Headline: Lead Scoring Case study body copy: Client: Client is a technology company that operates in more than 170 countries around the world. Its enterprise software business unit is part of the Technology Solutions Group, which includes application development, application security, business service automation, portfolio management, IT service management, quality assurance, and service-oriented architecture. Challenges:  Client deployed a high volume of multi-touch lead nurture email campaigns via Eloqua each month  Client was looking to shift from usage of E9 program steps to E10 lead scoring module ‒ Client was looking for more sophisticated model that incorporated form submissions with other engagement (email, website, events, etc. ) for fuller view on their prospect’s product interest and BANT Tactics:  Assigned weighted values to all implicit and explicit criteria for prospects’ profile and engagement activities, such as lead source, job role, engagement type (webinar registration, web visit, email click)  Implemented all rules into Eloqua to create score Results:  Enhanced post-campaign reporting and analysis ‒ Insights into personas who are most likely to engage with campaign content for tighter segmentation for future/follow-up nurture campaigns  Improved hand-off of qualified leads to sales/CRM Header over pop-up’s : Click images below for more on these tactics Image 1 (Email samples, website, video capture) QuickPivot supports a wide range of global campaigns for client, including data processing for all leads generated through content syndication, events and other inbound tactics Image 2 (Lead scoring models in Excel and Eloqua and single contact score) QuickPivot assisted the client in setting scoring model for each engagement type, weighting each appropriately for each business unit. Once scoring model was agreed upon, QuickPivot also assisted with implementation in marketing automation tool.

1. Case Study
Challenges
• Client deployed a high volume
of multi-touch lead nurture email
campaigns via Eloqua each month
• Client was looking to shift from
usage of E9 program steps to E10
lead scoring module
– Client was looking for more
sophisticated model that
incorporated form submissions
with other engagement (email,
website, events, etc. ) for
fuller view on their prospect’s
product interest and BANT
Tactics
• Assigned weighted values to
all implicit and explicit criteria
for prospects’ profile and
engagement activities, such as
lead source, job role, engagement
type (webinar registration, web
visit, email click)
• Implemented all rules into Eloqua
to create score
Results
• Enhanced post-campaign
reporting and analysis
– Insights into personas who
are most likely to engage with
campaign content for tighter
segmentation for future/follow-
up nurture campaigns
• Improved hand-off of qualified
leads to sales/CRM
Lead Scoring
Client is a technology company that operates in more than 170 countries around the world.
Its enterprise software business unit is part of the Technology Solutions Group, which
includes application development, application security, business service automation, portfolio
management, IT service management, quality assurance, and service-oriented architecture.
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