Sam Jacobs, CEO of Pavilion, shares a transformative strategy for achieving profitable, efficient growth amidst shifting market dynamics. Jacobs discusses the transition from a ""growth at any cost"" mindset to a focus on sustainable, customer-driven growth. He highlights Pavilion’s experience, providing a behind-the-scenes look at how the company navigated challenges, adjusted to market conditions, and emerged stronger with a renewed emphasis on capital efficiency and customer retention.
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Timestamps:
0:00 - Introduction: Shift from Growth at Any Cost to Efficient Growth
1:05 - Overview of Pavilion: Community and Business Model
2:30 - Transition from Investor Value to Customer Value
3:50 - Impact of Rising Interest Rates and Tech Market Changes
5:15 - Importance of Retention in Recurring Revenue Businesses
7:00 - Pavilion’s Journey: Challenges and Changes in Strategy
8:30 - The Role of Unit Economics in Driving Growth
10:20 - Aligning Business Around Capital Efficiency
12:00 - Key Metrics: CAC, LTV, Payback Period Explained
14:30 - Importance of Quick Payback Periods for Business Agility
16:10 - How Unit Economics Indicate Product-Market Fit
17:45 - Customer Journey Mapping for Improved Retention
19:20 - The Salesforce Example: Onboarding to Drive Retention
21:10 - Sales Team Efficiency: The Calendar Test
22:30 - Focusing on High-Performing Reps to Increase Productivity
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By the numbers.
See charts and graphs here: [ Ссылка ]

Founded in 2007.
Approaching $10 million ARR milestone.
15% growth in the current year.
Workforce was reduced by 50% compared to the previous year.
During the period after raising $25 million, Pavilion burned $8 million of capital.

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