Sugarbush Resort Breaks Real Estate Sales Record With Eloqua Sales Automation Solution.

Business Editors/High-Tech Writers

TORONTO--(BUSINESS WIRE)--June 1, 2004

Marketing and Sales Solution Helps Vermont Resort Close $16.5

Million in Sales in First Weekend

The Inner Circle, a premier marketer of vacation and second-home real estate across North America, made luxury real estate history by selling $16.5 million in property during the first weekend of sales for the new luxury resort property, The Lodge at Lincoln Peak, at Sugarbush Resort in Warren, Vermont. A key to Inner Circle's success was its use of web-based sales and marketing automation solutions from Eloqua to track program effectiveness and prospect activity in real-time. The $16.5 million figure is 50 percent higher than any other resort real estate launch in New England history.

"Using data generated from The Lodge website, Eloqua enabled us to drive an average of 50-80 inbound leads per month, resulting in 112 out of the 325 reservations being booked through the site during the initial launch," said Jeff Fagan, president of The Inner Circle. "We also saw site traffic increase 200% since we launched our revised campaigns based on data gained through Eloqua's traffic analysis capabilities. Working with Eloqua has contributed significantly to our ability to both generate leads and maximize the efficiency of our marketing and sales efforts, consistently providing positive return on our investment."

Inner Circle used Eloqua Marketing Conversion and Eloqua's CRM integration to create and manage a comprehensive interactive marketing program to sell to the current resort traffic, quickly generate and qualify new potential buyers, and build and maintain community awareness. A major component of the program was the development of a resort website that integrated with Inner Circle's lead management process, enabling the sales and marketing team to constantly track online marketing, direct mail campaigns and advertising efforts, and integrate that information with its CRM system. Using Eloqua's analytical capabilities, Inner Circle was able to generate meaningful reports that highlighted prospective clients and their exact interest in the property for sales follow-up, while the Lodge at Lincoln Peak sales team received weekly reports detailing the online activity of past reservation holders. By leveraging Eloqua's comprehensive reporting and analytics to measure the effectiveness of ongoing offline advertisements, Inner Circle can correlate offline spending with online leads.

"Our sales team loves the reports," said Carolyn Bruce, marketing manager for The Lodge. "In the first week alone we booked three out of five past reservation holders for follow-up meetings."

"The Inner Circle's desire to modernize its sales processes and the favorable results it has experienced are typical for our clients," said Mark Organ, CEO of Eloqua. "By increasing touch points through e-marketing, real-time profiling and comprehensive analytics, sales agents are better able to understand a prospect's interests and more efficiently move them through the sales cycle."

The award-winning Eloqua Conversion Suite is designed to deploy quickly and easily, and is comprised of four hosted modules: Marketing Conversion, which enables marketers to track online and offline campaigns in real-time; Sales Conversion, which provides sales professionals with real-time prospect behavior and interest data, and digital collateral distribution capabilities; Site Conversion, which offers website traffic analytics and web-based chat; and Hypersite, which creates individual, profile-driven website content for customers and prospects. To meet the demands of larger organizations, Eloqua offers Conversion Suite Enterprise Edition, an advanced solution that unifies all the Conversion Suite modules along with enterprise applications such as CRM. This comprehensive suite bridges departmental boundaries and enables your marketing and sales departments to work in unison.

About Eloqua Corporation

Founded in 1999, Eloqua Corporation is a leading provider of marketing and sales automation solutions and services for businesses demanding measurable and repeatable revenue increases from otherwise static customer data. Eloqua's award-winning technology platform enables sales and marketing organizations to maximize their efforts, acquire and build effective relationships with customers and prospects, and embrace the full power of customer relationship management (CRM) applications. For more information, please visit www.eloqua.com or dial 866-FAST-ROI (327-8764).

Journalists should contact Rachelle Marquez-Santos at Antenna Group, 415-977-1911 or [e-mail].