Content Crisis
Caused by the shift in communications
              - Jeffery
               - Justin
               - Pete...
Brainshark’s Sales & Marketing Technology

                                 Web &
                   E-Signature Social Me...
Technology Spend

    Marketing               Sales         Services    Channels     Operations



       11 + 13         ...
The B2B Surveys Say…


       Prospects receive 20.3 email product pitches per week

       Email product pitches up 32 pe...
1,419 Customers – Viewing in 208 countries

                                                     Svalbard
                ...
Communication Shift



       Marketing              Sales




                      Communication
                       ...
Trends


         WW mobile market revenues of $1+ trillion by 2014

         Mobile internet usage will exceed desktop us...
Communication Shift

                                             Time shifted content
                                   ...
Conversational Shift

                                             Time shifted content
                                  ...
Cost of Communication

             24,000 Employees
  9-5             24 - 7          24 - 7

  Live       Web Conference...
Two Choices

   PRO’s
 Marketing
                   Live       CON’s
                               Customers
   Familiar ...
Eliminate the Bottleneck



   Evolving                   Audience
Content Strategy            Considerations
- Creation P...
Closed-Loop Communication

            Share


 Create                           Consume



              Audience


     ...
Thank You !



Dave Fitzgerald
Executive Vice President
dfitzgerald@brainshark.com   TM
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David Fitzgerald, Brainshark

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Presentation at SMEI 2010 Conference, Philadelphia, PA

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David Fitzgerald, Brainshark

  1. 1. Content Crisis Caused by the shift in communications - Jeffery - Justin - Peter - Shawn Dave Fitzgerald Executive Vice President dfitzgerald@brainshark.com TM
  2. 2. Brainshark’s Sales & Marketing Technology Web & E-Signature Social Media Web Analytics Conferencing Marketing Sales Automation Intelligence CRM Salesforce Time & Contact Materials Data Event Corvent Proposal Management Creation E-Mail / Chat
  3. 3. Technology Spend Marketing Sales Services Channels Operations 11 + 13 6 + 52 34 4 3 $496,786 / Year = $3,821 per person 123 + 7 =130 1 FTE for Salesforce.com & others 1 FTE for Eloqua 1 FTE for Data Management Excludes: $95,000 annual list acquisition
  4. 4. The B2B Surveys Say… Prospects receive 20.3 email product pitches per week Email product pitches up 32 percent from 2006 62% need more leads to generate the same volume 72% say the sales cycle is longer over the past 6 months 100 prospecting phone calls to secure 1 appointment Sources: Sirius Decisions, IDC Research
  5. 5. 1,419 Customers – Viewing in 208 countries Svalbard Islands North Korea French Guiana Africa Burundi Chad Guinea Comoros Sao Tome and Principe Equatorial Guinea Somalia Eritrea Togo Guinea-Bissau Western Sahara
  6. 6. Communication Shift Marketing Sales Communication Shift Marketing Sales
  7. 7. Trends WW mobile market revenues of $1+ trillion by 2014 Mobile internet usage will exceed desktop usage by 2014 Social Networking has exceeded email …both Users and Time Spent 2011 iPad sales forecasted at 43.7 Million units …63.3 Million units in 2012 Sources: IDC Research, Gartner, Morgan Stanley, iSuppli
  8. 8. Communication Shift Time shifted content – audience preference – cost savings – reach & speed – measurement Face to Impact Face Web/ Video Conference Audio Conference Postal Voice mail Time mail Email Social Shifted Media Rich Media Cost
  9. 9. Conversational Shift Time shifted content – audience preference – cost savings – reach & speed – measurement Face to Impact Face Web/ Video Conference Audio Conference Postal Voice mail Time mail Email Social Shifted Media Rich Media Cost
  10. 10. Cost of Communication 24,000 Employees 9-5 24 - 7 24 - 7 Live Web Conference On Demand 5% 2% 93% $12 $15 $.04 $300,000+ in Direct Savings
  11. 11. Two Choices PRO’s Marketing Live CON’s Customers Familiar Cost Impact Sales Busy Schedules Reach Employees Services On Demand Partners Cost H.R. Unfamiliar Convenience Intermediaries Reach & Speed – Specialists – 3rd Party Prospects Training Measurement
  12. 12. Eliminate the Bottleneck Evolving Audience Content Strategy Considerations - Creation Process - Convenience - Production Process - Device independent - Analytics - Conversational - Speed & Cost - Video/Rich Media - Secure & Scalable - Valuable Content
  13. 13. Closed-Loop Communication Share Create Consume Audience Analyze
  14. 14. Thank You ! Dave Fitzgerald Executive Vice President dfitzgerald@brainshark.com TM
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