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Palo Alto Networks Eloqua

Palo Alto Netorks

Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Their mission is to be the cybersecurity partner of choice, protecting our digital way of life. They help address the world’s greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of partners, they are at the forefront of protecting tens of thousands of organizations across clouds, networks, and mobile devices. Their vision is a world where each day is safer and more secure than the one before.

Client Challenge

Palo Alto Networks required additional technical resource that could turn around building campaigns and all their associated assets fast.  They were running table top events across different states in the US.

At the same time they were still sending out all their BAU campaigns.  ON average there were about 15 assets per week that needed to be created and subsequently delivered – all ahead of schedule.

 

Approach

In order to make the development of campaign assets and subsequent campaign launch as efficient as possible, all assets were templated up and a template campaign workflow created.  For this sequence since it was an event the following were created:

  • Invitation email
  • Non-responder email 1
  • Non-responder email 2
  • Confirmation email
  • Reminder email 1
  • Reminder email 2
  • Thank you for attended email
  • Sorry we missed you email

The invitation emails all pointed to a single landing page which used ajax for form submission so the user never left that page.

The form utilized progressive profiling so only fields that were incomplete were shown to the user.  When the user submitted the form, the would enter into a very quick accelerator track which would send an associated product information fact sheet, should the user either download the product fact sheet from the email or download it from the website an industry sector related case study would  be sent to them as well.  If they engaged with the case study a schedule a call back email would get sent to them.

All the while this campaign was taking place, Palo Alto Networks were sending out their BAU emails like newsletters, etc.

As standard we would have a monthly meeting which they would be presented with reports on all their campaigns alongside advice on updates to campaign assets using latest industry trends.

 

Impact

Their campaigns went out on time, all the time.  Palo Alto Networks knew they had a trusted partner that nothing was too much trouble for, all at a fantastic price.

Palo Alto Networks were an absolute delight to work with.  Their marketing managers were receptive to ideas on campaigns that I had tried with other clients.  We built a well oiled machine that pushed their assets and campaign out on time, all the time with no errors!  I even through in fixing their SFDC integration for free because we worked so well together and whilst they didn’t have budget assigned for it, it was impacting reporting their results for Revenue Performance Management on SFDC dashboards.

Greg Staunton

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