The Data Room · 2025-09-26 · 48 min
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.
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