Marketing Automation Rookie of the Year

Building a high performance revenue engine isn't always easy. For most organizations, it can take time to master the intricate blend of messaging, segmentation, data, organizational alignment and other disciplines. The Rookie of the Year award honors the fast starters for their superb planning, execution and automation.

National Heritage Academies Marketing Automation Rookie of the Year (2013)

National Heritage Academies implemented Eloqua in the fall of 2012 with the goal of having it pay for itself within the first year. The tool paid for itself in two months as the company was able to bring in new leads and develop a segmented nurturing program for prospective customers.  With a paid off mortgage, the team set their sights on optimizing landing pages using A/B testing and making everything work to support their mobile customers (which makes up 40 percent of new contacts). Today, the team has reached “rock-star” status internally by generating a 36 percent increase in new business.

Read more

Orbis Education Marketing Automation Rookie of the Year (2013)

Orbis Education partners with leading colleges, universities, and health care enterprises to deliver world class online healthcare education programs completing all marketing communications branded under our partnerships with our company remaining transparent. Less than 50 days after our Smart Start we had five existing partnerships running both pre- and post- advisement campaigns covering our prospective student lifecycle that averages around a year in length. In the short span of our implementation we integrated brand new communications increasing show rates for our advisement appointments as well as stabilizing conversion rates across multiple lifecycle milestones. Marketing automation has allowed us to truly nurture our prospective students on a global level while maintaining a customer-centric approach.

Read more

Thomson Reuters Marketing Automation Rookie of the Year (2013)

Thomson Reuters, Tax & Accounting needed a solution that would automate the email process for our web seminars, eliminate the potential for excessively emailing prospects, as well as drive solid leads to our inside sales team quickly and with more accuracy. By implementing Eloqua (launched January 2013 and within 60-days of system go-live) and utilizing the integration feature between Citrix (Go To Webinar) and Eloqua, we experienced a 20% increase in registration numbers and a 10% increase in leads over 2012. We are now able to customize our emails with company branding as well as automatically zero in on follow-up actions with contacts based on their response. The lead scoring through the Eloqua system allows for a more targeted focus for our sales team moving them through the sales pipeline at increased speed.

Read more

ZirMed Marketing Automation Rookie of the Year (2013)

As a technology company that uses data to help our clients gain valuable insight into their revenue cycle, it’s embarrassing to admit that we were executing our marketing campaigns based on gut feelings. With the implementation of Eloqua, we’re now able to measure the success of our campaigns and use that data in the planning and execution of future campaigns. In the first quarter, we doubled our inquiries, increased our year-over-year sales-qualified leads by 62%, and boosted our year-over-year sales by 32%!

Read more

AT&T Rookie of the Year (2012)

In 2011, we started a lead nurturing practice that is rapidly moving from pilot to scale. We’ve built better business processes atop a sound technical foundation, and staffed a team of passionate Digital Marketers. We are rapidly leaving behind a legacy of loosely coordinated “batch & blast” e-mail campaigns to a discipline of integrated marketing programs that produce sales-ready leads complemented by rich engagement context.  In our first year using Eloqua, we have made impressive gains across marketing funnel indicators, posting gains in relevance (2.5x click-through), interest (6x inquiry to MQL) and conversion (3x MQL to SQL).

Read more

Compendium Rookie of the Year (2012)

We were new to Eloqua, but as a company we were not new to marketing automation.  Most companies would consider this previous knowledge an asset, however we were a brand new marketing team and we were faced with a lot of naysayers.  As a fast moving SaaS company, our sales team wanted Eloqua up and running the day we signed.  It took us only one week after the completion of SmartStart to launch our first campaigns.  Since then, we’ve been able to implement a successful Lead Scoring System, a four-campaign nurturing program, build our own integration to make content easier, integrate with ReadyTalk for webinars, see a dramatic increase in our demo requests and resource downloads.  However, our most important benefit from this implementation has been the time gained back in our days to be better marketers.

Read more

Dex One Rookie of the Year (2012)

After the implementation of marketing automation, Dex One, a yellow pages provider that offers marketing services to SMB clients, launched our “How Findable Are You™?” microsite, which focuses on a critical success factor for most small businesses—getting found and being chosen. If their customers can’t find them, they can’t grow and they can’t hit revenue goals. The cornerstone of the campaign is an online assessment, which profiles prospects’ “findability” and drives future nurture programs and powerful sales conversations. After mapping the unified theme of “Be Found” to various industries, we implemented a nurture program that supports prospect conversations through all the stages of the buyer’s journey, and designed sales enablement tools that map prospect’s issues to specific Dex One solutions. Within the first 30 days, prospects in the campaign increased conversion rates by 65%—and average deal size rose by 79%.

Read more

dotloop Rookie of the Year (2012)

We’re a fast moving company experiencing tremendous growth; getting up and running on Eloqua and automating our marketing systems is crucial to maintaining that growth. We were able to integrate Eloqua and SalesForce in a way that helps streamline the communications between marketing (lead-generation) and sales (revenue generation), making our company a lean, mean, selling machine. After our largest sales day in history, it’s clear how marketing automation has us poised to reach our stretch sales goal for the year and exponential growth beyond that.

Read more

CHEP USA Rookie of the Year (2011)

CHEP USA is the poster child for making use of all that Eloqua has to offer in a short time frame.  In 6 months they have found a way to accomplish complex CRM integration, cloud connector integration, multiple lead scoring and nurturing programs, and creative use of Eloqua’s Program Builder to identify new cross-sell opportunities.  CHEP thinks BIG, executes without hesitation, and always keeps an eye on what they can do next with marketing automation to increase sales and marketing effectiveness.  They operate and act like an Eloqua client that has been using the platform for years – not months.

Read more

Ion Interactive Rookie of the Year (2011)

In less than 60 days since implementation, ion interactive has seen a tremendous increase in overall performance from E10. We’ve already seen an increase of over 500% in key performance indicators, and a 38% decrease in unsubscribe rates. With the ability to capture and pass along greater lead details from our various marketing platforms, we’ve been able to better identify, message, segment, score and nurture our prospect database. Within four weeks, ion was able to launch simultaneous nurture campaigns that were more effective at processing respondents through multiple touch-points than any other marketing automation platform we’ve used to date.

Read more

TELUS Corporation Rookie of the Year (2011)

Marketing Automation is not an easy journey but the results cannot be disputed.   Your alignment with sales is the key to success; succeeding in funnel management and also with your own marketing departments.   You will need to have patience and the diligence to establish process, document and then to review.  While it is not easy, the payoff is enormous, as you can drive an unparalleled level of visibility into ROI and alignment between your marketing and sales organizations.

Read more

Tenzing Managed IT Services Rookie of the Year (2011)

Tenzing, a private small business of 70+ employees, had been looking to graduate from a clunky and time-consuming online email marketing service to a leading marketing automation system to manage their email marketing initiatives, help improve their lead generation process, and increase revenue.  Tenzing is a Canadian managed IT hosting company that targets software-as-a-service (SaaS) providers and Ecommerce systems integrators.  Since launching Eloqua in May, 2011, Tenzing has not looked back.  They increased the number of email touch points by 348% in one quarter, increased their contact database by 17%, increased inquiries by 226%, decreased unsubscribes and bounce backs by 23% and 53% respectively, and surpassed engagement rates from their previous email marketing vendor with open rates increasing by 63% and click through rates by 6%.  Tenzing’s deployment of Eloqua also helped contribute to a double digit increase in monthly recurring revenue in the first quarter they rolled it out.

Read more