Five in 5: Web Visitor Profiling

The second of our Five in 5 series covers tips that you can use to get better insights out of your website visitors. From social media tracking, to real-time alerts and visualizing activity data, this set of tips will give you a good sense of what you can do to capture and provide more insights into online activity.

Each of the tips leads back to a more detailed overview of how to go about doing what is described.

Either click on the links in the Brainshark presentation, or download the Five in 5 Website Profiling PowerPoint to view the more detailed descriptions of the tips that are highlighted.

I hope you get a few good ideas out of this one:

(if this does not load, the original Five in 5 Website Profiling presentation is here)

Also, feel free to look at other presentations in the Five in 5 series:
Reporting Fundamentals: Accessing Data for Insight

The topics covered on Eloqua Artisan are both for you, as users, and from you. Please keep the ideas coming.

Prospect Profiler - As an AutoHotKey Shortcut

In the second post in a two-part series on Prospect Profiler, one of our keys to sales enablement, Ben McPhee continues exploring the topic he introduced in his first post; Prospect Profiler as a stand-alone. This time, Profiler is accessed as a AutoHotKey shortcut from within your email client.

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Option 2: Take a shortcut from your email client!


This is REALLY cool. We don’t officially support or have any direct integration with this software, but if you run AutoHotkey®, you can easily jump from your email client (e.g., Outlook) straight to a contact’s Prospect Profiler record with just the press of a few buttons.

Click the following link to download the custom AutoHotkey script that we wrote: http://www.mediafire.com/?sharekey=58ec0aca75258a2ac79b87b207592a1ce04e75f6e8ebb871

When you are prompted, Save the file to your desktop. Once it is saved to your desktop, select it and drag it into your Start Menu > All Programs > Startup. Drop the file there so that the file runs every time you start up your computer. Having this script run on startup allows you to always use a hotkey combination to view a Prospect Profiler record for a contact.


Once the script has been ‘installed’ successfully, the next time you start up Windows, you should see an AutoHotkey icon appear in your toolbar:


Now all you have to do is the following:

1. Select an email address from your email client (make sure you select the entire email address, rather than the address book display name):


2. Copy the address: CTRL + C
3. CTRL + SHIFT + Z: This runs the AutoHotkey script
4. Select “Yes” to the prompt confirming that you want to look up the activity for the contact with the email address you copied


Your internet browser will now automatically load up with a view of the Prospect Profiler for the contact you identified! Going forward, all you need to do is copy an email address and then hit the hotkey combination above and you can load up an activity overview of your lead or contact in seconds.


Again, if you have not already logged into the Eloqua application or stored your user credentials with the Profiler, you will be prompted to enter your company name (no spaces), your Eloqua user name and your Eloqua user password. Make sure you select the “Remember Me” option, then log in.





Note: If your user account does not have access to Prospect Profiler (it is an add-on product offering), you will get a message to this effect. Contact your CSM if you are interested in Prospect Profiler.

Prospect Profiler - without a CRM System

Today's post on Artisan is another guest post, this time from Ben McPhee, on our Product Management team. Ben is most well known for his recent work on Prospect Profiler, one of our keys to sales enablement, but he is also responsible for our work with the sports marketing vertical where we work with a number of professional sports teams, arenas, and racing facilities.

In this post, Ben revisits Prospect Profiler, and looks at ways in which it can be used in stand-alone manner, without relying on being embedded in a CRM system as it normally is.

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No CRM system? No problem. While Eloqua’s Prospect Profiler is most effective in the context of a Lead or Contact record, we recognize that context may not always be ideal or available. There will be instances in which sales reps would like to simply see a contact’s activity without having to navigate through a CRM system and other instances where reps have not been provided a CRM tool at all.

Focused on making both marketing and sales as successful as possible in as many scenarios as possible, we want to let you know about some alternate routes/shortcuts your reps can take to get to Prospect Profiler and acquire a more in depth understanding of their prospect’s interests and behaviors.


Option 1: Just get on the internet and go to it!

Go to http://prospectprofiler.eloqua.com/
If you have not already logged into the Eloqua application or stored your user credentials with the Profiler, you will be prompted to enter your company name (no spaces), your Eloqua user name and your Eloqua user password. Make sure you select the “Remember Me” option, then log in.

You will then be presented with a search bar – going forward, when you go to the URL above, you will be automatically taken to this search interface. Type in the email address of the contact whose profile you wish to view (notice that once you type in the ‘@’ symbol you’ll get a list of possible contacts from which to choose), then hit Search.


The page will then load that contact’s profile with all the standard features of the Prospect Profiler – hover-overs, drilldowns, previews, etc.

Option 1B. If you’re a Mac user, set up a dashboard

In case you’re a Mac user, we thought we’d point out a quick and easy trick so that you can have quicker access to the great information available in Prospect Profiler.

