Technology Partnership Helps Enterprises Identify Best Qualified Prospects with Greatest Likelihood to Purchase
SAN FRANCISCO, CA — November 7, 2002 — Eloqua Corporation, the leader in lead generation effectiveness solutions has partnered with salesforce.com, the market leader in online customer relationship management (CRM) to deliver tightly integrated CRM and digital marketing applications to B2B-focused sales and marketing organizations within corporate enterprises. The two companies have completed a tight integration of their technology platforms to provide salesforce.com users with instantaneous, one-click access to the advanced lead generation, qualification and prospect monitoring capabilities of the EloquaNow Email Lead Generation module.
"Salesforce.com and Eloqua have collaborated to create the first closed-loop enterprise sales and marketing system that provides finely-grained email campaign response and Web activity analysis down to the individual prospect level for salesforce.com," said Roger Goulart, vice-president of alliances and business development at salesforce.com. "Without leaving the salesforce.com application, corporate users can monitor the specific content that prospects are viewing on a company Web site, assess predictive behaviors in real time, and evaluate an individual's intent to purchase. This powerful integrated technology, available only from salesforce.com and Eloqua, allows enterprises to respond more precisely to the needs of their prospects more effectively and cost efficiently than ever before."
"Enterprise CRM buyers are intensifying their emphasis on return on investment and total cost of ownership," said Denis Pombriant, managing director of the CRM practice at the Aberdeen Group. "This is driving the growth in popularity of the application service provider model with its fast startup, low costs and no-software approach. Both of these trends are positive for salesforce.com and Eloqua as they come to market with a truly different sales effectiveness solution that promises relatively low costs, excellent ROI, and fast, easy implementation."
The salesforce.com integration with EloquaNow increases user satisfaction and value generation compared to when the two platforms are used separately. Salesforce.com customers appreciate the ability to proactively apply trackable, formatted, graphical email messages with detailed Web behavioral analytics from Eloqua while using the salesforce.com application. Eloqua customers derive benefit from using salesforce.com to understand how their lead generation campaigns result in Web site activity, appointments and closed deals. Initial customers of this integrated solution, including USAA Real Estate Company, diCarta, Planalytics and Closedloop Solutions, report greater sales efficiencies, more effective campaigns and a fast return on investment.
"Our customers and prospects are busy corporate executives who place a premium value on their time, so it's important for our sales team to identify and track interested sales prospects as efficiently and professionally as possible," said Doug Barton, Vice President of Marketing at Closedloop Solutions. "We want to maximize the ROI of our Web site and outbound sales efforts in identifying and engaging prospective buyers, and in communicating effectively with them throughout the sales process and during the entire customer life cycle. Eloqua and salesforce.com have been able to provide the comprehensive, combined functionality that we need."
Other key benefits of the salesforce.com/Eloqua integration include:
* Easy access to predictive Web activity in the salesforce.com application, including clickstream, company DNS name, form fills, downloads, on-site search queries and search engine queries.
* Automatic logging of predictive email activity within the salesforce.com application on an individual contact basis, including email opens, click-throughs, new subscriptions and requests to unsubscribe.
* Automatic logging, without cutting or pasting, of inbound and outbound email content residing in Outlook into the correct individual contact records within salesforce.com.
* The ability for sales reps to quickly customize pre-formatted digital collateral pieces ('e-collateral'), to greatly increase their success in prospecting and follow-up communications while maintaining the integrity of the corporate brand.
* Support for marketing departments to create and send powerful e-collateral pieces on behalf of sales reps, maintaining a true "one-to-one" relationship with prospects.
"The functionality provided by Eloqua's lead generation and Web analytics technology is unique for users of salesforce.com," said Mark Organ, CEO of Eloqua Corporation. "Only salesforce.com and Eloqua together enable enterprise CRM users to easily and simultaneously monitor specific email responses and detailed Web site activity of individual prospects at the campaign level. This helps sales people to better understand the needs of their customers * and in a business-to-business environment, that is invaluable."