Trending Sources

Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. In particular, its finding new market segments that clients might enter – something different from simply scoring leads that clients present to it or even from finding individual prospects that look like current customers. Mintigo ’s news came today.

Checking the Health of Your Lead Scoring Model [CHART]

It's All About Revenue

In Modern Marketing, the health of your lead scoring model has a big impact on your ability to score leads, and determines the effectiveness of your revenue engine as you pass those leads over to sales. This week we analyzed Eloqua customers using the new E10 Lead Scoring Engine , to measure the average Score Diversity of their lead scoring models.

To Score or Not to Score: How Does Your Lead Scoring Strategy Stack Up?

It's All About Revenue

by Jody Mooney | Tweet this Given that Marketing Sherpa estimates that 79% of marketers have not yet established lead scoring, we thought it would be interesting to see how Eloqua’s modern marketers stack up against the rest of their peers. And just as important is that the data shows us that lead scoring isn’t just for the “big” guys. What did we find?

Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple

Customer Experience Matrix

This model can score new leads and classify existing opportunities in the sales pipeline. Not surprisingly, the company’s Salesforce connector is very efficient, automatically pulling down leads, contacts, accounts, and opportunities through the Salesforce API and feeding them into the modeling system. At present, Fliptop only sends scores to other systems.

Are You Over Analyzing Your Lead Scoring? [CHART]

It's All About Revenue

by Andrew Stanbridge | Tweet this Lead Scoring is becoming an industry standard for ensuring marketing and sales agree on what qualifies as a lead. Typically, a lead’s profile is scored A through D while a leads engagement is scored 1 through 4. The majority of leads will be low quality in need of nurturing.

How B2B Marketers Can Use Lead Scoring to Better Arm Sales

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who use lead scoring can improve the quality of leads passed to sales, and help increase close rates and revenues. Many marketers are still evaluated based on the number of leads provided to sales. However, after a few lead follow up calls, sales often determines that many of the leads are "junk" (i.e.

The What, Who and Why of Lead Scoring [Video]

It's All About Revenue

by Jesse Noyes | Tweet this If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the types of companies using it and why you should do the same. What is lead scoring? Well, lead scoring is a way to quantify the value of your leads. And there are really three factors that are part of lead scoring. The second part of lead scoring is really looking at the explicit information. Who is using lead scoring?

3 Lead Scoring Problems – And How to Solve Them

It's All About Revenue

by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Randy Ilas, Vice President of Product Development & Marketing at Harte-Hanks, an Eloqua partner. Few marketers would argue with the premise that “less is more” when it comes to delivering the right leads to sales. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. But significant challenges still remain for most marketers in developing the right mix of leads that will generate the best results and not waste precious resources.

Eloqua Experience 2010


This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). I attended the session with Siteworx, an early adopter of Eloqua 10. Overall.

Why Lead Scoring is the New Opportunity Stage

It's All About Revenue

If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. With a lead score you can get an honest representation of a lead’s intentions, whether they’re actually ready to buy, and prioritize those that sales most needs to speak with. Put another way, lead scoring is the new the opportunity stage. For better or worse, those days are over. For one, he doesn’t ignore you.

What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon

The Point

He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. For the most part, companies rely on instinct and, perhaps, lead scoring via marketing automation. What makes predictive lead scoring different? (BK)

How 100+ Brands Use Video with Oracle Eloqua to Connect with More Buyers


In fact, more than 100 brands are now using Vidyard’s integration with Oracle Eloqua to connect with more buyers and turn viewers into customers. Oracle Eloqua provides some amazing tools to help marketers personalize the content journey for each prospect. For a growing number of modern marketers, the road to revenue is paved with video marketing. throughout the buying journey.

Infer Releases New Predictive Behavior Scoring for Oracle Eloqua


a leading predictive sales and marketing platform that helps companies win more customers, today announced the most advanced predictive behavioral modeling solution for the Oracle Eloqua platform. After proven success with early customers, Infer is rolling out its updated behavior scoring solution for any company that uses the Oracle Eloqua marketing automation system.

Raab Report: Neolane, Aprimo, and Eloqua Rate Highest for Large Company B2B Marketing Automation

Customer Experience Matrix

Our scoring reflects their need for special features for automated content selection, project management, complex lead scores, and tight control over the rights granted to individual users. The chart shows Neolane and Aprimo (owned by Teradata) as the clear leaders, with Eloqua also very strong. This is 5% of industry installations and 25% of industry revenue.

Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs


Joint Oracle Eloqua and Infer users leverage Infer’s fit and behavior models to gain a new lens into their leads across multiple dimensions, and laser focus on the best prospects to engage. The post Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.

Class 67

Who Won an Eloqua Markie Award

It's All About Revenue

And you could feel the anticipation leading up to the event during Eloqua Experience. Best Lead Nurturing Campaign. Best Lead Scoring Program. Who Won an Eloqua Markie Award is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Jesse Noyes | Tweet this Phew! What a night. Winning is especially special. D&B.

What Was Your Favorite Part of Eloqua Experience?

It's All About Revenue

by Jesse Noyes | Tweet this What was your favorite part of Eloqua Experience 2011? First off, we asked attendees outside the Eloqua Experience kick-off party after day one what they enjoyed most. Take a look at this deck from Eloqua’s CEO Joe Payne’s keynote address at Eloqua Experience 2011. “ Who goes to Eloqua Experience anyway?

How to Start Your Company’s Discussion About Marketing Automation

It's All About Revenue

If you do use marketing automation technology, then you realize the value in kick starting a real initiative to enhance and monetize lead quality, and know how important it is to stay on target based on your customer’s needs. How to Start Your Company’s Discussion About Marketing Automation is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

Marketing Automation Simplified [Slide Deck]

It's All About Revenue

by Eloqua | Tweet this Looking for more information about marketing automation, but afraid to ask? Marketing Automation Simplified from Eloqua. Marketing Automation Simplified [Slide Deck] is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Calm your marketing chaos!

4 Marketing Automation Must-Haves For Beginners


There are many important things to focus on when starting to use a marketing automation platform such as Marketo or Eloqua. Those college math classes will finally be of use when you start building your scoring programs! Scoring can often be a challenge when setting up your first program, but don’t give up quickly. Start simply with the basics. Resources Are Key-.

True Influence InsightBASE Simplifies Use of B2B Intent Data

Customer Experience Matrix

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. InsightBASE also differs from predictive marketing vendors who use intent data as inputs to their scoring systems and in some cases also provide lead lists: although predictive models almost surely do a better job of isolating the best prospects than InsightBASE’s simple profiles plus surge tracking, the models add considerable cost and complexity. InsightBASE has standard integrations with Marketo , Oracle Eloqua , and It can add new keywords as needed.

Infer Infuses Microsoft Power BI with Predictive Intelligence to Deliver Next-Generation Sales Analytics


a leading provider of predictive technologies that help companies win more customers, today launched a new sales analytics package for Microsoft Power BI. The package combines Infer’s valuable predictions, buyer signals and scores in meaningful, detailed data visualizations. Lead Scoring Predictive Intelligence Press Releases Profile Management UncategorizedInfer Inc. ,

European Markie Award Winners Honored in London

It's All About Revenue

by Eloqua | Tweet this The winners of the 2013 European Markie Awards were honored last night at Eloqua Experience in London. Best European Lead Nurturing Programme: XpertHR – a part of Reed Business Information . Best European Lead Scoring Programme: DocuSign. To increase conversion , DocuSign implemented account-based scoring with Eloqua.

Sales 52

15 Cases of Marketing Innovation [New eBook]

It's All About Revenue

The 15 companies profiled in the “Modern Marketing Superheroes” eBook were honored at the 2013 Markie Awards seventh annual ceremony, which took place during Eloqua Experience, October 23-25 in San Francisco. Best Lead Nurturing Program. Best Lead Scoring Program. by Amanda Batista | Tweet this Today’s businesses are moving marketing mountains. Event Nirvana.

Case 84

Exclusive Interview Eloqua's Director Of Content @jchernov.


