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Good Reads

​EU Data Act's Impact on Multi-Year Contracts​

If you have customers in the EU then read this! And send to your legal team...

The EU is at it again and messing things up for tech companies. EU customers will soon be able to get out of multi-year contracts with a 2-month notice!

​The State of AI 2025 by Bessemer

T2D3 is dead...The new AI standard is Q2T3 (quadruple, quadruple, triple, triple, triple). Things just keep getting harder! It's a good read a

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​State of the Markets (H2 2025) by SVB

Great macro, VC fundraising, M&A, and other trends for the tech industry.

​Global Venture Capital Outlook by Bain

Good (quick) read on the state of venture. Venture is done QoQ, but if you take out OpenAI's massive Q1 funding then it is flat. The problem for many companies though that fundraising is still more concentrated then it has been and only the hottest (usually AI) companies are getting funded.

GTM Compensation ICONIQ Report

Below are my favorite charts and some quick commentary from ICONIQ's lastest GTM compensation report

OTEs are up, but quotas have increased even higher. For many companies with slower revenue growth that means lower effective sales rep compensation. The hotter AI companies it means the best sales reps are earning even more.

AI-native companies are paying sales reps a ~10% premium. I think its because they are hiring less, have more aggressive targets and are competing for the very best sales reps.

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Below is the AE comp for tier 1 cities further broken out by customer segment and ARR

Here is the average quota attainment by segment. If your reps are far away from this then drill into why.

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Below is how usage-based pricing commissions work at companies

The report also has a lot of great data on compensation for SDRs, account managers, and CSMs. You can find the report here.

Footnotes:

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