Sam Jacobs, CEO of Pavilion, explores the evolution in the SaaS industry from a mindset of "growth at any cost" to one focused on "profitable, efficient growth." With rising interest rates and shifting investor priorities, companies are now challenged to emphasize customer value and retention alongside expansion. Key strategies for success include grasping unit economics like customer acquisition cost (CAC), lifetime value (LTV), churn rate, and payback period. Additionally, mapping out the customer journey is essential for enhancing onboarding and engagement, which directly impacts retention. Companies should also strategically direct resources toward top-performing sales reps to boost efficiency. In this new landscape, prioritization and alignment are vital for achieving success.
