How did you select Bluewolf as your solution partner?
One of the big reasons was they were actually already working with us on our Salesforce environment. I would say that’s probably the biggest reason. Not under the marketing team, but with our IT team. They were working on a few different projects for them and had a retainer in place. And so I was able to piggyback on that. They met all of our needs. So we ended up extending the relationship to cover marketing automation.
Can you describe the scope of the project in terms of the components: did it include design, development, support, training, etc.?
It was really less of a traditional project. I view them as our managed service providers. We have a set number of hours with them each month that on a needs basis. There are ongoing needs related to campaign design and execution. We handle the simpler campaigns internally. When it’s a new feature that we want to add or we want to initiate a complex campaign, that’s when I’ll involve Bluewolf.
We’re using Eloqua and Salesforce together. We all tap into their Salesforce development skills as well for certain features that make more sense living in the CRM environment rather that in our marketing automation tool. That’s a huge value add from the Bluewolf side. They’re able to bridge the two systems, which are so closely integrated, and design custom solutions for us.
They also provide consultative best practices as well. That work on things like lead account management and lead nurturing.
They’re also responsible for training. For every tool, system or campaign that they develop, there’s heavy documentation involved. They have all these cheat sheets and best practices that they handoff to us once they’ve completed a component. We have a small microsite that we’re managing in order to catalogue all of that documentation.
Could you give me a sense of the size of this initiative in either monetary terms or the number of personnel dedicated to the project?
It’s not really dedicated personnel per se. We have a fixed number of hours with them each month. We currently have 125 hours per month. There are a few different resources that we work with. Then they tap into their pool of consultative marketing automation specialists. At certain times they’ll bring in developers for customization, too.