Brainshark for Work.com

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Company: Brainshark, Inc., Waltham, MA, USA
Entry Submitted By: Davies Murphy Group
Company Description: Brainshark enables companies to improve productivity with cloud-based presentation solutions for sales, marketing and training. With Brainshark, businesspeople can transform static content such as PowerPoints into dynamic, mobile-ready content and video presentations, and measure the effectiveness of their communications. One Brainshark presentation is viewed every second all over the world.
Nomination Category: Products & Product Management Categories
Nomination Sub Category: Best New Product or Service of the Year - Software - Corporate Learning/Workforce Development Solution

Nomination Title: Brainshark for Work.com

Tell the story about this nominated product or service (up to 525 words). Describe its functions, features, benefits, and performance to date:

It's never been a more challenging time to be a sales rep. With buyers in the digital age more informed than ever, there's increasing pressure on reps to add more value to conversations. Yet with an oftentimes dizzying array of complex, evolving product lines, getting and remaining up-to-speed is a constant challenge.

Unfortunately, sales training isn't sticking. According to global analyst firm IDC, 35% of training knowledge is lost after 1 month and 90% after 6 months. Making matters worse, the average salesperson spends 7+ hours each week simply looking for materials to prepare for sales calls- often, per IDC, without success. All this at a time when, according to the firm, saving a rep 1 hour/week translates to $300,000 more yearly revenue.

Addressing these challenges, Brainshark introduced Brainshark for Work.com in March 2014. (Work.com is Salesforce.com's sales performance management solution; today's reps "live" in the Salesforce platform.) With Brainshark for Work.com, companies can train reps faster and more effectively, without consuming valuable time in-the-field. The solution also allows reps to create and access high-impact content, better engage prospects, stand out from competitors and know which deals are more likely to close.

Reps have resources for every stage of the sales cycle and, right from within Salesforce, can:

*See what they need to learn. A course catalog is prominently featured and customized for each rep. It shows which Brainshark courses reps need to take, helping to streamline and accelerate organizational onboarding (ramping up). Brainshark's video-based courses stick: While a picture may be worth 1,000 words, when it comes to training retention, according to research firm Forrester, 1 minute of video is worth 1.8 million written words. In addition, with Brainshark's on-demand format, reps get trained at their convenience, from computers or mobile devices, without losing time in-the-field.

*Click to create presentations. Brainshark makes it easy to turn static documents like PowerPoints into interactive, trackable video presentations for training and prospecting. There are no technical barriers; anyone with Internet access can create a high-impact presentation. These presentations are proven to engage prospects. Industry research shows that emails with video get 5x higher click-through rates than traditional, text-based communications.

*See how their content is doing. It's easy for reps to monitor content effectiveness when sending Brainshark presentations from Salesforce. A graph and detailed chart with viewing history data show how and when prospects engage with content- so reps can pinpoint when interest is hot and take action.

*View featured presentations. Important communications- as designated, for example, by managers- are pulled into a sidebar, for easy access and consumption.

*Make a talking business card. Users can upload slides about themselves to Brainshark's platform and add voice narration. The talking business cards can then be viewed by colleagues looking for relevant subject matter experts.

Analysts, media and real-world users have praised Brainshark and Brainshark for Work.com for their ability to drive sales productivity. With one Brainshark presentation viewed every second worldwide (and on every continent, as well as in 98% of the world's countries last year!), customers report results including:

*Sales cycle reduced by 2/3
*Reps onboarded 50% faster
*Improved rep productivity by 20%
*Increased audience engagement by 5x

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Provide a brief (up to 125 words) biography about the leader(s) of the team that developed the nominated product or service:

Chris Caruso, Brainshark's chief technology officer, and David Klein, Brainshark's vice president of product management, provided the vision for Brainshark for Work.com, led its development and testing, and partnered with Salesforce.com to roll out and promote the integration.

As CTO, Chris is responsible for Brainshark's technical direction. He has been a member of the company's engineering team since the version 1.0 release of Brainshark's flagship platform. As such, Chris has been instrumental in the design and development of Brainshark's patented, award-winning and easy-to-use applications.

As VP of product management, David leads Brainshark's product strategy team. He drives product and feature development for Brainshark's technologies, forging innovation across mobile, eLearning/mobile learning and cloud-based landscapes. David also serves as president emeritus of the Boston Product Management Association.