Grow or Die

Grow or Die

Let me simplify 2026 for you.

• If you aren’t growing, you are becoming obsolete.
• The AI budget in your category is real, huge and … going to someone else.
• You are slowly dying.
• Getting more profitable doesn’t help. It just buys you a little time.

That’s it. That’s the whole post. And the data from this past month — from Redpoint’s 2026 Market Update, ICONIQ’s GTM 2026 survey, and Gartner — all make the same case. So let me show you the numbers.

The Macro Is the Best It’s Been in Years. In Fact, It’s A Buying Super Cycle. Your Slice Isn’t Guaranteed.

Gartner forecasts global IT spending at $6.08 trillion in 2026 — up 9.8%,

the first time we’ve broken through the $6 trillion barrier. Software alone grows 15.2%. By the end of this year, we will spend more on software with AI in it than software without it. That shift happened in four years.

The macro is genuinely good. That’s exactly why you can’t use it as an excuse.

Redpoint’s 2026 Market Update puts AI spending at $2.52 trillion in 2026 — up 44% year over year.

That’s not a typo. AI spend is growing at four times the rate of overall IT spend. And it isn’t going to dozens of vendors in each category. It’s concentrating. One or two platforms per space are capturing most of it. The gap between them and everyone else is widening every quarter.

Meanwhile, CIOs are setting aside 9% of their total IT budget just to cover price increases on software they already own.

Overall budget growth is running at 1.8%. That math only works one way: money is being pulled from low-ROI tools and redirected toward AI winners. The question is whether you’re in the gaining column or the losing column.

Not Growing? You’re Worth 1x-4x ARR. Or Maybe … Nothing

Redpoint’s data shows private AI companies are trading at 61x ARR. Public SaaS companies are trading at 4x ARR.

That’s two completely different markets. The private companies getting 61x are the ones capturing AI budget in their categories and growing accordingly. The public companies at 4x are the ones that got left out of that trade.

This bifurcation is the clearest possible signal of what the market believes about the future. Companies with credible AI products and strong growth get priced like they have a long runway ahead. Companies without them get priced like utilities.

The GTM Data Confirms It Too

ICONIQ’s January 2026 survey of 150+ B2B software GTM executives — CROs, heads of sales, CEOs, revenue operations leaders — published results that every founder should read.

Three findings stand out for the grow-or-die argument.

First: sales generates 62% of new logo pipeline at high-growth companies. Marketing generates 19%. The companies growing fastest are radically growign net new customer accounts. Not mainly relying on upsells and price increases to grow.

Second: median NRR for public B2B companies in early 2026 is 108-110%. Top-quartile companies are at 123%+. If your NRR is below 100%, you have a retention problem that no amount of new logo activity fixes. Growth on a leaky base isn’t growth.

Third: average initial contract lengths are declining across the board. Buyers are asking for shorter commitments everywhere, not just on small deals. This isn’t a negotiating tactic — it’s a rational response to a market where entire categories are getting disrupted faster than multi-year contracts can absorb. The answer is not to fight it. The answer is to deliver enough value in the first 90 days that the renewal is never in question.

Companies that are growing in this environment have figured out all three. Growing net new customers, NRR above 120%, and first-90-day value delivery that makes the renewal obvious. That’s the playbook.

You Have to Win the AI Agent Race in Your Category. That’s Job #1 Today.

You don’t need to build AGI. You need to have the winning AI agent in your space — or be one of the two or three that matter.

ICONIQ’s State of AI data shows companies growing 100%+ year over year are allocating 57% of R&D to AI, versus 38% for average-growth peers. That gap compounds. The product advantage it creates gets harder to close from behind with every passing quarter.

AI-native companies are reaching $100M ARR in 1-2 years. The historical benchmark was 5+ years. Top-quartile AI-native companies are achieving 360% new logo velocity year over year versus 71% for non-AI peers. These are not incremental differences. This is a different game being played by different rules.

Redpoint’s CIO survey data adds the buyer perspective: CIOs are actively evaluating which vendors to replace, by category, right now. The vendors getting replaced share a common characteristic — they don’t have a credible AI story that delivers measurable ROI. The vendors winning replacement decisions have production deployments, not roadmaps.

CIOs have been burned by AI POC failures. They aren’t funding more experiments. They want agents in production with clear headcount reduction, cost savings, or resolution rate improvements attached. Show that, and you win the budget. Come with a demo, and you don’t.

Getting More Profitable Doesn’t Save You. And If You Aren’t Public, It’s Just a Means to An Ends.

The temptation — especially for companies missing growth targets — is to optimize for profitability. Cut costs, improve margins, show the board you’re a disciplined operator.

That may be necessary to fight another day. But it 100% doesn’t fix the underlying problem.

If your category is getting an AI winner and it isn’t you, profitability buys you 12 to 18 months of decent financials before the revenue line breaks. Customers don’t churn on day one. They churn at renewal. By the time your P&L shows the damage, it’s very hard to reverse.

Profitable decline is still decline.

The only way out is growth. Capture the AI budget in your category. Ship the agent. Win the renewal. The macro is providing the most favorable B2B spending environment in years. Gartner, Redpoint, and ICONIQ are all pointing at the same window.

It will not stay open forever.

Grow or Die

The opportunity in 2026 is real. $2.52 trillion in AI spending. Software growing 15%. Enterprise buyers with budget and urgency, converting at rates we haven’t seen in years.

All of it flows to the vendors capturing AI budget in their category. One or two per space. The 61x ARR private valuations are telling you what the market thinks those companies are worth. The 4x public multiples are telling you what the market thinks everyone else is worth.

Are you capturing material, and growing, AI budget in your category?

If not — what is the plan?

That’s the only question that matters right now.

Grow or die.