Case Study: Molex achieves 380% pipeline growth with Oracle Marketing Cloud

Molex Manufactures Success with Multimode Lead Scoring

Molex, a global manufacturer of more than 100,000 interconnect products sold directly and through channel partners, faced a failing one-size-fits-all lead management approach. Different regions, industries and sales stakeholders defined marketing-qualified leads (MQLs) differently, and Molex needed regionally tailored, yet simple, lead-scoring models that also covered distributor channels while working with sales teams across four regions.

Molex implemented multimode, dynamic lead scoring using Oracle Marketing Cloud guided by SiriusDecisions’ Demand Waterfall™, simplified point values and ongoing audits to identify and fix drop-offs. The program drove a 380% increase in pipeline, a 93% quarter-over-quarter rise in MQLs, a 12% lift in MQL→TQL conversion, an 80% increase in TQL→SAL conversion, and a 66% increase in channel MQLs with a 41% MQL→SAL conversion.

Molex

Don Gushurst

Director, Marketing Operation Services