Need to talk through this and see if it makes sense...please help! If I'm missing something or completely on the wrong path, please also let me know.
I have defined the buyer cycle stages and we're putting in an Eloqua contact field called "Lead Stage". Once it hits a certain lead score, it will populate the corresponding Lead Stage field in SF (which will exist on both the contact and lead record in SFDC as many of our "leads" are actually in our system as contacts) with the stage "MQL." We'll put in a workflow or alert or something to let the appropriate lead qual rep know there is a new MQL. They will call to qualify the lead and either accept or reject it by selecting the Lead Stage as SQL or SRL. SRL's will go back into a bucket for future re-engagement in Eloqua. SQLs will be converted to contacts then transitioned over to the sales rep who will do initial discovery and either a) create an opp, b) reject it again by changing the Lead Stage to SRL or c) accept it by changing it to a SAL to keep in their prospect pipeline for awhile because the person is worth continued follow up, just not ready to be placed in an opp yet. If option c is is selected there will be a conditional field that prompts them to select if they want to put them back into nurture or exclude it from nurture.
Now...my question is, at that point - what next? How do I tie back the initial MQL (a person) to a closed opportunity (associated with an account)? We will use SF campaigns and each of the MQLs will have a SFDC Campaign ID & member status.
What SF report can I use to get the closed loop data on MQLs that converted to closed-won opps? How would I run this? Am I missing anything to be able to pull that data?
Is there any way I can tie the front end of the buyer cycle funnel (the stuff that happens in Eloqua before it becomes an MQL - SUS, PRO, INQ) into Salesforce somehow to show the conversion from stage to stage in a SF report/dashboard or do I need to do the Eloqua reporting in Eloqua, the SF reporting in SF and then manually merge them together to create a funnel report?
If a person is an MQL once...then gets rejected and pulled back into the PROSPECT stage, and comes back again as an MQL a second time, should I count them as separate MQLs delivered or a single MQL?
What if a lead is not marketing generated but rather from a sales cold call? Do I need additional stages or should we have the rep put them directly into SQL, SAL or opp? Is there a way I can track the flow of a lead through the different stages so I can see which ones originated with sales or marketing? Or...would it be easier to do this through lead sources?
Lots of questions, I am just having a hard time wrapping my head around this.
PS - we are on E10 and do not have the ability to use Eloqua Campaigns to my knowledge.