O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

2

Compartilhar

How to build a billion dollar category and not get f*'d

I am a lifelong researcher and practitoner of the art of category creation in marketing software. I've participated in the building of the marketing automation and advocate marketing spaces. In this talk I discuss my approach to building categories by focusing on the serving the "underserved hero", transformed by disruptive trends and innovation to become powerful and numerous.

Livros relacionados

Gratuito durante 30 dias do Scribd

Ver tudo

How to build a billion dollar category and not get f*'d

  1. 1. @INFLUITIVE@INFLUITIVE How to Build a $B Category King and Not Get f*’d Mark Organ Founder & CEO, Influitive @markorgan
  2. 2. @INFLUITIVE I’m a serial entrepreneur and lead a global team of 140 people at a Toronto-based startup: Influitive Influitive helps companies grow faster by discovering, nurturing and mobilizing their customer advocates. 300+ customers $50M+ Raised from top-tier Investors 140+ Employees around the world A little bit about me
  3. 3. @INFLUITIVE However, Influitive isn’t my first rodeo… I also started another company called
  4. 4. @INFLUITIVE I learned a lot… and made a lot of mistakes
  5. 5. @INFLUITIVE What is missing from this picture? What is missing from this picture?
  6. 6. @INFLUITIVE Scaling a SaaS company is hard… DEVELOPING A CATEGORY IS AN EVEREST CLIMB
  7. 7. @INFLUITIVE Scaling a SaaS company is hard… DEVELOPING A CATEGORY IS AN EVEREST CLIMB
  8. 8. @INFLUITIVE WHAT DO THESE HAVE IN COMMON?
  9. 9. @INFLUITIVE All “transformative empires” aka Multi Billion Dollar Category Creators
  10. 10. @INFLUITIVE Is there a repeatable growth framework for creating a ‘Transformative Empire’?
  11. 11. @INFLUITIVE CATEGORY CREATION: DISCOVER THE UNDERSERVED HERO. BET ON THEIR TRANSFORMATION The underserved hero / aka the “fringe”1 Underlying trend(s) levitate the hero 2 Underserved hero become mainstream3
  12. 12. @INFLUITIVE SALESFORCE: NO SOFTWARE, POWER TO THE SALES MGR MASSES The underserved hero / aka the “fringe”1 Underlying trend(s) levitate the hero2 Underserved hero become mainstream3
  13. 13. @INFLUITIVE ELOQUA: TOOLS AND RESPECT FOR THE DEMAND GEN LEADER The underserved hero / aka the “fringe”1 Underlying trend(s) levitate the hero2 Underserved hero become mainstream3
  14. 14. @INFLUITIVE INFLUITIVE: SYSTEMATIC SOCIAL PROOF - ADVOCATE MARKETING The underserved hero / aka the “fringe”1 Underlying trend(s) levitate the hero2 Underserved hero become mainstream3
  15. 15. @INFLUITIVE Customer success is the bedrock on which everything else is built
  16. 16. @INFLUITIVE S Leverage these advocates in everything you do
  17. 17. @INFLUITIVE
  18. 18. @INFLUITIVE
  19. 19. @INFLUITIVE Build a team of advocates within your company
  20. 20. @INFLUITIVE Value and Experience for Employees Value and Experience for Customers
  21. 21. @INFLUITIVE And it seems to be working! 21
  22. 22. @INFLUITIVE Key Idea #1 - Board STRUCTURE ● MINIMUM number of management team members ● MINIMUM number of investors ● MAXIMUM number of independents ● SMALLEST possible size
  23. 23. @INFLUITIVE My Board of Directors is a high functioning TEAM Simon Chong Alex BakerDennis Chookaszian Rick Faulk David Stein
  24. 24. @INFLUITIVE ❏ SMALLEST possible size ❏ MINIMUM number of investors ❏ MAXIMUM number of independents ❏ MINIMUM number of management team members Key Idea #1 - Board STRUCTURE
  25. 25. @INFLUITIVE Key Idea #2 - Board CULTURE Build a team of advocates within your Board
  26. 26. @INFLUITIVE@INFLUITIVE Mark Organ Founder & CEO, Influitive @markorgan
  • AbhishekUniyal10

    Apr. 25, 2019
  • JuliaNimchynska1

    Oct. 6, 2017

I am a lifelong researcher and practitoner of the art of category creation in marketing software. I've participated in the building of the marketing automation and advocate marketing spaces. In this talk I discuss my approach to building categories by focusing on the serving the "underserved hero", transformed by disruptive trends and innovation to become powerful and numerous.

Vistos

Vistos totais

545

No Slideshare

0

De incorporações

0

Número de incorporações

2

Ações

Baixados

0

Compartilhados

0

Comentários

0

Curtir

2

×