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Cisco Consistently Articulates Value Using 60+ 3D Products and Configurators with Interactive Solution Storytelling

For Cisco, getting their global sales team, VARs, and partners to consistently articulate the value of their extensive products, rack-mounted configurations and integrated partner configurations was near impossible. So we worked with Cisco to create 50+ 3D product models, 11 integrated solutions stories and 15 partner configurations deployed cross-platform on mobile devices, tablets, laptops, websites and touch screens at sales meetings, events and EBCs by over 1,000 users across the globe.

Sensus Shows Value of Network Infrastructure with Interactive Storytelling Visualization

Imagine how difficult it would be for your global sales team and trade show booth staff to demonstrate the value of a network infrastructure that nobody could see. That was the challenge Sensus faced, as they transported heavy products (weighing nearly 700lbs) to trade shows that added little or no value. Using real-word scenarios and 3D product tours, we worked with Sensus to immerse their prospects into a global overview of their complex network infrastructure, visually showing the full story of how a communications network utility works. Sensus’ sales and marketing teams now have an extremely powerful customer application that can show an intelligent endpoint on a house, in the ground or on a building and detail visually how data…

Waters Demonstrates and Sells without the Physical Product

Waters was looking to launch their newest ACQUITY QDA product at a trade show. But there was just one small problem; the product wasn’t ready. We generated an interactive 3D product (that looked and behaved just like the actual product would have) and demonstrated it on large touch screens. After the launch, Waters saw the immediate benefit of not bringing physical products to tradeshows and have since created 20+ 3D product models. They have saved hundreds of thousands in shipping costs and can now show numerous products and configurations that were previously not possible. 3D products once only available to their sales teams via a secure login, have recently gone live on their website, increasing their weekly user analytics by…

S&C Electric Deploys Interactive Storytelling to Communicate Complex Value and Bring Solutions to Life

One of today's top electrical industry challenges is the increased frequency of unscheduled outages caused by an aging infrastructure and weather that has become more extreme. Self-healing grids are essential for improving reliability and ensuring grid stability and S&C was challenged with a way to communicate the value of their complex solution. Kaon worked with S&C to develop a 3D interactive story that showed how their IntelliTeam® SG Automatic Restoration System can rapidly identify the location of a distribution fault, isolate it, and restore power to unaffected areas by rerouting the flow of electricity, thus restoring power to as many customers as possible and limiting the impact of the fault. These scenarios were recorded by actual smart switches, with their…

Ciena Reimagines Sales App for Channel Partners, Doubling Global Usage in 7 Months

“We needed something to show partners what the vertical landscape looks like,” said Ciena’s Global Director of the Managed Service Provider (MSP) Partner Program Kevin Baranowski, “to enable partners to tell the complete solution value story.” Ciena recently made the decision to evolve to a ‘solution selling’ methodology to help better address the needs of the main market verticals they sell into through their partner network. The new application needed to contain industry insights, collateral, training videos, multi-language support and a virtual drawing function. The solution had to visually capture partners’ and end-customers’ focus and attention. It had to enable channel partners to better connect with end-customers’ pain points in their industry vertical to accelerate the sales cycle and to…

Sensus Uses Virtual Product Demonstrations to Increase Trade Show Impact and Traffic 100%

Sensus was looking for an engaging way to showcase its technology at industry trade showsand provide interactive demonstrations, while decreasing the cost of its trade show expenditures. They needed a way to show how their products worked, while eliminating shipping costs and bringing less equipment to events. With three diverse utility audiences and product lines, Sensus was challenged with explaining and demonstrating key product features and technology at over 7 of its larger trade shows each year. To demonstrate the full breadth of its offerings, Sensus would regularly take between 10-15 physical products to its trade shows, from multiple utility divisions. Most of the products being shipped to shows were static and could not be demonstrated live, such as natural…

Legrand Accelerates Direct and Partner Sales Using Virtual 3D Product Demos

With a product suite spanning from connectivity components to 1,000lb server racks, Legrand needed a practical way to showcase all of their products simultaneously. Utilizing ‘miniature racks’ and ‘suitcase demos’, sales representatives and channel partners would use a briefcase of product demonstration materials that cost Legrand thousands of dollars to assemble and provide. Prior to each meeting, a sales rep would have to have the right suitcase of samples, materials and presentation to meet a prospect’s interest, but obstacles often arose when a prospect wanted to discuss an offering not included in the particular demonstration Sales had brought. This significantly hampered cross-sell opportunities, as sales teams could only present the products physically available on-site, and many of Legrand’s larger products…

