partner webcast – oracle marketing cloud: how modern marketing works - 22 aug 2013

1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8

Oracle Eloqua Marketing Cloud

Preseetha Kollamthodi, Director of Alliances & Channels, Eloqua EMEA


HOW MODERN MARKETING WORKS

3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8 3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8

The set of tools is exploding

Source: Scott Brinker, chiefmartec.com


55% 63% 67% 60% 61% Technology Targeting Engagement Conversion Analytics

60%

“Defining the Modern Marketer, April 2013”

6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8 © 2012 Eloqua, Inc.

In 2012, less than 1 in 11 felt they were fully-integrating modern marketing concepts

Source: BtoB Magazine: Defining the Modern Marketer, January 2013

And only 1 in 4 expect to be there this year


The foundations of marketing have not changed


Targeting: Know your customers


Stephanie Baker SVP - Digital Operations at Forbes Travel Guide

Mother Age: 25-44 Household income €90k+ Homeowner Munich, Germany

Demographics

Stephanie’s demographics


Stephanie Baker SVP - Digital Operations at Forbes Travel Guide

Stephanie’s digital body language

#Tennis, SkiForcast.com, #ColoradoNationalParks, #WineFests, #Scrapbooking, #SchwinnBikes, #Alaska, #25HourFitness, #DeltaAirlines

Recreation

#KenFollet, #TravelSantorini, #NationalGeographicChannel, #TopChef, #U2, iPad, #iPadGames, #DenverBroncos, #HagenDaz, #CrimsonTide, #Law&Order #FiveGuysBurgers

Interests

#OracleDevelopers, #SaSSoftware, #InternetSecurity, #ITAlerts, #ITProfessionals, #LinkedIn, #Twitter, #HBS, #Assetmanagement, #TravelPhotographers, #TravelProffessionals, 500px.com

Professional

#Labradoodles, #Target, Care.com, #HondaPilot, #CheerCoaches, #Yelp!Denver, DateNight.com, #NationalPTA, #DSWShoes, #BarrackObama, #Playgroups, #CartoonNetwork

Lifestyle


Know your customer: Eloqua Profiler


Know your customer: Eloqua AppCloud


Know your customer: Eloqua Social Suite

SOCIAL AWARENESS

SOCIAL INSIGHTS

SOCIAL ENGAGEMENT

SOCIAL DATA ENRICHMENT


Engagement: Connect with potential customers in

a more meaningful way


Maximise the potential of email...

Source: BtoB Magazine: Defining the Modern Marketer, January 2013


Email done right

Dynamic Account Rep Content


Engage your customers: Owned and Earned Media


Engage your customers: Paid Media


- Business2Community, 2013

Traditional marketing tactics are not dead.


Conversion: Turn Interest Into Sales


Nearly half of B2B marketers say they close fewer than 4% of all leads

generated by marketing.

-Forrester Research, Inc.


Buying process shifting to marketing-driven


•  Automatically qualify sales leads based on demographic, behavioural, and social characteristics

•  Flexible, easy-to-use HTML5 interface – build lead scoring model without technical skills

•  Multi-model lead scoring - score leads across multiple business units, products, or regions

Dynamic Lead Scoring

Solutions


Deliver better leads: Eloqua Discover


Provide better content: Eloqua Engage


Analytics: Learn and improve

32 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8 © 2012 Eloqua, Inc.

3 out of 4 CEOs want marketers to become 100% ROI-focused

* 2013, Fournaise Group study of CEOs

But less than 1 in 3 companies properly calculate marketing ROI*


Only 21% of marketers say their current tools are even capable of measuring the right things


And only 26% believe the data they collect is even accurate


Eloqua Insight: Measure everything


Eloqua Insight: Comprehensive industry benchmarking


Eloqua Insight: Connect marketing to revenue


ELOQUA DEMONSTRATION


CUSTOMER SUCCESS STORY


Mcafee

Effective use of Lead Nurturing with Eloqua •  Additional year end MQLs •  14K unqualified leads • Nurture program to reengage

– Rapid development time –  17% open rate –  3.5% click through rate – Over 400 MQLs generated


THE OPPORTUNITY FOR OPN PARTNERS & HOW TO GET INVOLVED


Marketing Automation Engagements

Assessments

Marke1ng Strategy

Campaign Strategy Technology

Repor1ng

Marketing Automation provides an excellent entry point for a number of service engagements as a result of selling the software.

Drive more sales

Reduce costs of

leads

Increase opportunities –

number and quality


SOCIAL

SERVICE

SALES

CONTENT

MARKETING CLOUD

COMMERCE


Oracle Eloqua Marketing Cloud Service 2013 Specialization Criteria

Criteria Required Business Criteria

Customer References 1

# Of TransacBons Resell

1 Non-‐Commission Co-‐sell Referral

Competency Criteria

Oracle Eloqua MarkeBng Cloud Service 2013 Sales Specialist 2

Oracle Eloqua MarkeBng Cloud Service 2013 PreSales Specialist 2

Oracle Eloqua MarkeBng Cloud Service 2013 ImplementaBon Specialist 2

Oracle | Eloqua Marketing Cloud Service Knowledge Zone - Join Now!


Welcome

Varies 48 Hours 180 Days 90 Days 1 Year 270 Days

Account Review

Eloqua Success Plan

Support /Community/Customer Central

Educa1on

Prepara1on Deployment

Customer User(s), Eloqua Pro Serve/Support Customer Decision Makers, User(s)

Customer User(s) Customer Decision Maker, User(s), Eloqua Acct Mgmt

Proac1ve Check-‐Ins (cadence depends on your Eloqua subscrip1on)

Account Management Plan Progression Plan Development System Setup

Your first year with Eloqua


Timeline


Marketing Automation Engagements

Assessments

Marke1ng Strategy

Campaign Strategy Technology

Repor1ng

Marketing Automation provides an excellent entry point for a number of service engagements as a result of selling the software.

Drive more sales

Reduce costs of

leads

Increase opportunities –

number and quality


SOCIAL

SERVICE

SALES

CONTENT

MARKETING CLOUD

COMMERCE


Check out our partners and programs online!

Eloqua Partner Page:

http://www.eloqua.com/partners/

OPN Eloqua Knowledge Zone: http://www.oracle.com/partners/en/knowledge-zone/applications/

eloqua-marketing-cloud-service-1927410.html