The Nine Most Listened-To Podcasts from SLMA Radio in 2017
How Henry Schuck at DiscoverORG got to 24K Demos

White Paper from Oracle: Lead Nurturing

IStock_000000515375Small wateringWhy it’s Important

In the three-paragraph introduction, Oracle tightly lay out the reason why lead nurturing is needed to be competitive, “If done well, lead nurturing can build a strong brand loyalty long before the prospect is ready to buy.”

Tweet This

Title:  Lead Nurturing

Subtitle: Guide for Modern Marketers

Published by/Authors:  Oracle Marketing Cloud

Gated: Yes

Download Link   

Length:  Eleven


This is an A to Z premier on lead nurturing from the real, undisputed, leaders in the field.  Of course, lead nurturing has been around since the late 60’s when Art Simon introduced it with Inquiry Handling Service (the original pioneer in the sales lead management field).    This is considered and editorial. 

Oracle has it right, as did Simon when they describe this simple process as “cultivating leads that are not yet ready to buy.”  In the three-paragraph introduction they tightly lay out the reasons why lead nurturing is needed to be competitive, “If done well, lead nurturing can build a strong brand loyalty long before the prospect is ready to buy.”

The concepts haven’t changed but the delivery options, frequency and technology has taken nurturing to precise and sophisticated levels.      


  • What is Nurturing?
  • Understanding Lead Nurturing
  • Lead Nurturing Basics
  • Five Steps to Success
  • Best Practices (Measuring Effectiveness is a part)
  • Advanced Practices (love the reengage lost deal/no deals comment)
  • Tools and Technologies (One-to-One communication)

SLMA Comments:   

This paper is somewhat different from others that discuss nurturing, they subtly mention the importance of nurturing to the customer and not just consider it a new customer acquisition program.  As in other Oracle white papers they don’t make grandiose claims about themselves or their products, they stick to the best principles without pushing their own solutions. This in itself, makes it worth the read.

Recommended for: 

  • CSO
  • CMO
  • Marketing Operations
  • Content Management and Creation
  • Product Management

Download Link

You may also like:

White Paper from Oracle on Lead Scoring


This review was conducted independently without the advice or consent of the publisher. Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Note:  If you would like your research or e-book reviewed, you may submit it to:  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the 25 additional sponsors of the SLMA. 

For priceless but free membership in the Sales Lead Management Association
 go here. 

comments powered by Disqus