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Sybase

Business Challenge


Marketers at Sybase wanted to develop a coordinated and measurable global sales and marketing process to get unprecedented visibility into marketing performance.

Solution


When Sybase needed to improve its ability to measure marketing’s contribution to the sales pipeline and revenue, it turned to Eloqua's integrated demand generation applications. What began as an isolated project quickly spread, with the corporate marketing group serving as the champion for a global roll-out.

Today, 65 users from diverse marketing groups in 22 countries work from a single system to execute and track a variety of marketing initiatives--from trade show campaigns to Web seminars--promoting consistency in Sybase’s lead generation practices on a global scale. Marketing activities related to marketing initiatives are automated, executed, and tracked from the same system, and standard templates and business processes guide marketing managers to execute campaign steps in a similar manner.

Establishing marketing processes with the product on an enterprise level also ensures that individuals in marketing and sales are using a common definition of a sales lead, alleviating a key source of disagreement that can arise throughout an extended sales process.

Results


Since deploying Eloqua Conversion Suite, Sybase has established a solid foundation for its vision of a global marketing and sales process that is better coordinated, more effective, and highly measurable. And the results speak for themselves. In one year, the company:
  • Increased self-service marketing execution

  • Increased the number of marketing campaigns by 100%

  • Reduced time to execute campaigns by 50%

  • Decreased cost to convert leads by 85%

  • Increased size of marketing database by 50%

  • Boosted online event attendance by 50%

Sybase

The key to all of this data is credibility. Now global sales teams can view a lead and at a glance see all of the activity against that lead by marketing.


Jackie Kiley
Director of Corporate Marketing
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