Eloqua

Thursday
March 20 2008

2 PM ET, 11 AM PT,
19 PM GMT

Speakers

HUGH MACFARLANE
AND STEVE GERSHIK
Read Speaker Bios >

Register Now!

Learn how to counteract the Sales and Marketing disconnect in your organization—and fine tune the relationship between them. Whether you are suffering lost sales and customers departing, or your efforts to earn more business are being diluted, you need all your resources pulling in the same direction.

In our complimentary Webinar, Hugh Macfarlane, author of The Leaky Funnel and founder and CEO of MathMarketing, will discuss the surprising results of a comprehensive study conducted in partnership with MarketingProfs.com, which show why Marketing should be measured on revenue generated and why Sales should not be measured on proposals closed.

Hugh will explore how well-aligned companies have the edge, how they got there and how you can apply lessons they learned to your own organization.

You will learn:

  • How to increase Marketing’s contribution to revenue growth

  • How to build a plan that Sales and Marketing agree to

  • How to measure success in a way that drives the right behavior

Who Should Attend

SENIOR EXECUTIVES,
MARKETING PROFESSIONALS,
AND THOSE SEEKING INSIGHT
AND BETTER CREDIBILITY
FOR THEIR ORGANIZATIONS

Register Today!

Required fields are marked with an asterisk (* )

Required Information

First Name: *
Last Name:*
Title: *
Company: *
Email Address: *
Business Phone: *
Company HQ State/Province: *
What is your Company's Annual Revenue? *
Industry: *

Optional Information

My Top Marketing Challenges are:

Marketing Accountability Automate marketing Processes
Better metrics and reports Generate more and better qualified leads
Make your web site a lead generation engine Marketing effectiveness
Multi-Channel Campaigns Bigger Budget
Deepening customer relationships Other
Hugh MacFarlane
As a young marketing graduate, Hugh Macfarlane set out to learn what truly great B2B marketing looked like. What he found was frustrating. Thought leadership from academia and business writers was almost exclusively confined to consumer markets. And practitioners were often either engineers having fun, consumer marketers spending money with little expectation of a return, or sales people who had retired hurt.

As a now slightly less-young marketer, Hugh has gained the kind of experience only acquired by personally making every B2B mistake, at least once. In his last real job, Hugh was responsible for the Internet business of Digital Equipment Corporation in the South Pacific. At Digital, Hugh’s team of sales/marketing, technical support and consulting personnel helped Digital’s customers and partners capitalise on the potential of the Internet and its commercial capabilities. In doing so, Hugh grew Digital’s annual revenues from this segment from $2 million to $35 million over 18 months.

Hugh’s passion is aligning Sales and Marketing to the way businesses buy. He is the author of The Leaky Funnel, the founder and CEO of MathMarketing, and a widely published writer and speaker on all matters "funnel."

Back to top >


Steve Gershik
Steve Gershik, is vice president of marketing innovation at Eloqua. He’s has spend his 15-year career in marketing focusing on the needs and execution of highly targeted business-to-business demand generation programs. Steve is an in-demand speaker, having appeared at the international DMA conference, the Online Marketing Summits, and many other industry trade shows. His blog and podcast, both called The Innovative Marketer focus on key issues facing marketing organizations today. Read it at www.theinnovativemarketer.com.

Back to top >