eTrigue Debuts Intelligent Demand Generation Application at Dreamforce ‘08 / eTrigue

eTrigue Debuts Intelligent Demand Generation Application at Dreamforce '08

New eTrigue Version 3.0, now available on the Force.com AppExchange from salesforce.com

Enhances the power of Salesforce CRM by helping users generate highly qualified sales prospects

SAN FRANCISCO, Calif. – Nov. 3, 2008 (Dreamforce Booth #307) – eTrigue Corporation (www.etrigue.com) today made its debut appearance at Dreamforce, presenting for the first time eTrigue 3.0 Intelligent Demand Generation™ Software-as-a-Service (SaaS) and eTrigue for the Force.com AppExchange, which are designed to help companies fill their sales pipelines with qualified leads to close sales faster.

At Dreamforce this week, eTrigue is demonstrating how customers are using the eTrigue 3.0 intelligent demand generation platform to address a significant problem faced by salespeople—too many unqualified leads sent from marketing. According to the Oct. 2007 Demand Generation Report, “One of the biggest complaints among most sales people is that the leads they are given are unqualified and wind up to be a waste of their time.”

By contrast, eTrigue customers say the eTrigue marketing automation solution helps them ensure hot prospects are identified and make it into Salesforce CRM while also providing them with accurate information on soon-to-be-qualified prospects, even before they are added to Salesforce CRM.

“eTrigue has spent three years working closely with a solid base of loyal customers – from start-ups to Fortune 500 organizations like Cisco Systems – to develop the features that allow companies to drive sales faster and with greater consistency,” said Jim Meyer, vice president and general manager at eTrigue Corporation. “As the premier salesforce.com event, Dreamforce was our first choice to debut eTrigue for AppExchange. We wanted to make sure we had the largest possible audience to demonstrate the only demand generation solution that allows Salesforce CRM users to view up-and-coming prospects and add them to Salesforce CRM on-the-fly.”

eTrigue version 3.0 and eTrigue 3.0 for AppExchange create, execute and track powerful multi-channel campaigns, email and online activities with real-time lead alerts, automatic 3-D prospect scoring/reporting and search-based profiling without requiring dedicated staff or IT support. eTrigue 3.0 enhances the power of Salesforce CRM by providing salespeople with unique visibility into the future sales pipeline and unparalleled access to prospect information before it becomes a lead or contact in Salesforce CRM. Because eTrigue gives sales teams a window into the eTrigue prospect data from within Salesforce CRM, salespeople and marketers can decide when prospects are sales-ready and should be added to Salesforce CRM, which helps to keep sales teams working in a single application.

Palo Alto Networks and Teneros are among the eTrigue customers available to talk with media attending Dreamforce about how they are using eTrigue 3.0.

Palo Alto Networks Uses eTrigue to Discover 1,700 Qualified Sales Leads Within 20,000 Prospects

Before Palo Alto Networks began using eTrigue, inside-sales representative Steve Ruddy faced many challenges identifying which prospects were the best ones to pursue for meetings with his field-sales representatives. Ruddy says he had no way of knowing whether the contacts on his lists were still employed at the companies he was targeting and he had no single repository where he could store and track his prospects.

“As we were acquiring more prospects, we didn’t have a place to put those lists except Salesforce,” said Ruddy. “eTrigue gave us a way to nurture prospects and helped me understand which ones we should be calling on before sending them to Salesforce CRM.”
After Palo Alto Networks implemented eTrigue – which Ruddy says he pushed for after using eTrigue with a previous employer – Ruddy could instantly see the results of the company’s email marketing campaigns and could identify who was opening the e-mails and what content they were viewing on the company’s web site. Ruddy says he also relies on eTrigue’s real-time lead alerts to inform him when his prospects visit Palo Alto Networks’ Web site, and notes that he’s now able to secure more sales meetings than ever before.

“Before eTrigue, if I made 50 sales calls a day, 20 of those could have been to people who no longer existed at that company or who were not yet ready for contact. Now, because I’m using eTrigue to target primarily the leads who have opened emails from us or have visited specific content on our Web site, all my calls are going to people who are sales-ready,” said Ruddy. “eTrigue can turn a cold call into a warm call.”

Ruddy described a recent marketing campaign that yielded approximately 20,000 unqualified prospects and said that before eTrigue, he would have been faced with cold calling all 20,000. But now with eTrigue, Ruddy was able to quickly and easily identify approximately 1,700 qualified leads within those 20,000 unqualified ones.

