SOURCE: Eloqua

August 20, 2007 09:00 ET

Kofax Selects Eloqua via's AppExchange to Optimize Channel Marketing Effectiveness

Demand Generation Application Enables Close Alignment Between Kofax Sales and Marketing Teams

TORONTO--(Marketwire - August 20, 2007) - Eloqua Corporation, the leading supplier of automated demand generation applications and expertise for business-to-business (B2B) marketers, today announced that Kofax, the world's largest information capture vendor, has selected Eloqua via's AppExchange to improve the quantity and quality of its channel sales leads, streamline marketing processes and accelerate sales cycles. Kofax has integrated Eloqua with on-demand CRM applications from (NYSE: CRM) to generate and prioritize channel-ready leads as well as rapidly convert these leads to closed sales.

" delivers an amazing solution and does a great job with sales' needs; however, we also needed to add a dedicated demand generation solution. After seeing a demonstration of Eloqua Conversion Suite on's AppExchange and hearing from other Eloqua customers, it became immediately clear just how much we needed Eloqua," said Richard Bosworth, vice president of Americas Sales & Marketing, at Kofax. "Thanks to the close integration of these applications, we now provide our sales team and channel partners with real-time data that helps them prioritize their lead queues and react quickly to prospect activity from our different programs and campaigns."

"Prior to the Eloqua implementation at Kofax, we did not have 360 degree visibility into the interest level and activities of channel leads," said Doug Ford, sales manager, at BRT Incorporated, a Kofax channel partner. "The difference has been dramatic. Now we have been able to double our effectiveness by accessing prioritized leads and quickly turning them into closed sales."

Running a channel marketing program comes with unique challenges. For example, Kofax wanted to identify where new customers originated in order to allocate budget based on partner expertise and success rates. They also wanted to segment content type and frequency of communication by industry and other demographic data in the database. Finally, the company wanted to score leads by behavior and share 360 degree visibility into the prospect's activity with its sales team and channel partners. With thousands of global partners and nearly 100 percent of its sales through the channel, this effort was critical to the company's revenue goals and was no small task.

"With Eloqua companies are able to bridge the gap between marketing and sales to not only increase marketing efficiencies, but to significantly improve sales effectiveness," said Joe Payne, CEO of Eloqua. "Kofax has been able to streamline its complex channel marketing processes and deliver measurable results that directly contribute to their revenue."

"The AppExchange economy continues to expand as market leaders such as Kofax use it to find and deploy partner solutions that are pre-integrated with Salesforce," said George Hu, chief marketing officer, "Customers can use the AppExchange to extend the benefits of on-demand applications throughout their enterprise. Eloqua provides excellent demand generation applications on-demand that can extend the value of Salesforce and bring new marketing efficiencies to leading B2B companies."

Eloqua has enabled Kofax to set up a channel marketing program that uses relevant, one-to-one conversations with individual prospects to nurture those leads throughout the sales cycle. The product's campaign management capabilities have reduced the time to deploy campaigns, significantly increasing the flow of leads into the program. Automated lead qualification and scoring programs help Kofax and its partners determine which leads are ready to engage with sales teams. With automation, analysis and measurement, Kofax is now more accountable for its marketing spend and can make smarter decisions based on hard metrics instead of best guesses.

Salesforce Platform and the AppExchange

Salesforce Platform is the on-demand platform for the next generation of business applications. Salesforce Platform reinvents traditional customization and integration and enables the creation of a whole new generation of on-demand applications that go beyond client/server computing. Salesforce Platform allows applications to be easily shared, exchanged and installed with a few simple clicks via's AppExchange directory, enabling all the innovation that the Salesforce Platform unleashes to benefit the entire on-demand community.

The AppExchange economy continues to expand as thousands of customers have installed thousands of on-demand business applications available on the AppExchange, found at

About Kofax

Kofax, a division of DICOM Group plc (LSE: DCM), is the world's leading provider of information capture software, according to research by Harvey Spencer Associates. Kofax products enable the automation of business processes by collecting paper documents, forms, and e-documents from throughout organizations, transforming them into retrievable information, and delivering it all into line-of-business applications, databases, and archives. The company's information capture platform is the world's most popular application of its kind and its VRS (VirtualReScan) is a de facto standard for scanning productivity. Kofax products are widely used in finance, government, insurance, healthcare, and a broad range of companies and agencies that must capture critical business information from paper and electronic documents and forms.

About Eloqua Corporation

Eloqua provides the leading integrated demand generation applications and expertise for executing, automating and measuring highly effective B2B marketing programs. Eloqua drives the entire marketing process from contact to close, while making prospect interest and intent visible at every step. With leading technology backed by expert professional services, Eloqua automates best practices in demand generation for marketers who need to produce a continuous flow of qualified leads for a professional sales force. Eloqua's customers include Sybase, Seagate, Nokia, MySQL, Administaff, Nuance and many other leading B2B marketers. Eloqua Corporation is headquartered in Toronto with offices throughout North America and in London. For more information, please visit or call 866-327-8764.

About is the market and technology leader in on-demand business services. The company's Salesforce suite of on-demand CRM applications allows customers to manage and share all of their sales, support, marketing and partner information on-demand. The Salesforce Platform, the world's first on-demand platform, enables customers, developers and partners to build powerful new on-demand applications that extend beyond CRM to deliver the benefits of multi-tenancy and The Business Web across the enterprise. The Salesforce Platform allows applications to be easily shared, exchanged and installed with a few simple clicks via's AppExchange directory, available at Customers can also take advantage of Successforce,'s world-class training, support, consulting and best practices offerings.

As of April 30, 2007, manages customer information for approximately 32,300 customers including ABN AMRO, Dow Jones Newswires, Japan Post, Kaiser Permanente, KONE, Sprint Nextel and SunTrust Banks. Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase applications should make their purchase decisions based upon features that are currently available. has headquarters in San Francisco, with offices in Europe and Asia, and trades on the New York Stock Exchange under the ticker symbol "CRM." For more information please visit, or call 1-800-NO-SOFTWARE.

Copyright (c) 2007, inc. All rights reserved. and the "no software" logo are registered trademarks of, inc., and owns other registered and unregistered trademarks. Other names used herein may be trademarks of their respective owners.

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