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Mark Organ. He\\u2019s the founder and CEO of Influitive, helping companies mobilize their advocates to produce massive increases in referral leads, reference calls, social media participation and more. He revolutionized B2B marketing and the founding CEO of Eloqua, the world leader in marketing automation software, which was acquired by Oracle for $871M. In between, he was the go-to marketing consultant for SaaS companies in North America and Asia.\\xa0

Famous Five:

• Favorite Book? \\u2013 Getting to Yes
• What CEO do you follow? \\u2013 Dara Khosrowshahi
• Favorite online tool? \\u2014 LinkedIn
• How many hours of sleep do you get?\\u2014 6
• If you could let your 20-year old self, know one thing, what would it be? \\u2013 \\u201cHow important it was to build new relationships with people\\u201d

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Time Stamped Show Notes:

• 01:40 \\u2013 Nathan introduces Mark to the show
• 02:17 \\u2013 Mark left Eloqua even before the acquisition
  • 03:25 \\u2013 It was the VCs that pushed Mark to leave
  • 03:54 \\u2013 Mark still had a great exit from the company
• 04:10 \\u2013 Influitive helps companies grow by getting more value out of their happy customers
• 04:46 \\u2013 Mark saw the importance of mobilized customers when he was still in Eloqua
• 05:13 \\u2013 Influitive created communities where companies invite their customer advocates
• 05:51 \\u2013 ACV is $50K annually
• 06:10 \\u2013 Influitive currently has 270 customers
• 06:33 \\u2013 ARR is close to $10M
• 06:51 \\u2013 it would take 4-5 years for Influitive to reach their $100M ARR mark
• 07:02 \\u2013 Influitive was founded in 2010
• 07:21 \\u2013 Influitive has raised $50M
  • 08:09 \\u2013 Mark shares why he had to raise
• 09:13 \\u2013 Influitive\\u2019s growth is faster than Eloqua\\u2019s
• 09:40 \\u2013 2016 revenue
• 10:05 \\u2013 Influitive is averaging more than 50%, year-over-year growth
• 10:50 \\u2013 Influitive is cash flow positive on some months
• 11:08 \\u2013 Team size is 125 with 8 people in sales
• 11:22 \\u2013 \\u201cI want all the sales guys to make money\\u201d
  • 12:03 \\u2013 Increased quotas make it impossible for salespeople to hit their numbers
• 12:55 \\u2013 CAC is around $40K
• 14:10 \\u2013 Payback period is a year to 15 months
• 17:01 \\u2013 The Famous Five

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3 Key Points:

1. VCs are there for a reason, trust them.
2. Reaching one\\u2019s quotas takes a much longer time than it did a decade ago.
3. Networking and relationships are crucial to your personal and business life.

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Resources Mentioned:

• Simplero \\u2013 The easiest way to launch your own membership course like the big influencers do but at 1/10th the cost.
• The Top Inbox \\u2013 The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences
• GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more
• Klipfolio \\u2013 Track your business performance across all departments for FREE
• Hotjar \\u2013 Nathan uses Hotjar to track what you\\u2019re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience
• Acuity Scheduling \\u2013 Nathan uses Acuity to schedule his podcast interviews and appointments
• Host Gator\\u2013 The site Nathan uses to buy his domain names and hosting for the cheapest price possible
• Audible\\u2013 Nathan uses Audible when he\\u2019s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books
• Show Notes provided by Mallard Creatives