SOURCE: Eloqua Corporation

October 09, 2006 14:02 ET

Lead Scoring Boosts Sales Effectiveness for Eloqua Customers Endeca Technologies and Bella Pictures

Marketing Automation Application Scores and Ranks Sales Leads According to Quality and Interest, Showing Sales Teams Which Leads to Follow Up With First

SAN FRANCISCO, CA -- (MARKET WIRE) -- October 9, 2006 -- DREAMFORCE 2006 CONFERENCE -- How often does your sales team complain about poor quality leads? Eloqua Corporation, the leading supplier of automated demand generation software and services, aims to keep salespeople focused on high quality leads with its Lead Scoring SMARTpack, a marketing automation application that scores leads according to agreed upon quality definitions. Lead scoring gives sales teams a competitive advantage, increases sales effectiveness and reduces sales cycles by showing which leads should be called on first. Eloqua's Lead Scoring SMARTpack is a new marketing automation application available for Eloqua Conversion Suite, an integrated demand generation platform for business-to-business marketers. The Lead Scoring SMARTpack and Eloqua Conversion Suite are being demonstrated at Dreamforce 2006,'s annual user group conference and exhibit, booth #613 from October 8-11, 2006.

Lead scoring works by assigning points to a sales lead according to known information such as a prospect's job title, vertical market or company size, as well as activity that suggests buying interest, for example, email response or website visits. Lead scores can change dynamically according to increasing or waning levels of activity, keeping those prospects with the highest propensity to purchase at the top of sales call-down lists. By establishing definitions of lead quality across an organization, lead scoring helps sales and marketing teams to quickly identify and respond to the best leads generated by a campaign and promotes ongoing collaboration and agreement between these two functions.

"Our Lead Scoring SMARTpack is a great example of our commitment to deliver measurable customer value throughout the demand chain," said Mark Organ, CEO and co-founder of Eloqua. "Just generating leads is not enough, especially for business-to-business organizations with expensive sales teams. Lead Scoring automates that critical and often time-consuming step of qualifying prospects, so sales can focus on what they do best -- closing business."

For Eloqua customers like Endeca and Bella Pictures, lead scoring is a critical part of the marketing and sales relationship.

"Using Eloqua we created one of the most advanced lead scoring systems available," said Will Pringle, director of demand generation for Endeca, a next generation information access company. "This system allows us to append our leads and prioritize them, resulting in faster response time on the most important leads and increasing sales effectiveness."

"For Bella Pictures, the success of our marketing and sales efforts is greatly determined by how effectively we can automate our lead generation and management processes," said David Krietzer, director of marketing for Bella Pictures. "This requires that we analyze the needs and wants of our customers, so we can respond quickly, effectively and appropriately. Eloqua Lead Scoring makes this possible by automatically sorting thousands of inbound leads into treatment categories that range from rapid sales follow up to longer-term nurturing. This has enabled us to significantly increase our web conversion rates, while maintaining high customer satisfaction and loyalty."

Eloqua Conversion Suite is the industry's leading integrated demand generation platform for businesses that expect measurable results from their marketing efforts. An on-demand solution, Eloqua Conversion Suite automates and integrates the key sales and marketing functions of email, direct mail, website analytics, campaign analytics and sales force automation to improve the quality and quantity of sales leads, streamline marketing processes and accelerate sales cycles.

Eloqua SMARTpacks are pre-packaged marketing automation applications based on industry best practices that can be transferred between and across Eloqua clients. SMARTpacks can include sophisticated event-triggered programs such as lead scoring systems and nurturing programs, or marketing assets such as personalized microsites, prospect surveys or registration forms. SMARTpacks benefit Eloqua customers by giving them access to best practices in use across the Eloqua client base, shortening the time to deployment and improving the effectiveness of their lead generation and management campaigns.

About Eloqua Corporation

Founded in 1999, Eloqua provides the leading integrated demand generation platform for executing, automating and measuring highly effective B2B marketing programs. Unlike stand-alone email products, Eloqua's Conversion Suite combines email, direct mail, chat, and website analytics to drive the entire marketing process from contact to close, while making prospect interest and intent visible at every step. With market-leading technology backed by expert professional services, Eloqua automates best practices in demand generation for B2B marketers who need to produce a continuous flow of qualified leads for their sales force. Eloqua's customers include Sybase, Seagate, Nokia, JBoss, Administaff, Nuance and many other leading B2B marketers. Eloqua Corporation is headquartered in Toronto with offices in London and throughout the United States. For more information, please visit or call 866-327-8764.

Contact Information

  • Media & Analyst Contact:
    Jim Williams
    Eloqua Corp.
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