Supporting Change With LearningJanuary 2015

Agenda

• Executive Summary• Future Directions in Channel Training– Internet environment– Customer expectations– Consumer approaches– Business concerns– Existing IT investment

• The Bright Affect solution• Why Bright Affect?• Summary

Executive Summary

• Bright Affect have extensive channel experience• Video is increasingly important for training and

informing customers• Data on partner behaviour is vital• We have a solution for delivering high grade video

training to your customers• Our solution increases the value of your existing CRM

investment

Future Directions in Channel Training

• Products continue to get more diverse and complex

• Partners demand compelling content– Easily accessible– Timely

• Partner/User experience is everything• Control of brand increasing in importance• Budgets constrained• Not another silo of customer data!

The Internet environment

The internet is moving to video

Partner expectations

• Partners/Customers are people too!• The Consumer Experience sets Expectations

Consumer approaches

• YouTube• Vimeo

• Pro’s– Where the people are– Easy to use– Massive infrastructure– Free!

• But………

Advertising!

Relevant content?

Business concerns

Business concerns

Information Up to date?

Who controls search results?

Business concerns

Introducing interested customers to direct

competition!

Who are these people? What content have they seen? Who do they work

for? What value do they have?

Issues with consumer video platforms

• Advertising• Platform provider controls what content is

relevant.– Relevant topics– Relevant dates

• Platform provider provides search results and links to other vendors

• Platform provider holds all the partner data• No facility for testing the partners knowledge

Leverage Existing IT investment

• Video marketing solutions should:– Provide insight into who is watching what– Reinforce your existing IT investment– NOT create another data silo– Target the right content at the right person– Deliver high quality video– Allow for testing and rules around the playlist– Support mobile and desktop

Your company bought CRM for a reason. Leverage it.

The Bright Affect Solution• App Built into Salesforce• Pinterest style user experience• Searchable content

• Playlist associated with each course listing

• Graphic demonstration of user progress

• Questions inserted into playlist OR timed into video’s

Key features• Integrated into Salesforce

– Including Community Cloud, Wave Analytics, Lightning• Content targeted by Salesforce Information

– Permissions, Roles, Profiles, Country• Content hosted on Amazon S3 storage

– Elastic scaling with demand– CDN option available

• Support for HD content and low bandwidth content standards such as WebM

• Reporting via the Salesforce reporting tools and analytics– Reports on content usage– Reports on per user basis

• Mobile support via the accompanying IOS App– Online and offline support for IOS devices.

• Definable playlist rules• Questions insert able in playlists or within individual video

assets• User notes can be attached to content items• Video Content deployable to:

– Salesforce CRM Application– Salesforce Community Cloud– Independent web properties

• Target content based on Salesforce user records– Role, Profile, Country

• Easy integration with other Salesforce Apps or integrations.

Why Engage with Us?• 40+ Years of channel sales and marketing

experience with large brands– Intel/Vodafone/Microsoft/Cisco/Avaya/Nokia/Orange

• Solutions built on industry leading platforms– Salesforce/Amazon Web Services

• Content capability to fill in gaps• Experience with large multi-national multi-

language deployments• Cost structure to match your business model

Summary

• The Video medium is booming on the internet– Netflix and Youtube are half of all internet traffic

• Partners have high expectations of vendor content• Consumer video platforms do not suit the B2B channel• Bright Affect provide an effective solution

– Integrated into Salesforce– Highly Scalable – Highly Targeted– Reporting built into Salesforce

Contact Bright Affect today!

Backup

Meet Bright Affect

• A little background

• Why Bright Affect?

• The team

• Our experience

• Our clients

• Our work

About Bright AffectA little background

At the core of our business are learning solutions and applications built on Salesforce.com and Veeva along with mobile Apps that deliver high quality, engaging, learning content.

• We deliver learning, not just training• Our goal is to maximise time to value of software • Leverage media to accelerate understanding• Support organisational change with learning• Accelerating adoption and realising business benefit

“At Bright Affect we believe many things can be made better. We see opportunities every day to improve the way people communicate, learn and do business.

We are a learning and knowledge management provider that deliver engaging, high impact training leading to successful adoption, increased utilisation and lower time to efficiency for end users.”

Your goal?

