CASE STUDY: Platts’ Formula for Revenue Growth

In 2010, Eloqua interviewed Mark McCary, senior director of global marketing at Platts, to discuss the company’s revenue performance management (RPM) strategy. Platts is a division of The McGraw-Hill Companies and is the leading global provider of energy information in the physical and futures markets. Through its global RPM strategy, the company is optimising its entire revenue cycle – increased revenue growth and efficient investment of resources - through better sales and marketing visibility and alignment.

Customer Q&A

 Mark, why did Platts start down the RPM road? Who initiated the project and what were the drivers?