Hello All,

We are trying to use SOQL to pull in Account data from Salesforce.com, but have been struggling since past few days to get the advanced filter working.

Hopefully you may be able to thrown some light on it.

Scenario:

We have created an Auto Sync for pulling in Accounts and want to use Advance filter to identify only those Account records that have Opportunities with Stage = 'Closed Won' associated with them.

We have tried to create SOQL that queries only on the Account object in Salesforce and that works, but when we try to query for the above scenario, i.e. identify accounts based on the related Opportunities criteria, we get an error in Auto Sync.

I know that the SOQL is correct since it works fine in Salesforce.com.

Would you be able guide on what could be failing

Thanks.

Aditya

1.What is the inter connection between contacts in shared list and all contacts?

My biggest year in sales was 1989. I was 9 years-old. My most lucrative year in sales didn’t come until 16 years later. I pounded the pavement week after week pedaling my wares, Girl Scout Cookies. Going into that cookie season I wasn’t particularly psyched. It was cold. Even at 9 I didn’t really care about the spiffs offered. What got me motivated? My Dad; he had a plan. It was a good plan. It was a plan that resulted in a cookie sales record.

Below are 10 tactics that lead to a record sales year.

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Since the last release I've been attempting to use the new Upload As Template feature. Initially, I was able to define editable regions in the visual editor. More recently, this functionality seems to have gone away. I can't seem to get any of my uploaded templates into Standard mode. There aren't any entries in the gear menu for switching between modes.

I've resorted to entering the elq-edit="true" attribute into the html itself. However, I would like to solve the visual editor problem to better enable my clients to use the new feature if they'd like.

The documentation I've read so far suggests that you can choose to start in Standard mode, but I haven't been able to put this into practice yet.

When you attach a document through engage it appends a string of random characters to the document. It is actually the full file name in Eloqua but not really what you want when sending documents to a prospect/customer. I know this has been mentioned before but when will this be resolved in Engage.

We are moving a large number of brands to several new instances of Eloqua and the first group we moved had their newsletter open rates drop from 50% to 35%. Has anyone else seen a drop when moving to a new IP / domain for email sends? And if so, did you discover the cause and/or was it temporary?

Sweeney Williams any ideas?

Joshua Sallee

Hi

Where can i get Unique Email Click-through report? Please help i am using E9

At the recent 2014 epharma conference there were plenty of discussions around digital marketing, social media, mobile technology, and video.  Companies want to understand how to optimize video as a communication channel, and if it's actually an effective tool.

Video offers the opportunity to educate, sometimes interactively, through tutorials and testimonials.  In the life science space, video is used to communicate valuable healthcare information and a sense of caring to patients, HCPs, and employees.  Video allows life sciences organizations to communicate compassion and caring, while remaining compliant.  Because video content is patient and HCP facing, it’s important to note that content should be useful, compliant, and backed up with facts and sources.

There are several companies doing this well.  Pfizer's YouTube channel contains useful and informative content. Their videos consist of TV appearances from "The Doctors", product and illness awareness, and background on their drug development process.  Merck leverages evergreen video content, case study testimonials, and content around trending topics like Big Data. During a 10 day period, Merck saw a 3.4% increase in YouTube followers, and Pfizer a 5.1% increase.

Janssen’s YouTube videos consist of strong case studies, product explanations, and explanations of the company approach and philosophy. Mylan leverages the story, as told by its users.  Their message of “Our Mylan is your Mylan” resonates. And they leverage the story globally.  There are testimonials available in a myriad of languages.  By leveraging video content across various communication channels, Mylan recognized a 42.5% increase in YouTube followers in just 10 days.

As stated before, while video provides a fantastic opportunity to engage, you also need to convert.  Organize and categorize your videos by audience, topic, and journey stage.  Your videos should be easy to navigate and guide the viewer through a story.  Make sure to incorporate a secondary call to action.  These can be additional content offers like patient and physician portals, blog posts, eBooks, or other videos.  Consider incorporating forms for eDetailing or sample requests into the secondary call to action.  Test where the secondary call to action is placed. Placement of CTAs at the beginning, middle, and end of the video will convert differently, as will the length of the form.  You should also measure the engagement of your videos.  With tools like Vidyard, you can measure engagement beyond "views" and begin to understand the behavior of the individual.

