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EVault Increases Leadflow by 450% in Nine Months With Marketbright

Cliff Boodoosingh on March 29, 2007
 
EVault Increases Leadflow by 450% in Nine Months With Marketbright
Channel Partners Find Success as EVault Deploys Marketbright Partner Portal Internationally

EVault Increases Leadflow by 450% in Nine Months With Marketbright

SAN BRUNO, Calif., March 28 /PRNewswire/ -- Marketbright (http://www.marketbright.com/tmm/?761), the only on-demand software company providing a pre-integrated online marketing solution with includes rapid campaign execution, automated lead management and campaign metrics, combined with a full partner marketing management system, today announced that EVault is using the Marketbright solution to run more campaigns, increase lead flow, work more closely with their channel partners, and maximize their marketing resources.

EVault, one of the fastest growing technology companies in America and ranked 104th on Deloitte Technology's Fast 500, is the trusted expert in complete data protection solutions for over 8,500 small to large enterprise customers globally. Since 1997, EVault's software and outsourced services for backup, recovery, archiving, business continuity and e-discovery has allowed customers to conform to industry-specific compliance and security regulations. The online backup and recovery company sells their hosted services to mostly small and midsized companies and to the remote offices of large companies.

Marketbright was brought in by the EVault marketing team to address several issues. First, they wanted to dramatically increase the amount of leads generated without any increase in marketing budget. Next, they wanted to efficiently track leads once they are passed to sales. EVault, based in Emeryville, California, depends on their channel partners for almost half of their sales, so they also wanted to eliminate any deal conflict by clearly delineating which leads were assigned to partners and which to EVault's direct sales team.

Increasing Leads without Increasing Budget

EVault's head of marketing, Dana Loof, was frustrated by several common situations she and her team were facing in their quest to generate more leads. When Loof started with the company a year ago it took approximately two months to get a campaign created and launched. She also had to work with multiple vendors to get the campaign executed, and then once leads were captured there was a cumbersome process in place with several spreadsheets and manual activity to manage the distribution of the leads to sales. After implementing Marketbright, these challenges are no longer issues. Today, at any given time the EVault marketing team is running approximately 50 campaigns and the leads generated are automatically distributed to sales and captured in a report.

"Not only have we increased the amount of leads we can pass on to sales, we have saved the equivalent of a full-time employee because the people who were doing those tasks before have been able to be much more productive," said Loof. "We have dramatically increased leads without increasing our budget. I believe Marketbright is a requirement for any small or medium-sized business."

Channel Partner Success is EVault's Success

With more than 100 partners in North America and Europe, EVault's channel program contributed nearly half of the company's total revenue in fiscal year 2006. EVault partners have been instrumental in helping the company deliver sustained profitable growth for ten straight quarters, and EVault plans to continue growing the channel to ensure its ongoing success.

The new EVault Partner Community, powered by Marketbright, provides partners with a closed-loop, self-service portal that enables partners to:

-- Go to market quickly, easily and inexpensively with syndicated
marketing programs pre-built for immediate execution and with instant
access to leads resulting from campaigns.
-- Eliminate channel conflict through deal registration, allowing partners
to verify exclusivity for potential sales opportunities, better manage
their sales pipeline, and enhance their ability to close deals.
Decrease the sales cycle with sales tools including training, sales
guides, pricing information, ROI calculators, product demos, and demand
generation strategies, such as campaigns and events.


"The Marketbright Partner Portal gives us the ability to do cradle to grave pipeline management," said Loof. "Our channel leverages the partner portal to get the assets needed to sell EVault products, and then they can register their leads as opportunities so they get credit and eliminate any conflict between the channel and our direct sales. They can also easily leverage our campaigns to generate their own leads or they can run their own campaigns using templates that have been made for them with instant deployment using the Marketbright on demand platform. As far as I know, there is no other provider than can seamlessly develop, track and execute marketing campaigns full circle."

Marketing and Sales -- True Partners Sharing True Intelligence

The Marketbright system gives EVault automated pipeline reporting. Marketbright automatically distributes leads immediately as they come in to the appropriate sales people and then automatically updates EVault's CRM and sales systems so sales doesn't have to. The Marketbright system also provides a daily digest of all incoming leads to sales executives or web access real time. This allows for marketing to optimize campaigns on the fly based on daily results, and sales to respond to leads immediately.

"Our marketing operations challenges were those many companies have -- we were unable to scale due to limited resources and we wanted to be more nimble with our programs. Now we can run more campaigns, generate more leads, enable our partners, and keep sales accountable on the leads generated," said Loof. "My marketing team is able to market intelligently because of all the data we can collect based on response to campaigns, which makes us more strategic and effective. Using Marketbright we are simply getting more for our money."

About Marketbright, Inc.

Marketbright provides an on demand marketing automation solution which allows companies to implement self-service campaign execution, automate lead qualification and routing, and to gain visibility into closed-loop campaign-to-cash metrics via real-time dashboards. The integrated marketing platform results in a full 360 degree view of your customer's interactions, and this information is used to route only valuable, qualified leads into your Sales system. Marketbright is headquartered in San Bruno, CA. For more information, visit the company's Web site at http://www.marketbright.com/tmm/?761.
Website: http://www.marketbright.com/

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