How Pavilion Creates Over $10M ARR Through Efficient Growth & Extreme GTM Alignment

“you do differently in this modern world and none of this should be rocket science but I want to underscore a couple things that you can do to align your business around profitable efficient growth what we know is that uh again no no uh nothing revelatory here retention drives all valuation for recurring Revenue businesses right and that sounds obvious and yet if we go into a boardroom most of the time historically we've been talking about the sales funnel uh all the way up to the point of sale we've been talking”

“spend more than uh okay oh it's good we're fixing it on the Fly there we go oh it's beautiful all right there we go there we go okay so the point is does your team understand how all of this works do you understand how to calculate customer acquisition cost many people say that they do but then they don't uh do the calculations properly or they leave critical things out do you understand how to calculate lifetime value it's gross margin contribution per customer it's not Revenue per customer”

“over a longer period of time the first is it requ it ties up your capital in in that sales cycle right so it's bad for your balance sheet but it also requires a much higher predictability and point of view on what's going to happen in the future so imagine that you have a three a three-year payback period what that means is you put a dollar in at the top of the machine uh in 2021 and you don't get that full dollar back until 2024 well has the world changed from 21 to 24 I would think we would all rades changed a lot so the other problem with long”

“make sure that you're driving your onboarding experience towards activities that you understand our different differentiators for your product and that will lead to high engagement post onboarding which would be you know the period from really 30 days into the customer Journey all the way up to the first renewal all right almost done last thing I will tell you is uh if you are an outbound driven or a human driven sales and marketing engine and you want to think about you know how do I make more money how do I lower my customer”

“Pavilion Today 10,000+ Global Members 450+ Cities around the world that are home to Pavilion members 47% Sales 27% Marketing 13% CS 9% Operations 4% Emerging Functions Members by Function 55% SMB 30% Mid-Market 15% Enterprise Companies by Size The World’s Largest Private Community For Go-To-Market Leaders and Their Teams”

“Growth At All Cost Since the summer of 2021, the growth rate has been cut in half… Annual 36% 18% 40% 30% 20% 10% 2021 2022 2023 2024 Revenue Growth Rate”

“Customer Value Investor Value ? The harder route The easier route”

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