Unleashing Disruptive Technologies

To Grow Your HCM Software Business

Mark Organ, CEO of @markorgan; Tweet #disruptive

I Have Only One Word For You

360 Custom Burgers Per Hour

Disruption in Pairs - Most Powerful

Dialing 4 Dollars

Death of a Salesman

My Disruptive Pair

Disruption can be Deceptive …

!

… and rather unattractive, at first

2000-2001

Product-Market Fit? J

!

2004

The 1 Day Sales Cycle

DAVID SKOK ForEntrepreneurs.com

Marketing Automation is a Platform

Marketing Automation is a Platform BURNING

List, Attention Spoilage

Deliverability

Marketing Automation is a Platform BURNING

List, Attention Spoilage

Deliverability

Availability of

Deep Knowledge

“Inbound Marketing” will save us NOT!

Vision without execution is hallucination.

T. EDISON

“Inbound Marketing” will save us NOT!

Vision without execution is hallucination.

T. EDISON

Content without advocacy is masturbation.�

M. ORGAN

We Have Content Overload

Contagious Content Helps

Six key STEPPS Social  Currency  Triggered    Emo3on  Public  Prac3cal  Value  Stories  

Advocacy Cuts Through the Content Clutter

Advocacy is becoming a New Platform

Referrals

Product reviews

Blog comments

References Retweets, likes, shares

Discover Consider Purchase Retain Inspire

Media interviews

User groups

Product surveys

Customer Advisory Boards

Analyst interviews

Advocacy ≠ Social

7% Social Network

93% Other WOM

Source: Forrester

What Motivates Advocates?

1. Part of the Team

What Motivates Advocates?

2. Measurable Impact

What Motivates Advocates?

3. Social Currency

Advocate marketing captures their enthusiasm and turns it into a powerful force for igniting business growth.

All companies have champions Capture their enthusiasm and ignite your growth

All Companies Have Champions

Hand-carved sign

Advocate Marketing at

His mission: Develop customer references and testimonials that accelerate the sales cycle and enhance Ektron’s reputation in the marketplace.

500% increase in award submissions

26 customer videos captured in 2 days

17 positive product reviews on Quora

#1 search result in Google!

Advocate Marketing at

His mission: Coordinate, develop and assist Act-On's product roadmap enhancements through close coordination with customer advocates.

Advocate Marketing at

36 super high quality new referral leads in Q1 thanks to his referral program 100X higher survey response from advocates

Advocate Marketing at

The Advocate Experience is Crucial

ADVOCATE

Another Disruptive platform: Mobile

And Another Disruptive platform: Big Data

Thanks For Your Attention!

@markorgan #disruptive

QUESTIONS?

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About Influitive

Influitive helps B2B marketers recruit, mobilize and recognize an army of advocates that outsell their best sales reps.

Who we are: Founded in 2010 HQ in Toronto, San Francisco Private, VC backed, >$11M raised