2014 Global Web Events. Market Leadership Award

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1 Global Web Events INSERT COMPANY LOGO HERE Market Leadership Award 2013 North American SSL Certificate ON24 Product Leadership Award

2 Market Leadership Award Web Events Global, 2014 Frost & Sullivan s Global Research Platform Frost & Sullivan is in its 50th year in business with a global research organization of 1,800 analysts and consultants who monitor more than 300 industries and 250,000 companies. The company s research philosophy originates with the CEO s 360-Degree Perspective, which serves as the foundation of its TEAM Research methodology. This unique approach enables us to determine how best-in-class companies worldwide manage growth, innovation and leadership. Based on the findings of this Best Practices research, Frost & Sullivan is proud to present the 2014 Global Market Leadership Award in Web Events to ON24, Inc. Significance of the Market Share Leadership Award Key Industry Challenges Addressed by Superior Market Performance Solid market growth in 2013 proves that there remains a strong worldwide demand for large scale, media rich and interactive web events. Webcasts, webinars, and virtual events facilitate higher levels of participant engagement to support more meaningful and impactful exchange and retention of information. As the technology matures, and as user confidence and awareness grows, so will the overall opportunities and revenues for providers in this space. Still, Frost & Sullivan notes that providers must contend with certain existing and emerging challenges in order to find success. The global web events landscape is quite complex, fragmented and crowded. Customers have numerous providers and types of platforms to choose from. Specifically, webinar, webcast, and virtual event vendors are fighting to differentiate their solutions from audio, video, and web conferencing in the eyes of the buyer. Feature and functionality convergence and overlap across these and other communications tools add further uncertainty in the minds of decision makers. Although there are some similarities, each of these tools is optimized for certain use cases and outcomes. However, within the crowded and fragmented market, Frost & Sullivan feels that many providers with limited portfolios position their single platform as an ill-fit answer to an extensive range of customer requirements. All of these conditions make it difficult for providers to set the record straight and educate customers. In general, market participants are challenged to raise awareness for their solutions and how they are differentiated to deliver optimal performance when deployed for the appropriate use cases and needs. Providers in the web events market are challenged not only by the nature of competition, but also by the pace of innovation. Technology is evolving rapidly, and customer demands are evolving equally fast, if not faster. Mobility, social, video and the cloud are reshaping 2014 Frost & Sullivan 1 We Accelerate Growth

3 how web events take place. The technologies are significantly enhancing flexibility, participant access and engagement, and the value of events analytics and reporting. As providers are delivering more robust solutions, customers are also placing greater emphasis on ease of use and anywhere, anytime access. Frost & Sullivan believes that success in this market is only achieved by anticipating future customer and end user needs, and leading with integration of new technologies. All of these requirements have pushed the established providers out of their comfort zones and compelled smaller providers to stretch their capabilities. Gaining and maintaining a market share leadership position in this industry is a daunting task. A company becomes a market share leader by possessing the strength, vision and flexibility to outclass the competition. Market share leadership evidences a provider s ability to clearly stand out from competitors and earn customer mind share, confidence and deliver customer value. Overall, a market share leadership position validates that a provider is very much in tune with what customers want. Best Practice Award Analysis for ON24, Inc. The Frost & Sullivan Market Leadership Award is presented to the company that has demonstrated excellence in capturing the highest market share within its industry. The Award recognizes the company's leadership position within the industry in terms of revenues or units, as specified. ON24 s Performance in the Global Web Events Market The global web event services market, which includes webinar, webcasting, large participant web conferences, and virtual event services, grew by a solid 13.2 percent in 2013 to reach $423.6 million in revenue. Frost & Sullivan forecasts revenues to continue climbing at a steady 11.0 percent CAGR to reach $712.4 million by The webcasting segment generates 50.5 percent of the total 2013 web events services market revenues. ON24 continued its reign as the perennial market share leader in the global webcasting and virtual events market - with a dominant 27.8 percent share of revenues in Key Performance Drivers for ON24 Key performance drivers that lead to ON24 s outstanding success include: demonstrating a disciplined growth strategy that leverages proven assets and best practices; addressing growing customer demand for self service web events; and possessing an extensive and versatile portfolio to effectively address an array of different customer requirements Frost & Sullivan 2 We Accelerate Growth

