The Marketing Strategist:
Marketing Excellence Award Winners 2012
2012 Award WinnersWinners Press Release | Project Summaries 1.9Mb PDF
|Driving Business with Thought Leadership||Diamond Award: Deloitte Gold Award: BT|
|Enabling Sales Channels||Diamond Award: Cisco Gold Award: IBM|
|Generating and Nurturing Leads||Diamond Award: Dell Gold Award: DocuSign Gold Award: Cisco|
|Marketing with Social and Interactive Media||Diamond Award: Dell Gold Award: Infosys|
|Strengthening Client Relationships and Building Loyalty||Diamond Award: IBM Gold Award: Microsoft Corporation Gold Award: Optum|
|Transforming the Marketing Organization||Diamond Award: TCS Gold Award: Capgemini|
Driving Business with Thought Leadership
Enabling Sales Channels
Generating and Nurturing Leads
Diamond Award: DellIn 2008, Dell initiated a transformation of its offerings, providing end-to-end solutions and services to our business and public sector customers. Measureable lead generation became a critical strategy for the marketing organization, requiring teams to generate both awareness and tangible demand across our customer base. Dell adopted progressive industry best practices and formed a Global Demand Center to align best practices worldwide for demand generation: lead management, sales handoff, operations, and reporting. As a result, Dell has seen an exponential growth in demand generation results and marketing’s impact on the rapidly evolving business. www.dell.com
Gold Award: DocuSignDocuSign was able to implement over 30 nurture programs that mapped the buying cycle to our sales cycle within 5 months of implementing a marketing automation platform, Eloqua. By mapping the buyer’s journey to our sales cycle and automating our communications, we were able to expedite our sales cycle and see a measurable effect to our business. Results were impressive and celebrated across the organization—marketing was more efficient, messaging was targeted, sales and pipeline increased, churn and support calls reduced, and customers were happier.
Gold Award: CiscoFor Cisco Services, effective lead generation and nurturing must cover multiple cycles of renewal. In the challenging SMB space, Auto-quote automates a previously manual data-intensive quoting process and turns it into a well-oiled, high volume annuity machine. Built in a three-phase process that grew from a project with one distributor to a Global Initiative, Auto-quote delivers business intelligence that uncovers new revenue streams for us and our SMB channel partners. It doubles the annual percent of available renewals closed, and revolutionizes the low-dollar, high-volume services renewals business with a low-touch/no-touch solution to capture lost revenues.
Marketing with Social and Interactive Media