Paul Pacun on Capital Velocity and Cash Flow Discipline

Paul Pacun, CEO & Founder of Meiotic and its flagship sales enablement platform Vablet, joins the show to discuss his 26-year journey in tech, starting with taking a company public during the 2000 dot-com bubble. He shares the origin story of Meiotic and its eventual pivot from marketing to individual dentists to targeting the highly compliant Life Sciences and Medical Device industry. Paul details how the platform, Vablet (short for 'video tablet'), was purpose-built to solve the "hard stuff"—guaranteeing seamless content synchronization and presentation offline, a critical requirement for sales reps in places like hospital operating rooms or remote villages.

A major theme of the discussion is the trade-off between raising capital for velocity and choosing to "sell your way through." Paul shares that while the latter approach ensured financial discipline and ownership, he realized in hindsight that external capital would have allowed them to scale faster against competitors. He also delves into the secrets of Meiotic's long-term employee retention, which centers on fostering a culture of trust, flexible hours, direct programmer-to-client interaction, and actively hiring "makers" and "lifetime learners." Finally, Paul offers crucial advice for modern entrepreneurs, stressing the importance of pivoting when necessary, quickly addressing team performance issues, and ensuring robust financial expertise (the "blood to the company") on even the smallest teams.

 

Takeaways:

• Design for the Worst-Case Scenario: Paul built his sales enablement platform to work flawlessly offline because medical device reps often present in highly constrained environments (like an OR or a remote area) with zero connectivity. Design your core product to be reliable in its most challenging environment; it will work everywhere else.
• Regret the Lack of Velocity, Not the Lack of Capital: While Paul is proud Meiotic sold its way through, he noted that capital buys velocity. Analyze your market and competitive landscape; if speed is paramount, be willing to take a measured raise to scale faster.
• Validate the "Lifetime Learner" with "The Five Whys": To ensure strong long-term hires who enjoy tinkering and growth, go beyond surface-level answers in interviews. Ask follow-up, probing questions—like what hobbies they pursue or how they solve broken systems—to determine if curiosity and a desire to learn is truly "in their psyche."
• Embrace the Small, Diverse, High-Impact Team: In the age of AI and modern tools, Paul advises that you no longer need an "army." Focus on a small, diverse group of skilled individuals, ensuring you have strong sales/marketing, tech, and, critically, robust financial expertise.
• A Bad Hire Kills Morale—Act Quickly: As CEO, Paul learned the hardest job is letting someone go, but waiting too long for a non-performing employee to turn around is detrimental. One person can significantly bring down the morale and productivity of the entire team.

Quote of the Show:

• "Money to a company is like blood to the body. If we run outta blood, we die."

Links:

• LinkedIn: https://www.linkedin.com/in/paulpacun/ 
• Website: https://www.vablet.com/