1. DemandGen International, Inc.

3. Marketerslikeyou NetApp EMEA Rolloutandsupport Novell EMEA Campaignsupport Adobe EMEA Support NXPRolloutandsupport

4. Agenda Whyyouarehere Challenges you face Where you want to go How to get there

5. Who areyou? Enterprise Fast Growing Youarea large Enterprise witha global, distributedteam Create scalableandefficientprocessaccross a global operation Youare a fast growingcompanywithno global presence (yet!) Lookingforbestpracticestoexpandinternationally

6. Yourgoals One Source - Establish a single master source of contact data and create a global marketing database Get in Sync - Gain global alignment or agreement on data, metrics and processes Automate workflows - Leverage process automation and execute consistently Gain Insight - Offer business visibility and analytics into marketing activities, sales alignment and customer actions

7. Yourgoals Scalable Execution - Standardized processes for campaign execution Gain Leverage - Work with local country agencies Gain Expertise - Apply best practices and benefit from experiences other organizations with similar challenges Consistent Approach - Achieve brand compliance and consistency across regions

8. Challengesyouface { Challenge #1: Team Structure} Challenge #2: Complexity Challenge #3: Localization Challenge #4: Data Challenge #5: Cultural Differences

9. Challenges #1: Team Structure

10. Silo Teams Processesare not integrated Thereisnobuy-in Lack ofadoption Multiple systemsoperating

11. No Resources No„feet on theground“ Lack ofexpertise Nodatabase

12. Howdo yougettherefromhere? Ittakesmorethan just rolling out thesoftwareandtrainingyourteam. You will needto find yourinternalchampions, create a taskforceteamandbuild a roadmap.

13. Howdo yougettherefromhere? Let‘sfaceit!Youreallycan‘tgettherewithout a dedicatedresourceor an agencythatcanhelpyoucustomizeyouroffereringsandhelpyougrowyourdatabase.

14. Challengesyouface Challenge #1: Team Structure {Challenge #2: Complexity} Challenge #3: Localization Challenge #4: Data Challenge #5: Cultural Differences

15. Challenge #2: Complexity

16. Onestepat a time…

17. Build a Roadmap

18. Challengesyouface Challenge #1: Team Structure Challenge #2: Complexity {Challenge #3: Localization} Challenge #4: Data Challenge #5: Cultural Differences

19. Challenges #3: Localization Guten Tag Buongiorno Koinnichiwa Hola Bonjour Ni Hao Hello

20. How can I implement the Eloqua toolkit in each country?

21. Localization Matters Opening Rates upto 63% after A/B subjecttesting!!!

22. Challengesyouface Challenge #1: Team Structure Challenge #2: Complexity Challenge #3: Localization{Challenge #4: Data} Challenge #5: Cultural Differences

23. Challenge #4: Gotdirtydata?

24. Inconsistentdata Inconsistencies in spelling prevent contacts from getting included in marketing programs. As a result, a portion of contacts in your database will remain untouched. DemandGenhas developed one Standardization Program to update those local datasets in the correct format. The format was based on the data dictionary defined.

25. Zip codes, telephone numbers and country names

26. Special characters (Umlauts)

27. Stepbystep Analysingfields AnalysingentriesNumberofentries Unique entriesPercentageofentries Get relevant dataNumber email-addresses Company information Infrastructure Prioritizefields, based on thedatadictionary Field mappingplans

28. Challengesyouface Challenge #1: Team Structure Challenge #2: Complexity Challenge #3: Localization Challenge #4: Data {Challenge #5: Cultural Difference}

29. Challenge #5: Cultural Differences

30. Salutations

31. Howitworks In order to match the right salutation to each recipient, sophisticated update rules and field merges are required. You will need to update each profile with “country” information and set up a program to route each contact into the right path. Once the contact is added to the “Greeting Program”, the program sets the correct salutation field based on the contact’s information.

32. Whereyoudon‘twanttogo… Low adoption Untrainedteam NoROI on yourMarketing Automation investment Noeffieciencies Not followingbestpractices

33. Rome was not built in adayWeareheretohelp 50 Employees Worldwide Supported Languages: German, English, and French 200+ Clients Apple, Siemens, NetApp, Novell, Nokia, Polycom, American Express, FICO, Dupont, OCOM, Standard and Poors, VMWare, Citrix, Riverbed, Successfactors, Taleo…

34. Award Winning Results 2010 Markie Finalist – Most Creative Campaign (Client: Taleo) 2010 Markie Finalist – Best Nurture (Client: Taleo) 2010 Markie Finalist – Lead Scoring (Client: NetApp) 2010 Markie Finalist – Marketing Excellence (Client: NetApp) 2010 Markie Finalist – Marketing Visionary (Client: TrialPay, Hexaware) 2010 Sirius Decisions – ROI Award (Client: Polycom) 2010 Sirius Decisions – ROI Award (Client: Taleo) 2009 DreamforceAddy Award – Sales Enablement (Client: Infoblox) 2009 Markie Winner – Best Nurture (Client: Ellie Mae) 2009 Markie Finalist – Lead Scoring (Client: Taleo) 2009 Markie Finalist – Lead Scoring (Client: Bella Pictures) 2009 Partner Award – Most New Clients (Europe) 2008 Employee Management Association – Best Nurture (Client: Accela) 2008 Markie Winner – Best Nurture (Client: Taleo) 2007 Eloqua Partner Awards – Highest Eloqua Customer Satisfaction

35. Global Centers of Excellence United States International

36. Resources availabletoyou Toolkit: global.demandgen.de

37. Copyright © 2010 DemandGen International, Inc.