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The Digital Revolution of Customer Engagement

As a global enterprise organization undergoing a shift to the energy transition, autonomy, and automation of the future, you need an agile enterprise sales and marketing solution that shifts with you. Used alone, the isolated point solutions (ERM, CRM, event platforms, website, email automation, sales enablement, apps) that helped in the past are not the solutions that will create your holistic digital customer engagement superhighway of the future. Your market is constantly changing. Your customers spend roughly two-thirds (57%-70%) of their buyer journey not speaking with you, and the expectation is that by 2025, 80% of your sales interaction with customers will take place in the digital channel. This means that you can no longer rely on trade shows or…

Siemens Better Qualifies Leads with Interactive Storytelling Application

Persona- and Vertical-Focused Originally, Siemens Smart Infrastructure sought an application that would increase customer engagement at their executive briefing center and at trade shows. Field teams were still using printed materials and bringing on-off solutions to demonstrate products at industry events. By incorporating a digital customer experience platform and interactive application, they could deliver a consistent message and lower trade show costs by minimizing printed collateral and product shipping.  Kaon developed an agile, extendable, interactive, storytelling application addressing multiple vertical markets and personas with a simplified, personalized, consistent messaging — everywhere. Starting as a limited-scope pilot project, the Siemens SI application evolved over time to incorporate the full breadth of Building Technology capabilities -- and growing with additional vertical and…

HPE Virtual Executive Briefing Center Quickly Attracts 300 Hours of Engagement

Agile Solutions for Modern Challenges With their executive briefing centers inaccessible during the pandemic, HPE lacked a way to engage potential visitors, executives, and decision-makers with a first-class, white-glove experience that made a lasting impact. Kaon generated a hyper-realistic, 3D immersive environment that effectively conveyed the HPE value story despite times of uncertainty. Since the experience was built on Kaon’s powerful enterprise platform, anyone across the globe can visit the virtual briefing center -- no flight required. It is also accessible to every member of the HPE EBC team. With briefing centers opening again, the virtual center will be incorporated into the physical experience and is featured on the HPE website home page. In a short period of time, the…

Thermo Fisher Scientific Converts 50% of Inbound Leads Using 3D Product Tours to Convey Value

The Invitrogen Attune NxT Flow Cytometer represents one of the many products within the Thermo Fisher Scientific portfolio of products and solutions. With a wide variety of customers – from academic to food science – the challenge is to sell a complex instrument and software solution that is just a small part of the customer’s workflow. Due to the complexity of the product and the diversity of customer needs, the flow cytometry sales teams require extensive technical expertise and support. Conducting successful product demonstrations are key to the sales process involving technical sales specialists, field application scientists and field service engineers. This results in a sizable resource load – and impeccable communication requirements between the team members – to demonstrate…

Thousands Use Bently Nevada’s Interactive Application Weekly to Explore Solution Value

Bently Nevada’s sales reps were struggling to communicate the value of their plant-wide solutions to their customers – specifically, how their hardware and software could be used to optimize business operations. To help convey their value, Kaon Interactive created the Bently Nevada Plantwide Condition Monitoring application to empower sales and field marketing to have deeper, broader customer conversations everywhere their customers were (mobile, tablets, computers, web, touch screens). The application is designed to be used by customers to help them better understand relevant solutions for their industry challenges. Used by thousands of customers each week on the Bently Nevada website, the application clearly conveys how Bently Nevada’s solutions decrease downtime, enhance reliability and provide faster, more intelligent decisions.

Gavin Finn Interviewed on “Innovators with Jane King”

The Race To Differentiate the Customer Experience In a ‘4D’ Selling Model

Customers are constantly raising the bar for sellers. Nowhere is this pressure to adapt more acute than in business-to-business technology, equipment, and solutions markets. Over the last several years the B2B buying process has gotten longer. It involves more stakeholders. And happens almost entirely online. Most buyers under the age of 40 would prefer to discover, shop, and purchase without a sales rep involved at all if they could. Forbes Contributor Stephen Diorio writes that the emergence of “4D” selling systems – selling channels that are digitally enabled, displaced geographically, data-driven, and dynamic – as the primary mode of selling in the wake of the pandemic has only accelerated the pace of change. The move to “4D” selling has transformed the go-to-market…

How B2B Metaverse Can Transform Enterprise Sales & Marketing

Estimated Reading Time: 3 minutes The metaverse is here. Depending on where you (and your company) are on the technology adoption spectrum, it could be knocking on your door. Let's talk about the B2B metaverse. What is here – wherever you are on that spectrum – is a whole new world of possibility, opportunity, and imagination. We should NOT jump to the conclusion that the metaverse is only for gaming or only for consumer or social media use. And, we definitely should NOT confine this opportunity for enhanced collaboration and engagement to the limits of virtual reality. Marketers are creative and resourceful. Let’s think about how we can use this to our advantage to better reach increasingly disengaged and independent…

