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  • JBoss sells software development tools to engineers. Their problem was to wade through all the leads generated from website trail downloads. Who to call? Eloqua lets JBoss work through all the download contacts to find the ones who can really buy. www.jboss.com Solution Marketing Conversion: used to facilitate regular outbound communication to their contact base and to segment out implicit and explicit interest based on email behavior Program Builder: used to validate, dedupe (create), qualify and eventually route 10,000 leads every month Sales Conversion: used to report on qualified leads, to allow targeted follow-up SalesForce.com integration: used to provide valuable reporting to the Sales team for personalized sales calls
  • Footer eg. Confidential/ Purpose of presentation etc.

    1. 1. The Eloqua Solution
    2. 2. Eloqua Snapshot <ul><li>Incorporated 2000 </li></ul><ul><li>Software on Demand </li></ul><ul><li>HQ in Toronto; offices in Boston, Chicago, Austin, San Francisco and London </li></ul><ul><ul><li>Founders with company </li></ul></ul><ul><li>Profitable growth 2002, 2003, 2004, 2005 </li></ul><ul><li>Nearly 300 Clients </li></ul><ul><li>First Venture Investor – Bay Partners, JMI Investments </li></ul><ul><ul><li>March 2005 </li></ul></ul><ul><ul><li>- $ 17 mm invested </li></ul></ul>STRATEGIC PARTNER RANKED 10TH TOP 25 CANADIAN IT UP AND COMERS
    3. 3. Customers – All Sizes
    4. 4. What We Do <ul><li>Automate Best-Practices in Demand Generation </li></ul><ul><ul><li>Automation : engaging prospects at the Right Time and for greater marketing productivity </li></ul></ul><ul><ul><li>Best Practices : combined service and technology approach to effective marketing programs </li></ul></ul><ul><ul><li>Demand Generation : creating qualified opportunities for a sales force to close </li></ul></ul><ul><li>The only Integrated Demand Generation Platform </li></ul><ul><ul><li>Integrated : across sales and marketing functions (direct marketing, website marketing, lead generation, and sales force automation) </li></ul></ul><ul><ul><li>Platform : single, unified, inter-departmental, Service AND Technology </li></ul></ul>Eloqua drives your entire marketing lifecycle process from contact to close, while revealing prospect interest and intent at every step .
    5. 5. Is This Familiar to You? Custom Code Website Web Analytics Databases Email Engine Sales Force Automation Email Client
    6. 6. Is This Familiar to You? <ul><li>What’s Wrong With This Picture? </li></ul><ul><li>Silos of Data </li></ul><ul><li>True Closed Loop Marketing Cannot be Achieved </li></ul><ul><li>Data management is a problem </li></ul><ul><li>360 degree of contact is impossible </li></ul><ul><li>Sales has no visibility whatsoever </li></ul><ul><li>Executives lack visibility which hurts future planning </li></ul><ul><li>Marketers productivity is severely limited </li></ul><ul><li>Scalability is impossible </li></ul><ul><li>Automating best practices and business rules limited </li></ul><ul><li>Training and managing employees on multiple systems is costly </li></ul><ul><li>… .Does a better way exist??? </li></ul>
    7. 7. How About This Instead… Website Email Engine Sales Force Automation Email Client Web Analytics Custom Code Databases
    8. 8. Eloqua Builds Your “Demand Center” 2. Execute multi-channel campaigns 3. Provide targeted, personalized landing pages 4. Analyze and Manage Marketing Performance 1. Build targeted lists 6. … and move to automated lead nurturing program 5. segment based on web activity Email, direct mail, telemarketing HyperSites Analytics & Reporting Build List Eloqua Program Automation Lead Scoring CRM System 7. When prospect becomes ‘hot’ move to sales funnel for close
    9. 9. <ul><li>Nightly Batch Updates of Contacts and Leads </li></ul><ul><li>Event Logging into Activity History </li></ul><ul><ul><li>Sent Emails (subject line) </li></ul></ul><ul><ul><li>Opened Emails (subject line) </li></ul></ul><ul><ul><li>Visited Website (generic) </li></ul></ul><ul><ul><li>Unsubscribes </li></ul></ul><ul><li>Quicklinks into the Eloqua System </li></ul><ul><ul><li>Add to Eloqua </li></ul></ul><ul><ul><li>Unsubscribe </li></ul></ul><ul><ul><li>Contact Activity Overview </li></ul></ul><ul><li>Basic and Premier Offerings </li></ul>Eloqua CRM Integration
    10. 10. Eloqua Will Log Events in the Activity History Eloqua Data Two clicks away
    11. 11. <ul><li>Key Driver </li></ul><ul><li>High lead flow of unknown quality </li></ul><ul><li>Need </li></ul><ul><li>Align sales effort with lead value through qualification </li></ul><ul><li>Increase overall lead flow </li></ul><ul><li>Big Wins </li></ul><ul><li>JBoss validates, qualifies and routes 10,000 leads/month </li></ul><ul><li>Salesforce.com CRM integration allows personal sales follow-up </li></ul><ul><li>Sales effort matches lead value through automation </li></ul>JBoss: Breaking the Bottleneck Web Leads “ Cultivating” and Qualifying Sequence High Medium Low Scoring lead by profile and interest Events Continued Communications Sales Calls & Close Align effort with score Sales DB

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