The document discusses a content crisis caused by a shift in communications. It notes that marketing and sales communications are moving from email and social media to time-shifted and on-demand options due to factors like cost savings, reach, speed and measurement capabilities. This represents a conversational shift where live interactions are being replaced by asynchronous options.

1. Content Crisis
Caused by the shift in communications
- Jeffery
- Justin
- Peter
- Shawn
Dave Fitzgerald
Executive Vice President
dfitzgerald@brainshark.com
TM

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. 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. 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. 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. Communication Shift
Marketing Sales
Communication
Shift
Marketing Sales

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. 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. 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. 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. 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. 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. Closed-Loop Communication
Share
Create Consume
Audience
Analyze

14. Thank You !
Dave Fitzgerald
Executive Vice President
dfitzgerald@brainshark.com TM