Kaon Interactive Launches the First Metaverse Collaboration Platform for B2B Sales: LiveShare

MAYNARD, MA, February 15, 2022 –  Kaon Interactive, the leading provider of interactive sales and marketing applications for B2B enterprise brands, has launched the first metaverse collaboration platform designed exclusively for B2B sales. LiveShare® changes the customer's role from observer to an active participant during virtual meetings by enabling real-time, multi-user collaboration within Kaon’s applications. The result is increased customer engagement, personalization, and knowledge transfer, resulting in better buying decisions, faster.  Stop presenting. Start collaborating. Tailored specifically for B2B sales engagements, LiveShare was designed around the philosophy that hybrid and virtual meetings must actively involve all participants, rather than rely on passive screen-sharing that results in low engagement and distraction. Unlike video conferencing solutions (Zoom, WebEx, Teams), which are used for screen-sharing…

LiveShare

Prevent disengagement and multi-tasking in virtual sales meetings. LiveShare® eliminates the biggest challenge in virtual and hybrid B2B sales engagements –- distracted and passive buyers who are tuned out while sellers are presenting to them. Tailored specifically for B2B sales engagements, LiveShare was designed around the philosophy that hybrid and virtual sales meetings must actively involve all participants, rather than rely on passive screen sharing which results in low engagement and distraction. What resulted from that is the first metaverse collaboration platform that meets the needs of enterprise sellers. LiveShare is a metaverse collaboration platform exclusively for B2B sellers. Accelerate buying and reveal more accurate customer needs through buyer self-discovery and learning. LiveShare gives buyers a tool they can use…

Enterprise Tech’s Sales Playbook Looks to the Metaverse in 2022

The entire tech industry, as well as the corporate world at large, has been buzzing about the metaverse for months. This enthusiasm comes as no surprise, as the metaverse is poised to revolutionize the way that the majority of industries connect with their target audiences. In a recent interview, Gavin Finn, the CEO of Kaon Interactive, provided valuable insight into how the metaverse will influence the B2B sector such as enterprise sales. As metaverse technology offers a new range of capabilities for virtual engagement with customers, Gavin shared how companies can become "metaverse ready" and take advantage of the opportunities that offers.

What does it mean to be “metaverse-ready” in the B2B realm?

Estimated Reading Time: 7 minutes For B2B companies, being metaverse-ready means building the capability to digitally engage with customers in a multi-person immersive environment -- that they may create or in that they may simply participate. Imagine 10 customers from their offices (or homes) all over the world to engage simultaneously in a digital workspace where they actively discover the value of your solutions in the context of their business needs. Essentially, companies can recreate their briefing centers and conference rooms for sales meetings in the metaverse, reaching and engaging with buyers like never before. Photo by julien Tromeur on Unsplash Framing the Metaverse for B2B While much of the initial hype about the metaverse has been about virtual reality…

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Gavin Finn on Metaverse Readiness in CEOWORLD Magazine

B2B Metaverse Insights for the C-Suite For B2B companies, being metaverse-ready means building the capability to digitally engage with customers in a multi-person immersive environment. Imagine getting ten customers from their offices (or homes) all over the world to engage simultaneously in a digital workspace where they participate actively to discover the value of your solutions in the context of their business and technical needs.  The metaverse can be much more than a marketing gimmick, or a consumer-only technology. It yields significant benefits for B2B sales – delivering memorable shared experiences that transform customer interactions from passive encounters to interactive knowledge-sharing collaborations. The Kaon High Velocity Marketing Platform with LiveShare® multi-user collaboration brings your stories into the metaverse for your prospects and…

Virtual Round Table | What global B2B sales and marketing leaders need today, tomorrow, and beyond for long-term success

How do you consistently communicate your differentiated value, everywhere your customers are? According to Forrester, 75% of personalized engagement strategies will not meet ROI goals in 2022. This struggle has manifested because of a variety of temporary “fixes” for each individual functional area, including sales, marketing, employee onboarding, and training. The global health, economic, and labor crisis has resulted in permanent changes in how we must digitally engage with our customers for long-term success. We know that most B2B companies claim their number one pain point is the "inability of their sales team to communicate their value story" (MHI Research Institute). So, how can we move beyond product features and functions into value-based storytelling? How can we engage customers with…

Jan 25, 2022