Remember to think beyond the click.  Don’t lose the viewer once the video is complete.  Use that first step in engagement to further the conversation, either in person or through redefined automated campaigns.  Convert video engagement, analyze the audience behavior, and use this insight to deliver continued education. 

The statistics are overwhelming.  85% of trainees quit within 4 years.  10,000 boomers are turning 65 everyday.  The average age of a financial planner is 55 and nearly a third are over 60 (Jeff Opdyke, WSJ, 10/09/07).  And with a decrease in the resource pool, competition is increasing. Wire firms are competing against other wire firms for new advisors.  Advisors typically revolve through wire firms every few years, leveraging high sign-on bonuses.  Wire firms are also competing against the shift to independent advisor models. 

Advisor satisfaction is also at an all time low.  As the market demands increase so does the pressure for increased advisor productivity, and often with little support from the firm. Firms are challenged to engage with the potential advisor by communicating who the firm is, why they’re different, why the potential advisor would want to work there, what the firm benefits are, and how the potential advisor can learn more about joining. Oh, and this all has to be done with few resources and in a covert manner.

Below are digital marketing tactics that can also be used in your recruitment efforts.

1. Segment your audience. Look at your database and segment communications based on current employment status.  Consider advisors currently working at competing wire firms, new advisors recently certified and looking for first time work within a wire firm, advisors at non-traditional firms like banks and independents, and advisors at other smaller firms.  Also segment on the third and fourth quintiles of production (for example, advisors with six years in the business, and $260,000 to $340,000 in annual production), and advisors with decent-sized books looking to retire (those with at least $250,000 on $50 million under management who are looking to phase out from the business over the short term)
2. Leverage social media. LinkedIn is traditionally a recruitment social hub, but don’t discount other channels.  Facebook, YouTube, and Instagram all provide opportunities to visually communicate the benefits and atmosphere of your firm.
3. Utilize digital advertising.  With advancements in display advertising you can now target recruitment advertisements based on the predefined segments outline in #1.  And you can do display these ads wherever they travel online.
4. Automate your communications.  Marketing automation is not for marketing alone.  Leverage process automation, rules based workflow, and a contact’s Digital Body Language to deliver the right communications, to the right person, at the right time.
5. Score recruitment behavior.  Just like you can score lead behavior, you can also score recruitment behavior. Understand which candidates are most engaged, and gain insight into what recruitment content is most effective. Focus your efforts on those candidate who are most engaged with your company.
6. Don’t forget the call to action. Make sure your communications include information on “How can I join?”  An explanation of the recruitment and onboarding process should be developed and communicated.
7. Communicate who you are and what you care about. Because relationships are key to a successful advisor, a firm must demonstrate their dedication and focus to fostering relationships with clients. Firms must also clearly communicate their differentiation.  There’s a perception amongst advisors that all firms are the same.  Prove this is incorrect.
8. Emphasize why people stay.  Because there’s concern in the financial services space around attrition, communications should highlight advisor tenure and employee satisfaction with work/life balance.  Demonstrating a commitment to shared vision is important.
9. Of course, remember the “What’s in it for me?”   Explain the benefits the advisor receives when joining the organization.  This can include anything from signing bonuses to technology access, brand recognition, additional training, thought leadership and certification.

Incorporate these tactics into your recruitment efforts and begin to see an increase in quality staffing and ROI.

Today the journey doesn’t end with the “yes” – that’s only the beginning.   Getting clients is hard work – but it’s only part of the battle. Keeping them is obviously critical to success. But if you don’t engage them intelligently and appropriately at each critical step, they’ll inevitably fall straight out of your organization and into your competitor’s waiting lap.

Below are 8 best practices to drive client engagement.

