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Company: Eloqua, Newton, MA
Entry Submitted By: SHIFT Communications
Company Description: Eloqua provides solutions to help its customers accelerate revenue growth through Revenue Performance Management. Eloqua provides powerful business insight to inform marketing and sales decisions today that drive revenue growth tomorrow. The company’s mission is to make its customers the fastest growing companies on Earth.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Sales Automation Solution – New Version

Nomination Title: Eloqua Discover for Salesforce.com

Tell the story about this nominated product or service (up to 500 words). Describe its function, features, benefits, and sales to date. You may include hyperlinks to product photos and data sheets. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
Today's sales professionals are dealing with more informed buyers (thanks to the
Internet), longer sales cycles and intense competition. In this environment
where the buyer has more control than ever before, sales teams need the right
tools to help them uncover hot leads in the most productive way possible.
Eloqua, the marketing automation and Revenue Performance Management leader,
provides sales enablement tools designed to help sales people close more revenue
– faster.

Given Salesforce.com's popularity with sales teams, Eloqua created a
Salesforce.com specific application. In late 2010 Eloqua released the Eloqua
Discover for Salesforce.com application on Salesforce.com’s AppExchange 2. Part
of the Eloqua for Sales suite, Eloqua Discover for Salesforce.com provides sales
teams with abilities to:

•Prioritize the hottest, most engaged buyers – The app displays account-level
activity, enabling sales reps to identify specific personnel who may be
influencing the purchasing decision. It also prioritizes prospects, sorting
them into lists by activity type and date, or key contact and account fields. A
sales rep has the ability to drill down into a list of key buying signals (ex.
visited company website and downloaded a whitepaper). Eloqua Discover also
factors in "Recency" in the form of hot chili peppers. For example if a prospect
is on the product section of your website three times this week, that prospect
is HOT
•Accelerate the sales cycle – Once key contacts and accounts are identified,
they can be added to custom tracking lists in just one click. With intuitive
configurations, sales professionals are able to access detailed graphical
summaries of prospects online activity and zero in on buyer interests and
activities
•Increase sales productivity and access to key buyer behavior – Salespeople can
receive alerts for accounts that deserve their immediate attention. These
alerts monitor meaningful buying signals

Eloqua customers are experiencing great success with the application.

STEMCELL technologies’ inside sales reps leveraged Eloqua Discover for
Salesforce.com to assess qualified leads and create opportunities. Previously,
marketing and sales were working in siloed environments, which led to missed
opportunities. After implementing lead scoring capabilities from the Eloqua
platform along with sales enablement applications (Eloqua Discover for
Salesforce.com), the Company saw increased efficiencies and productivity between
the groups, which ultimately drove sales.

Eloqua Discover for Salesforce.com was also beneficial to the Kronos sales team.
By pairing Eloqua's sales tools with Eloqua's marketing automation platform,
Kronos saw real results. During the first week of implementation, Kronos’ sales
team landed a $200K deal, and since then the Company has:

•Maintained an unsubscribe rate of less than 1 percent
•Increased marketing leads volume by 46 percent
•Driven lead conversion by 34 percent

VP of Sales Operation at Kronos, James LiVigni, said, “Although we developed a
high-performing lead development team coupled with a solid business process, the
introduction of Eloqua’s sales enablement tools such as Eloqua Discover for
Salesforce.com has given the team the power to expand their reach and deliver a
higher volume of quality leads."

List hyperlinks to any online news stories, press releases, product reviews, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

http://www.eloqua.com/products/take-the-tour.html#start-with=7
http://www.marketwire.com/press-release/eloqua-discover-salesforcecom-now-available-on-salesforcecoms-appexchange-2-worlds-most-1328907.htm
http://www.eloqua.com/news/press/Eloqua_Discover_for_Salesforcecom_Now_Available_with_Chatter_Integration_on_Salesforcecom_AppExchange_2_the_Worlds_Most-Popular_Marketplace_for_Business_Apps_.html
http://www.eloquaforsales.com/
http://www.eloqua.com/products/take-the-tour.html#start-with=7

Provide a brief (up to 100 words) biography about the leader(s) of the team that developed this nominated product or service:
Andre Yee, SVP, Products, is responsible for all product
related strategy and operations. He brings years of experience in leading and
managing technology organizations. Andre was most recently the President and
CEO for NFR Security, a leading security company that he guided to a successful
turnaround and exit to Check Point Software. Prior to that, he was the VP, R&D
for SAGA Software. He is a noted author and conference speaker on topics
related to distributed enterprise architectures, middleware and security.
Andre’s experience includes playing key senior management roles in three private
companies that have successfully achieved IPOs.