4 Factor 1: A Disciplined Growth Strategy A number of web events providers are challenged by portfolios that are insufficient or inappropriate to position for the range of use cases and events that they aspire to address. Unfortunately, these shortcomings do not stop certain providers from pitching what they have to satisfy nearly any customer need. ON24 has maintained market leadership by leveraging its technology and marketing strengths to expand its addressable audience with discipline. As the leader in the pure-play webcasting market, the company has been highly successful with its core platform for targeted audiences and use cases. ON24 has appropriately leveraged its leading solution and best practices to migrate its webcasting, virtual environment and virtual event tools to a single unified platform: Platform 10. Platform 10 offers an open architecture to create application-specific widgets and integrate them into ON24 webcasts, virtual events and virtual environments. The widgets, designed both by ON24 and third-party developers, include tools that deliver social networking, enhanced collaboration, enterprise communications, training, and other features. This allows ON24 to closely tailor solutions for a wider berth of event types and uses to meeting unique and evolving customer requirements. Frost & Sullivan points out that a prime example of ON24's interactive capabilities is social functionality. With Platform 10, ON24 has integrated social media capabilities into its webcasting platform. It offers a variety of application widgets and social networking tools, including Twitter, Wikipedia, Facebook, LinkedIn, and RSS feeds, and collaboration tools for group chat and brainstorming that solicit ideas from webcast attendees. It supports integration with Twitter feeds, for example, allowing people to tweet about the webcast within the webcast itself. Platform 10 enables other customization and personalization capabilities, such as the ability to create a console reflecting a company s unique branding. With the self-service product, users control the environment, with the ability to move and re-size console components. The enhancements have allowed ON24 to support the changing requirements of its existing customer base, as well as to attract new accounts. The company s established areas of application success include large customer organizations marketing, lead generation and virtual briefing center applications. Over the past two years, ON24 has continued to strengthen the ROI of its solution for marketers and demand generation specialists. ON24 recently added an integration service to its webcasting platform which fully supports integrations with marketing automation platforms and CRM applications. ON24 provides a full range of applications and services to over 1,000 organizations in the publishing, high-tech, pharmaceutical, technology, life sciences, government, financial services and other industries. The company has also more deeply penetrated the underserved international geographies. As a result, ON24 has already climbed among the leading providers in specific verticals, SMB and international markets Frost & Sullivan 3 We Accelerate Growth

5 Factor 2: Addressing Growing Customer Demand for Ease of Use Some customer organizations have the in-house staff expertise and budgets to customize, promote, operate, manage and analyze their web events. Other customers are more comfortable with outsourcing professional and managed services for high-profile web events. However, the largest customer demographics and a bulk of web events usually fall in between these two extremes. Many customers today do not have the in-house expertise, yet still want robust web events platforms that they can efficiently and reliably set up and conduct themselves. These criteria are exemplified when organizations expect to hold web events on a regular basis. ON24 has increasingly focused on satisfying the growing requirement for robust self-service web events. In 2012, ON24 introduced Webcast Elite, built on Platform 10 and specifically aimed to meet these requirements. ON24 s commitment to these customer demands has only deepened since the initial launch, as proven by numerous major enhancements to the Elite platform in 2013 which have increased performance, applicability and flexibility - without increasing user or management complexity. Highlighted enhancements include Elite Presentations designed for intuitive creation, customization, registration, recording, publishing and analysis of professional online presentations, as well as a series of Webcast Elite enhancements, such as localization in 12 languages, simu-live capabilities, enhanced screen sharing, mobility, and more. Customer adoption is the ultimate validation of success. In 2013, the number of webinars conducted with the Webcast Elite platform increased 140 percent over More than half of all ON24 self service customers now use Webcast Elite, and these accounted for a quarter of all events hosted by ON24 in Webcast Elite customers are not only organizations with smaller budgets and limited IT expertise the self service requirement is prominent in all market levels and sectors. The roster of Webcast Elite reference customers is a who s-who of well-known and respected companies across industries, including Google, Intuit, IBM, SAP, Rosetta Stone, Prudential Financial and Standard & Poor s. Factor 3: A Versatile and Extensible Portfolio In the highly competitive web events market, it is common for providers to pursue opportunities that they actually cannot effectively address. The situation has significant implications on customer education, satisfaction and confidence. An extensive and versatile portfolio is required not only to capture opportunities, but also to deliver customer satisfaction and, ultimately, to become the market share leader. As the perennial revenue market share leader in webcasting, ON24 has a well rounded portfolio for the web events market, including webcasting, webinars, virtual events and a full range of professional and managed services to address all types of events and use 2014 Frost & Sullivan 4 We Accelerate Growth

