The Eloqua Solution

1
The Eloqua Solution
2
Eloqua Snapshot

• Incorporated 2000
• Software on Demand
• HQ in Toronto offices in Boston, Chicago,
  Austin, San Francisco and London
• Founders with company
• Profitable growth 2002, 2003, 2004, 2005
• Nearly 300 Clients
• First Venture Investor Bay Partners, JMI
  Investments
• March 2005
• - 17 mm invested

3
Customers All Sizes
4
What We Do
Eloqua drives your entire marketing lifecycle
process from contact to close, while revealing
prospect interest and intent at every step.

• Automate Best-Practices in Demand Generation
• Automation engaging prospects at the Right Time
  and for greater marketing productivity
• Best Practices combined service and technology
  approach to effective marketing programs
• Demand Generation creating qualified
  opportunities for a sales force to close
• The only Integrated Demand Generation Platform
• Integrated across sales and marketing functions
  (direct marketing, website marketing, lead
  generation, and sales force automation)
• Platform single, unified, inter-departmental,Se
  rvice AND Technology

5
Is This Familiar to You?
6
Is This Familiar to You?

• Whats Wrong With This Picture?
• Silos of Data
• True Closed Loop Marketing Cannot be Achieved
• Data management is a problem
• 360 degree of contact is impossible
• Sales has no visibility whatsoever
• Executives lack visibility which hurts future
  planning
• Marketers productivity is severely limited
• Scalability is impossible
• Automating best practices and business rules
  limited
• Training and managing employees on multiple
  systems is costly
• .Does a better way exist???

7
How About This Instead
Website
Web Analytics
Email Client
Email Engine
Sales Force Automation
8
Eloqua Builds Your Demand Center
2. Execute multi-channel campaigns
3. Provide targeted, personalized landing pages
1. Build targeted lists
4. Analyze and Manage Marketing Performance
6. and move to automated lead nurturing program
5. segment based on web activity
9
Eloqua CRM Integration

• Nightly Batch Updates of Contacts and Leads
• Event Logging into Activity History
• Sent Emails (subject line)
• Opened Emails (subject line)
• Visited Website (generic)
• Unsubscribes
• Quicklinks into the Eloqua System
• Add to Eloqua
• Unsubscribe
• Contact Activity Overview
• Basic and Premier Offerings

10
Eloqua Will Log Events in the Activity History
11
JBoss Breaking the Bottleneck
Web Leads

• Key Driver
• High lead flow of unknown quality
• Need
• Align sales effort with lead value through
  qualification
• Increase overall lead flow
• Big Wins
• JBoss validates, qualifies and routes 10,000
  leads/month
• Salesforce.com CRM integration allows personal
  sales follow-up
• Sales effort matches lead value through automation

Cultivating and Qualifying Sequence
Scoring lead by profile and interest
High
Medium
Low
Events
Align effort with score
Continued Communications
Sales Calls Close