Post on 20-Aug-2015
D&B360 for Eloqua 2
In today’s fast-paced digital environment,keeping up with accelerated pace of B2B marketing is
increasingly difficult,essential for growth.yet
D&B360 for Eloqua
CMO’s are under increased pressure to deliver results…
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Source: Gartner Report 2013
Acquire New Customers
Drive Revenue Growth
Enhance Customer Experience
Marketing teams face increased scrutiny and must demonstrate the ability to generate revenue from activities. CMO priorities reflect the need to transform marketing from a discretionary expense into an essential driver of growth:
CMO Top Priorities
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The #1 challenge for CMO’s is lack of buyer insight, as well as difficulty managing campaigns across disparate systems and insufficient data to effectively segment and target:
D&B360 for Eloqua
B2B Marketers unsure if their marketing mix is effective
63%
…and face significant challenges with execution
Companies who report difficulty in managing and analyzing data
85%
CMO’s who are unprepared for the explosion of data
71%
How can marketing teams cope with these challenges and deliver the growth that is expected?
Source: Crain’s B2B Magazine Source: Gartner Report 2013 Source: IDC
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All Others
Trail leaders in adoption of technology and/or influence on customer experience
“Best-in-class companies who utilize external sales intelligence sources within their internal applications outperform the competition by over 52%”
Leading Marketers
Proactively influence customer experience
and adopt relevant technology
Source: IBM The State of Marketing 2013
80%
20%
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Ownership of Customer Experience
Integrating external insight provides a competitive advantage
Source: Aberdeen Sales Intelligence 2013: Best-in-Class Practices Adopted by D&B Customers
D&B360 for Eloqua 6
More and more businesses are investing in marketing automation to deliver enhanced results and customer experience, with total spending expected to double from 2010 to 2015.
Estimated market for marketing automation by 2015.
Companies plan to adopt a marketing automation strategy
50%
Discretionary spend used for marketing automation
9%
With every campaign now tracked and measured, how can you ensure that your campaigns accomplish your goals?
$4.8BSource: Sirius Decisions Source: IDCSource: IDC
Marketing automation plays a critical role in delivering customer experience
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Improve customer loyalty
• Start with accurate and current data that you can rely on
• Enhance customer satisfaction through optimized nurturing
Enhance targeting
Complete the picture with relevant segment data
Utilize modeling to target the best prospects
Drive lead conversion
• Enrich leads with the insight sales needs to close
• Create compelling persona-based content
To optimize marketing automation, you need a consistent, 360 degree customer view
360°View
D&B360 for Eloqua 8
D&B360 is a new breed of solution designed to help your
succeed.Get advanced D&Binsight right within Eloqua,so you can:
• Find the best opportunities
• Deliver stronger content across all channels
• Improve customer experience and loyalty
sales and marketing teams
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D&B360 powers Marketing Automation with buyer insight
Connect Eloqua with streaming global insight :
So you can:
Optimize Segmentation
Improve Efficiency
Target the Right Buyer
230+ Million Companies
30+ Million Premium Contacts
Company Cleanse, Match, and Append
Contact Search and Append
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Improve efficiency with integrated data quality
D&B360 helps you automate and eliminate the manual effort to collect, integrate and validate quality data on customers and prospects:
Improve Efficiency
Customer Problem: “Loading qualified data into our Marketing Automation tool is a manual, multistep process that is people and resource intensive.”
Reduce duplicate records by
10-20%Increase retention rate by up to
5% 3-5%D-U-N-S Number standard identifier ensures a single view of each customer
Ensure your customer nurture programs are based on accurate data.
Avoid sending the wrong message to the wrong person.
Reduce data errors by
Source: Aberdeen Sales Intelligence 2013: Best-in-Class Practices Adopted by D&B Customers
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Optimize segmentation with relevant insight on companies and contacts
Segment your market with enriched D&B data and conduct focused campaigns to generate higher qualified leads and revenue:
Increase annual revenue by up to
4%Improve response rates by
1-2%Improves pipeline close rate by
2-5%
Optimize Segmentation
Over 100 fields of company data help you target high value markets
Create relevant messaged based on target verticals
Drive leads that saleswill want to follow up on.
Customer Problem: “I have trouble getting enough information to properly target the needs of the industries or segments we want to pursue for growth”
Source: Aberdeen Sales Intelligence 2013: Best-in-Class Practices Adopted by D&B Customers
12D&B360 for Eloqua
Target the right buyers with access to the largest repository of verified contacts
Find new target contacts at all levels of the organization based on specific job function to increase conversions and drive revenue:
Reduce sales cycle by up to
15%Improve response rates by
1-2% 3-5%
Target the Right Buyer
Connect directly with your target personas and decision makers
Market to up-to-date contacts with strong relevant content
Improve campaign performance with more accurate data
Customer Problem: “I don’t have right contacts to target key decision makers and influencers”
Reduce data errors by
Source: Aberdeen Sales Intelligence 2013: Best-in-Class Practices Adopted by D&B Customers
D&B360 for CRM 13
Use Case - Enhance data quality to maximize Eloqua ROI
Improve Efficiency
D&B360 pulls the company information stored in Eloqua
Company information is sent to the D&B Match & Append Connector
The best matched DUNS is appended to the record.
Enriched company profile data for the matched DUNS is also appended to the record.
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Match & Append helps you quickly and accurately match a company name and location to a DUNS number and retrieve associated company information from D&B.
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Use Case – Segment your market to generate higher-quality leads
Customer Eloqua
Database
230M Companies20M million contacts
& Linkage data
Use SIC code to identify target segments for vertical email campaigns
Use linkage to run nurture campaigns to accounts that share the same Global Ultimate DUNS
Match & Append Connector
Run vertical-focused campaigns and strategically market to related accounts
Optimize Segmentation
Use profile data to power Eloqua’s lead scoring capabilities
15D&B360 for Eloqua
Use Case – Identify Decision Makers by Role to Execute Targeted Campaigns
Select the source object to pull the data from and the destination object to map D&B data
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Select the roles to retrieve new contacts from D&B’s database of 30+ million contacts
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Contact Append uses the DUNS number to help you automatically acquire new contacts and associated contact information including name, title, email, and phone number
Target the Right Buyer
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Trust D&B to power your Marketing Automation strategy and drive results
Multiple industry awards for D&B360
170 years of earning trust and innovating for customers
The only company that owns, maintains and assigns the D&B D-U-N-S® Number, your key to gaining a complete relevant view of customers and prospects
D&B360 for Eloqua
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See and capture the
relationships that last.
right opportunities first before the competition… and turn those opportunities intoprofitable customer
D&B360 for Eloqua
18D&B360 for Eloqua
Enter your credentials
Select the source object to pull the data from and the destination object to map D&B data to
Select confidence code and optional match grade
Easy to Set Up – Get up and running in 10 Minutes
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Select the source data to send to D&B
Select the data to map back into Eloqua from D&B. This is only a
partial list of fields that map back.
Easy to Use – Map the data fields once and leave it