1. Optimize your preference center.  Organizations must be able to segment contacts based on asset ownership, purchase information, current level of engagement as well as preference for receiving information, updates, and notifications.  Give the power and preference for engagement back to your audience.  Provide the ability to select when they receive communications, the frequency, the type of content, and device preferences.
2. Better deliver on Know Your Customer policies.  This campaign should educate and familiarize clients, encourage client retention, and aid in advisor productivity by automating KYC reminders. Also incorporate monthly portfolio communications and quarterly satisfaction surveys to gauge client satisfaction.
3. Automate welcome campaigns to your new clients.The objective of a welcome campaign is to drive engagement through nurturing and onboarding.  The campaign should leverage educational content and other marketing initiatives.  Incorporate satisfaction surveys into your campaign to better understand the effectiveness of your communications.  The campaign journey and content delivery should be determined by the engagement of each contact.  Wolters Kluwer saw a 42% increase in revenue thanks to their welcome initiatives.
4. Address the client relationship stage.Communications should address the stage of each client relationship.  For example, the first year of an advisor’s relationship with a client is a bit of a honeymoon period.  Retention rates drop dramatically in year two.  The life stage of each client also needs to be accounted for.  FIS developed a scoring model to address the stage of each client and doubled their sales acceptance through this program.
5. Meet Regs and Legs requirements.  Regulations and legislation are highly restrictive.  How you engage with clients, and how data and engagement are stored, are under tight scrutiny.  Respect the regulations and make your clients feel at ease doing business with your organization.  American Express Small Business Services implemented a secure hypersite for their reward program and saw an increase in engagement and loyalty.
6. Recognize the opportunity found on social media.  Social media provides a fantastic platform for community development.  Social tactics develop advocates, communities, and potential opportunity.
7. Deliver content based on behavior.   Companies understand that the best way to engage with their audience is by providing useful content.  It’s necessary for a company to understand their brand message, and develop and share content that aligns with that message.  But even a content library brimming with innovation is useless if the content is not delivered to the right person, at the right time in their journey. Allow the Digital Body Language of the user to dictate which content they receive, and when.  Learn how Crowe Horwath gained insight into their content effectiveness and saw a 16% increase in engagement.
8. Use analytics as a barometer for existing engagement, and as a tool for uncovering new engagement opportunities.   In order to enhance revenue and profit, companies must uncover new opportunities through business acquisition and targeted promotions.  Identify trends in content effectiveness, advisor success, and geographic opportunity.  Include engagement data into your persona development.  Use this analytic output to guide your decision making. This information can also be used when deciding how to convert unknown visitors, where to invest with new advisors, and what options provide the greatest opportunity for revenue.  By implementing scoring models, GAIN Capital delivered a better customer experience and saw a 15% increase in conversions.

By implementing these engagement best practices into your existing marketing automation and customer experience strategies you can rest assured that satisfaction levels will increase.

Up-selling and cross-selling is a natural fit for manufacturers.  With multiple product and service offerings, growing revenue within an existing customer, or channel partner, is often an effective way to ultimately grow the business. But research indicates that the ability to cross-sell or up-sell products or services declines sharply 90 days after the initial purchase.

To effectively leverage up-sell and cross opportunities, companies must build on existing relationships with customers, channel partners, and known contacts.  But to build those relationships and communicate the right offer at the right time you must understand your customers’ purchasing behavior. You must also pay attention to those who did not purchase.

In order to optimize this 90 day period, manufacturers must build a relationship with their customers, incent their channel partners to provide customer registration information, and respond to known contacts that abandon the eCommerce process.

Manufacturers successful at these tactics are leveraging post-acquisition Customer Lifecycle Management tools and processes to nurture customers towards cross-sells and up-sells, education and service offerings, and maintenance contracts. 

By implementing an automated up-sell or cross-sell campaign, you can better communicate value to your customer, as well as deliver 1:1 personalized communications and offers based on digital body language and previous purchase history.  Below are best practices to implement in your up-sell and cross-sell campaigns.