6 cases. Platform 10 enables ON24 to support live, simu-live, on-demand, one-off, recurring and persistent events and the company can deliver services wraps for each. In essence, ON24 offers a one-stop shop for all events-related solutions and services. In addition to the high-growth Webcast Elite solution, ON24 provides its market leading Webcast Enterprise platform. Webcast Enterprise offers all the bells and whistles for power users, including enhanced video, security, advanced customization capabilities, and live signal services for onsite events. ON24 has moved its pricing model toward one that makes it easier for customers by streamlining the process of purchasing technology and services. A bulk of ON24 s pricing is based on volume packages. Two-thirds of ON24 customers opt for a standard bundle of webcasts, along with basic support services (branding, content services, speaker training, rehearsal, tech support). For those that need fully managed webcasts, ON24 includes end-to-end webcast management, including presenter preparation and support for webcasts with a global partner network, as well as HD studio and production facilities. ON24 professional services run the full gamut of customer requirements, including branding, customization and creative services, production and content services, content management, promotion, audience generation, registration, and more. Finally, ON24 has a global partner ecosystem that resells and integrates with its technology, as well as services partners spanning the full range of requirements, including a media partner network of publishers, CDN providers, and others that can tightly knit end-to-end solutions. While other competitors may ask customers to compromise, ON24 brings to bear a full set of technology, services and partner assets to deliver exactly what customers need and want. Conclusion ON24 has properly maintained its market leadership in a crowded and competitive market by listening to the needs of the enterprise customer. Mobile, social, self-service, integration with existing marketing technology, and anytime, anywhere access to robust web events have enabled the company to meet changing user demands while still serving as a single source provider. These endeavors, as well as its powerful partner ecosystem, have lifted ON24 once again to rank as the market leader in the global web events market Frost & Sullivan 5 We Accelerate Growth

7 Critical Importance of TEAM Research Frost & Sullivan s TEAM Research methodology represents the analytical rigor of our research process. It offers a 360-degree view of industry challenges, trends, and issues by integrating all seven of Frost & Sullivan's research methodologies. Our experience has shown over the years that companies too often make important growth decisions based on a narrow understanding of their environment, leading to errors of both omission and commission. Frost & Sullivan contends that successful growth strategies are founded on a thorough understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. In that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices) and market analyses. The integration of these research disciplines into the TEAM Research methodology provides an evaluation platform for benchmarking industry players and for creating high-potential growth strategies for our clients. Chart 1: Benchmarking Performance with TEAM Research About Frost & Sullivan Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined research and best-practice models to drive the generation, evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages 50 years of experience in partnering with Global 1000 companies, emerging businesses and the investment community from more than 40 offices on six continents. To join our Growth Partnership, please visit Frost & Sullivan 6 We Accelerate Growth

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