Content is King, but sometimes we need to replace the King

(guest post from Ben McPhee)
We all know how important content is. It didn’t just rise to the throne à la nepotism like the rest of the kings with which we are familiar. No – content is legit. Content can make or break a campaign, a quarter or even a job.

Now while content in and of itself is critical to pushing out information and pulling in prospects, what is just as important is the ability to manage content in such a way that it is always where it needs to be when it needs to be there. Pretty straight forward, but examples never hurt.

Everyone knows that overwhelming sensation of dunce after sending out a work email to 5 executives reading, “Please see the attached deck . . .” and then shortly thereafter realizing that you either didn’t attach anything but your recently crippled pride or that you actually attached the first draft of the presentation you whipped up 3 months prior on 4 minutes of sleep.

That kind of sucks – but now imagine you actually sent a link to the wrong presentation or an outdated rate sheet or a promotional flyer sporting a decimal place two digits too far to the right . . . to 50,000 of your prospects . . . yikes . . . would be nice if there was an easy way to stuff that one under the rug.

But it’s not just about putting out fires – it’s also about having a scalable, manageable method of pushing out regular content updates to your prospect and client base. You may have the same email going out every week with only minor updates within the content to which the central link in the email directs your audience - do you really want to have to edit that email every single time you send it out? Or have to make changes to HTML or jump through any hoops whatsoever? If the execution and process management suffers from confinement and complexity, ripples can extend from poor content, to lost content to late content and beyond.

Because we recognize the important of a clean and quick content delivery and update process, a while back, we implemented a Replace Content tool that makes it super-easy to swap content to which you are linking in your emails and landing pages - WITHOUT having to actually go into those emails and landing pages! Now, we want to make sure you remembered that it’s there!

1. Uploading your content is easy – just go to the Content Asset area and upload:



2. Then, to insert a replaceable link to the content, copy and paste either the Email Redirect Link (for emails, so that you can track clickthroughs AND ensure that your branding is properly injected into the URL, assuming you have either the Silver or Gold Branding & Deliverability package) or the Trackable URL (for landing pages):



3. Once you have inserted your replaceable content link into your email or landing page, it’s a breeze. Whenever you want to update the content to which the link points, simply go to your content asset, click the dropdown next to its name and select, Replace Content:



4. Then select the file with which you want to replace the content and hit Replace:



You’ll get a warning to verify that you in fact want out with the old and in with the new:



Once you hit ok, the system will begin the replace process and then when it’s done, you’ll see the green bar of success and you’re done!



Now anyone who clicks on the link you inserted in your email or landing page will be automatically redirected to the new content – and you barely had to do ANYTHING!

Go ahead and test it – send an email out with a replaceable link in it, click it, see the first round content, replace the content, go back to the email, click the link again, check out the new content - takes a few minutes and you can see just how powerful this feature really is.

So remember the next time this saves your organization either time or embarrassment – Eloqua’s got your back!

Gated Forms - Asking for just the right information

One of the most common questions every marketing team wrestles with is the question of how much information to ask for from prospects as they request your marketing information. Luckily, the answer doesn't have to be static, you can ask for different information based on what you already know and what the individual has already provided.

The technique for doing this is called "gated forms", and is one of the most powerful techniques in the modern marketer's toolbox. You can set up gated forms yourself to work with your Eloqua marketing database.

Essentially, the technique works as follows:
- if you recognize the visitor based on their cookie, either provide them with the asset directly, or ask them just a little more information

- if you don't recognize them based on their cookie, check to see if they are in your database based on their email address

- if you do not have any information on the visitor at all, ask for a longer amount of information

The following diagram shows how this works:


By extending this simple technique further, you can ask for more information at each interaction, while never asking for an overly large amount of information, and never asking the same information twice.

Gated forms are very flexible as a technique, and can be used in a variety of situations - some as simple as just removing a form in front of a web asset, some as robust as asking for unique information of each visitor at each interaction.

To help you get started, here is a guide showing exactly how gated forms can be created and implemented, from the most simple scenarios to the most robust.

Locking Down Your Assets

Guest post from Chad Horenfeldt
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Eloqua has some great security features that let clients of all sizes implement specific business processes within Eloqua. In this post, I’m going to focus on securing assets in Eloqua.

By assets, I’m referring to the following objects within Eloqua that can be locked down:

- Email
- Email Group
- Contact Filters
- Distribution Lists
- Programs
- Forms

Eloqua allows you to lock down assets by either security group (a specific group of Eloqua users) or by individual user. Let’s look at a specific example. Let’s say you want to modify the security rights of an Email Group within Eloqua as you don’t want certain users to have access to these emails within this folder. We’ll assume that you have Customer Administrator security rights. Login to Eloqua and go to the Email area. Click on the drop down menu of the email and select “Edit Security”.



From the “Edit Security Rights” window, you can quickly select if the various security groups should have the ability to view, edit, delete or modify the security rights for this Email Group.



All you need to do is click on the red X to change it to a green check and vice versa. In this case, we only want certain users to have access to the emails in this group so we’ll disable access for most of the email groups and add the two users that we want to grant access to: Greg Lui and Jeff Porter:



You’re all done! Only Greg and Jeff can access this Email Group. Just to add to this, users who create their own Email Groups can adjust the security access to it.

