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Presentation at SMEI 2010 Conference, Philadelphia, PA
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Content CrisisCaused by the shift in communications
- Jeffery- Justin- Peter
- Shawn
Dave FitzgeraldExecutive Vice [email protected]
Brainshark’s Sales & Marketing Technology
ContactData
Time & Materials
MarketingAutomation
Event Management
E-Mail / Chat
SalesIntelligence
E-Signature
ProposalCreation
WebConferencing
Web &Social Media
Corvent
SalesforceCRM
Analytics
Technology Spend
$496,786 / Year= $3,821 per person
123 + 7 =130
Excludes: $95,000 annual list acquisition
6 + 52 34 3411 + 13
Sales ServicesMarketing Channels Operations
1 FTE for Salesforce.com & others1 FTE for Eloqua1 FTE for Data Management
The B2B Surveys Say…
Sources: Sirius Decisions, IDC Research
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
AfricaBurundi ChadComoros Equatorial GuineaEritrea Guinea-Bissau
North Korea
Svalbard Islands
French Guiana
GuineaSao Tome and Principe SomaliaTogo Western Sahara
1,419 Customers – Viewing in 208 countries
Communication Shift
Marketing Sales
Marketing Sales
CommunicationShift
Trends
Sources: IDC Research, Gartner, Morgan Stanley, iSuppli
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
Communication Shift
Cost
Impa
ct
Voice mail
Postal mail
Web/Video
Conference
Faceto
Face
Audio Conference
Time shifted content– audience preference – cost savings– reach & speed– measurement
Web/Video
Conference
Faceto
Face
Audio Conference
SocialMedia
TimeShifted
RichMedia
Conversational Shift
Cost
Impa
ct
Voice mail
Postal mail
Web/Video
Conference
Faceto
Face
Audio Conference
Time shifted content – audience preference – cost savings– reach & speed– measurement
Web/Video
Conference
Faceto
Face
Audio Conference
SocialMedia
TimeShifted
RichMedia
24,000 Employees
$12 $1593%
$300,000+ in Direct Savings
5% 2%$.04
9 - 5
Live
24 - 7
On Demand
Cost of Communication
Web Conference
24 - 7
On Demand
Two Choices
UnfamiliarIntermediaries
– Specialists– 3rd Party
CostConvenienceReach & SpeedMeasurement
LiveCustomers
Employees
Partners
Prospects
Marketing
Sales
Services
H.R.
Training
CostBusy SchedulesReach
FamiliarImpact
PRO’s CON’s
Eliminate the Bottleneck
Evolving Content Strategy- Creation Process
- Production Process
- Analytics
- Speed & Cost
- Secure & Scalable
Audience Considerations
- Convenience
- Device independent
- Conversational
- Video/Rich Media
- Valuable Content
Closed-Loop Communication
Audience
Create
Share
Consume
Analyze
