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B-to-B Panel: Selling Content to Businesses: From the Fortune 500 to Solo Entrepreneurs    

Tom HigginsVP, Strategic Business DevelopmentBooks24x7, Inc.Tuesday, May 8, 2007

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About Books24x7

Pioneer in digital reference libraries since 1995 Originally focused on PC OEM market Pioneered Referenceware® in 1999

Established content relationships with over 300 publishers – over 10,000 documents and 3.6 million+ pages.

Acquired by SkillSoft (NASDAQ: SKIL) in December 2001 Based in Nashua, NH 1,200 employees, $220,000,000 in revenue World’s largest provider of elearning 1,700 corporate clients worldwide USA, EMEA, APAC

Access to IP-Protected content Over 5 million registered

subscribers from thousandsof companies.

It’s not about Search…it’s about Find!

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Leadership Development Channel

ExecSuite•ExecBlueprints•ExecSummaries•ExecEssentials

Leadership Development Channel

ManagerSuite•ExecBlueprints•ExecSummaries•BusinessPro

Leadership Development Channel BusinessPro AnalystPerspectivesFinancePro EngineeringProOfficeEssentialsGovEssentialsITPro HospitalityProOraclePress Well-BeingEssentials

Multiple Collections for Corporate Users

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Example: BusinessPro Collection

Key Business Topics:

Global Strategy Leadership Development Communication/Negotiation Decision Making/Problem Solving Effective Business Writing Corporate Governance Work-Life Balance & the Home Finance and Management Technology & Innovation Case Studies

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The Leadership Development Channel

440 On-Demand Videos 259 Leadership QuickTalks 46 MBA QuickTalks 200 CEO QuickTalks 31 Sarbanes-Oxley QuickTalks

6-8 Executive Leadership “Live” events webcasted annually

Video is both time-effective and high impact – users can quickly grasp concepts and apply them

Ken Blanchard

StephenCovey

TomKelley

TomPeters

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Top-level Navigation

Topical Interface

Search Interface

Browse Tools

Folders

Workspace

RSS

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Books24x7 Mobile

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Video “QuickTalks” part of search

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Focus on the Selling Process

300 Customer Facing Professionals Field Sales Reps Account Consultants Global Business Development Execs Focus on ROI, “Plan for Success”, Usage & Team Selling

Tremendous System Support and Analysis Attractive comp plans & Business Terms – scalable model Adherence to Sales Process formula Target Account Lists per rep CRM Tracking; emphasis on Renewals, Expires and Risks Dedicated Field Operations team Weekly team meetings and Reviews

Intense Focus on our Partner’s Success

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Marketing Support

Sales Support iPod Nanos and MP3 players Author-series PodCasts Webinars to highlight core topics

Marketing Resources RFP Requests Team Strategies ROI Calculators Trend Analysis “Crucial Conversations”

Summaries

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Cost of Doing Business on Average Employees

Spend 12 hours each week on information gathering tasks (BusinessWeek Online, 6/2006)

Spend up to ¼ of their day searching for information to complete a given task (Butler Group Report, “Enterprise Search & Retrieval”, 10/2006)

Middle Mangers (Accenture Newsroom Survey, 1/07) Spend more than 1/4 time searching Half the information is of no value to them Miss information of value to their jobs almost every day Accidentally use the wrong information at least once a

week Senior Leaders (Bersin White Paper, “How

Executives Stay Informed”, 11/2005) Acknowledge staying informed is

time-consuming/costly Question the veracity of information from web Want more time to read

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ROI Calculations: They Must Be Relevant

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The Pilot: A vital part of the selling process

Leverage survey results to increase focus on ROI

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Account Consultant Case Study: Disney

450 ITPro seats

Ticket-based authentication from their “Disney” portal

Launched in September – included emails, flyers on each employee’s desk, and virtual and in-person open house demos

In December sent a reminder email with usage statistics, top books accessed, and highlighted books on Project Mgmt and IT certification

Usage now over 50%

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FinancePro: Qwest

Targeted Financegroup: emails and virtual demo

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New Book Alerts: Driving Usage

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Corporate Topic Trees

Administrators can create core topic trees to drive usage

Administrators can create core topic trees to drive usage

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Reporting: Unique Insight Into Usage Stats

SelfService

Reporting

It’s all about the Usage!!

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Books24x7’s Corporate Portal ProgramDriving site usage for our Corporate Clients

High value trusted content for their clients• Enhance the portal with trusted

Referenceware® content• Custom, focused collections jointly

defined• Co-branded, unique web site

• Opportunity to:• Establish a new entry point for

customers• Create new revenue streams

through potential ad-server links• Track usage and demographic data

Key benefits • Drives traffic to their site• Enhances and expands vital customer

relationships • Strengthens membership affiliation

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Thank You

Tom HigginsBooks24x7, Inc.thiggins@books24x7.com