Oracle Customer Success — Invacare Australia

Invacare Australia

Invacare Australia Boosts Engagement, Cut Costs, and Increases Leads 100%

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Our company's values are around leadership, accountability, and integrity. Oracle Marketing Cloud puts tools at our fingertips that enable us to extend our market lead, and to communicate with confidence and authority while making the best use of our marketing budget.

— David Jeffries, Marketing Director, Invacare Australia

Invacare Australia is a division of the world’s leading manufacturer of homecare equipment, supplying homes, nursing homes, clinics, and hospitals across the region. Invacare Australia’s home care and long term care divisions primarily work through a network of dealers. The company’s mobility products have been available through specialized dealers across Australia and New Zealand.  In recent years, Invacare Australia has focused on offering more products directly to consumers. 
 
Challenges
  • Changes in healthcare funding put more control in hands of consumers 
  • Lack of insight into the needs of individual clients 
  • Digital marketing capabilities limited to batch-and-blast email 
  • Cross-channel marketing  
Results
  • 100% increase in marketing qualified leads (MQLs) passed to sales
  • 25% email open rate for customer communications (twice the industry average)
  • 8% customer engagement with content provided (compared to 1.5% industry average)
  • 25% decrease in printing throughout the marketing organization

Execution

Invacare Australia met its challenges by implementing Oracle Marketing Cloud. The new platform enables Invacare Australia to integrate marketing efforts with the CRM system so that it can pass leads directly to sales and measure the financial impact of all marketing activity. Invacare Australia can easily create the nurture campaigns and microsites that keep prospects moving towards a purchase decision. By delivering timely, relevant messages through Oracle Marketing Cloud, Invacare Australia has boosted the email open rate to 25 percent—roughly twice the industry average—for customer communications. The company is tracking 8 percent customer engagement with the content it sends out—far above the industry average of 1.5 percent. This has contributed to an overall 100 percent increase in marketing qualified leads passed to sales.  
 
In addition, the company now produces at least twice as many campaigns as before with the same headcount, and has reduced printing by 25 percent because it can easily create microsites for brochures and catalogs. “Our company’s values are around leadership, accountability, and integrity,” says David Jeffries, Marketing Director, Invacare Australia. “Oracle Marketing Cloud puts tools at our fingertips that enable us to extend our market lead, and to communicate with confidence and authority while making the best use of our marketing budget.” 

About Invacare Australia

Headquarters

 
Australia

Oracle Solutions Used

Published:  Apr 29, 2016