Build adoption and maximise value for your customers’ Veeva deployment?Deployment is just the beginning – building business value in the application is key to your success

• Business value is born from user value• Continuous improvement tools lead to:

– Faster learning curve– Proficient, satisfied users– Fewer support calls– Managed operational risk

Supporting change with learning

Poor training will limit adoptionPerception is reality – training should not get in the way of learning

• Tools that support learning build confidence• Simple, user focussed content at every learning touch-point• Learning available when you need it• Confidence leads to proficiency• Consistent reinforcement of the solution

What do we see?

Training is never “done”Learning is not a point activity – how do your customers service on-going learning needs?

• What happens when FTF training is over?• Do users retain all they need to know?• Are time and resources at a premium?• The calm before the storm!

Your goal?

Build adoption and maximise value for your customers’ Veeva deployment?Deployment is just the beginning – building business value in the application is key to your success

• Business value is born from user value• Continuous improvement tools lead to:

– Faster learning curve– Proficient, satisfied users– Fewer support calls– Managed operational risk

Their goal?

Get the job done – technology should help!Too often technology is assumed to be helpful – reps are not “Techsperts”

• Three things we hear that really matter– Login

– Access my accounts

– Record my calls

• Make it simple, make it “user oriented”

What we offer

Full service learning solution for VeevaCombining business understanding, knowledge and change management – supporting change with learning

• Business analysis, learning and change management• Multi language content creation• Solution to the hidden challenges of CRM• Simple, affective, user-oriented learning

The Bright Affect approach?

Impactful use of proven learning techniquesApproaches to learning that work, in and out of the classroom – a simple formula in all we do!

• Presentation + Demonstration + Validation = Retention

• Retention = Competence• Competence leads adoption

The Bright Affect approach?

Tools that build competenceDo it well and business value is amplified – this is change, not technology

• Platform competence: Understand the tools• Relating: Tools combine with user skills to build value• Autonomy: Focus on business not technology

Success leads to engagement and motivation

The Bright Affect approach?

CLM

Soft Skills

CoBr

owse

Enga

ge

…?

Appr

oved

Em

ail

Foundational SkillsDeliver a base capability

Enable new capabilities that build on foundations

Integrate technology with the soft skills required for maximum effect

1

2

3

Ensuring users see a return on THEIR investment

x 2

Building true competence

How we help?

Delivering a Bright AffectLearning solutions that grow with you – bringing a complete understanding of the deployment process, end-to-end!

• We know learning• We know the path your customers are taking• We know the application• We have tools that support adoption• We can deliver Traditional training, supported with affective tools

Traditional approach!

Delivering a Bright AffectLearning solutions that support project led deployment – building TTT that works

• We guarantee confidence• Presentation – detailed end-user training• Demonstration – Trainers Journal guides non-expert trainers• Validation – Exercises to reinforce training

How we aid Adoption?

Affect learning libraryAccessible inside Veeva and through companion app’– no additional systems required

• Reinforce face-to-face training• Cost effective alternative to classroom training• Accelerate new starter effectiveness• Rapidly skill up on new features

Access studio-grade learning resources inside Veeva

Familiar interface, accessible when needed

Affect Learning Library

Role-based playlists, validation testing and note taking support learning

Access multi-language continuous improvement content from any platform

Affect Learning Library

Our Goal?

Simply supporting Veeva adoptionResource inside Veeva building competence and proficiency – reduce support costs, aid adoption!

• Reduce support calls with contextual learning content• Manage operational risk with compliant training• Continuous improvement increases adoption• Studio grade content that resonates with users• Make using Veeva simple – aids adoption

Role-based learning aids Adoption

Learning pathsRole based – logical learning resonates with how users work

Our Approach is to lead the user through a logical, role based learning path which can be followed at their pace. The materials can be used linearly, or for top-up and refresh training in

specific areas.

Lead the user throughrole-based learning paths which can be followed at their own pace.

Materials can be used linearly, or for top-upand refresh training in specific areas.

What we offer?

Full service learning solution for VeevaCombining business understanding, knowledge and change management – supporting change with learning

• Business analysis, configuration and change• Multi language content creation• Solution to the hidden challenge of CRM• On-going support

The Bright Affect?

We can positively Affect Veeva deploymentLearning systems that aid adoption and accelerate time to efficiency – reduce support costs

• Reduce operational risk – auditable, compliant training• Multi-platform, always on learning solution• Reduce support calls, lower cost of ownership• Analytics for insight, tailor learning• Content agnostic learning platform, grows with you

• Traditional materials– Presentation– Demonstration– Validation

• iPad tools– QRG– Video tutorials

• Learning Library

Demonstrable Bright Affect