In celebrating the Eloqua AppCloud’s first birthday this week, we thought it would be interesting to take a look at the contrast in leads generated by marketing...
In celebrating the Eloqua AppCloud’s first birthday this week, we thought it would be interesting to take a look at the contrast in leads generated by marketing organizations using apps compared to those who are not. Not surprisingly, we found that Eloqua customers who use apps as part of their marketing experience a substantial increase in monthly form submissions over their peers who are not yet using apps. Even more compelling is that the more apps used, the higher the...
In celebrating the Eloqua AppCloud’s first birthday this week, we thought it would be interesting to take a look at the contrast in leads generated by marketing organizations using apps compared to...
Lead nurturing is a type of automation focused on leads who are not yet ready to buy. A successful lead nurturing campaign delivers content of sufficient value...
Lead nurturing is a type of automation focused on leads who are not yet ready to buy. A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. Some marketers are beginning to nurture in a structured manner for the first time, while other marketers manage organizations with dozens of highly coordinated nurture campaigns running concurrently. A best practices question...
Lead nurturing is a type of automation focused on leads who are not yet ready to buy. A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand...
One of the famous Wallenda’s will be back on the highwire tonight, this time crossing over Niagara Falls. Local historians aren't pleased by the hoopla, but...
One of the famous Wallenda’s will be back on the highwire tonight, this time crossing over Niagara Falls. Local historians aren't pleased by the hoopla, but it’s definitely piqued my interest. Anyone with a competitive spirit or a flair for the dangerous will likely tune in to see the outcome. Unfortunately for some sales leaders, you might be watching several tightrope acts going on within your own organization. We are approaching the end of another quarter and it’s safe to...
One of the famous Wallenda’s will be back on the highwire tonight, this time crossing over Niagara Falls. Local historians aren't pleased by the hoopla, but it’s definitely piqued my interest. Anyone...
When I say "Revenue Performance Management" to marketers, I usually get one of these three reactions: 1. "Tell me more!", 2. "I'm busy. My team is busy. I don't...
When I say "Revenue Performance Management" to marketers, I usually get one of these three reactions: 1. "Tell me more!", 2. "I'm busy. My team is busy. I don't have the time." 3. "Huh?" Group 1 - you "get" me. For the rest of you: Listen up. New research from Aberdeen says you should look fondly, and without fear or malice, upon RPM: RPM “isn’t a new TLA (three-letter acronym).” It’s a crystallization of existing practices that lead to better performance from marketing. (And...
When I say "Revenue Performance Management" to marketers, I usually get one of these three reactions: 1. "Tell me more!", 2. "I'm busy. My team is busy. I don't have the time." 3. "Huh?" Group 1 -...
“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – Dwight D. Eisenhower Marketers have long been used to...
“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – Dwight D. Eisenhower Marketers have long been used to drawing up plans. Plans make us feel prepared and safe. But as social media has gone from the beta test to a part of everyday life, sticking to a detailed marketing plan has become virtually impossible. It’s a bit like arranging your home while driving the moving van: you can try to put all the pieces in place, but you...
“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – Dwight D. Eisenhower Marketers have long been used to drawing up plans. Plans make us feel...
The annual Markie awards have become synonymous with marketing automation and Revenue Performance Management best practices. But best practices shouldn't be...
The annual Markie awards have become synonymous with marketing automation and Revenue Performance Management best practices. But best practices shouldn't be restricted by geographical boundaries. As Eloqua's customer base grows, we're hearing more and more about the achievements of marketers across the pond. So, it was time to bring the Markie awards to Eloqua Experience Europe. The winners of the first European Markie awards are (drumroll please): Best Alignment of Sales &...
The annual Markie awards have become synonymous with marketing automation and Revenue Performance Management best practices. But best practices shouldn't be restricted by geographical boundaries. As...
Measurement is often a main reason that many clients cite for investing in marketing automation. Yet, when the rubber meets the road, too many organizations end...
Measurement is often a main reason that many clients cite for investing in marketing automation. Yet, when the rubber meets the road, too many organizations end up shying away from the metrics that matter. This year, in the age of Revenue Performance Management, we have several clients that are beginning to dedicate resources to make reporting and benchmarking a top priority for marketing and sales operations teams. These folks are in hot demand and are transforming...
Measurement is often a main reason that many clients cite for investing in marketing automation. Yet, when the rubber meets the road, too many organizations end up shying away from the metrics that...
We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare campaigns with automation, to those...
We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare campaigns with automation, to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. However what we were surprised to see was that as conversion rates have decreased, automated campaigns dropped only 30% over the past 3 years, compared to 75% for "batch n' blast" campaigns. So not only do...
We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare campaigns with automation, to those without, we were not surprised to see that...
Do you miss the good old days back when a potential customer would patiently let you make your case, you could get a "feel" for them, and happily sell 'em an...
Do you miss the good old days back when a potential customer would patiently let you make your case, you could get a "feel" for them, and happily sell 'em an yellow Oldsmobile? For better or worse, those days are over. The scenario today is far more complex. By the time a potential buyer is talking to you, she has probably done plenty of research and might even be leaning towards a particular vendor. Whether you're "the one" or just column fodder depends on whether you're...
Do you miss the good old days back when a potential customer would patiently let you make your case, you could get a "feel" for them, and happily sell 'em an yellow Oldsmobile? For better or worse,...
