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MOLEX
The Analysi
s a nd
Recommen
dation for E
ntering a
New Market
Segment

Molex Is A Leading Global Supplier of

Interconnect Technology
0 40,000 employees in 42 different

countries
0 Global footprint with over 60% of
revenue from Asia
0 Invests 5%-6% of revenue in R&D
to develop highly engineered
products
0 Industry leaders known for
providing innovative solutions
2

3 largest (7.5%) in
Connector Industry
rd

Available
Market In
US$ Billions

50
45
35

16
8
1980.0

1990.0

2000.0

2010.0

2014.0
3

Molex acquires new technology

for a non-traditional market.

The market is difficult to penetrate

using traditional sales processes.
0 Market is fragmented
0 Cost of cold-calls are high

In three of ten B2B companies, we talked with, the center of

gravity is shifting toward newer and emerging
markets,..(Wiersema)

Challenges can make or

break you
0 Keep Lead scoring simple
0 One size fts all approach not working with

global manufacturer with multiple channels

0 Need to create lead scoring models for

distributor partners to cover all sales channels

0 Different defnitions of MQLs among sales

stakeholders, regions, and industries

6

How can Molex expand

into the test and
measurement market?
Our recommendation
leverage existing contact
information, website activity
and marketing automation
software to grow brand
awareness.
7

Expand Molex
business to
specifc fragmented
markets

Using Eloquas
software
as an automated
marketing tool

Tracking
website
activity

Gathering
current
contacts and
follow
qualifed leads

GAMEPLAN

Eloqua software selected as

automated marketing tool
0 Global Marketing Automation Platform
With the flexible and scalable marketing
platform provided by Oracle Eloqua, Semantria
has dramaticaly
-increased sales conversion
-improved sales staff efficiency
-achieved revenue growth of 600 percent

10

Eloquas software process is

highly customizable

0 Provides different messages based

on
levels of activity
0 Identifes the right people and

discards the disengaged

11

LINKEDIN IS USEFUL
FOR TRACKING

12

Analytics available to
nurture leads
0 Tracking customer behavior on specifc

websites
0 Tracking customer response to emails
0 Attentive to the consumers wants and needs,

Its all about the buyer

0 If Then scenarios adjust the marketing

response
13

Sales team follows up on

the A1
0 Sales person contacts the

A1 or qualifed lead
0 The A1 shows the most

activity and interest out of

those emailed
0 Less time is wasted and a

more genuine response is

received
14

In conclusion Molex will

have success in their
market expansion
0 Penetrate the market more efficiently through

use of automated processes

0 Become successful in promoting brand

awareness with new technology

0 380% increase in pipeline
0 93% increase in MQLs quarter over quarter.

15

QUESTION
S?
16

Works Cited
0 Haussegger, Andrew. "Marketing Automation: A Process

Perspective." Marketing Automation: A Process

Perspective. Green Hat, June 2011. Web. 21 Nov. 2014.
0 "Molex." Eloqua. Oracle Marketing Cloud, n.d. Web. 25

Nov. 2014.
0 ENP Newswire. "Semantria Grows Revenues by 600

Percent Supported by Oracle Eloqua." Yahoo Finance, 22

Jan. 2014. Web. 12 Nov. 2014.
0 Wiersema, Fred. "The B2B Agenda: The Current State of

B2B Marketing and a Look Ahead." Industrial Marketing

Management. SciVerse ScienceDirect, 2013. Web. 14 Nov.
2014. http://dx.doi.org/10.1016/j.indmarman.2013.02.015
17