Case Studies

Learn more about DemandGen's systems integration services www.demandgen.com | main: 925.678.2500 | sales: 925.678.2511 | info@demandgen.com © 2015 DemandGen International, Inc. All rights reserved. DemandGen and the DemandGen logo are registered trademarks of DemandGen International. All other product and company names may be trademarks of their respective owners. 1 SITUATION Needed to improve efficiency and productivity, enabling Concur to execute more events with less hands-on interven- tion required. SOLUTION The integration of Salesforce and Eloqua enabled a much higher degree of process efficiency and collaboration between sales and marketing. RESULTS Along with increased process efficiency, the integration gave the sales team more control and visibility over each campaign, as well as a smarter, city-to-city report- ing process. It also enabled the team to increase pipeline contribution by more than 50%. Convert and track leads for better results. Concur Consults DemandGen for Salesforce-Eloqua Integration, Increases Pipeline Contribution by 50% SITUATION Concur, part of SAP, is a leading provider of integrated travel and expense management solutions, which help organizations ensure corporate travel is booked within policy before the trip is taken and reconciles expenses after travel is complete. The company solicited help from DemandGen to automate the management of all event email invitations. This involved integrating hypersites and registration forms, using Eloqua lead scoring to give heavier weight to event attendees and provide more focused follow-up from Market Development team. DemandGen also developed training documents and presentations to keep the field aware of the latest and best methods for working together efficiently. CHALLENGE Concur runs an ongoing campaign for prospective customers called "Event in a Box," which directly generates more than 10 percent of new pipeline in fiscal 2014 across the U.S. and Canada, and is on pace to exceed 32 percent growth year-over-year. The campaign consists of 60 two-hour luncheon seminars held annually across the U.S. and Canada. Each seminar includes lunch at an upscale steakhouse, a high- level overview of Concur's platform and a demonstration of the company's flagship expense-management solution. Promoting the 60+ events was a tedious process, requiring a lot of hands-on inter- vention. Concur knew they needed to streamline and automate processes for creat- ing invitation lists and sending email invitations, reminders and post-event follow- ups, in order to improve efficiency and productivity, They knew they had to start with integrating their systems. With plans to scale up the program to support its growing business, Concur sought to integrate Salesforce and Eloqua to achieve efficiencies it's needed. Specifically, the company wanted to: We can now track engagement and key performance metrics." − Greg Forrest, Director, Marketing Operations & Demand Central, Concur

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