1. Don’t product push.  Campaign communications should follow the 1:3 rule.  There should only be one sales focused communication for every 3 communications delivered.  The other 2 communications should contain thought leadership content relevant to the contact’s digital body language and purchase history.
2. Improve form data usage. Use opt-in data, or already existing registration form submissions, to capture nominal, product, reseller, and purchase information as well as intended usage.
3. Provide educational content.  Deliver educational content relative to topics of interest based on the contact’s digital body language and purchase history.  As an example, one customer journey may focus on maintenance and upkeep of Product A.  One journey may focus on getting more out of Product A by using the product in various ways. One journey may focus on Tips and Tricks for using Product A. 
4. Optimize the graphic design of communications.  In the sidebar of the email, include catalyst options that are dependent upon digital body language and purchase history, promoting consulting & education services, maintenance contracts & services, or new/used parts/attachments/equipment complimentary to Product A. 
5. Become a thought leader.  Deliver thought leadership content relative to topics of interest based on the contact’s digital body language and purchase history.  As an example, one journey may focus on industry trends for Sub-Vertical A. One journey may focus on safety and efficiency processes.  One journey may focus on sustainability and innovation within manufacturing.
6. Consider advanced segmentation.  Segmentation of customers should be based on product ownership, purchase information, and intended use.  If contacts were captured during product registration then segmentation should also include requests for (opt-in) information about a particular product (not directly sales related) and/or notifications of offers and promotions (sales related).   
7. Recognize the opportunity in digital advertising.  With advancements in display advertising you can now target up-sell and cross-sell ads based on the predefined segments outlined above, as well as target based on eCommerce abandonment.  And you can display these ads wherever they travel online.  This offers a great opportunity to re-engage with your customers outside of traditional email.

By automating your communications you can better leverage all digital marketing channels, offer relevant content and promotions, and harness the opportunity found in the first 90-day window of the customer lifecycle.

Sampling and trialing can be a manufacturer’s most effective marketing tool, but it can also be a very expensive activity. In some industries it is an essential part of the buying process.  According to the Promotion Marketing Association’s Sampling and Demonstration Council, 83% of consumers agreed that experiencing a product or seeing it demonstrated live increases their comfort level when purchasing.  Manufacturers, who offer product samples and trials on their website or at trade events, should ensure that the product trial experience is a positive one for the customer to maximize the likeliness of a sale. By automating a sampling or trial campaign you can enhance the customer experience.

The focus of a sample or trial campaign is to drive registration and participation in sample or trial offers.  This campaign should provide sample/trial offers through several inbound and outbound communications.  With advances in targeted display ads, digital advertising is an excellent tool for driving sample and trial interest.  The campaign should also contain an educational nurturing path.  Remember that content should contain personalized messaging relative to the contact’s digital body language.  The campaign communications should also follow the 1:3 rule. There should only be one sales focused communication for every 3 communications delivered.  The other 2 communications should contain thought leadership content relevant to the contact’s digital body language and purchase history. 

Optimize the sample/trial registration form.  Capture contact, account and delivery information, product information (version, packaging), buying horizon and date needed by, projected application (where and how the product will be used and in what quantities), and performance requirements.  This form should use progressive profiling. Contact information already captured in the contact record, or stored within CRM, should not be queried.  It’s recommended that this form either link to a subscription form, or contain the subscription form as part of the sample/trial registration.  The subscription form should offer options for receiving various communications like monthly newsletters, educational material, and special offers.  It should also provide preferences for when communications are received (specific days of the week), and frequency (weekly, monthly, quarterly).  Capturing information on device preference is also recommended.  Understanding how the contact consumes information (PC, tablet, mobile) will provide insight into how best to optimize content creation and delivery.

Nurture and educate the user throughout the sample/trial period.  Don’t forget to send a confirmation of the delivery of the sample/trial. There should be contact information available in case the sample/trial was not received.  Educational content delivered throughout the trial period should provide information on studies, results, and “how to” information.  Content should also provide information on advances in innovation and trends relative to the industry or product.  At the conclusion of the trial period, provide a feedback form to collect information on both the product and the process.

Lastly, don’t neglect the campaign data and insight garnered from a contact’s digital body language.  Sampling/trial data will demonstrate the effectiveness, or ineffectiveness of the sample/trial process.  This analysis will allow manufacturers to better employ the sample/trial registration process, drive more meaningful engagement, and understand the return on their sample/trial investment.

