D&B360 for Eloqua

See opportunities first.

Build relationships that last.

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

5D&B360 for Eloqua

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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2

3

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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

19D&B360 for Eloqua

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

To learn more visit www.dnb.com/360