coreworx eloqua case study

“Viva La Revolucion”1 to 1 with Eloqua 10

Rising StarBrett ShellhammerBrett Shellhammer

Joe GelataDavid Yoon

Coreworx Inc.

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Company BackgroundWe provide “Capital Project Information Lifecycle Management” products & solutions.Do that by managing the work processes across the stages of the project from FEED to Delivery.We sell to Owner/Operators and EPC Companies – Average Project size is $500M

Customer Highlights

Coreworx is in use on more than 500 capital projects with nearly 70,000 users

Coreworx Inc. – Internal Use Only

Key Takeaways To ExpectHow we use Eloqua with a very small team How we market to a set of defined customers in small groupsOur experience with the Eloqua 10 Beta

Business ChallengeUnknown small brand competing with much larger established brandsVery late adopter mentality in our customer baseSmall number of customers who freely share best practices & tool experience

Anatomy or a Capital Project

Key Target CustomerConstruction Superintendent at the Construction company a.k.a. “Bubba”Contracts, Interfaces & “Trades” managers on the Job site

The Owner’s Project Manager, who is “Bubba’s” primary customer

How Did We Get Started?Knew we could identify almost all target customers (PEC Database)Needed to focus on 1-to-1 dialog with Prospects to establish trustNeeded to integrate with MS Dynamics CRM for Opportunity Management

PEC Database

Why did we choose E10 Small team w/ no prior marketing automation experienceOnly doing the basics for the first couple of years (i.e. no lead scoring, simple campaigns)Like to live on the edge

How Did We Use Eloqua?Use mostly Web Tracking & eMail campaigns for Webinars & Product Introductions.Spent almost no time building assets or custom integrations, using E10 out of the box.See screen shots

Campign Screen Shot

Contact Segment Screen Shot

Form Layout Screen Shot

Campaign Results Screen Shot

LIVE Demo of our Eloqua 10 Instance

Joe GelataJoe Gelata

How Do We Measure Success?New Sales Leads Feedback from Sales Reps on qualityPipeline growth > 500%– May – 34 Opportunities in Pipeline– May – 34 Opportunities in Pipeline– July – 116 Opportunities in Pipeline– September – 167 Opportunities in Pipeline

Gut feel & lots of guessing.

Coreworx Inc. – Internal Use Only

What Did Your Boss Say?That’s Cool !!!How come using MS CRM Dynamics is so hard and this Eloqua seems so easy ?How many times did ExxonMobil hit the How many times did ExxonMobil hit the site last month ?Can we use that thing for Trouble Tickets ?Who is Joey G and why is he so Popular ?

Key TakeawaysHow we use Eloqua with a very small team How we market to a set of defined customers in small groupsOur experience with the Eloqua 10 Beta– AWESOME Support from Eloqua– E10 is sooo much easier for newbies– Never have to teach people what a microsite

is.

Questions ?Feel free to contact me ...bshellhammer@coreworx.com(519) 772-3190

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