The document discusses supporting change with learning and introducing the Bright Affect solution. Some key points: - Bright Affect has extensive channel experience and a solution for delivering high-quality video training to customers. - Partners demand compelling, accessible content in a timely manner and control of brand is increasingly important. - The Bright Affect solution integrates with Salesforce and increases the value of existing CRM investments. It provides insights into user behavior and reinforces the brand. - The solution includes an app with a Pinterest-style interface that allows targeted, searchable content delivery on desktop and mobile.

1. Supporting Change With Learning
January 2015

2. 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

3. 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

4. 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!

5. The Internet environment
The internet is moving to video

6. Partner expectations
• Partners/Customers are people too!
• The Consumer Experience sets Expectations

7. Consumer approaches
• YouTube
• Vimeo
• Pro’s
– Where the people are
– Easy to use
– Massive infrastructure
– Free!
• But………

8. Advertising!
Relevant
content?
Business concerns

9. Business concerns
Information Up
to date?
Who controls
search results?

10. 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?

11. 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

12. 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.

13. 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

14. 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.

15. 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

16. 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!

17. Backup

18. Meet Bright Affect
• A little background
• Why Bright Affect?
• The team
• Our experience
• Our clients
• Our work

19. About Bright Affect
A 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.”

20. 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

21. Supporting change with learning
Poor training will limit adoption
Perception 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

22. 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!

23. 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

24. 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”

25. What we offer
Full service learning solution for Veeva
Combining 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

26. The Bright Affect approach?
Impactful use of proven learning techniques
Approaches 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

27. The Bright Affect approach?
Tools that build competence
Do 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

28. The Bright Affect approach?
CLM Soft Skills
CoBrowse
Engage
…?
ApprovedEmail
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

29. Building true competence

30. How we help?
Delivering a Bright Affect
Learning 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

31. Traditional approach!
Delivering a Bright Affect
Learning 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

32. How we aid Adoption?
Affect learning library
Accessible 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

33. Access studio-grade
learning resources inside
Veeva
Familiar interface,
accessible when
needed
Affect Learning Library

34. Role-based playlists, validation testing
and note taking support learning
Access multi-language continuous
improvement content from any
platform
Affect Learning Library

35. Our Goal?
Simply supporting Veeva adoption
Resource 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

36. Role-based learning aids Adoption
Learning paths
Role 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 through
role-based learning
paths which can be
followed at their own
pace.
Materials can be used
linearly, or for top-up
and refresh training in
specific areas.

37. What we offer?
Full service learning solution for Veeva
Combining 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

38. The Bright Affect?
We can positively Affect Veeva deployment
Learning 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

39. • Traditional materials
– Presentation
– Demonstration
– Validation
• iPad tools
– QRG
– Video tutorials
• Learning Library
Demonstrable Bright Affect