Sam Jacobs

Those are levers that you can do without changing anything else about your product that can improve your retention and drive higher LTV.

So wrapping up, where did we get to?

In Pavilion, using Pavilion as an example of some of these ideas,

We were in this world of growth at any cost.

We moved to profitable, efficient growth.

What does that mean for Pavilion?

For Pavilion, that means that we entered 2023 with 62 full-time employees.

Today, we have 27 full-time employees.

What's another ramification?

The biggest change that we made is, and there's twofold, and I'll get to them, and then we'll bring on the next speaker.

but there's two big changes that we made.

So again, first is if you're looking to grow, size your bets, right?

So one of the things that people ask me these days is they say, you know, how are you thinking about hiring?

And I'm saying, I think about hiring in ones and twos, not fives and tens, right?

So again,

Your business and your access to capital might be different, but I would encourage you to think about hiring in a tranched way, tranched relative to your balance sheet.

So not hiring 20 people when you just have three account executives.

Let's hire two people and let's see how they do.

So that's thing number one.

Thing number two is...