v Eloqua Best Practices: The Revenue Lifecycle™

Lead Management Essentials

v Eloqua Best Practices: The Revenue Lifecycle™

Companies that standardize Lead Lifecycle Management across sales and marketing report:

2

107% better lead conversion rate

40% greater deal size average

20% higher team attainment of quota

17% better forecast accuracy

ABERDEEN 2010

v Eloqua Best Practices: The Revenue Lifecycle™ 3

The Revenue Lifecycle™

Engage: Campaign

Management

Target:

Contact Management

Align: Lead

Management

Optimize: Effectiveness Measurement

v Eloqua Best Practices: The Revenue Lifecycle™

INGREDIENT #1 Integrated Sales & Marketing Funnel

4

$$

Prospect Qualified Lead

Sales Accepted Lead

(SAL) Suspect

Sales Qualified

Opportunity (SQO)

Identify opportunities to

pull revenue levers.

Evaluate Purchase Learn Justify Interest Customer’s Buying Process

Sales & Marketing Process

v Eloqua Best Practices: The Revenue Lifecycle™ 5

INGREDIENT #2 Service Level Agreements

v Eloqua Best Practices: The Revenue Lifecycle™ 6

INGREDIENT #3 Clear Assignment Rules

Timing is ev

erything whe

n buyers

are making d

ecisions.

v Eloqua Best Practices: The Revenue Lifecycle™ 7

INGREDIENT #4 Scoring

Align the right follow-up resources to the right level of interest.

Desire specific solution

Looking to Solve Problem Aware of Problem Expressed Interest

v Eloqua Best Practices: The Revenue Lifecycle™ 8

INGREDIENT #5 Sales Enablement

Help sales or channel partners understand

who to talk to, what to talk to them about,

and how to engage.

I just learned about your

company through a google search

and am very interested in this

product. Can you help me justify

the purchase?

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INGREDIENT #6 Process Flow

When it comes to process improvement, a picture is worth a thousand words.

v Eloqua Best Practices: The Revenue Lifecycle™

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