2026 STATE OF GTM: THE BENCHMARKS THAT ACTUALLY MATTER

Summary from the TLDR Founders newsletter

Companies under $100M ARR are accelerating again, likely driven by AI-native companies growing abnormally fast. CAC payback period is the metric to watch - revenue durability is uncertain, and shorter contract lengths are becoming the norm. GTM efficiency on AI products with 30% gross margins looks very different from that of traditional software with 75% margins.