Success Story No. 19: Eloqua

Eloqua, innovative demand automation solutions to increase marketing measurement & performance
 
The Challenge: This VC-backed demand generation software company originally approached Martyn Bassett Associates with a need to fill out their sales & executive teams. Having raised $13 million in VC backing, Eloqua was poised for rapid expansion.

They required top-tier candidates who could hit the ground running, and
we met that challenge for Eloqua, by effectively placing sales execs in cities throughout the United States, including Atlanta, Boston, Chicago, Minneapolis, New York, Los Angeles, Denver and Seattle.   
 
Having successfully helped them develop a top-producing sales force, we continued to partner with Eloqua to recruit for several key sales, marketing and professional services roles. Eloqua returned to us for assistance once again when searching for their next Regional Vice-President,
Eastern US.

With tremendous growth happening in the Eastern US and the Eastern sales team already intact, Eloqua required someone that had demonstrated success managing a team, coupled with the entrepreneurial tenacity to further elevate the capabilities of the Eastern team. To further the challenge, they would only consider a candidate who resided in New York, Boston or Toronto – no exception. 
 
Our Solution: Knowing the exact nature of this challenging search – chiefly, the miniscule slice of the working population that fit this profile – our team developed an approach to conquer the top three challenges:

• Finding someone who's built a successful software company or a high-performance sales team with a fiscally conservative budget;
• Finding someone in NY, Boston or Toronto;
• Finding someone entrepreneurial enough to fill these shoes, but willing to take a comp plan with emphasis on leveraging equity options.

Because Eloqua needed someone with experience selling software – more specifically, with a knowledge of the CRM space – our team began by investigating the organizational charts of competing companies and connecting with known “top achievers” from our roster of colleagues and candidates.
 
We went on to explore the top-producing sales superstars in the NE region, delivering a powerhouse ‘shortlist’ of candidates. By leveraging our contacts, we delivered formidable candidates with solid backgrounds building companies and managing teams and gave Eloqua the candidate they required.

Since we began working with Eloqua, they have grown from an organization generating $3 million annually to more than $17 million annually! They have consistently been listed in the top ten of Profit Hot 50 and were named to the selective “Top 25 Up and Comers” on Branham300 list, an annual report that identifies Canada's top 300 private and publicly traded IT companies.

As a strategic partner, we have gone on to place Eloqua's VP Demand Generation, Director of Client Solutions and Director, Privacy & Email Deliverability, among others.

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