Modern Marketing

July 2013

MODERN MARKETING CHALLENGES

Four out of five CMOs anticipate a high or very high level of complexity over the next five years

but only half feel ready to handle it.*

Engaging your customer is harder than ever

Forget traditional approaches

No longer a clean hand-off between sales and marketing

Source: Scott Brinker, chiefmartec.com

A flood of new marketing tools

“We’re drowning in data. What we lack are true insights.”

Interaction and effectiveness unclear

*IBM Institute for Business Value 2011 Global CMO Study

ROI is no longer optional

Measuring ROI is the Top Priority among Marketing executives

But few have well-defined marketing performance metrics

*Aberdeen Group, Sales and Marketing Alignment, Dec. 2011

The way your prospects think has changed

Customer Profile – Score and treat accordingly

Engaged but not transacting

One-time buyer

Occasional

Semi-regular

Loyal

Profile

Eng

agem

ent

D CBA

43

21

Telesales or emailConversion Campaigns

Pass to Sales

NurtureOr Reject

Platform

Eloqua Platform Overview

MARKETING AUTOMATION / SALES ENABLEMENT

SalesEnablement

Targeting &Segmentation

CampaignAutomation

LeadNurturing

LeadScoring

SocialMedia

EmailMarketing

EventManagement

DataManagement

Campaign & TacticsMeasurement

Eloqua Platform Overview

Solution overview

Marketing Database

“one view of the truth”

CRM Database “gold standard”

Email, SMS, DM

Web site known & unknown visitors

Page views and web site form submissions

SFDC data integrated with eloqua

Qualified leads passed back to SFDC

Example Eloqua clients

ANZ:

Global incl ANZ:

We work hard to drive your success

• Smart Start implementation process focused on best practice, designed to get you up and running quickly

• Learn and share with the community at www.topliners.com

• We share market leading best practices with out customers via our customer success coaching programme & eloqua University

CRM Integration

Logical solution

Marketing Database

“one view of the truth”Your web site(s)

External lists, data sources & 3rd party

services

Master record

“Digital body language” via Prospect Profiler

Summarized prospect data presented in easy to read,

graphical format.

Easily customize the time horizon of activities shown.

Instantly be alerted when prospect visits your website

Eloqua Demonstration

Automated nurture campaigns

Reporting: Closed Loop $ reports

Campaign Performance Dashboards

Thank You.