Justifying the investment in marketing automation with the Executive Board - a recent case study
Swiss Post Solutions (SPS) is a division of Swiss Post, operating in fifteen countries, with 6,400 staff. It was recognised that significant benefits could be achieved in sales and marketing alignment and demand generation activities through the implementation of a common platform. In September 2011 SPS embarked on a project to introduce the Eloqua marketing automation platform into six business units simultaneously. This presentation will discuss the steps taken to justify the investment to the Executive Board and individual Business Unit Managers, the issues faced in deploying a system across multiple countries, the long-term vision and the benefits achieved.
About the speakers
David Dorling, Head Global Marketing, Swiss Post Solutions
David is responsible for Swiss Post Solutions (SPS) demand generation activities. This includes marketing automation, content architecture and SPS's Online Strategy (Websites and Social Media). Prior to joining SPS in 2007, he worked for Esprit Limited as Sales and Marketing Manager in the UK. He has lived in the UK, United States and South Africa, working for corporate organisations and technology start-ups. He began his career with IBM and has held a variety of sales and marketing management positions.