Why Silicon Valley Can't Sell

Or, why luring big brands to platforms is its next big problem

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Drive up and down the 101 Freeway in Silicon Valley, or cast your gaze north toward Seattle, and media companies, which expect to book over $20 billion in advertising in 2011, appear to be everywhere. But visit the biggest of these companies and ask them to define themselves, and you’ll be hard-pressed to get them to say they’re the new generation of media, attracting audiences for the purpose of selling advertising.

“We’re a core technology company,” says Nikesh Arora, Google’s chief business officer, whose team netted $10 billion in U.S.

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