Numeric Scoring: The Key To Lead Management Success

Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. I hadn’t seen the product in a while and was impressed with the UI improvements the Eloqua team has produced.

April 21, 2008

April 21, 2008
Marketing Automation Tool Mixes New Channels with Old
'A Canadian company, which helps marketers and their sales teams to reach out to prospects, using e-mail, direct mail, and other channels will support three new ones in its product offering: RSS feeds, speech-to-text, and fax. Eloqua's move comes as consumers and businesses alike continue to change where and how they buy products. '
ClickZ

April 21, 2008
Numeric Scoring: The Key To Lead Management Success
'Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. I hadn’t seen the product in a while and was impressed with the UI improvements the Eloqua team has produced.'
Forrester Blog for Interactive Marketing Professionals

February 01, 2008
Networking Opportunity
''Sure, online social networking is all the rage. But remember good old-fashioned in-person events, where human beings interacted face to face instead of Facebook to Facebook? Crossbeam Systems does. And it's using them — coupled with a multitouch e-mail strategy — to spur interest from prospects and established customers.' '
DIRECT Magazine

January 30, 2008
ZoomInfo Trial Targets Prospects With Real-Time Sales Activity Tracking
''Although ZoomInfo’s business information search engine helped corporations like Adobe and Bullhorn identify sales opportunities and build sales pipeline, the company was challenged with its own process to help its sales team navigate and prioritize through a heavy volume of leads.' '
DemandGen Report

December 19, 2007
The Top CRM 25 Influencers of 2007
''Steven Woods — Eloqua Corp. Chief Technology Officer and Senior Vice President of Products: One of Eloqua's co-founders, Woods has combined his software-engineering know-how with an incisive sense of what sales and marketing people actually need frrom a solution. The result has been products like the Eloqua Express, Team and Enterprise family of marketing-automation tools, which include capabilities like lead scoring and lead nurturing. This year, the company introduced a module for drawing CRM information into the process of creating direct-mail accounts, one of CRM's somewhat forgotten channels.' '
Inside CRM

September 01, 2007
The 2007 Market Awards: Elite -- Sybase
'Since the rollout of the new integrated system last spring, Sybase has seen an 85 percent reduction in the cost of acquiring customers and "growth at the top of the funnel," Kiley says. Credit goes to the increased visibility that the integrated system delivers. "When you're focused on a thing and you watch it and it works for you, great. If you see that it's not working, you can change it," Kiley says. "Now we can see exactly what's going on. In our old world, we couldn't."'
CRM Magazine

September 01, 2007
The 2007 Market Awards: Rising Stars
'Sales and marketing have always been strapped by the lack of coordination that plagues the opportunity management process. Many people figured CRM would solve that, but it hasn't--which has left an opening for solutions to address this dilemma. Eloqua, recently named a "Cool Vendor" by Gartner in CRM marketing and analytics, is one of those firms looking to broker a ceasefire in the information war between sales and marketing.'
CRM Magazine

August 08, 2007
Lead scoring: Marketing's answer for sales
'Three years since taking over as director of demand generation at Endeca Technologies Inc., there's one thing Will Pringle no longer hears from his Sales department: "These leads suck!" That's thanks in large part to Marketing and Sales getting together to implement a lead scoring system using Salesforce.com, Eloqua and D&B business information. Rather than guesses or hunches about Marketing's contribution to the bottom line, there's a pretty clear understanding of what's working.'
SearchCRM.com

July 18, 2007
How NetSimplicity optimized its demand generation at a ‘granular’ level
''NetSimplicity, an office administration software company, needed to increase leads in order to keep its three new sales representatives busy and productive. Unfortunately, the marketing budget wasn’t there.“We needed to increase leads by 60% for the additional salespeople without significantly increasing the demand-generation budget,” said John Stockton, senior director of marketing at NetSimplicity.''
BtoB Magazine

July 01, 2007
Risky Business: Automation is Aon's Insurance for Success
''To get the best insurance coverage, you have to be well informed. Insurers need information too — about their customers' demographics, businesses and activities. For Aon Corp., that meant putting automated processes in place to better track prospects and generate qualified leads for sales reps.''
Direct Magazine

