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Elixiter_Foundant_Case_Study_Feb_2013

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THE CHALLENGE Once Foundant decided to migrate away from their existing CRM platform, the company needed to learn Marketo and Salesforce.com as fast as possible. In addition, the marketing to sales hand-off process needed improvement, with a specific focus around the ability to identify high quality leads. Foundant also needed to create visibility into campaign effectiveness, thus driving informed program investment decisions. THE SOLUTION Foundant hired Elixiter to configure and roll out Marketo, resulting in the following milestones: • Milestone #1: Configure Marketo Technical Requirements • Milestone #2: Load Leads/Contacts into Marketo and Salesforce.com • Milestone #3: Deploy Marketo Forms on Foundant.com and Create Four Email Templates and Two Landing Page Templates (beyond basic templates provided by Marketo) • Milestone #4: Implement Marketo Lead Routing, Scoring and Interesting Moments • Milestone #5: Deploy Marketo Sales Insight • Milestone #6: Define and Implement Marketo Program and SFDC Campaign Naming Structure • Milestone #7: Create Standard Event Program Templates • Milestone #8: Execute Complete Training CASE STUDY Zero to 60 – Foundant Realizes Immediate Value with Marketo Implementation Foundant Grant Lifecycle Manager (GLM), a cloud-based grants management solution, controls a grant program from the beginning of the application process, to application reviews and through annual audits. Foundant migrated from an existing CRM marketing automation solution and adopted the Marketo and SFDC platforms, with the purchase of Marketo SMB-Spark. With a brand new CRM and Marketing Automation platform, Foundant needed assistance to efficiently and effectively understand the Marketo platform and learn its capabilities. Engaging Elixiter's services, Foundant was able to successfully adopt Marketo's functionality in the first sixty days. 100% Deployed Spark Implementation _________________________ Ten Campaigns Live (Three Live Events, Five Integrated Webinars with GoToMeeting and Two Newsletters) _________________________ Fully Integrated Web Form for New Website Rollout, Increased Lead Flow _________________________ Fully Deployed Interesting Moments, Behavior and Demographic Scoring, and Marketo Sales Insight _________________________ Doubled Webinar Registrations and Attendance, Increased Email Deliverability Rates "Elixiter provided Foundant the expert guidance, best practices and hands on configuration we were looking for to get up and running with Marketo and Salesforce.com quickly. They ensured we transitioned to our Marketo implementation immediately." - Mark Larimer, VP Marketing and Customer Service, Foundant

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