<description>&lt;p&gt;Sam Jacobs, CEO of Pavilion, joins me to unpack why “growth at any cost” no longer works in today’s capital-constrained market. We&amp;#39;ll discuss Sam&amp;#39;s Profitable Efficient Growth (PEG) framework—aligning incentives, investments, and metrics around long-term customer value instead of short-term pipeline wins.&lt;/p&gt;&lt;p&gt;Key Takeaways We&amp;#39;ll Cover:&lt;/p&gt;&lt;ul&gt;&lt;li&gt;Unit Economics First: Build P&amp;amp;L fluency across GTM leaders; metrics like LTV:CAC and payback must guide decisions.&lt;/li&gt;&lt;li&gt;Retention &amp;gt; Acquisition: Comp plans and KPIs should reward renewals and expansions, not just new logos.&lt;/li&gt;&lt;li&gt;Disciplined Investment: Size bets in tranches (60% proven, 30% probable, 10% experimental) and avoid irreversible commitments.&lt;/li&gt;&lt;li&gt;Aligned Incentives Drive Behavior: Shared, cross-functional metrics and retention-linked comp keep Sales, Marketing, and CS rowing in the same direction.&lt;/li&gt;&lt;/ul&gt;
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<p>Sam Jacobs, CEO of Pavilion, joins me to unpack why “growth at any cost” no longer works in today’s capital-constrained market. We&#39;ll discuss Sam&#39;s Profitable Efficient Growth (PEG) framework—aligning incentives, investments, and metrics around long-term customer value instead of short-term pipeline wins.</p><p>Key Takeaways We&#39;ll Cover:</p><ul><li>Unit Economics First: Build P&amp;L fluency across GTM leaders; metrics like LTV:CAC and payback must guide decisions.</li><li>Retention &gt; Acquisition: Comp plans and KPIs should reward renewals and expansions, not just new logos.</li><li>Disciplined Investment: Size bets in tranches (60% proven, 30% probable, 10% experimental) and avoid irreversible commitments.</li><li>Aligned Incentives Drive Behavior: Shared, cross-functional metrics and retention-linked comp keep Sales, Marketing, and CS rowing in the same direction.</li></ul>


The Data Room

How to Achieve Profitable Efficient Growth with Sam Jacobs

How to Achieve Profitable Efficient Growth with Sam Jacobs

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