What benefits can you get from our partnership?Add Value to Your CRM Projects
You have many customers who have invested heavily in your services to implement a CRM solution. In many of these accounts your success to date has likely produced one of these two scenarios:
Scenario A - Adoption and Usage Challenges Have Emerged: In some cases your customers will be struggling with CRM adoption and usage issues. Adding Eloqua to the mix creates an occasion for consulting to occur that will bring sales and marketing into better alignment. Then, Eloqua integration with their CRM combined with our embedded sales tools that leverage "marketing intelligence" can add value by helping sales people do their jobs faster, more efficiently, and more effectively. This added value provided to the sales organisation changes their attitude towards CRM, drives up adoption, and improves usage.
Through partnership it is possible to combine thought leadership with upsells in consulting and technology in a way that has proven to drastically increase the performance of enterprise businesses.Be a Leader in a New Consulting Competency Area
According to our estimation drawing information from several sources, the Marketing Automation category is only about 15% mature and the Revenue Performance Management category is in its infancy. In our experience, the big Global Systems Integrators (GSIs) have not yet built or scaled a consulting competency that fully capitalises on these trends. At Eloqua, our alliances team is made up of people with marketing consulting backgrounds who also know the technology very well so we can provide support as we build business together to help you establish these competencies.
Establish New Revenue Streams
As our footprint in global enterprise businesses rapidly expands, there is an increasing need for strong GSI partners who have international reach, existing business relationships withing joint accounts, and bench strength in consulting and technology which is needed to support the transformation of their sales and marketing practices. For large enterprise corporations an Eloqua deal can involve a number of parts:
- The SaaS subscription. This can be valued at anywhere between 200,000-750,000+ which you can resell for a 30% margin ongoing. Request a copy of our pricing sheets for details.
- The Technical Implementation and Integration Work. Depending on the needs of the client and the complexity of their existing infrastructure this can produce revenues from 25,000 to 100s of thousands.
- Consulting. This is where the big money opportunity is. Companies that generate the most outstanding business results with Eloqua have also had to transform their businesses. They have had to adopt a new paradigm of sales and marketing. This demands changes in culture, people, technology, and processes. In order to navigate all the change these companies need third party consultants who can guide them on their journey, make them feel confident about marching forward in a structured way, and therefore insure that they see the desired business results from their investments over time. This revenue opportunity can span several years and represent fees that are 5-15 times the value of the subscription.
How can we generate business together?Go to Page 1 2 3 4 5 6Go to Page 1 2 3 4 5 6Share this Content with a Colleague
Watch a video offering a high level overview about RPM as a business strategy.
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Scenario B - The Marketing Function Shows Interest: In
other cases your customers are on a journey of becoming more advanced
and sophisticated and you are in the position to guide them. As their
usage of CRM has gained momentum and as they have begun to see business
benefits many of these customers will be wondering how the marketing
function can be incorporated into the iniative. Typically, these
companies will have adopted an objective of centralising their customer
data and they may also exhibit interest in adding basic marketing
capabilities into their CRM solution - a common first request is the
ability to send mass emailings. As explained earlier, unfortunately
email alone is not what these companies need if they are focused on
achieving optimal business results. Within these accounts you have an
opportunity to evangelise the progression towards adopting marketing
automation as a compliment to their CRM system.
Be a Trusted Advisor that Drives Business Performance
By observing the state of your customers and understanding what is possible with Eloqua as the leading SaaS Marketing Automation solution you can build on the success of your CRM initiatives, paint a compelling vision of where their business should be headed, and then work with us to guide them through that journey of marketing transformation. This is the future of marketing and we have proof that the approach works. According to a recent study, companies that adopt Eloqua after CRM and then implement an RPM business strategy outperform the S & P 500 by 78%. Through partnership it is possible to combine thought leadership with upsells in consulting and technology in a way that has proven to drastically increase the performance of enterprise businesses.Be a Leader in a New Consulting
Competency Area
According to our estimation drawing information from several sources, the Marketing Automation category is only about 15% mature and the Revenue Performance Management category is in its infancy. In our experience, the big Global Systems Integrators (GSIs) have not yet built or scaled a consulting competency that fully capitalises on these trends. At Eloqua, our alliances team is made up of people with marketing consulting backgrounds who also know the technology very well so we can provide support as we build business together to help you establish these competencies.
Establish New Revenue Streams
As our footprint in global enterprise businesses rapidly expands, there is an increasing need for strong GSI partners who have international reach, existing business relationships withing joint accounts, and bench strength in consulting and technology which is needed to support the transformation of their sales and marketing practices. For large enterprise corporations an Eloqua deal can involve a number of parts:
- The SaaS subscription. This can be valued at anywhere between 200,000-750,000+ which you can resell for a 30% margin ongoing. Request a copy of our pricing sheets for details.
- The Technical Implementation and Integration Work. Depending on the needs of the client and the complexity of their existing infrastructure this can produce revenues from 25,000 to 100s of thousands.
- Consulting. This is where the big money opportunity is. Companies that generate the most outstanding business results with Eloqua have also had to transform their businesses. They have had to adopt a new paradigm of sales and marketing. This demands changes in culture, people, technology, and processes. In order to navigate all the change these companies need third party consultants who can guide them on their journey, make them feel confident about marching forward in a structured way, and therefore insure that they see the desired business results from their investments over time. This revenue opportunity can span several years and represent fees that are 5-15 times the value of the subscription.