This presentation explains how the enhanced D&B360 cloud connector for Oracle Eloqua improves sales and marketing effectiveness, as well as how to get started using it for your small business.

1. D&B360 for Eloqua
See opportunities first.
Build relationships that last.

2. 2
In today’s fast-paced
digital environment,
keeping up with accelerated pace
of B2B marketing is
increasingly difficult,
essential for growth.yet
D&B360 for Eloqua

3. CMO’s are under increased pressure to
deliver results…
3
Source: Gartner Report 2013
Acquire New
Customers
Drive Revenue
Growth
Enhance
Customer
Experience
Marketing teams face increased scrutiny and must demonstrate the ability to
generate revenue from activities. CMO priorities reflect the need to
transform marketing from a discretionary expense into an essential driver of
growth:
CMO Top Priorities
D&B360 for Eloqua

4. 4
The #1 challenge for CMO’s is lack of buyer insight, as well as difficulty
managing campaigns across disparate systems and insufficient data to
effectively segment and target:
D&B360 for Eloqua
B2B Marketers
unsure if their
marketing mix is
effective
63%
…and face significant challenges with
execution
Companies who report
difficulty in managing
and analyzing data
85%
CMO’s who are
unprepared for the
explosion of data
71%
How can marketing teams cope with these challenges and
deliver the growth that is expected?
Source: Crain’s B2B Magazine Source: Gartner Report 2013 Source: IDC

5. All Others
Trail leaders in adoption
of technology and/or influence on customer
experience
“Best-in-class companies
who utilize external sales
intelligence sources within
their internal applications
outperform the competition by
over 52%”
Leading Marketers
Proactively influence
customer experience
and adopt relevant
technology
Source: IBM The State of Marketing 2013
80%
20%
Adoptionofcross-channel
optimizationtechnologies
Ownership of Customer Experience
Integrating external insight provides a
competitive advantage
Source: Aberdeen Sales Intelligence 2013:
Best-in-Class Practices Adopted by D&B Customers
D&B360 for Eloqua 5

6. 6
More and more businesses are investing in marketing automation to deliver
enhanced results and customer experience, with total spending expected to
double from 2010 to 2015.
D&B360 for Eloqua
Estimated market for
marketing automation
by 2015.
Companies plan to
adopt a marketing
automation strategy
50%
Discretionary spend
used for marketing
automation
9%
With every campaign now tracked and measured, how can you
ensure that your campaigns accomplish your goals?
$4.8B
Source: Sirius Decisions Source: IDCSource: IDC
Marketing automation plays a critical role
in delivering customer experience

7. Improve customer loyalty
• Start with accurate and current data that you can
rely on
• Enhance customer satisfaction through
optimized nurturing
Enhance targeting
Complete the picture
with relevant segment
data
Utilize modeling to target
the best prospects
Drive lead conversion
• Enrich leads with the
insight sales needs to
close
• Create compelling
persona-based content
To optimize marketing automation, you need
a consistent, 360 degree customer view
D&B360 for Eloqua 7
360°
View

8. 8
D&B360 is a new breed of solution
designed to help your
succeed.
Get advanced D&B
insight right within Eloqua,
so you can:
• Find the best opportunities
• Deliver stronger content across all
channels
• Improve customer experience and
loyalty
sales and marketing teams
D&B360 for Eloqua

9. D&B360 powers Marketing Automation
with buyer insight
9D&B360 for Eloqua
Connect Eloqua with streaming
global insight :
So you can:
Optimize
Segmentation
Improve
Efficiency
Target the Right
Buyer
230+ Million Companies
30+ Million Premium
Contacts
Company Cleanse,
Match, and Append
Contact Search
and Append

10. Improve efficiency with integrated data
quality
10D&B360 for Eloqua
D&B360 helps you automate and eliminate the manual effort to
collect, integrate and validate quality data on customers and
prospects:
Improve Efficiency
Customer Problem: “Loading qualified data into our Marketing
Automation tool is a manual, multistep process that is people
and resource intensive.”
Reduce duplicate
records by
10-20%
Increase retention
rate by up to
5% 3-5%
D-U-N-S Number standard
identifier ensures a single
view of each customer
Ensure your customer
nurture programs are
based on accurate data.
Avoid sending the wrong
message to the wrong
person.
Reduce data
errors by
Source: Aberdeen Sales Intelligence 2013:
Best-in-Class Practices Adopted by D&B Customers

