Presentation from Join BroadVision/Human 1.0 webinar on 12/7/2010.

1. BroadVision Clearvale & Human 1.0 Present: Behind the Curtain of a Hyper-Social Business December 7, 2010 Our Presentation will Begin Shortly www.clearvale.comwww.human1.com Copyright © 2010 BroadVision, Inc. All rights reserved.

2. Webinar Offer: Win a Free Copy of The Hyper-Social Organization: Eclipse the Competition by Leveraging Social Media by Francois Gossieaux 4 Ways To Win Most Tweets During Webinar Most Questions and Comments in Webinar Chat Best Blog Entry About the Webinar (must be posted before Friday) Two Randomly Selected Webinar Attendees Winners will be contacted via email to obtain shipping information

3. Let’s start off with a little example Human 1.0 vs. Web 2.0 The SAP Developer Community

4. The SAP Developer Network 4 Stats: 1.4 M users 400K+ business experts Content-rich Original Incentive System: Point system leading to personal rewards The Results: Bullying behavior in the community New Incentive System: Point system leading to donation to good cause The Results: No more bullying in the community Web 2.0 or Human 1.0?

5. A look at some NIH + Duke Research Experiment #1: People play Atari-style video game which allows them to earn or lose money for themselves MRI scans shows that the pleasure side of the brain lights up – that same part that gets addicted to drugs Experiment #2: People play Atari-style video game which allows them to earn or lose money for a charity MRI scans shows that the altruism side of the brain lights up – that same part that is responsible for social interactions

6. So to understand how to do business in a 2.0 world… You are better off understanding Human 1.0 – not as individuals, but as hyper-social creatures You do not need to understand the Web 2.0 technologies

7. Overview Understanding the true drivers of Social MediaHow do Hyper-Social Organizations think about their business?What do Hyper-Social Organizations do Differently, and WHY?7 ways to think differently about Enterprise 2.0

8. Let’s get a level deeper on the Human 1.0…

9. Why are social beings helping one another? Reciprocity = a Reflex

10. Why are people going out of their way to punish others? Humans have an innate sense of fairness = keeps reciprocal society working

11. How do we make decisions? Market Framework Social Framework

12. Why do people like to look like others? Because humans have mirror neurons

13. Why do we lie to market researchers? Because we lie to ourselves and others, and we tell people what we think they want to hear

14. Why is status so important (and why do we hoard it)? Because it used to get us a better mate – proceed with caution: status works both ways!

15. We are a herding species – self herding even

16. What are the important Human 1.0 Hyper-Social Traits Reciprocity – it’s a reflex that allows us to be the only super-social species without all being brothers and sisters The role of fairness in assessing situations Social framework of evaluating things vs. market framework The importance of looking cool and mimicking others Herding and self-herding (early research shows that social behavior does not change when it scales) So to the extent that we can basically be human with what we know, and share it as freely as we possibly can, I think we’ll go a long way towards gaining a higher or stronger level of trust with the consumers. Barry Judge, CMO Best Buy http://www.cmotwo.com

17. How they think differently about their business Successful Hyper-Social Organizations Informed by Tribalization of Business Study: 2008-2010 – 1,000+ companies took the survey

18. Hyper-Social companies think differently Think tribe – not market segment We need to find groups of people who have something in common based on their behavior, not their market characteristics Think knowledge network – not information channel The most important conversations in communities happen in networks of people, not between the company and the community. Think human-centricity – not company-centricity The human has to be at the center of everything you do, not the company Think emergent messiness – not hierarchical fixed processes People will want to see responses to their suggestions, even if it does not fit your community goals – FAST “…affinity groups will quickly become the dominant social force in the emerging world economy, changing how we think about markets, fads, social movements, and, ultimately, power” - Tom Hayes, Jump Point: How Network Culture is Revolutionizing Business – 2008

19. What is it that they do differently? Hyper-Social Organizations

20. Hyper-Social Orgs – Leveraging Social Business Processes Successful Hyper-Social organizations turn their business processes into “social” processes Why? Scale Increased quality Increased passion Increased WOM

21. Turning a business process into a social process IS NOT: Running traditional programs using social media platforms – PR by blogging press releases, lead gen by spamming community members, recruiting through spray and pray over Twitter, etc. BUT IS: Running programs based on human reciprocity and social contracts to get others, whose job it isn’t to do so, to help you do your job – customer support with the help of all employees and customers, product innovation with customers and detractors, etc. TAPPING INTO PASSION, AND HUMAN 1.0 TRAITS

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23. …In a Hyper-Social World 7 ways to think differently about Enterprise 2.0

24. 1) Bring down that wall

25. Do like IBM – get rid of the firewall while protecting IP Green Enthusiasts CIO’s Business model tweak PR Customer support IP IP IP Product Idea …increase knowledge flows…and competitiveness

26. 2) Don’t build new walls

27. Don’t put a wall between company and people

28. Don’t put a wall between company and people

29. Embrace what people want …and give them access…it will increase passion & productivity!

30. …and get people commitment 3) Tear down silos

31. Business objectives of communities

32. Department managing community

33. # of people managing community

34. Establish Center for Excellence Budgets KPI’s

35. …or don’t let history repeat itself 4) Don’t build what you built before

36. Move with caution – it’s not easy! We need Social graphs We need Social CRM

37. 37 The funnel is dead Source: McKinsey Quarterly http://www.mckinseyquarterly.com/The_consumer_decision_journey_2373

38. 38 Today’s buying cycle: a social-powered continuous loop process Many more sources of information Can still become part of consideration set Tribes & Networks Based on source: McKinsey Quarterly http://www.mckinseyquarterly.com/The_consumer_decision_journey_2373

39. CRM – the makings of a social process Leave company centricity behind: Prospects, lead nurturing, sales funnel, etc. Put the customer at the center: What does she need? Will it work for her? Increase knowledge flows, and think tribes Who can help her internally? Who can help her externally? Embrace a messier process Allow people to jump in and help

40. Don’t just think technology 5) Think Culture

41. “We find ourselves in the oddest position – which is to tell the business units that this is not a technology issue but a people and process issue.” – CIO at a major pharmaceutical company Be the Chief Cultural Officer

42. The benefits of a Chief Cultural Officer Better knowledge flows = Social Knowledge Management Platform Customer/employee centricity = leveraging more passion Leveraging passion = increasing productivity exponentially More passion = increased WOM = the creation of more customers with a higher lifetime value “The purpose of a business is to create a customer.” -- Peter Drucker

43. 6) Make sure the CIO and CMO become best friends

44. The benefits of a CIO/CMO friendship Build the right infrastructure to support your social processes Find the right pockets of culture to ensure adoption Regain a strategic role at the executive table by being the representatives for the voice of the customer within your company

45. How can you expect your customers to trust you if you cannot trust your employees? 7) Establish trust as the New Currency

46. Any questions? Francois Gossieaux President, Human 1.0 e. francois@human1.com w. http://www.human1.com b. http://www.emergencemarketing.com c. http://www.marketingtwo.net t. http://twitter.com/fgossieaux Jeanne McCarthy Director of Customer Success, BroadVision e. jean.mccarthy@broadvision.com w. http://www.clearvale.com Our new book: The Hyper-Social Organization http://www.facebook.com/hypersocialorg 46