Subscribe NowEloqua Lead Scoring Applications Increase Revenue and Close Rates for Customers
Eloqua Lead Scoring Applications Increase Revenue and Close Rates for CustomersSurvey Shows A 30% Increase in Revenue over Six Months for Companies that Deliver Only the Best Leads to SalesToronto, ON - November 8, 2007 - CORE NEWS FACTS
1. Lead Scoring is a critical tool for B2B marketers to ensure that they are accurately handling leads. Leads can be evaluated by mutually agreed upon criteria/weighting and those ready for sales are passed to sales, those that aren’t ready are nurtured by marketing. It eliminates a key tension between corporate marketing and sales around leads generated by marketing campaigns which can lead to wasted resources and missed business opportunities.
2. A survey of Eloqua customers over a six-month period found that customers total revenue increase by 30%, revenue per deal increase by 17% and close rate increased by 30%.
3. Eloqua’s co-dynamic lead scoring is the industry’s most comprehensive lead scoring solution because it allows companies to prioritize leads based on both explicit data, like job title, business or industry, and implicit data demonstrating prospect interest, like website visits, downloads and email response.
4. Eloqua’s marketing automation software enablesprospect profiling using explicit data for Eloqua Express users, while Eloqua Team and Enterprise customers benefit from the ability to score based on both explicit and implicit data.
Jonathan Block, Research Director of Sirius Decisions. “It’s critical for companies to agree on the definition of a good lead and how it should handle the leads generated. Too many leads fall out at the top of the sales funnel, wasting valuable marketing dollars for companies. By using lead scoring, businesses are able to take an analytical approach to leads, quantifying their leads based on their expected value and defining which leads sales should act upon. This brings enormous value to companies, and ultimately, helps them improve conversion rates throughout the sales funnel and increase revenue.”
Simon Peel, Senior Vice President of Marketing and Strategy, Cast Iron Systems.
“Co-dynamic lead scoring has taken our evaluation of prospects to a new level as it allows us to read the signals sent through the activity and interactions with our marketing programs and in turn send only the hottest leads to our sales team. By sending fewer, but more qualified leads to our sales team, we have significantly increased the speed at which deals move through our pipe and filtered out the noise from the leads that will ultimately close.”
Joe Payne, CEO of Eloqua. “By using Eloqua for lead scoring, companies are able to align their sales and marketing departments, mutually identifying prospects ready for the sales cycle and ultimately, bring in more revenue,” said “In addition, Eloqua’s lead scoring also allows marketing departments to assess the value of their programs and processes and align their resources in a way that achieves higher value outcomes.”
About Eloqua
Eloqua provides the leading integrated demand generation applications and expertise for executing, automating and measuring highly effective B2B marketing programs. Eloqua drives the entire marketing process from contact to close, while making prospect interest and intent visible at every step. With leading technology backed by expert professional services, Eloqua automates best practices in demand generation for marketers who need to produce a continuous flow of qualified leads for a professional sales force.
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