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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. PAGE 1 © 2010 iCentera, Inc. All rights reserved.All product names, registered trademarks and other references to copyrighted products are the property of their respective owners. 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. PAGE 2