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CoreTrace Creates A Template For Lead Management Success

This article is part of the DemandGen 10 Awards 2009. See here for more info.

CoreTrace develops and sells Bouncer by CoreTrace, a white-listing solution designed to prevent unauthorized applications from executing, and to neutralize malware and attacks.

Austin-based CoreTrace went to market in the first quarter of 2008. A startup in the competitive IT security sector, the company’s marketing team had to quickly figure out its desired target and create a database of marketable prospects. At the beginning of 2009, CoreTrace partnered with Eloqua, utilizing their Best Practice Template Library. The templates enable the company to generate email follow-up and distribute digital assets to a database of more than 30,000 prospects. All of the company’s communications to prospects look as though they are coming from individual sales reps.

CoreTrace has seen a 500% increase in webinar attendance, and the company’s cost-per-lead decreased by approximately 75%. Within the first two months of using Eloqua, CoreTrace saw a 50% increase in new opportunities per week. Daily traffic to the CoreTrace site increased by as much as 150% on days when Eloqua was used to reach out to existing prospects.

Eloqua smoothed lead management into one streamlined pathway, de-duping prospects and making sure that each lead was properly routed to the right sales rep. The Eloqua platform also instantly eliminated 15% of bad contact email addresses and stripped them out of the system.

CoreTrace is now implementing Eloqua’s Prospect Profiler to give reps an instant visual representation of prospects’ behavior.

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