Ruddy estimates that, “With eTrigue, the rate at which I am now setting up meetings for my field sales reps with qualified leads is nearly double what it was before eTrigue. Before eTrigue I felt like I was wasting time looking for the right contacts to call on. Since eTrigue, my productivity has improved tenfold because I can now pull targeted lists of real contacts who can become qualified leads.”

Why Teneros’ CMO Chose eTrigue over Competitors and Commends Integration with Salesforce CRM

When Teneros, a leader in ending email downtime for companies that use Microsoft Exchange, wanted to focus its sales efforts on CIOs and IT directors who were showing interest in the company’s marketing campaigns, Andréa Skov, chief marketing officer for Teneros, evaluated several demand generation solutions.

“I was looking for something that would deploy fast, integrate tightly with Salesforce CRM, and I needed the marketing campaigns up and running quickly without any in-house resources necessary,” said Skov. “My search narrowed the options down to eTrigue and Eloqua. I chose eTrigue because it did not require in-house dedicated staff to execute my marketing programs.”
According to Skov, “Teneros was able to implement eTrigue in less than a day and integrate the system with Salesforce CRM in approximately 15 minutes.” Skov lauds the integration with Salesforce CRM saying, “If I brought in 500 leads and we wanted to pursue 200, the other 300 prospects would be ignored. With eTrigue, my sales team and I can quickly identify the hot leads we want to pursue and those we need to nurture further.”

Skov also raves about eTrigue’s real-time lead alerts, saying, “The detailed information on prospects is invaluable for our salespeople to be effective and close sales in the shortest possible time. We started making sales via eTrigue within the first 30-45 days, which is exactly our sales cycle, so ROI with eTrigue was immediate.”

For more details on how Teneros uses eTrigue, please visit http://www.etrigue.com/InfoCenter/.

Pricing and Installation

Starting at $2500, eTrigue 3.0 for AppExchange is available for a flat monthly subscription fee, which includes unlimited email, users, web visits or landing page views—no hidden costs. Set up, training, eTrigue for the Force.com AppExchange and integration with Salesforce CRM is included. eTrigue is designed for customers large and small to run effective and intelligent demand generation programs with no dedicated resources or support from IT.

About the Force.com Platform and AppExchange

Force.com is the only proven Platform as a Service for building and running business applications in the cloud. The Force.com platform powers the Salesforce CRM applications, more than 800 ISV partner applications like those from CODA and Fujitsu, and more than 85,000 custom applications used by salesforce.com’s 47,700 customers such as Japan Post, Kaiser Permanente, KONE and Sprint Nextel.

Force.com is the fastest platform for building and deploying complex business applications. Unlike a stack of disparate client/server hardware and software products, Force.com unifies the development and deployment model from the database to the device, allowing developers to easily assemble applications with clicks, components and code, and then instantly deploy them on salesforce.com’s trusted global infrastructure. Customers and partners are using Force.com to build all kinds of business applications from supply chain management to compliance tracking, brand management, accounts receivable, claims processing applications and much more.

Applications built on the Force.com platform can be easily distributed to the entire SaaS community through the Force.com AppExchange marketplace at http://www.salesforce.com/appexchange/.

About eTrigue Corporation

eTrigue’s Intelligent Demand Generation™ Software-as-a-Service (SaaS) executes and tracks powerful multichannel, multi-touch campaigns including email, landing pages, search, web site activity, tradeshow and telemarketing campaigns to deliver qualified leads and close sales faster. With easily configurable 3-D lead scoring, automated campaigns and sophisticated search-based profiling, eTrigue enables marketing and sales teams to work together effectively to close more sales. With flat rate pricing that ensures no hidden costs and requires no dedicated resources, eTrigue provides marketers at companies such as Teneros, Silver Peak Systems and Optioneer Trading with the sales-focused solutions necessary to generate revenue faster and demonstrate true ROI. Founded in 2005 and based in Silicon Valley, eTrigue has been serving customers worldwide including start-ups ramping first revenue to Fortune 500 companies including Cisco Systems. More information is available at www.etrigue.com or by calling 1-800-858-8500.

Press Contact

Lori Bertelli
Bertelli Group
916-216-2968

Corporate Contact

Jim Meyer
eTrigue Corporation
Vice President & General Manager
800.858.8500 toll-free
408.490.2905 direct

Intelligent Demand Generation / eTrigue Corporation

Intelligent Demand Generation™