Carousel Customer Video
CONTACT/PARTNERS/CUSTOMER LOGIN

SuccessFactors

Business Challenge


As a market leader in the red hot category of on-demand talent management software, SuccessFactors was faced with a challenge common among organizations that experience explosive growth — how do you continue to fuel your current pace and get out ahead of it with a relatively small marketing team? With a rise in the number of competitors vying for market share and a rapidly growing sales team to support, the team knew they needed to automate the company’s marketing processes to keep pace with organizational growth.

Solution


Automating manual processes and integrating on a common platform enabled SuccessFactors to support the added demand created by rapid growth. Key to the selection of a marketing automation vendor was a platform that could address the challenges they faced today but scale for their continued growth and evolving requirements. Using event automation, lead scoring and routing and sophisticated segmentation, the team was able to improve lead quality and conversion.

Results


The Eloqua marketing automation platform has helped SuccessFactors operationalize their most successful marketing programs and develop repeatable processes that save hundreds of hours. Some key improvements include:
  • More time to focus on program innovation and driving customer value.
  • An increased number of events that marketing can support.
  • Improved "registered to attended" ratio for events.
  • Thousands of leads flawlessly routed to hundreds of sales reps per month.
  • Better lead quality and shorter conversion time.

SuccessFactors

When we went with Eloqua, we looked at many vendors. Eloqua had, by far, the best functionality. Their solution has really helped us succeed in bridging the gap between sales and marketing at SuccessFactors.


David Cain
Vice President, Marketing Communications
NEXT STEPS
Entertaining Intro to Eloqua
Follow Eloqua on Twitter
RELATED RESOURCES
DemandGen Report: The Springboard Effect
Reading Your Buyer's Digital Body Language (TM)
The Business Case for Integrated Demand Generation