The Six Ingredients of Lead Management

Lead Management Essentials v Eloqua Best Practices: The Revenue Lifecycle™

Companies that standardize Lead LifecycleManagement across sales and marketing report: 107% better lead conversion rate 40% greater deal size average 20% higher team attainment of quota 17% better forecast accuracy 2010 ABERDEEN v Eloqua Best Practices: The Revenue Lifecycle™ 2

The Revenue Lifecycle™ Engage: Campaign Management Target: Align: Contact Lead Management Management Optimize: Effectiveness Measurement v Eloqua Best Practices: The Revenue Lifecycle™ 3

INGREDIENT #1 Integrated Sales & Marketing FunnelCustomer’s Interest Learn Evaluate Justify PurchaseBuying Process Sales Sales Qualified Qualified Suspect Prospect Accepted Lead $$ Lead Opportunity (SAL) (SQO) evers. l revenue lSales &Marketing to pul opp ortunitiesProcess Identify v Eloqua Best Practices: The Revenue Lifecycle™ 4

INGREDIENT #2Service Level Agreements v Eloqua Best Practices: The Revenue Lifecycle™ 5

INGREDIENT #3Clear Assignment Rules uy ers g when b ve rythin sions. Timin g is e ing deci k are ma v Eloqua Best Practices: The Revenue Lifecycle™ 6

INGREDIENT #4 Scoring Looking to Desire specificExpressed Interest Aware of Problem Solve Problem solution Align the right follow-up resources to the right level of interest. v Eloqua Best Practices: The Revenue Lifecycle™ 7

INGREDIENT #5 Sales Enablement I com just pa lea Help sales or channel and ny thro rned apro duc am u b very gh a out yo partners understand t. C in goo ur an y terest gle se who to talk to, the ou he ed in arc pur lp m this h cha se? e just what to talk to them about, ify and how to engage. v Eloqua Best Practices: The Revenue Lifecycle™ 8

INGREDIENT #6 Process FlowWhen it comes to process improvement,a picture is worth a thousand words. v Eloqua Best Practices: The Revenue Lifecycle™ 9

Copyright ©2010. Eloqua Limited. All Rights Reserved. PERMISSION TO COPY, MODIFY, AND/OR DISTRIBUTE THIS DOCUMENTATION WITHOUT THE PRIOR WRITTEN CONSENT OF ELOQUA LIMITED IS STRICTLY PROHIBITED. NO PART OF THIS DOCUMENTATION MAY BE REPRODUCED, STORED IN A RETRIEVAL SYSTEM, OR TRANSMITTED IN ANY FORM OR BY ANY MEANS, ELECTRONIC, MECHANICAL, PHOTOCOPYING, RECORDING, OR OTHERWISE, WITHOUT THE PRIOR WRITTEN PERMISSION OF ELOQUA LIMITED. v Eloqua Best Practices: The Revenue Lifecycle™ 10 10

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The Six Ingredients of Lead Management

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