B2B Marketing Trends From Eloqua Experience 09 Via Twitter

Earlier this month I left my newborn and poor wife at home for an unforgettable week at Eloqua Experience in San Francisco. This sold out event brought together some of smartest marketers from all over the world. While there were a few keynote speakers, the conference focused on having the Eloqua community share their experiences so we could all learn from each other.


The main difference this year from last year was that we not only shared our knowledge and insights with each other but with the power of Twitter, we could share these with the rest of the globe. This made the event even more exciting as tweeters could listen to speakers, engage other tweeters, tweet their experiences, and see what others were tweeting about all at the same time! To better understand, how Eloqua pulled this off, see: Social Media Buzz at a Live Event. The result was better than Eloqua could ever have expected. The content generated by the event attendees was almost as good as the content from the speakers themselves. Why? Because it’s real. It’s in the moment. What better way to get in the heads of those that attended than by reading their actual thoughts.

While I could write a number of blog posts on my own findings from this event, I decided to let Twitter write the post for me. Of course, I did sift through over 1,000 tweets for trends as well the most memorable tweets. The Eloqua product was much discussed at the event but I’ve excluded those tweets here as this post was focused on learnings for B2B marketers that goes beyond Eloqua. I hope you enjoy it and I encourage you to follow the Tweeters that I mention below. They are some of the best and brightest out there. And if you’re mad that I forgot a important moment or missed a cherished tweet of yours, add a comment at the bottom.

Social Media And B2B Marketing

Social media played such a major factor at this event. This post as an example, was written from the product of social media (Twitter). At Eloqua Experience, there was a focus on helping marketers better understand the different aspects of social media, how to better leverage social media, and why they need to leverage it. One of the memorable moments on Day #1 was at the social media training session when all of students needed to set up a Twitter account (if they didn’t have one) and tweet using the #EE09 hash tag. It actually caused Twitter to block the IP address at the hotel from accessing Twitter for a short period of time due to the amount of new Twitter accounts generated. Those at the event felt proud that they’re collective voice reverberated across the internet – powerful stuff!

David Meerman Scott was a fantastic speaker and adding all the golden nugget tweets from his presentation wouldn’t due it justice. I have added a few though.

Here is a small taste of what was discussed:

tracyekraft: Social Media Revolution http://bit.ly/1Q6I5R at Eloqua Experience learning how to be better w/social media. #ee09

EricHorton: Twitter just blocked the IP for the #ee09 Twitter training session. How will new users learn to reap the benefits from Twitter?

jocebrown: Social's big impact in B2B marketing will be in how you interact with customers and develop advocates and relationships - Laura Ramos #EE09

stevewoods: Thought leadership and credibility, NOT community size are main drivers of why ppl engage in online communities - @lauraramos at #EE09

chadhorenfeldt: Track social media engagement, not ROI @lauraramos #EE09

edthewebguy: #ee09 steve woods - if facebook was a country it would be the 4th most populous

rhonda: #EE09 It's not about controlling the message it's about getting information out there. @dmscott

Bpoz: @dmscott: lose your fear of social media and lose control of your marketing. #EE09

tillatorrens: New Rule by @dmscott - EARN attention by publishing your way in - via YouTube, blogs, etc #EE09

chadhorenfeldt: #EE09 @dmscott borrowed this from @yoda to describe new rules of marketing: u must unlearn what u have learned

The Marketing Organization

While many of my conversations are focused solely on technology, it’s the people and process that are the building blocks of a successful marketing organization. The tweets below focus mostly on the session held by Tony Jaros from SiriusDecisions and some additional tweets from the Omniture session who use much of what SiriusDecisions preaches. The marketing organizations that have the right people and are using the best practice strategies will have the most success. As an example, SiriusDecsions focused on the concept of what they called the Demand Center.

lauraramos: #EE09: Tony Jaros of Sirius Decisions talks about the gap in marketing skills, not the technology or relationship with sales.

lauraramos: #EE09: Now need 2 worry about how 2 facilitate demand through the entire waterfall. Don't sell yourself short by thinking it's anything less

lauraramos: #EE09: Best marketing organizaitons will see the biggest change at the bottom of the waterfall. Waterfall is center of all marketing.

jocebrown: Neither a white paper not a product is a campaign....you need to be solving a problem....cannot continue to be tactically focused #EE09

lauraramos: #EE09: Quality marketing talent must support a wide variety of disciplines. Silos must go. Marketing automation experience will be key.

jocebrown:Frightening number of B2B marketers self taugh with no budget for training according to Sirius....huge performance gap #EE09

lauraramos: #EE09: The Demand Center is a center of excellence for program creation but with advisory, technical, and execution around buyer's journey.

jocebrown: It's the people and process not the technology that is stalling sophisticated nurturing and scoring - Laura Ramos #EE09

lauraramos: #EE09: Omniture organization looks like: Audience Program Mgmt, Offer Development, Channel Execution, and Marketing Operations supports all.

lauraramos: #EE09: 1: Sales engagement means taking in sales language: what do we contribute to the pipeline, how many sales accepted oppty do you need?

paynejoe: Avg CMO tenure 22 mnths. BUT if the CMO has a demand generation or sales enablement background he/she is 2 times liklier to make 5yrs #ee09

Measuring Marketing Effectiveness

This was definitely a hot topic and Eloqua was lucky to not only have speakers like Laura Ramos and Tony Jaros but also CMOs from its customer base. A theme across many of these discussions was the need for marketing to demonstrate its impact to the rest of the business. This doesn’t just mean the pipeline influenced from a lead nurturing program but also can mean the effectiveness of lead scoring to the sales team.

lauraramos: #EE09: all this [marketing] activity amounts to 18 to 30% of the pipe. Must look at influence in the waterfall, even if marketing doesn't source it.

lauraramos: #EE09: @siriusdecisions Marketers must measure the performance of demand creation, not of marketing.

