William Griffith

Founding Partner, @ICONIQGrowth
Partner to @1Password @adyen @BlackLine @DrataHQ @Netskope @procoretech @Restaurant_365 @ServiceTitan @SnowflakeDB and others

[ICONIQ @ICONIQCapital]

Anyone who has shipped an AI product knows the patterns that matter most are the ones you never thought to look for: a failure mode no one queried, a new way people are using your product, frustration building in traces no one reads.

With the launch of Topics, @braintrust is working to surface those patterns for teams automatically, reading production traces as they land and handing back the ones worth acting on.

@ankrgyl and the team have a knack for making hard engineering problems feel easy, and we believe Topics is the latest example. We're honored to be in your corner–congratulations, team!

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

The accounting profession is short hundreds of thousands of CPAs, and @eglyman and the @tryramp team kept hearing the same thing from firms: there is more work than they could possibly staff. We believe Stack is their answer.

Stack is designed to learn how a firm actually operates, how it closes the books, reconciles accounts, and posts journals for each client, and turn that into living, auditable workflows.

Congratulations to Eric and the entire Ramp team on the launch, it’s a privilege to be along for your journey.

Disclaimer: https://t.co/fdP8ALDhEm

[William Griffith @griffith_will]

Congratulations to @btaylor and the @SierraPlatform team on reaching $200M ARR !!

The pace of adoption has been remarkable, but what stands out most is the trust customers have placed in the platform. A meaningful milestone for an exceptional team

[ICONIQ @ICONIQCapital]

Seven quarters to the first $100M, just two more to the next $100M. Congratulations to @btaylor and the @SierraPlatform team on reaching $200M in ARR.

By building AI agents enterprises can trust with their most important customer relationships, Sierra is working to bring thoughtful, proactive AI closer to everyday work. We’re grateful to be your partners as you build.

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

At @WebSummit Vancouver, Tengbo Li joined a panel discussion on venture capital in the AI era and what founders need from investors now.

The discussion kept returning to the fundamentals: focus, conviction, useful support, and products customers love.

Key moments:
00:14 The changing shape of venture capital
05:20 How AI is widening the gap between firms
09:59 ICONIQ’s approach to concentrated investing
11:53 Supporting founders beyond capital
15:29 Investing beyond the hype cycle
17:15 The rising bar for AI IPOs
26:17 What founders should focus on now
28:00 Why this may be one of the best moments to build

More: https://t.co/XUgkpbrUwX

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[ICONIQ @ICONIQCapital]

AI is starting to show up where GTM leaders actually measure performance.

High adopters in our benchmark are seeing:

- ~10-point lifts in Lead-to-MQL and MQL-to-SQL conversion
- ~2x Net New ARR per GTM FTE
- ~2x expansion revenue per Post-Sales FTE

Some of the biggest gains are concentrated across SDR, AE, and Marketing teams.

The next question may be one of the most important ones: when AI makes a rep materially more productive, do you hire fewer reps, expand the role, or rethink the team?

👉 Download the full report: https://t.co/A72uPPZy5W

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[ICONIQ @ICONIQCapital]

At @WebSummit Vancouver, Edwin Scholte, President of @Articulate, joined @ShenLucinda of @axios and Tengbo Li of ICONIQ to discuss building a durable software company, evolving alongside customer needs, and helping organizations create and share knowledge at scale.

Today, Articulate serves 100% of the Fortune 100, recently surpassed $300M ARR, and continues to scale with a fully remote team of fewer than 600 people.

Key moments:
00:01 Articulate’s growth to $300M ARR
03:40 Why Articulate raised capital
05:47 How AI reshaped the business
08:59 Why the company isn’t fundraising
10:18 AI and workforce transformation
14:25 Long-term company building
16:01 The future of bootstrapped software companies

More: https://t.co/JkqolRDDRV

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[ICONIQ @ICONIQCapital]

“Software engineers are the ones who are fastest to adopt new technology. It’s a foreshadowing of how things are going to work across the economy.” — @DarioAmodei

Companies are moving from AI experimentation to standardizing around the Claude ecosystem—from Claude Code to applications across healthcare, financial services, cybersecurity, and creative work.

We’re grateful to deepen our partnership with @AnthropicAI through their Series H as they continue helping shape the future of AI.

