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ICENTERA SOLUTIONS
ICENTERA CUSTOMER STORIES
The Sales Enablement Company
TM
“Our biggest return
has been seen with
sales efficiency and
productivity. Our
reps have 50% more
time to spend on
understanding the
needs of their
customers. That
translates into better
relationships and
driving more
revenue.”
Jim Williams
Director of Field
Marketing
Eloqua Corp.
Eloqua
Eloqua is the leading provider of demand generation applications and best-practice
expertise for business marketers. Their mission is to make their customers the most
effective marketers on earth. Thousands of customers from businesses like
Administaff, Aon, Cognos, Dow Jones, Seagate and Sybase rely on Eloqua’s products
and services to execute, automate and measure programs that generate revenue.
Customer Quote:
“Adoption has been dramatic. Both our users and content have sharply increased. To
date we have over 50,000 downloads of 750 documents that are stored and accessed
through iCentera. We spend only 25% of the time we did before getting vital
information to sales teams. That has allowed us more time to focus on creating more
effective tools to better enable sales.”
Snapshot: A fast growing Software as a Service company delivers
“one marketing voice” across staff, partners and customers using iCentera
Challenge
Required an effective
way to communicate and
analyze usage of
information across the
enterprise in a fast-paced
environment. Easy access
is a must for geographically
distributed users.
Desired a way to ramp
up new sales reps and
partners quickly. Wanted
one secure place to drive
them to for independent
self-paced training.
Challenged with
organizing and holding a
user group conference and
adhering to “green”
guidelines, eliminating the
use of paper forms and
promotional materials.
Solution
Results
iCentera’s hosted solution
provides easy but secure
access for anyone at any
location. Built-in analytics
deliver instant insight into who
is using what content and what
content is not being used.
“One marketing voice” is
maintained across all staff,
partner and customer
communications. Marketing
content is continually
improved based on analytics
reports and collaboration with
the groups using it.
iCentera’s portals are
completely customizable so
you can present any mix of
information in an easy to
digest manner. It’s easy to
grant and remove access to
iCentera’s secure portals.
Maximizing the value of the
large investment made in live
sales training. Presenting
videos of the role-play
sessions alongside related
information in a secure sales
training portal.
iCentera’s event portal
provides 2-way communication
for conference organizers,
attendees and sponsors.
Registrations, to do’s
complete with alerts, and
sponsor marketing were all
done through the portal.
Production and distribution
costs of hard copy materials
were eliminated.
For more information on iCentera and its solutions, please contact us at
www.icentera.com or toll free at (866) 556-1288.
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ICENTERA SOLUTIONS
ICENTERA CUSTOMER STORIES
The Sales Enablement Company
TM
“That last mile between
marketing and sales is
the biggest challenge
for us. We use iCentera
to bridge that gap
which also helps us
maintain a consistent
marketing voice across
the enterprise.”
Jim Williams
Director of Field
Marketing
Eloqua Corp.
Eloqua: The last mile betwen sales and marketing
1. What is your unique challenge?
That last mile between marketing and sales is the biggest challenge for us. Our marketing
team spends a lot of time creating materials. If it’s not easy to find and access sales might
end up spending their time recreating presentations and other materials. Also, making
marketing collateral available to people outside of the company’s corporate location such
as field sales, field marketing, and client services was a hurdle. We use iCentera to bridge
that gap which also helps us maintain a consistent marketing voice across the enterprise.
2. What solutions were you previously leveraging to address the problem?
We were using an in-house solution of shared drives on servers. It was tough to access
because a lot of users had to connect through VPN. It was very difficult to navigate and
there was no search functionality. Content was quickly outdated and updating the
information wasn’t easy. There were no analytics so we didn’t know what collateral was
being used. To alert users to new content we used our corporate email system. That meant
anyone who missed or forgot about that email had no idea what was available.
3. How are you using iCentera to address these challenges?
With iCentera we now have a centralized sales knowledge base that’s available to everyone
via the internet. It’s also fully customizable so our users can tag their favorite content and
access it quickly. We have internal and external facing portals such as our sales training
portal, sales knowledge portal, demand generation portals and customer portal. iCentera is
used to centralize one instance of all our collateral and we use exlinks to the materials for
posting the content everywhere else including the .com site. Publishing is a breeze
because of workflow support for submitting, approving and deleting content.
4. In your experience what are the most powerful features of iCentera?
The search capability makes it easy for sales reps to find the right content. They don’t have
to think in terms of structure that makes better sense to marketing. With the analytics
feature we can track usage and see what content is being downloaded. Even more critical
to us is what’s not being used. We can then go to sales to find out why certain content is
underutilized and make improvements to help better enable sales. Our content appears in
many different places and now we update a document one time and it always references
the current version everywhere it appears. Now marketing can focus more energy on
strategic thinking and less time managing the content.
5. What has iCentera enabled your organization to do?
iCentera has given us the ability to enable sales like never before. We drive all of our
website visitors to our Customer Success Portal. Here they can access case studies and
other prospect nurturing information. They automatically receive continuous updates
when something new is available which we can also track. iCentera has enabled us to do
our jobs better and without any IT resources.
6. Bottom line, what ROI have you received?
At a fast growing company time is money and our biggest return has been seen with sales
efficiency and productivity. Our reps have 50% more time to spend on understanding the
needs of their customers and to drive more revenue. New sales reps remark that they have
never had so much information at their fingertips to enable their success. iCentera has also
given back valuable time to marketing that was previously spent communicating with
stakeholders. We spend only 25% of the time we did before getting vital information to
sales teams and that has allowed us more time to focus on creating more effective tools.
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