SuaadSait: Benchmarking marketing statistics is NOT what matters, Baseline YOUR mktng data & set goals to grow as a commitment per @lauraramos #EE09

jocebrown: Nurturing value measured in pipeline velocity - Drew Clarke IBM #EE09

rhonda: #ee09 Drew Clark on measuring nurturing: what type & how many activities lead participates in, what their role is in opp & in account.

lauraramos: #EE09: Waterfall + database segementation shows Omni needed to acquire 150K more names to feel the model. Content choice: research survey.

lauraramos: #EE09: Omniture measures conversion across channel and pipeline. Lets them know where to invest marketing programs and why.

rhonda: @pteshima #EE09 ?'s CMOs ask: What initiatives drive ROI, how does sales & mktg funnel look, r my strategies working, how do I benchmark?

rhonda: #EE09 Scott Sheppard shares great ideas on rolling out lead scoring to your sales team: videos, distribute custom reports & driving adoption

Marketing Tactics

If you ask many marketers, one of the main reasons they came to Eloqua Experience was to pick up a few tips that they could take home with them and implement right away. This could mean learning how to clean your data so that it could be easy to segment off of or something simple as creating a control group that you send no marketing communication to and measuring how it fairs to the rest of the database. It’s very powerful when marketers themselves can share their results and let you know what is working and what isn’t.

jill_rowley: @lauraramos - content needs to be about me and my needs, not you and your products, your awards. #EE09 #Eloqua

JenPumpItUp: Session tip: How good is your lead scoring program? Only as good as your sales team buy-in. Make sure they're a part from the start. #EE09

rhonda: #EE09 marketers shld work w/ the sales team to help define a qualified lead for scoring... But DON'T ask them to help you prioritize assets!

rhonda: #EE09 Incorporate time frame into ur scoring model to ensure recency is reflected in the "value" of the lead.

rhonda: #EE09 Sales adoption of lead scoring is a paradigm shift-if rep reluctant, push adoption not just from top but via success of their peers.


lauraramos: #EE09: Omniture says realtime alerts increased contact ratios by to 100X and increased opportuntiies generated by 21X vs. no tools/process.

jfernandez: I love the idea of misspellings within automated e-mails from Sales Rep to add a touch of authenticity. Brilliant stuff, @Omniture. #EE09

Eloqua: Omniture: EVERY email must be personalized and relevant. #EE09


gclarkmt: Mikel Chertudi says Omniture only saw a 3% drop in conversions with their really long contact form versus a short form. #EE09

gregforrest: Omniture says do less programs and make them better - get more out of them. #ee09

tmcmullen: favorite idea of the day - create a control group when testing marketing campaigns/effectiveness #ee09

hallim: #EE09 data cleansing - tactics to support the overall strategy of demand generation and qualified leads into the sales pipline

chadhorenfeldt: http://twitpic.com/o5sq5 - Great Eloqua data quality dashboard in Eloqua by @gregforrest #EE09 #b2b #marketing

jill_rowley: Tony Jaros from SiriusDecisions says something like....Lead nurturing turns garbage into gold. #EE09 #Eloqua

Until Eloqua Experience 2010…

I hope you enjoyed some of these tweets as much as I did and if you were at Eloqua Experience, I hope these tweets bring back some good memories. To end this post, I want to highlight some of the true marketing rock stars that were at the event. These people were the finalists for the Markie awards. Here is Tweet from the Markie awards ceremony celebrating the achievements of the finalists:

stevewoods: Was a fantastic evening! Congrats all! RT @chadhorenfeldt: http://twitpic.com/o7l7g - The Eloqua Markies finalists #EE09

For more information on the winners, see: Winners of the 2009 Markie Awards where you can learn more about the categories, the winners and why they won.

Be sure to add comments on your favorite tweets or moments at EE09. Looking forward to Eloqua Experience 2010!

Chad H.

@chadhorenfeldt

PS: For videos from the event and some of the sessions I mentioned above, check out the Eloqua YouTube Channel. For more pictures, Check out the Eloqua Fanpage on Facebook

PPS: I would like to thank every tweeter at the event – you made this post possible. Believe me, it was hard choosing who to include! I would especially like to thank @lauraramos, @jocebrown and @rhonda who I used extensively.

PPPS: I did mention that this post was not on the Eloqua technology but I did want to give a shout out to the Pedowitz Group and its Sweet Platform that captured all of the tweets from the event in Eloqua and made it possible for me to analyze them. Very nice add-on and a big thank you.