They’re spending more, growing faster, and generating more for it.
Earlier this year, we explored this shift in “A Coming Age of Reason.” Our latest report puts the data behind that thesis.
Download the 2026 State of Scaling: our annual Topline Growth and Operational Efficiency Report: bit.ly/4hcZT0P
Disclaimer: bit.ly/3H4dQj0
The @ICONIQCapital State of Software 2025 is here 🚀
Key signals shaping the industry:
💵 Efficient growth is winning in public markets
📊 Steady revenue + rising efficiency
👥 AI reshaping teams & work
💻 AI-native operating models emerging
🔗 bit.ly/4lS2NrX
Christine Edmonds retweeted
Is your GTM comp keeping pace with today’s growth strategies?
Our latest GTM Compensation & Incentives Guide breaks down how leading teams design comp plans by role, region, and stage.
📩 Download the guide: bit.ly/3HryxGi
ICONIQ’s 2025 State of AI report is a tactical guide for scaling AI—rooted in insights from 300+ execs & operators.
Execution > adoption.
📘 Download: bit.ly/3ZPoIIi
From hype to hands on. Our 2025 State of AI report is a tactical roadmap for AI execution, made for builders. 🏗️
Download The Builder’s Playbook here: bit.ly/3ZPoIIi
Disclaimer: bit.ly/3H4dQj0
Christine Edmonds retweeted
What goes into preparing for the public markets?
@griffith_will and @Edmonds__C joined the @NYSE to discuss key themes from our 2025 IPO report, including metrics, team structure, and investor readiness.
📄 Report: bit.ly/4iBzngG
🎥 Watch more: youtube.com/watch?v=FHqcukbf…
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Disclaimer: bit.ly/3H4dQj0
What does GTM look like in 2025?
We surveyed 200+ leaders—here’s what’s changing:
📈 Growth returning for $25M–$200M ARR
📉 AE attainment flat at 58%
🧠 70% adopting AI across GTM
📊 Pricing & teams evolving fast
Report 👉 bit.ly/448FOCe
What does effective go-to-market look like in 2025?
We analyzed responses from more than 200 GTM leaders to understand how organizations are evolving their strategies. Here are some of the most important shifts we've detailed in our 2025 State of GTM report:
📈 Early signs of growth are returning. ARR growth has stayed mostly flat year over year, but companies between $25M and $200M in ARR are beginning to accelerate. AI-native companies are leading that momentum.
📉 Closing deals is getting harder. Late-stage funnel conversion remains a key challenge. Average AE quota attainment is flat at 58%. But AI-native companies are seeing stronger performance, converting customers via free trials and POCs at 56% compared to 32% for others.
🧠 AI is moving from experiment to necessity. 70% of companies report moderate to full AI adoption across GTM workflows, especially in lead generation, content creation, and meeting transcription.
📊 Team structure and pricing are evolving. AI-native orgs are investing more in post-sales roles, and more companies are adopting hybrid pricing models that reflect usage and customer value.
Explore more and download the report here: bit.ly/4e9FjfO
Disclaimer: bit.ly/3H4dQj0
Going global is a major milestone—and a tough one to get right. @ICONIQCapital's International Expansion Playbook shows how to scale sales-led growth across borders with real-world insights and strategies.
📘 Read more here: bit.ly/4dzRfXU
“Think opportunistically. Think about places where your offering is going to resonate. Charge fairly. Drive a culture that's going to help you expand and scale your organization.”
More in our interview with former @Coupa CEO and ICONIQ General Partner, @rbernshteyn.
Learn more in our International Expansion Playbook: bit.ly/44RVn38
Disclaimer: bit.ly/3H4dQj0
Christine Edmonds retweeted
Executive hiring is the final frontier within the modern organization that is yet to benefit from the proliferation of data.
We’re working to change that: bit.ly/42SEB2i
🚀 What does it take to IPO in 2025?
Success in today’s market takes more than growth—companies need financial discipline, operational efficiency, and investor education.
@ICONIQGrowth latest report covers:
✅ IPO trends & valuation drivers
✅ The most overlookedIPO metric: Incremental Margin
✅ IPO-Ready Leadership
Download here: bit.ly/4iBzngG
Christine Edmonds retweeted
Developer productivity is one of the most debated topics in tech. @DeveloperXM is bringing clarity with its Core 4 framework.
Alongside our partnership, we’re also releasing an updated R&D Reporting Guide featuring DX's Core 4.
Download here: bit.ly/41HhU0u
Christine Edmonds retweeted
Thrilled to announce our partnership with @DeveloperXM! 🚀
Founded by @abinoda & @GJunggren, DX is working to transform engineering intelligence with research-backed insights that empower teams to maximize developer productivity.
Read more: bit.ly/4kE6mTo
Innovation vs. efficiency—how do companies balance both in 2025? 🌍💡 Economic shifts & evolving buyer priorities are reshaping the landscape. @ICONIQGrowth analyzed public & private software performance, and for the first time, we’re sharing our key takeaways. 📊 Read more: bit.ly/4aJAd86
📣 ICONIQ Growth just finished diving into some new research on scaling SaaS from $1M to $20M ARR. 🚀If you're in the early stages, this report breaks down the key metrics to focus on + strategies to tackle the Growth Plateau. Check it out: bit.ly/4h3HimL
#GenAI isn’t just a trend—it’s a revolution. 🚀Enterprises are moving from experimentation to full-scale implementation, transforming the business landscape.
@ICONIQGrowth is excited to share our first State of #AI report, Download it here: bit.ly/4gs6Fyq
We’re also very excited to unveil @ICONIQGrowth's 2024 Topline Growth and Operational Efficiency report!
This year’s report focuses on key questions we hear from operators. Part 1 dives into recent SaaS trends, and Part 2 highlights best-in-class performance benchmarks grounded in over a decade of data.
This year's Growth & Efficiency Report highlights data behind scaling a B2B SaaS business, including:
⚖️ The 2024 SaaS Landscape
📊 Comprehensive SaaS Benchmarks
🤝 The Trade-off between Growth & Efficiency
🔮 Predictions for how AI will impact SaaS
bit.ly/47lSqa5
Today we launched Compass - a true collaborative effort across our Analytics and entire @ICONIQGrowth team to bring our proprietary research and data to life.
For the very first time, we're sharing our benchmarks publicly in an interactive tool!
Excited to unveil Compass—our new interactive tool for SaaS companies! 🧭
🌟 Compare your metrics with ICONIQ Growth’s benchmarks, explore industry insights, and download custom reports for your Board meetings or fundraising efforts.
Explore: bit.ly/3MEyMN4
💼 Executive hiring remains largely driven by anecdotal guidance. @ICONIQGrowth’s analysis of Engineering execs at SaaS companies ($0M-$50M ARR) aims to change that.
More ➡️ow.ly/GcgB50T5t9n
🔑insights:
1️⃣ 2-3 Heads of Engineering from founding to IPO. 2️⃣2x tenure for leaders w/ prior Head of Eng experience
3️⃣ Prioritize leadership & technical skills over sector expertise.
More ➡️ow.ly/GcgB50T5t9n
Christine Edmonds retweeted
Excitement is building with @SlushHQ 2024 on the horizon! 🚀
Excited to share that Divesh Makan, @mjacobson1003, @Edmonds__C, and @slpierre will all be on stage at Slush this year. More details on our sessions are coming soon!
Join us ⤵️ slush.org/