Sam Jacobs

And that idea took hold all over the world.

And we developed chapters.

We have a chapter here in Austin.

We have a chapter in San Francisco.

We have chapters all over the world at this point, and we have over 10,000 members.

This was a picture probably from GTM 2023 in Nashville, which was our big conference.

So this was primarily intended to be a bootstrap business.

And for the entirety of our...

of our existence, this is just some additional demographic data, but it's not really that interesting.

I think what's interesting about this talk and the reality of the world that we live in is really this line compared to this line over the course of the last couple of years.

And so, and it, for better or for worse, it coincides pretty closely with

are taking in outside capital, which doesn't mean that outside capital is necessarily a terrible thing.

But I want to talk about the shift from profitable efficient growth, really from growth at any cost to profitable efficient growth.

You can see that our journey, I started working on this full-time really five years ago in this city.

So five years ago, pretty much this month, I had moved to Austin for a couple of months and I'd begun working on Pavilion full-time.

And it was completely and really largely to this day remains almost entirely word of mouth driven, almost entirely organic social media driven.

We don't really do paid acquisition.

We don't really have at this point, and I'll talk about that evolution, we don't have much of an outbound go to market machine.

And we've learned a lot of lessons along the way.

And then what happened coinciding with really the tech economy