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Eloqua's Anthony Best shares the best practices and practical guidance for tracking marketing information that matters in B2B marketing. Presented at the 2013 Modern Marketing Roundup with Heinz Marketing.
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#MMR
Metrics That Matter
Anthony Best, Sales Engineer, Eloqua
#MMR
How Do You Measure Success?
A. My event ran flawlessly!B. Lots of people came to my Webinar.C. The Sales team had fun. D. My looking at how my efforts impact key
indicators such as velocity and deal size. E. Measure success? What do you mean?
Revenue Performance IndicatorsValue:
Reach:Conversion:
Velocity: Return:
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Discussion: Can You Measure These?
If you could only choose one, which would it be? (And why.)
Which would be the most difficult for your organization? (And why.)
Tips for Getting Started
• Start small and keep focused• Don’t report for reporting sake• What will you do with the results?• If there is data you need, ask others for help• Benchmark your progress• Closed-loop reporting goes beyond technology