11. Optimize segmentation with relevant
insight on companies and contacts
11D&B360 for Eloqua
Segment your market with enriched D&B data and conduct focused
campaigns to generate higher qualified leads and revenue:
Increase annual
revenue by up to
4%
Improve response
rates by
1-2%
Improves pipeline
close rate by
2-5%
Optimize Segmentation
Over 100 fields of
company data help you
target high value markets
Create relevant
messaged based on
target verticals
Drive leads that sales
will want to follow up on.
Customer Problem: “I have trouble getting enough information
to properly target the needs of the industries or segments we
want to pursue for growth”
Source: Aberdeen Sales Intelligence 2013:
Best-in-Class Practices Adopted by D&B Customers

12. Target the right buyers with access to
the largest repository of verified contacts
12D&B360 for Eloqua
Find new target contacts at all levels of the organization based on
specific job function to increase conversions and drive revenue:
Reduce sales
cycle by up to
15%
Improve response
rates by
1-2% 3-5%
Target the Right Buyer
Connect directly with
your target personas and
decision makers
Market to up-to-date
contacts with strong
relevant content
Improve campaign
performance with more
accurate data
Customer Problem: “I don’t have right contacts to target key
decision makers and influencers”
Reduce data
errors by
Source: Aberdeen Sales Intelligence 2013:
Best-in-Class Practices Adopted by D&B Customers

13. 13D&B360 for CRM
Use Case - Enhance data quality to
maximize Eloqua ROI
Improve Efficiency
D&B360 pulls the
company information
stored in Eloqua Company information is
sent to the D&B Match &
Append Connector
The best matched DUNS is
appended to the record.
Enriched company profile
data for the matched
DUNS is also appended
to the record.
1
2
3
4
Match & Append
helps you quickly
and accurately
match a company
name and location to
a DUNS number and
retrieve associated
company information
from D&B.

14. 14D&B360 for Eloqua
Use Case – Segment your market to
generate higher-quality leads
Customer
Eloqua
Database
230M Companies
20M million contacts
& Linkage data
Use SIC code to
identify target
segments for
vertical email
campaigns
Use linkage to run
nurture campaigns to
accounts that share
the same Global
Ultimate DUNS
Match & Append Connector
Run vertical-
focused
campaigns and
strategically
market to related
accounts
Optimize Segmentation
Use profile
data to power
Eloqua’s lead
scoring
capabilities

15. Use Case – Identify Decision Makers by Role to
Execute Targeted Campaigns
D&B360 for Eloqua 15
Select the source object
to pull the data from and
the destination object to
map D&B data
1
Select the roles to
retrieve new contacts
from D&B’s database of
30+ million contacts
2
Contact Append
uses the DUNS
number to help you
automatically
acquire new
contacts and
associated contact
information
including name,
title, email, and
phone number
Target the Right Buyer

16. Trust D&B to power your Marketing
Automation strategy and drive results
 Multiple industry awards for D&B360
 170 years of earning trust and innovating
for customers
 The only company that owns, maintains and
assigns the D&B D-U-N-S® Number, your
key to gaining a complete relevant view of
customers and prospects
16D&B360 for Eloqua

17. 17
See and capture the
relationships that last.
right opportunities first
before the competition…
and turn those opportunities into
profitable customer
D&B360 for Eloqua

18. Enter your credentials
Select the source object to pull the data from and the
destination object to map D&B data to
Select confidence code and optional match grade
D&B360 for Eloqua 18
Easy to Set Up – Get up and running in
10 Minutes

19. Select the source data
to send to D&B
Select the data to map back into
Eloqua from D&B. This is only a
partial list of fields that map back.
D&B360 for Eloqua 19
Easy to Use – Map the data fields once
and leave it

20. To learn more visit www.dnb.com/360