I have been participating in the Metrics That Matter sessions on the recent Road to Revenue Tour events. A common theme that has emerged from those discussions are the challenges around enforcing sales process to drive a higher level of data integrity. I thought anyone embarking on closed-loop reporting (whether you are doing the reporting in Eloqua, CRM, or other) would appreciate this great article from Sirius Decisions on the value of connecting Contacts to Opportunities.

 

http://www.siriusdecisions.com/blog/selling-sales-on-process-how-adding-contacts-to-opportunities-drives-value/