Eloqua, a WOMMA member, recently released a case study that every B2B marketer should keep in their back pocket. Here’s a short synopsis (full case study at link below):

The Problem

While credible with their clients, Eloqua had never cracked into the noisy Web 2.0 crowd. Competitors were well established. Launching their new product for this space would be difficult.

The Solution

They redefined the marketplace. Instead of focusing on growing overall presence, they defined a new way of business optimization called Revenue Performance Management (RPM). They set up coordinated blogs, Slideshare and Twitter accounts that drove the conversation on RPM.

The Results

Through content production and community engagement, the leads started flowing:

1. 43% increased traffic to Eloqua.com

2. More than 500 qualified leads

3. More than 25 people in the active buying process

See the full case study at Joe Chernov’s blog