Empowering the customer is not a trend limited to high tech.  With recent changes to health care policy and the Affordable Care Act, for most payors, member satisfaction has become the most important issue. Companies are restructuring, and investing, around those opportunities that will enhance the member experience. In fact, there’s even an overall star rating that combine the scores for quality of service.  So how can payors meet member expectations around healthy living and member experience? Marketing Automation certainly provides tools that can aid in these expectations.

Below are 6 Payor challenges, and how marketing automation can address each.

1. There is a larger audience to communicate with regularly.  The pool of members, and potential members, is increasing.  Not only must payors communicate with each member, but they must do this regularly.  With marketing automation, payors can now plan for and automate communications.  They can also score engagement and understand where their attention is required at any given point in time.
2. Capturing member feedback, and addressing that feedback, is a necessity. Survey forms, built with the marketing automation technology, allow a company to capture the feedback of each member, and store that feedback against the member record. Companies can then segment that data and develop responses based on a member’s Digital Body Language.
3. Improving the member experience and aligning with relationship management is a must. Marketing Automation allows for real-time engagement.  With the sales enablement tools available, payors can now integrate with existing CRM systems, as well as segment and channel opportunities based on Digital Body Language and other pre-defined requirements.  Companies can provide the tools to better enable their agents to build those relationships and improve the member experience.
4. Companies must also meet compliance and security standards.  Marketing Automation allows companies to develop governance and compliance checks and balances.  Content can be pre-approved and compliance teams become a part of the process. Approved content can also be locked down so brand standards remain intact.
5. Payors must do more with less.  Challenged with meeting member expectations, companies must do so with fewer resources, and in less time.  Marketing Automation provides improved workflow and process efficiencies.
6. Actionable insights are a sought after requirement.  Companies want to better understand their business, and make smarter business decisions.  Along with understanding campaign and content performance, marketing automation provides analytics around member and employee engagement, geographic opportunity, and agent revenue potential.

By implementing marketing automation into your business and communication strategy, you can now meet the demands and pressures for a more positive member experience.  You can optimize communications at every turn, evolve ratings capabilities, and extend analytics across the enterprise.

TGIF people! I am SO glad it's Friday and have been looking forward to some Friday fun on Topliners - but it's MIA so far today - so I'm stepping up to get it started. I thought long and hard for 5 minutes plugged in to my iPhone - which inspired me to go with this topic. What are your TOP TUNES? Bands, songs, birds in the backyard, etc... that you LOVE to listen to while working, playing, whatever?

I'll go first... I'm into all kinds of music, but right now I'm listening to a lot of Maroon 5 (and going to that concert in February - woo-hoo), Skrillex (Bangarang, baby) and Grace Potter and the Nocturnals (lady rocker w/ ALL kinds of game).

Who's next? Let's build a Topliners playlist here, peeps!

It's our quarter end, and as I find myself hitting refresh for the 400th time today I was wondering if I am the only freak that's essentially not interacting with humans or having real conversations so I can watch the orders come in. What's your way of handling this time of the year?

Easy to create Forms in Eloqua

We are looking for an eloqua expert to come in and help us create some reports, teach us a few more best practices, and to make sure we are using Eloqua 10 to it's full potential.

We would like this to happen asap.  We are taking bids on the job.  We are looking for about 2 to 3 business days of work in our office. Dates are flexible.  16-20 hours of work estimated. 

Please email Ashlee.Motola@troux.com with eloqua experience and per hour rate.  We will not pay travel, so local Austin consultants are preferred.  Please have at least 1 reference for similar work completed.

Thank you.

Ashlee Motola

Marketing Manger

Troux Technologies

www.troux.com

512-493-8167

I was just thinking about the excitement generated at EE. All of the many new tips and tricks we learned. I'm curious if any of you have already implemented (or for larger projects started implementation) any of your new groovy tricks?

I am perhaps the only one finding it annoying that links in comments and posts are set to target _self as default.

What target do you think would make the best default setting for link on Topliners?