When Sam Jacobs founded Pavilion, formerly Revenue Collective, he set out to build a private community for operators in a startup world that traditionally celebrated founders and overlooked the people running the business. But as Pavilion grew to 10,000+ members, the very thing that made the community valuable began to get diluted.
In this special Topline Spotlight episode, Sam joins co-hosts AJ Bruno and Asad Zaman to talk about what happened, why removing the qualification barrier was a mistake, and what it took to bring Pavilion back to its original vision.
Sam talks about:
- Why rapid growth can dilute what makes a community valuable - How LinkedIn and Slack helped Pavilion scale faster than expected - What happened when exclusivity gave way to openness - Why reversing course became harder once the community had grown - The importance of having a long-term vision instead of chasing immediate growth - Why building something great requires patience and restraint
Chapters:
00:00 Introduction 00:42 Business Challenge of the Last 24 Months 01:29 What Is Pavilion? 02:43 Launching Pavilion Gold 04:01 Why the Community Scaled So Quickly 06:51 LinkedIn and Slack as Growth Drivers 07:02 Shifting Culture of Openness Among GTM Leaders 08:04 The Consequences of Losing Focus 10:54 The Biggest Mistake: Removing the Qualification Barrier 11:32 The Challenge of Reversing Course 13:46 Continued Opportunity for Operator Advocacy 15:00 Solving the Challenge: Long-Term Vision 15:54 Building a 3-Year Vision for Pavilion 16:08 Importance of Patience in Building Exclusive Communities Try Pavilion: joinpavilion.com
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