The same type of asset protection can be done for the other assets listed above such as emails, email templates, forms, programs and email distribution lists. As another example, you can remove editing privileges of an email to a security group or user(s) but these users can still copy the email and modify it for their own purposes. We often recommend to our clients to create emails that will be used as templates this way. After they’re created, put them in an Email Group called “0 Templates” so they appear at the top and ensure that the emails are locked down so that they can’t be modified. You can also secure the sections of an email but we’ll leave that topic to a future post. Remember to lock down your assets – especially if you have multiple groups operating within one Eloqua instance.

High-Value Content as a Feeder for Nurturing

Today's post on Artisan is another guest post from Ben McPhee, on our Product Management team. In his last guest post on checkbox confirmations on web forms, Ben brought some of his insights from his work with sports marketing organizations to Eloqua Artisan.

This time, Ben looks at how to flag high value content - such as a season schedule - and then use the viewing of that content, at any point in time, from any source, as a feeder to a very targeted nurture program. This technique is a very useful one, and can be used in any situation were high value content (a webinar, a product demo, etc) should be used as a trigger for a nurture program.

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Do you have high value content that when downloaded or accessed by a web visitor, you know means that they're more likely to purchase or at least be receptive to future offers? Do you want to offer that download opportunity through one or more emails or web links, and then capture those visitors that downloaded the content so that you can add them to an automated nurture & upsell campaign? Well, in several easy steps you can do that using:

• Content Assets uploaded to Eloqua


• Query Strings to track links wherever they are used


• A Saved Report to identify who clicked on those links


• A Marketing Automation Program with Program Feeder to grab those people

In this example, let's say you want to kick off a campaign that allows your fans to easily download your team's schedule from an email, which would trigger a number of benefits for them (perhaps being added to a "Tell Me About Special Offers" distribution list) and a number of benefits for you (knowing who is interested in timing of games and events for better segmentation for upsell).

First, go to the Content Asset area (Setup -> Content Assets -> Content -> Upload Web Content) and upload your schedule (or whatever high value content you have in mind). This uploads the content and allows you to track the links to it.

Once you have uploaded the schedule, you will be provided with 3 links to the doc - one of them is called "Email Redirect Link" - copy that link and paste it somewhere for the time being, as you will eventually be inserting that link into your email.

Next, go to the 'Web Profiling' area and create a new Query String Parameter:

You can think of this query string parameter as a bucket, for identification purposes, for all the content you will ever offer to your fans for download. So we recommend you name this in a generic manner - like, "Content Item". That way when you are deciding upon WHICH content item you would like to use / report upon for different campaigns, you will be thinking in terms of, "Content Item = Event Schedule" or "Content Item = Player Profile Sheet". Give it a name, and don't worry about the rest of the settings.

The advantage of doing it this way - with Query Strings - is that you can use the content, with the Query String in the link in any email or any link on your website, and the rest of the process will automatically pick it up. Regardless of how you promote your team schedule or other high value content, if the link contains the Query String, the visitors who click on the link will be added to the nurturing program.

Now we'll move on to your email - design the email containing the free download offer and insert the hyperlink - when you paste in the link to your schedule (the link we told you to hold on to a few steps back), you will be editing the end of the URL to add the query string parameter you just created AND the name of the content, in this case "Event Schedule", to record the fact that anyone who has clicked on this link has done so to request your Event Schedule (you might need to click on this image to see it clearly):

The content element of your campaign is done! Now when people click on this link, they'll download your team's schedule! The next part is setting up the reporting and the automation to capture those people and add them to a marketing automation program.

Go to the Report Console and search for a report called "Visitors by Query String Value". Then select the query string parameter you created earlier and enter in the ID/name you gave your content (in this case "EventSchedule") - run the report:

You can see that this return a list of people on your website who viewed your schedule (ie, clicked on a link containing the Query String you specified). Save this report and give it a more specific name - like "Schedule Downloaders" - and make sure you are using a relative time range for the report so that it is continuously filtering in your newest downloaders:

Now, create a marketing automation program that is going to manage the people that have downloaded your schedule - we won't get into the details of the actual program, but let's just start by creating it with the first step to get you going. For the program details, don't allow members to enter the program more than once, and set the default member type to contacts so that we can market to them.

Add a first step to your program to act as the entry point for your schedule downloaders. As an action for this step, we recommend having them added to a Contact Group so that you have more flexibility in how you manage and report on the fans that have downloaded the content (e.g., when put in a contact group it becomes easier to add them to a future email campaign distribution list):

Then, once that first step is saved, go to the "Members" menu and add a Feeder to the program - this is the item that actually defines how fans will be added to this automated progam - so to tie everything together, you'll be telling to system to add to the program all the fans that show up in that report you saved a few steps back - worded differently, anyone who downloaded your schedule will be added to this program:

Save this feeder and YOU'RE DONE!!

Now everyone that downloads your schedule from the email you send out will be automatically added to a program through which you can:

- Send them follow-up emails with further promotional offers
- Add them to other lead nurturing campaigns
- Notify your sales team to contact the fans
- Update their profiles to indicate their activity or change their lead score