Read more: https://t.co/us1jiu3jrb

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[ICONIQ @ICONIQCapital]

The May edition of ICONIQ Pulse is live, featuring @AnthropicAI Series H, @anduriltech Series H, @SierraPlatform Series E, @primer_io Series A, Building the Modern GTM Org, The Insurance Companies that Will Matter in Ten Years, Chart of the Month, and more.

Subscribe and share: https://t.co/u11Ev0wiTC

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[William Griffith @griffith_will]

We have been fortunate to partner with @AnthropicAI and support their extraordinary growth which has propelled their revenue run rate from $1 Bn to over $47 Bn in less than 18 months. And today we are EXCITED to announce that we are co-leading Anthropic’s $65 Bn Series H, building on our partnership which formally started with leading Anthropic’s Series F a year ago, and co-leading the company’s $30 Bn Series G earlier this year

Anthropic’s leadership is redefining the possible and while AI adoption is exploding, we are just at the infancy of this tectonic market shift

We are excited to continue to support Anthropic in all the ways that ICONIQ can and are truly grateful to the entire team for the incredible opportunity to work together and support the company’s journey

[ICONIQ @ICONIQCapital]

Companies that were experimenting with AI a year ago are now standardizing around platforms they expect to power core workflows for years to come. Increasingly, they’re choosing Claude.

We’re honored to co-lead @AnthropicAI's Series H—our third consecutive round partnering with Anthropic as they help define this era of AI.

From @claudeai Code to industry-specific applications, Anthropic has evolved into a platform delivering measurable enterprise impact.

Read more: https://t.co/us1jiu3jrb

[ICONIQ @ICONIQCapital]

The old GTM formula was often straightforward:

Need more pipeline or revenue? Hire more reps.

In 2026 planning, that assumption looks weaker.

Most companies still expect Sales hiring growth, but ARR per GTM employee is also expected to rise across nearly every revenue band.

We’re also seeing:

- Slower hiring across Marketing and RevOps
- Continued investment in technical GTM roles
- Infrastructure companies leaning further into SEs and SAs

More teams are asking where headcount actually creates leverage.

👉 Download the full report: https://t.co/A72uPPZy5W

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

Insurance AI’s technology debate has largely settled.
LLMs are well-suited for document-heavy workflows, intake, and triage, while humans still own judgment.

The bigger question is which companies will matter in ten years.

We believe the answer comes down to continuous feedback loops, earned trust, and a reinvented distribution layer.

Our perspective on what durable insurance AI companies will need to build from here: https://t.co/vfoU6L04uv

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

“Everybody’s building AI, but nobody’s building for me as a CIO.”

Sunny Bedi, co-founder of Whirl AI, lived that reality at NVIDIA, VMware, and Snowflake.

On The Uncommon Path, he joins @mjacobson1003 to discuss why he believes enterprise IT remains underserved, how technical debt slows transformation, and what led him to build Whirl AI for the office of the CIO.

Watch here: https://t.co/6S7oE4bkgU

Key moments:

00:00 Why CIOs have been left behind in AI
01:52 Sunny’s path through NVIDIA, VMware, and Snowflake
05:01 The problem Whirl AI was built to solve
08:20 Why enterprise systems are full of tribal knowledge
12:17 Reducing technical debt with AI
15:43 Why nobody seems to be building for the CIO
17:37 Reimagining enterprise transformation
18:51 Why Sunny partnered with ICONIQ

Disclaimer: https://t.co/fdP8ALDhEm

[William Griffith @griffith_will]

Congratulations to @Gabrielolivierb and the @primer team on this milestone

Clear conviction, thoughtful execution, and a willingness to tackle real complexity in payments infrastructure. Excited to deepen the partnership and support the team in this next phase

[ICONIQ @ICONIQCapital]

Payments are fragmented. @primer_io unifies the lifecycle in one layer, giving merchants a clearer view of how money moves, and what to do next.

We’re honored to deepen our partnership with @Gabrielolivierb and the Primer team as they build the operating layer for AI in payments.

https://t.co/lhAhb5MleU

Disclaimer: https://t.co/fdP8ALDhEm

[William Griffith @griffith_will]

Congratulations to Joe Diamond and the @AxoniusInc team on surpassing $200M ARR

Clear conviction from @DeanSysman, @OfriShur, and @AvidorBartov helped define an entirely new category around asset intelligence. The progress reflects that

[ICONIQ @ICONIQCapital]

Security decisions often start with a deceptively simple question: What assets do we actually have?

