Sam Jacobs

We mean customer-driven growth.

And one of the problems that we saw, both at Pavilion and with many other businesses, is this lack of an understanding about how to orient instrumented architect customer-driven growth.

And what you need to drive customer-driven growth is you need some kind of concept that views the customer journey not just as the pre-sale funnel.

So this is the bow tie.

This was popularized by Jocko at Winning by Design.

But the point is, in a growth at any cost world, the world that we used to live in, the left side of this idea was most prominent.

Raise your hand if in most of your board meetings, you spent most of the time looking at pipeline,

Most of the time looking at new business acquisition.

Most of the time looking at your win rate.

Why is that?

That's because your funnel pre-sale is really well architected.

We know what leads are.

We know what SQLs are.

We know the dollar value of pipeline.

We know the close rate.

But most people have not had the right side, meaning post-acquisition.

Most people have not had that part of the funnel pre-sale.

They don't even think of it as a funnel, to be completely honest with you.

And it hasn't been architected.

And when it's architected, that can drive the behavior.