Sam Jacobs

But we are growing, and we're growing profitably and efficiently.

This is not public information, although it is being recorded, that's okay.

But really, since we raised money, we were a business that during COVID had 30% operating margins and was growing 3X from 2019 to 2020.

That growth slowed, and we weren't 30% operating margins.

We were generating significant amounts of cash.

From 2021 in February when we raised the round through last year, we burned $8 million of capital, which we'd never done before.

Now we are generating cash again, and we are profitable again, and we're growing.

So the question is, what exactly did we do differently?

How do we do it?

Some tenets about profitable, efficient growth.

All of it fundamentally is about prioritization and alignment.

So I can speak specifically about the things that Pavilion did.

But the most important thing that I would say up on this screen is capital efficiency is prized in the current market.

And what that means is doing more with less.

So this year we're making, our top line has grown 15% this year.

And we have half the people that we had a year ago.

If you look at some of the stats that Alina and Nicola presented from Chili Piper, Chili Piper's doubled their ACV, cut their customer acquisition costs in half, and also dramatically increased revenue per employee up to $200,000 per employee all over the course of the last year.

So part of what efficiency means is prioritization, and part of what efficiency means is really just understanding that you can do a lot of things

with the same number of people using offshore resources, using AI, and using automation that maybe you didn't think were possible.

So a couple of the things that we want to focus on and that I want to focus on right now as we go through this.