Open Safari and navigate to http://prospectprofiler.eloqua.com/

Login to the profiler using your Eloqua login info (make sure you select the “Remember Me” option)

Choose "File" and "Open in Dashboard..."



A purple bar will drop down from the top of your browser window - click on the "Add" button at the right end of that purple bar.

You'll now see prospect profiler living on your OS X dashboard making it instantly accessible at the click of a button (or swipe of your mouse if you're using expose)


Styling Tip: You can change the style of the dashboard frame by clicking on the small "info" button located in the bottom right corner of the Profiler dashboard.

With these techniques, you can make Prospect Profiler, and the insights it provides into prospect buying behaviour, available anywhere, without needing the context of a CRM system.

Note: If your user account does not have access to Prospect Profiler, you will get a message to this effect. Contact your CSM if you are interested in Prospect Profiler.

Providing Sales Insights into Digital Body Language

There has been so much buzz about Prospect Profiler that I'd be remiss in not talking about it quickly.



Laura Ramos, from Forrester, highlights the fact that Marketing's Number 1 job is sales enablement on B2B Marketing Posts

David Raab from Customer Experience Matrix talks about Prospect Profiler and why Marketing Holds the Key to Effective Selling. He also has a great whitepaper on the subject available.

Our own David Rudolph talks about the symptoms of sales blindness on Funnelvision, his new blog.

Put simply, Prospect Profiler is the most eagerly anticipated release we’ve had in quite some time. It was highlighted when it came out in beta last quarter, and it has been seen fairly widely since then, with many of you using it during the beta process. I did talk about it briefly last release, but a few of the capabilities have been refined, so I want to go a bit deeper in talking about it as it approaches general release.

(*Note after the fact: Prospect Profiler is now, of course, in full general release)

At a high level, Prospect Profiler is an interactive, visual display of each prospect’s digital body language. Embedded in Salesforce.com, Oracle CRM on Demand, or Microsoft CRM, Prospect Profiler allows your sales team to get instant insight into what you as a marketing team are doing to communicate with prospects, and more importantly, what their response has been.

The main screen of Prospect Profiler provides a time chart of outbound communication and inbound prospect interest, and can be broken down by area (email, form, web visit, etc). The top section provides key insights into each area, as well as showing the prospect’s most recent search (on Google, Yahoo, or MSN), to provide crucial insight into their area of interest.

Not to be missed, however, are the secondary capabilities. The Website, Forms, and Emails tabs provide deeper insight into each of those areas. Each form can be presented exactly as the prospect filled it out, and each email can be previewed to gain insight into exactly what caught the prospect’s interest.

For example, when the chart shows a spike in activity for the prospect, a hover-over capability will give you a quick view of what that activity looked like. The spike shown here, for example is 66 page views on a specific day.

When calling a prospect, however, based on that activity, your sales team can benefit from knowing exactly what the prospect was interested in. Guiding the conversation to that interest area is key in engaging them. One click gives your sales team instand access to the details of the web visit and shows exactly what pages caught their interest. This detail of a visit can be very valuable in understanding exactly what each individual is interested in prior to a critical meeting or call.

Similarly, email activity can be viewed in great detail. By clicking on the email activity, your sales team can see the details of which emails have been sent, opened, read, and clicked on. Thumbnail previews give them highlights of the email, and a preview button will show them the exact email that was received, providing unparalleled insights into prospect interest.

Even more interactively, the button at the bottom of the screen, labeled “Setup Web Visit Alerts” allows your sales team to easily set up alerts so that they are notified immediately when a prospect, or even anyone from that company (based on email domain) shows up on your web site. This level of insight into visitor activity has typically been managed centrally by marketing through visitor alerts, but can now be managed by your sales team directly through prospect profiler.

If you are deepening your marketing team’s engagement with your sales team and working to have them better understand marketing’s effect on prospect engagement, and the insights that can be gained from understanding prospects’ digital body language, there’s no better way than through a tool like prospect profiler.

Inside Scoop: Prospect Profiler

I had a quick look at one of the upcoming products that the Eloqua development team is working on and it's definitely worth sharing. For anyone who has wrestled with getting sales on board, and having them understand how you are helping in their sales processes, and why they should care about lead scoring, this product will be of interest.

It's called "Prospect Profiler", and it will likely be available in beta just after the Feb 22nd release. Prospect Profiler takes the digital body language of each prospect and makes it even more digestible for each sales professional.

The team used Flex to create a graphically rich and highly interactive way to view the marketing (outbound) and response (inbound) activity of each prospect, including all the details of each email, form, and web visit.

It snaps into CRM systems such as Oracle's Siebel on Demand and Salesforce.com, with Microsoft Dynamics CRM coming very soon.

It's only in beta right now, with limited availability, so let your customer success manager know if it's of interest to you and your sales team, and we can get you on the list. I look forward to your comments on whether this is helping you build and deepen your relationships with your sales team.