Nimble Storage Amps Lead Generation to Create Dozens of Opportunities in 3 Months

“At trade shows, people like to explore technologies before talking to a sales rep,” said Fred Love, Marketing Director at Nimble. “That’s why the interactive 3D product models and immersive 3D storytelling was a great fit for us. Customers can interact, drive, and own the conversation and not feel like they’re being sold to.” Although they would reuse the trade show equipment, Nimble was spending up to $100,000 in hardware expenses to populate physical racks with both their hardware and partners’ equipment (switches/networking gear), $5,000 in shipping/drayage costs per show, as well as additional fees for a dedicated technical expert at each event to keep everything running smoothly The Solution After seeing their partner Cisco Systems at VMworld utilizing virtual…

Juniper Drives Down Demonstration Costs from $100 to $2.33 Per Minute

First, they needed a better way to demonstrate products at shows and avoid expensive product shipping costs. Juniper attends multiple trade shows per year around the globe and the cost of shipping products, paired with expensive travel for product specialists, power/AC for the hardware, and other personnel to assemble bulky products of racks and gear, posed a challenge for Juniper. Despite spending a significant amount of money getting physical products into their booths, Juniper wasn’t showing as many of their hot new solutions asthey wanted to at events. Video was integrated alongside the physical products, but they found it too scripted to really captivate prospects, especially in a landscape whereevery exhibitor is competing for attendees’ attention. Second, the company wanted…

Schneider Electric Accelerates Opportunities with Global Virtual 3D Product Catalog

The Solution Schneider Electric recognized the growing need for their customers to have an intimate one-on-one experience with their Solutions, Products and Services without having to physically go somewhere to get it. As a solution, Mark repurposed the interactive 3D product demonstrations already used by Schneider on large Kaon v-OSK® touch screen appliances at trade shows to put their story and virtual 3D products (which look and behave exactly like the actual products) onto laptops, iPads and mobile devices. This put an interactive portfolio into the hands of their sales representatives and channel partners, ensuring all customers have the ability to interact with their offer. Developed by Kaon Interactive, the 'Schneider Electric 3D Interactive Product Models' for the data center…

Malvern Turns Lost Sales Into $150,000 in Annual Savings

With a fast-growing portfolio of products, Malvern was challenged with finding new, consistent and interesting ways of making the market aware that the company had a much larger portfolio of products. Beyond just awareness, the company also needed to develop tools to sell these newer products to their existing customer base. While the sales venues and channels remained the same, the ability to show the expanded line of products at meetings and within their exhibit space became an ever-increasing challenge. On average, Malvern brought two products to a show due to space limitations. However, when it came time to introduce the Spraytec™, a particle-sized distribution analyzer for nasal sprays and aerosols, the launch posed a challenge for the company. Further,…

Fujitsu Generates $25 Million in Online Sales Opportunities by Reusing Trade Show Virtual Product Demos

Fujitsu’s significant outbound marketing efforts include exhibition in nearly a dozen major trade shows and up to 75 regional events per year. For inventory control purposes, products for demonstration must be ‘rented’ from the company’s inventory department for use. While the cost represents only a fraction of the value of the product, based on the time it is out of stock, these expenses still total hundreds of thousands of dollars annually. To illustrate how significant product costs can be, take for example a 10X10 booth. In a smaller space, one rack of equipment would likely be required. A single rack, which weighs approximately 700 pounds, holds two to three shelves which support 20 to 25 cards. The total “street” value…

BD Increases Medical Device Global Reach and Eliminates Product Shipping Costs to Save $168k in 2 Years

The Solution Núñez turned to Kaon Interactive to create an interactive photo-realistic 3D Product Model to be used at trade shows that would not only help reduce marketing costs, but also better communicate the complexity of BD’s products, even if the real product was present. Kaon’s 3D Product Model (which looks and behaves exactly like the actual product) allows customers to view the BD Viper System from every angle, exploring options and features (open drawers, show process, etc.), controlling their own, customized experiences based on personal preferences. This engaging 3D virtual product experience was showcased on the Kaon v-OSK® HD touch-screen appliances, sales laptops and iPads®, making the virtual product demonstrations accessible anywhere, anytime, including at sales meetings, numerous regional…