coreworx eloqua case study
DESCRIPTION
TRANSCRIPT
“Viva La Revolucion”1 to 1 with Eloqua 10
Rising StarBrett ShellhammerBrett Shellhammer
Joe GelataDavid Yoon
Coreworx Inc.
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Company BackgroundWe provide “Capital Project Information Lifecycle Management” products & solutions.Do that by managing the work processes across the stages of the project from FEED to Delivery.We sell to Owner/Operators and EPC Companies – Average Project size is $500M
Customer Highlights
Coreworx is in use on more than 500 capital projects with nearly 70,000 users
Coreworx Inc. – Internal Use Only
Key Takeaways To ExpectHow we use Eloqua with a very small team How we market to a set of defined customers in small groupsOur experience with the Eloqua 10 Beta
Business ChallengeUnknown small brand competing with much larger established brandsVery late adopter mentality in our customer baseSmall number of customers who freely share best practices & tool experience
Anatomy or a Capital Project
Key Target CustomerConstruction Superintendent at the Construction company a.k.a. “Bubba”Contracts, Interfaces & “Trades” managers on the Job site
The Owner’s Project Manager, who is “Bubba’s” primary customer
How Did We Get Started?Knew we could identify almost all target customers (PEC Database)Needed to focus on 1-to-1 dialog with Prospects to establish trustNeeded to integrate with MS Dynamics CRM for Opportunity Management
PEC Database
Why did we choose E10 Small team w/ no prior marketing automation experienceOnly doing the basics for the first couple of years (i.e. no lead scoring, simple campaigns)Like to live on the edge
How Did We Use Eloqua?Use mostly Web Tracking & eMail campaigns for Webinars & Product Introductions.Spent almost no time building assets or custom integrations, using E10 out of the box.See screen shots
Campign Screen Shot
Contact Segment Screen Shot
Form Layout Screen Shot
Campaign Results Screen Shot
LIVE Demo of our Eloqua 10 Instance
Joe GelataJoe Gelata
How Do We Measure Success?New Sales Leads Feedback from Sales Reps on qualityPipeline growth > 500%– May – 34 Opportunities in Pipeline– May – 34 Opportunities in Pipeline– July – 116 Opportunities in Pipeline– September – 167 Opportunities in Pipeline
Gut feel & lots of guessing.
Coreworx Inc. – Internal Use Only
What Did Your Boss Say?That’s Cool !!!How come using MS CRM Dynamics is so hard and this Eloqua seems so easy ?How many times did ExxonMobil hit the How many times did ExxonMobil hit the site last month ?Can we use that thing for Trouble Tickets ?Who is Joey G and why is he so Popular ?
Key TakeawaysHow we use Eloqua with a very small team How we market to a set of defined customers in small groupsOur experience with the Eloqua 10 Beta– AWESOME Support from Eloqua– E10 is sooo much easier for newbies– Never have to teach people what a microsite
is.
Questions ?Feel free to contact me [email protected](519) 772-3190
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