May 09, 2007
Google unveils latest version of free analytics tool
''John Stockton, senior director of marketing at NetSimplicity, which markets office administration software products, is a big believer in Web analytics. No small wonder, as he has been able to increase qualified leads by 100% over the past year—with the same budget—using Eloqua's Web analytics product.''
BtoB Magazine

May 02, 2007
Speeding Up The Sales Pipeline A Growing Priority For B2B
''Eloqua’s customer base runs the gamut of large, publicly-traded companies such as Sybase to smaller venture-backed firms in technology, financial services and business services. “Our clients are automating the process from initial lead generation all the way to revenue generation and are able to attach predictive models to the process. For example, our more advanced clients are able to know that for every $1 they put into demand generation they are going to get $5, $10 or $15 dollars out depending on their sophistication.”''
DemandGen Report

April 26, 2007
Please Join Us: Automation Helps Group 1 Boost Webinar Effectiveness
''Prior to using the Eloqua system, Group 1 used postcards to promote the Webinars, typically resulting in a 1% hit. E-mail promotion is faring better, with responses in the 5% to 10% range.''
Chief Marketer

April 12, 2007
The Virtual Office
''Eloqua is particularly comfortable with the software-as-a-service model, of course, because that's how it sells its own wares, too. It makes business-to-business marketing automation software that helps measure the process of lead generation, and accelerate sales cycles.''
Canadian Business

April 10, 2007
B2B Demand Generation in the Age of Accountability, Measurability, and Automation
''To drive marketing performance to new levels, B2B marketers have begun to embrace and implement integrated demand-generation platforms.''
MarketingProfs.com

March 01, 2007
Molding Marketing Mindsets
''"By joining marketing and sales more tightly, the company has been able to cut the cost to convert leads by 85 percent. Sybase has increased its marketing database by 25 percent, which has in part led to a rise in attendance at marketing events of 50 percent."''
DestinationCRM

February 05, 2007
Joseph Payne joins Eloqua as CEO
''“I think we may see a major resurgence of traditional channels that were abandoned for e-mail, like direct mail and telesales,” Joe Payne said. “These old channels will work in conjunction with the new marketing channels of e-mail, Web properties, hyper sites and Webinars to touch customers in an integrated fashion in a manner not possible before.”''
DMNews

December 14, 2006
What can we do about declining e-mail marketing response rates?
''Mark Organ, CEO of Eloqua writes about the many factors that affect response rates; and the techniques for improving them that are often overlooked.''
BtoBonline Email Marketer Insight

December 01, 2006
Turning Sales into Science
''"Typically, in marketing, people talk about sweepstakes and they say they give you lousy leads," says David Kreitzer, the company's director of inside sales. "We have found the opposite to be true - as long as you pick the right leads." By focusing only on the strongest prospects, Bella Pictures has increased its number of face-to-face meetings some 75 percent.''
Inc. Magazine

September 21, 2006
Secrets & Lies: Email Analytics
''Few marketers would execute a campaign without thinking about analytics, even in the most basic form. But moving past simple stats such as open and click-through rates to figure out how to get the most out of your e-mail analytics can be tricky. Jeff Pedowitz, director of professional services for marketing demand generation company Eloqua, provided one e-mail secret to help you get ahead—and one lie that could prevent you from achieving your goals.''
BtoB magazine

August 06, 2006
The Cobbler's Children Wear Prada
''I can see all of the activities related to each stage of a sale, and if I see one of the sales guys stuck in a certain phase with someone for three months, I can dig through, see what's going on, and figure out how I can help or if I can see hidden objections he might not be aware of.''
1to1 magazine

July 25, 2006
Eloqua Gets Its Platform On
''There are lots of products out there focused on doing just one thing. But today you really need a larger spectrum of technology and methodology. This is what Eloqua's centered on doing.''
DestinationCRM

