Dare to Compare to the Eloqua SaaS Benchmark Index

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Dare to Compare to the Eloqua SaaS Benchmark Index



This new report from Eloqua outlines key trends occurring in the SaaS Market including: ...

This new report from Eloqua outlines key trends occurring in the SaaS Market including:
Technology Landscape
Solution Adoption
Social Marketing
Email Effectiveness Rates
Links to Resources and Best Practices



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Dare to Compare to the Eloqua SaaS Benchmark Index Presentation Transcript

  • 1. Dare to Compare to the EloquaSaaS Benchmark Index Marketing Automation Trends, Benchmarks and Best Practices in the Cloud 3rd Quarter, 20111 © 2011 Eloqua, Inc.
  • 2. About This ReportLast year, we published benchmark reports looking atbroad trends we are seeing by analyzing thousands ofmonths of information across our entire customer baseA common request was to produce similar reports with afocus on specific types of companiesThis first edition focuses on Software-as-a-ServiceCompanies, including Eloqua itself.2 © 2011 Eloqua, Inc.
  • 3. Selected Metrics from the EloquaSaaS Index Time Range Jan 1 to Sep 30, 2011 Contacts 23,346,099 Eloqua Users 3,607 Hours Logged 235,651 Emails Sent 99,109,541 Forms Processed 9,533,307 Active Programs 2,8253 © 2011 Eloqua, Inc.
  • 4. Summary of Findings• Salesforce.com dominates as CRM vendor choice• SaaS Companies Leading the Social Boom• Big Adopters of Advanced Automation Tools• Email Effectiveness Benchmark Metrics• SaaS Reach growing fast4 © 2011 Eloqua, Inc.
  • 5. Salesforce.com has 83% of SaaS CRM IntegrationsSaaSco’stwice as likely to bring full pipeline analysis into Eloqua Eloqua SaaS Index All Eloqua Index SalesLogix 0.4% Siebel CRM OnDemand Siebel 5% Salesforce OnPremise Salesforce Custom 1% 66% Custom 4% 83% 5% Microsoft CRM Microsoft 1% Other CRM 6% 3% Other 16% Microsoft CRM NetSuite 4 3% 5% NetSuite 2%5 © 2011 Eloqua, Inc.
  • 6. SaaS Companies leading the Social BoomTop Companies are using Social Strategies to drive Traffic to Corporate Sites Social Share of Web Traffic Booming for SaaS Companies 6.0% Social Referrers, percent of total 5.0% 4.4% 4.0% 3.0% 2.9% 2.0% 1.0% 0.4% 0.0% SaaS Index All Eloqua Index Software Index6 © 2011 Eloqua, Inc.
  • 7. Social profile for SaaS focused on ‘Big 3’Other companies seeing more relative traffic from social discovery sites All Eloqua Index SaaS Index Reddit 1% Reddit 11% Linkedin 5% Linkedin Facebook Facebook 15% 60% Twitter 7% 75% Twitter StumbleUpon 8% 17% StumbleUpon 1%7 © 2011 Eloqua, Inc.
  • 8. Further Reading on Social Strategies B2B Marketers: 10 Ways to Juice Your Facebook Fan Page http://blog.eloqua.com/facebook-for-b2b- marketers/ 5 Ways Social Media Can Drive Revenue http://blog.eloqua.com/social-media-drives- revenue/ 4 Reasons to Use StumbleUpon for Your B2B Content http://blog.eloqua.com/stumbleupon-for- b2b/8 © 2011 Eloqua, Inc.
  • 9. … But Definitely Download this Free eBook The Grande Guide to Social Advertising http://blog.eloqua.com/social-advertising/9 © 2011 Eloqua, Inc.
  • 10. SaaS Index Big Adopters of Advanced MA SolutionsEvent Automation has doubled in this year alone Adoption of Advanced Marketing Automation Solutions SaaS Index All Eloqua Index 88.6% 75.0% 66.0% 63.9% 50.9% 41.2% Sales Enablement Data Cleansing Lead Scoring10 © 2011 Eloqua, Inc.
  • 11. Advanced Marketing Automation Resources Eloqua Lead Scoring Best Practice Toolkit http://www.eloqua.com/topics/lead- scoring.html How to do Post Event Sales Enablement http://blog.eloqua.com/post-event-sales- enablement/11 © 2011 Eloqua, Inc.
  • 12. SaaS Email Effectiveness Strong within Software But lagging behind the All Eloqua index, consisting of better known brands 2011 YTD Email Effectiveness Metrics for SaaS Index SaaS Bounceback RateSaaS Click-to-Open RateSaaS Click-Through Rate Low Quartile Range Majority Range SaaS Open Rate Top Quartile Range 0% 5% 10% 15% 20% 25% 30% 35% 40% SaaS Click- SaaS Click-to- SaaS Bounceback SaaS Open Rate Through Rate Open Rate RateLow Quartile Range 8.1% 0.5% 5.0% 0.8%Majority Range 14.0% 1.3% 12.0% 2.9%Top Quartile Range 35.0% 10.0% 29.0% 19.2% 12 © 2011 Eloqua, Inc.
  • 13. 4 Ways to Get More from Email Marketing 1. Uncover a Well-Behaved Audience Send relevant offers with Behavioral targeting. 2. Don’t Duplicate, Automate Manage repetitive tasks with technology, not time. 3. Empower Sales With tools, intelligence & better quality leads. 4. See Beyond the Click Measure data and dollars to drive growth. http://blog.eloqua.com/4-tips-for-email- marketing/13 © 2011 Eloqua, Inc.
  • 14. SaaS Companies Fastest at Growing Reach Benefiting from an agile and focused Social Strategy? SaaS Companies growing Reachable Database Fastest 45% 40% 41%Cumulative Net Growth 35% 37% 30% 27% 25% 20% SaaS Index 15% Software Index 10% All Eloqua Index 5% 0% Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun Jul Aug Sep 2010 2011 14 © 2011 Eloqua, Inc.
  • 15. Indices Used in this Report• All-Eloqua Index • A representative set of customers meeting a basic adoption level, and consistent use of the tool over the last 12 months.• Eloqua Software Index • A subset of the All-Eloqua Index whose primary business operations are in the development, maintenance and publication of computer software using any business model• EloquaSaaSIndex • A subset of the Software Index whose product code-base is common and exclusively delivered to customers in a subscription/service basis over the internet.15 © 2011 Eloqua, Inc.
  • 16. More on Sales and Marketing Benchmarks and DataSign up athttp://Benchmark.eloqua.com• Weekly Chart Focused on sales and marketing performance• Latest Benchmark Reports and Trends16 © 2011 Eloqua, Inc.