@AxoniusInc was built to answer that question. Today, the company has surpassed $200M ARR, and we’re also excited to congratulate Joe Diamond on his appointment as CEO.

When we first partnered with founders @DeanSysman, @OfriShur, and @AvidorBartov, their thesis was simple: every security tool depends on knowing what assets exist, and no one had built the connective tissue. That thesis has since become a category: asset intelligence.

Congratulations to Joe and the entire Axonius team on this milestone.

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

AI is now embedded across nearly every function, but the productivity payoff isn’t evenly distributed.

Customer service came in highest at 65%, driven by ticket deflection without CSAT degradation. Content generation followed at 55%, where most of the lift came from faster first drafts and shorter feedback cycles. Coding assistance and HR & recruiting both hit 50%, measured through AI-assisted code output and time-to-fill.

The pattern across high-gain use cases appears consistent. They're high-volume, repeatable, and tied to a clean outcome metric you can actually measure like tickets resolved, time to draft, features shipped, candidates screened.

Categories with lower gains, including sales forecasting and outbounding at 20%, tend to share the opposite traits: more judgment, more cross-system context, and outcome metrics that are qualitative or slower to validate.

https://t.co/Qw0tuDHu23

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

The 2026 GTM planning cycle may look different.

Our new survey of 150+ B2B software leaders shows revenue teams getting leaner, more technical, and more AI-enabled.

Three shifts to watch:

- Higher ARR per GTM employee
- AI-led gains in funnel conversion
- New ownership models for expansion and retention

The next GTM edge may come from redesigning work, not simply adding headcount.

👉 Download the full report: https://t.co/A72uPPZy5W

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

At @WebSummit Vancouver, ICONIQ General Partner Tengbo Li joined conversations on how AI is reshaping venture investing and long-term company building.

On stage with Edwin Scholte, President and CFO of @Articulate, Tengbo explored bootstrapping, category leadership, and why enduring companies are approaching AI differently. The discussions ranged from capital concentration in AI to the changing venture landscape, from mega-funds to specialist firms, and what it takes to adapt in this moment.

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

Nic Kopp’s path to founding Rillet started with firsthand experience inside finance workflows.

After studying accounting and later serving as U.S. CEO of N26, he saw how much manual work still went into producing financial information, despite the underlying data already being digital.

That conviction led him to build @RilletHQ: an AI-native ERP built around continuous close architecture and agentic workflows that automate reconciliations, reporting, and other time-intensive accounting processes.

It’s been a privilege to see @nicckopp's founder journey up close, and we’re excited for what comes next for him and the Rillet team.

Key moments:
00:00 Why CFOs can’t ignore AI
01:15 Rillet’s founding story
03:41 Why ERP is hard to rebuild
06:27 Building in stealth
09:39 Hiring domain experts
12:28 What AI-native ERP means
14:09 Continuous close
17:08 Efficiency gains
21:33 Zero-day close
23:25 Why Rillet partnered with ICONIQ

Disclaimer: https://t.co/fdP8ALDhEm

[William Griffith @griffith_will]

Congratulations to the entire @anduriltech team on this milestone

Clear conviction, exceptional execution, and a willingness to challenge long-held assumptions in defense technology. The progress reflects that

We are excited to partner with you

[ICONIQ @ICONIQCapital]

Defense technology is entering a new era — one that increasingly requires software-defined systems, autonomy, and advanced manufacturing built with real-world discipline.

We’re supporting @anduriltech in its Series H as the team continues building for the US and its allies.

https://t.co/hdSzWVevaJ

Disclaimer: https://t.co/fdP8ALDhEm

[ICONIQ @ICONIQCapital]

60 engineers. One bouldering wall. Stockholm's tech community showed up.

Last Tuesday, we co-hosted an evening with @WeAreLegora, @AnthropicAI, and @generalcatalyst, and it was so fun that we're doing it again, this time in New York, where Legora is building out its next engineering hub.

Grateful to the teams at Legora, Anthropic and General Catalyst, and to everyone who came out. 🧗

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