1. Lead Management Essentials
v Eloqua Best Practices: The Revenue Lifecycle™

2. Companies that standardize Lead Lifecycle
Management across sales and marketing report:
107% better lead conversion rate
40% greater deal size average
20% higher team attainment of quota
17% better forecast accuracy
2010
ABERDEEN
v Eloqua Best Practices: The Revenue Lifecycle™ 2

3. The Revenue Lifecycle™
Engage:
Campaign
Management
Target: Align:
Contact Lead
Management Management
Optimize:
Effectiveness
Measurement
v Eloqua Best Practices: The Revenue Lifecycle™ 3

4. INGREDIENT #1
Integrated Sales & Marketing Funnel
Customer’s Interest Learn Evaluate Justify Purchase
Buying Process
Sales
Sales
Qualified Qualified
Suspect Prospect Accepted Lead $$
Lead Opportunity
(SAL)
(SQO)
evers.
l revenue l
Sales &
Marketing to pul
opp ortunities
Process Identify
v Eloqua Best Practices: The Revenue Lifecycle™ 4

5. INGREDIENT #2
Service Level Agreements
v Eloqua Best Practices: The Revenue Lifecycle™ 5

6. INGREDIENT #3
Clear Assignment Rules
uy ers
g when b
ve rythin sions.
Timin g is e ing deci
k
are ma
v Eloqua Best Practices: The Revenue Lifecycle™ 6

7. INGREDIENT #4
Scoring
Looking to Desire specific
Expressed Interest Aware of Problem
Solve Problem solution
Align the right follow-up resources
to the right level of interest.
v Eloqua Best Practices: The Revenue Lifecycle™ 7

8. INGREDIENT #5
Sales Enablement
I
com just
pa lea Help sales or channel
and ny thro rned a
pro
duc
am u b
very gh a out yo
partners understand
t. C in goo ur
an y terest gle se who to talk to,
the ou he ed in arc
pur lp m this h
cha
se? e just
what to talk to them about,
ify
and how to engage.
v Eloqua Best Practices: The Revenue Lifecycle™ 8

9. INGREDIENT #6
Process Flow
When it comes to process improvement,
a picture is worth a thousand words.
v Eloqua Best Practices: The Revenue Lifecycle™ 9

10. Copyright
©2010.
Eloqua
Limited.
All
Rights
Reserved.
PERMISSION
TO
COPY,
MODIFY,
AND/OR
DISTRIBUTE
THIS
DOCUMENTATION
WITHOUT
THE
PRIOR
WRITTEN
CONSENT
OF
ELOQUA
LIMITED
IS
STRICTLY
PROHIBITED.
NO
PART
OF
THIS
DOCUMENTATION
MAY
BE
REPRODUCED,
STORED
IN
A
RETRIEVAL
SYSTEM,
OR
TRANSMITTED
IN
ANY
FORM
OR
BY
ANY
MEANS,
ELECTRONIC,
MECHANICAL,
PHOTOCOPYING,
RECORDING,
OR
OTHERWISE,
WITHOUT
THE
PRIOR
WRITTEN
PERMISSION
OF
ELOQUA
LIMITED.
v Eloqua Best Practices: The Revenue Lifecycle™ 10
10