Sam Jacobs, CEO of Pavilion, joins me to unpack why “growth at any cost” no longer works in today’s capital-constrained market. We'll discuss Sam's Profitable Efficient Growth (PEG) framework—aligning incentives, investments, and metrics around long-term customer value instead of short-term pipeline wins.
Key Takeaways We'll Cover:
- Unit Economics First: Build P&L fluency across GTM leaders; metrics like LTV:CAC and payback must guide decisions.
- Retention > Acquisition: Comp plans and KPIs should reward renewals and expansions, not just new logos.
- Disciplined Investment: Size bets in tranches (60% proven, 30% probable, 10% experimental) and avoid irreversible commitments.
- Aligned Incentives Drive Behavior: Shared, cross-functional metrics and retention-linked comp keep Sales, Marketing, and CS rowing in the same direction.