Well, this week, in my interview Eloqua’s Director of Content, Joe Chernov ( @jchernov ), you’ll benefit from the same thing. Jeremy: Tell me a little bit about yourself, your role at Eloqua, and the size of the team that is responsible for social media, content marketing, and online communities. At Eloqua the entire company is responsible for social media. Sign up.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

This man badly needs the help of a marketing leader well versed in B2B demand generation, who can create a program to fill sales funnels with warm leads. However, setting proper expectations is important, because warm leads don’t simply appear – it’s a lot of work and it takes considerable time. Let’s say you want to set up a lead nurturing program.(Click

6 Ways To Maximize Your Webinars With Automation Technology

It's All About Revenue

Build drip email campaigns to help move webinar leads from one stage to the next, and progress to conversion. Score the names generated from webinars - This will support your sales teams so they don’t have to waste time placing calls to the wrong leads. Webinars, in particular, are a great tool to connect with your audiences in a meaningful way — on their terms.

Opt-in 114

Lead Scoring Best Practices

Marketing Finger

More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. What is lead scoring? A marketing automation system.

Who Won at the European Markie Awards

It's All About Revenue

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. Concur, a leading provider of integrated travel and expense management solutions, made major strides to successfully integrate marketing and sales, achieving alignment for each of the businesses core EMEA markets. Leads are moving through the funnel at a faster rate and conversion rates have increased. Best European Lead Scoring Program: McAfee. Phew!

Sales 49

ExactTarget and Eloqua Stake Their Claim To Centralized Customer Management

Customer Experience Matrix

You probably saw ExactTarget ’s June 13 announcement of its strategic partnership with Marketo and Eloqua ’s June 21 announcement of its new AppCloud marketplace for connectors with other systems. That Eloqua sees itself as the center of a marketing infrastructure isn’t surprising, although it does show how far we've traveled from the once-common view of marketing automation as an auxiliary to the sales automation “system of record”. Eloqua’s AppCloud is obviously modeled on’s AppExchange and other application stores. So did I. Oh well. So it’s all good.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

and key activities (Web site visits, topics researched) and scores at both company and individual levels. If 6Sense exposed model scores but no other data, it would qualify as a CDP by the thinnest margin possible. Standard integrations are available for , Oracle Eloqua and Marketo. Company models score each company’s likelihood to buy from the client. The key indicators can be very specific, such as searches for competitors’ names, visits to product detail pages, or activity by known leads. and from a network of third-party Web sites.

The New 4 P’s of Marketing

It's All About Revenue

As Brian Clark notes in the Real World Marketing Syllabus, “these days, the writers lead the charge.”. That means organizations are investing in disciplines like nurturing and scoring leads, tracking conversions and developing formulas for how buyer actions lead to closed deals. Eloqua/marketing-syllabus. Personality. Marketing today is extremely personal.

Dimensions of Lead Scoring

Digital Body Language

I get asked very frequently how marketers should think about lead scoring. how do you come up with a rule that scores leads based on "explicit" things like title, industry, and company size, while at the same time counting "implicit" things like what they've done on your website. The way I see it, you don't. The two don't really mix. It measures ability to purchase.

Lead Scoring Best Practices

Digital Body Language

I sat down with various folks on the Eloqua Customer Success team to hear their experiences on what it took to build out a highly successful lead scoring system. Tags: lead nurturing Lead scoring sales handoff sales and marketing alignment B2B Marketing

Two Big Problems Between Sales & Marketing – And How to Solve Them

It's All About Revenue

This exact situation was the topic of conversation yesterday at Dreamforce ’12 during a discussion among Splunk’s CMO Steve Sommer, Senior Vice President of Sales Tom Schodorf, Eloqua’s President, Alex Shootman , and CMO Heidi Melin. But they also discussed practical ways to solve the problem, leading to a happy state of sales and marketing alignment. Problem 1: The Lead Quality Problem. This one is marketers are all too familiar with – the dreaded “the leads suck!” Sales may have too few leads or too many. Here’s a summary of what the group came up with.

B2B 46

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’

It's All About Revenue

This dynamic has always been the same: Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs), while sales complains that there aren’t enough “good” leads worthy of their attention. The truth is that the measurement linking lead to closed deal is precarious at best. Why You Now?™”, The Founder of Basho and M.J. Sound familiar?

Does Profile Management Require Predictive Scoring?


In this post, we’ll discuss whether or not you need to layer in predictive scoring to reap the full benefits of PMP, and identify where Infer’s platform can fit into your predictive journey. As a younger company just hitting their stride, they don’t yet have a heavy inbound lead flow or a ton of historical customer data in their CRM tool. Lead Scoring Profile Management Uncategorize