Sales Impact

Perhaps the greatest marketing achievement on the road to Revenue Performance Management is getting SALES to sing your praises. This award honors a company that has given its sales team the tools, technology and techniques to improve win rates, sales velocity or competitive advantage.

CSC Sales Impact (2013)

Sales teams thrive on quality information about clients and prospects. CSC’s sales team previously had little to no visibility into the digital body language of their clients. The marketing function was not connected to the sales teams in any way. The digital ecosystem we built at CSC allows for critical information regarding company size, industry and interests to be displayed to sales professionals within Salesforce.com, providing them with a qualified lead pipeline.

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Kronos Incorporated Sales Impact (2013)

At the end of our first successful year using Eloqua, we knew we needed to keep the momentum going and deliver better results year after year.  While it can be easy to make a “splash” in the inaugural year, sustained performance and improvement is more challenging.  Our cross-functional team remained focused on maintaining marketing automation best practices including setting clear goals and metrics, and tracking and communicating our performance results.  The program continues to improve on all key metrics and, more importantly, we’ve consistently demonstrated our ability to drive revenue for Kronos.

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Monumental Sports & Entertainment Sales Impact (2013)

The marketing team at Monumental Sports & Entertainment created a marketing campaign for the sales department to simplify the account renewal process.  The year before sales had spent over $15,000 on a third party company to create the campaign and this year the marketing department offered to do it in-house using the resources Eloqua provided.  Using emails, landing pages, and CRM integration the campaign allowed for a personalized experience with customized invoices merged onto landing pages that all automated throughout the month-long renewal process.  Overall, the online component was responsible for over $6M in revenue.

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Motorola Solutions Sales Impact (2013)

By leveraging the robust technology provided by Eloqua’s Engage, Profiler and Discover applications, Motorola Solutions’ North America marketing and sales teams have begun working more closely together and are driving millions of dollars in revenue. The sky is truly the limit as the adoption of the technology is very new (less than one year in circulation) and has driven nearly $7.5 million in attributable revenue in the first half of the year.

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D&B Sales Impact (2012)

In any successful enterprise, the marketing and sales teams must work together in a well-orchestrated fashion to produce strong results. Although we have an established customer lifecycle methodology, D&B recognized a gap in the performance of the Hoover’s First Year customer base due to the lack of a defined Sales and Marketing strategy for this specific customer set. D&B’s Marketing Team bridged that gap by collaborating with Sales to create a fully automated, multi-touch First Year program. The program uses the Eloqua marketing automation platform to develop, launch and track First Year touchpoint tasks and communications, and facilitates communication between the Sales and Marketing teams. The effort to date has yielded strong, measurable efficiency savings, an 80 percentage point increase in customer training enrollment, strong product usage within the first 30 days and high praise from Sales.

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DocuSign Sales Impact (2012)

“Eloqua Rocks!  The Impact to Sales is Huge.” – The DocuSign Sales team

Marketing has to admit that Sales says it best on this one.

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inContact Sales Impact (2012)

Since we’ve implemented Eloqua, we’ve gone from being known as the “sales prevention department” to the “sales creation department.” inContact’s EVP of Sales is one of the Marketing’s biggest fans and says, “Our marketing department is our best weapon in helping us make our number.” And, the extensive Marketing support that Sales receives is a theme in recruiting new salespeople. In addition, Sales and Marketing now have joint ownership of the entire sales pipeline and customer lifecycle with related SLA’s between the two departments. Most importantly, Marketing has blown away the SQO goal since implementing Eloqua 6 quarters ago.

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ReadyTalk Sales Impact (2012)

By implementing sales enablement tools, such as the Prospect Profiler, Eloqua for Outlook and the Eloqua Cloud Connectors for ReadyTalk, the ReadyTalk marketing team has increased the number of net-new leads, improved pipeline velocity, and experienced better alignment with sales reps.

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Cross Telecom Sales Impact (2011)

With marketing automation we have revolutionized how our customers receive information from Cross and how our sales team contacts customers/prospects. Lead nurturing efforts drive demand generation and through digital body language our sales force revenue is highly influenced from the marketing team. Our increased brand awareness creates customer loyalty to existing accounts and provides insight to prospects who want to do business with us based on our industry leading expertise.

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Kronos Incorporated Sales Impact (2011)

The most exciting component of being a new Eloqua customer is how quickly we were able to focus on leveraging the technology to drive revenue.    When I look back on the accomplishments of our first year on Eloqua, I am pleased that we were able to successfully execute email campaigns, deliver solid email performance, maintain a best-in-class closed-loop lead management process, strategically build out our database, and enable sales to identify new opportunities, nurture existing opportunities and increase marketing’s contribution to pipeline.

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ReadyTalk Sales Impact (2011)

We have rapidly assimilated the more complex tasks of Eloqua and as a result have demonstrated its value to the company in a very short amount of time.  In providing value and performance to the sales team, we have structured Eloqua in such a way as to shorten the sales team time to follow-up while providing them with a rich data set of information about the prospect.  Our creative implementation of Eloqua’s Cloud Connectors and use of Salesforce.com’s campaign member record are both examples of our quick mastery of Eloqua. Not only has we provided our sales team with a robust system which meets their needs, we have helped establish ReadyTalk as a thought leader in the webinar space.

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STEMCELL Technologies Inc. Sales Impact (2011)

In this first year using Eloqua, we have already been able to provide sales with an array of tools and solutions that help them improve their efficiency. We have been able to implement and have Eloqua fully functional, as well as launch our first nurturing program in half the average time (6 months instead of 1 year).

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