Hyster-Yale boosts lead management with Oracle Eloqua Marketing Automation
Leading lift truck manufacturer turns to Oracle Eloqua to improve lead conversion rates with an automated, trackable customer lead management system.
“Partnering with Oracle Digital Experience Agency and Eloqua has transformed our lead management process—improving dealer alignment, enhancing customer experience, and increasing lead conversion rates with automated, trackable workflows.”
Hyster-Yale is a global leader in the design, engineering, manufacturing, sales, and service of lift trucks. The company grappled with delays in lead notification to lift truck dealers, and it lacked an effective way to track those leads. To address these issues, the company implemented an automated, trackable, and integrated system using Oracle Eloqua Marketing Automation. Eloqua generates lead notification emails and keeps track of lead submissions within dealers’ respective geographic areas. Following the implementation, Hyster-Yale achieved notable business gains, including better coordination with dealers and a more streamlined customer experience. All lead activity is now logged in Oracle Eloqua and CRM platforms, which results in closer tracking and timelier follow-up with customers. Consequently, the company saw a substantial increase in lead to opportunity conversions, specifically a 31% rise in Marketing Qualified Lead conversion rates and an 11% increase in overall lead to opportunity conversion rates.