      SaaStr · 2015-01-07
      · 4165d
    

Mark Organ's 10 Hard-Won Lessons for Creating Billion-Dollar SaaS Categories

Mark Organ, founder of Eloqua (acquired by Oracle for ~$1B) and CEO of Influitive, shares lessons learned from building two category-creating SaaS companies. He emphasizes customer success obsession, aggressive lead generation, hiring emerging talent, and thought leadership as core principles for category creation. The article contrasts the challenges of category creation versus being a category entrant.

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Metrics in this report

Accounts Per Account Manager - After

45accounts

achieved

Influitive customer success operations with automation

Accounts Per Account Manager - Before

8accounts

baseline

Influitive customer success operations

Acquisition Price

1000000000$

approximate

Eloqua Oracle acquisition

CEO Time Allocation to Talent Development

25%

recommended

Time spent identifying and developing emerging talent

Revenue Target

8000000$

minimum

Influitive 2015 projected ARR