July 25, 2006
Eloqua sees Componentized Applications as Next Wave of Marketing Automation
''Eloqua is releasing the latest version of its demand generation suite, but behind this release looms a larger vision: a set of packaged marketing-focused applications called SMARTpacks that can be sold more easily and deployed faster''
the451 Group

June 12, 2006
Social networking: The next business marketing tool
''"In many ways, social networking is tailor-made for the B2B sale, with its longer sales cycles, considered purchase and multiple stakeholders. The old cliché, "It's not what you know, but who you know" is truer than ever. Time-starved business leaders are subject to a constant bombardment of marketing messages, making the personal referral the gold standard in lead generation."''
The Globe & Mail

May 17, 2006
Eloqua Suite Offers Strong Complement
''"Eloqua is a hosted system designed to help companies gather and nurture leads that will be passed on to a sales force. Features such as automated multi-step campaigns, personalized e-mail and Web pages and integrated tracking of e-mail and Web behavior are so attractive that it’s tempting to consider the system for managing ongoing customer relationships as well."''
DMNews

May 12, 2006
Tridel makes sense of e-mail with on-demand sales suite
''"I felt they understood what our needs were, and it didn’t make sense for me to look elsewhere because they already had it” - Stacey Fruitman, Tridel’s director of corporate marketing.''
ITWorld Canada

May 10, 2006
Five Components of Effective Sales and Marketing Communication
''It is increasingly obvious that the competitive battle for customers is being won or lost at the top of the sales funnel. So, how does a firm make itself stand out from the rest? It all ties back to effective communication. Here are the five components of an effective sales and marketing communication strategy:''
MarketingProfs

May 03, 2006
Next-Level B2B E-Mail Campaigns
''Your marketing department has mastered entry-level e-mail marketing. Now if only you could increase the scale of your e-mail marketing and integrate it more tightly with your overall marketing campaigns, you could realize even greater revenue growth.''
ClickZ

April 15, 2006
The Accountability Opportunity
''If CMOs want to get into the boardroom, they need to adopt the language of finance, sales, and production. Successful marketers quantify their value in terms familiar to the other corporate executives, such as increased revenue, market share, customer loyalty, and return on investment.''
Chief Marketer

February 13, 2006
Problem Solved
BtoBonline

February 09, 2006
How to plant your fields with leads that can double your yield
''The information revolution has made sales leads much easier to gather and has raised the bar for handling them fast, precisely and with maximum impact on final sales. This revolution is sweeping through all stages of lead management, starting with the simplest step – finding new prospects.''
SellingPower.com

December 28, 2005
Tools you can use - Seriously
CMO online

December 15, 2005
Standalone E-Mail Marketing Can’t Stand Alone
''"The value proposition shifts from execution to analysis, measurement and automation", Mark Organ, CEO, Eloqua Corp.''
DM News

November 01, 2005
Learning to Share: Marketing and Sales
''"From the first campaign, sales had great visibility immediately", Andrea Soltysiak, Vice President of Marketing for Procuri.''
Destination CRM

October 20, 2005
Tailored sales pitch works best
''The consistent use of salespeople is one of the major differences between B2B and B2C sales, says Mark Organ, CEO and co-founder of Eloqua Corp.''
Toronto Star

October 17, 2005
What's next for E-mail marketing?
''"The customer will lead the way by dictating who can and cannot communicate with them," - Deirdre Baird, Pivotal Veracity' '
DM News Essential Guide to E-mail Marketing

September 29, 2005
Chief Marketing Officer (CMO) Council Summit 2005 to Showcase Leading Marketing Optimization Solutions and Services
''"We're enthused about the diverse line-up of companies participating in the Summit's first Solutions Showcase," said Donovan Neale-May, Executive Director of the CMO Council.''
MarketWire

August 06, 2005
E-Zine Helps Readers Weather the Storm
''Planalytics launched its first e-mail newsletter, Flashweather, in 2002. "Flashweather in the retail industry has become a house hold term."''
Eda Galeno: Chief Marketer

July 01, 2005
Terms of Endearment
''An excerpt from Culture Clash: The collision between sales and marketing can be jarring. Here's how to avoid whiplash.''
Constantine von Hoffman: CMO Magazine Online