An outdate manual lead distribution process can seriously undermine sales. So can generic portals and PRM's that create redundancies or don't actually get used. What's the solution? For a multi-billion dollar electronics manufacturer that wanted to empower its distributors with better leads, the answer was integrating Zift Solutions into their Oracle Eloqua Marketing Automation Platform (MAP). The results are impressive. That's why I am sharing this case study, so that you can learn best practices and grow your channel business.
In this instance, leads were being shared via Excel spreadsheet, manual data entry was time-consuming for both the dealers and the channel staff, details and pipeline visibility were limited and the entire sales process was slow. By deploying Zift Solutions, the manufacturer easily established a collaborative selling process with distributors, streamlined lead distribution and saw the following results in just six (6) months:
- 49% increase in leads sent to sales
- 33% increase in sales accepted leads
- 32% increase in sales qualified leads
- 18% increase in won deals
Today, distributors have the flexibility to receive leads via email, personalized portal or directly into their own CRM environments. Leads get to the right people faster, complete with valuable profile and historical data to help close deals.
You can read the full case study here: http://static.ziftsolutions.com/files/8a782ec1409641cf0140970c65815eba.pdf
I hope you find this resource helpful, and am happy to talk offline about leveraging Oracle Eloqua to streamline lead distribution and establish a truly collaborative selling process with your partners.