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Understanding the Need According to Gartner, there are an average of 6.8 people involved in each B2B purchase decision—an increase from 5.4 in its previous research. In this case—in addition to the actual decision-makers—there are hidden purchasing “influencers” (medical director, CFO, COO, lab director) whose interests and goals may be less than transparent. This increases the complexity of the buyers’ journey when designing a laboratory. For this diagnostic company, having multiple individuals collaboratively justify a capital investment of more than $900K for new laboratory equipment services and annual supplies required multi-level buy-in. Within this industry, products must be considered as part of a “network purchase,” with multiple hospitals, influencers and many decision makers all involved in the buying process. There…
Micron, a provider of OEM memory solutions, needed an interactive application to change the conversations their sales reps were having, focusing them on value-based discussions instead of price and showing how their hidden technology makes everyday life possible. Kaon Interactive developed “The Storage Revolution” application that sets the stage of what is changing in the storage industry and why Micron’s solutions are so important. The three-tier layout, focusing on “drive change, deliver value, and make it possible,” allows them to tell their story and extrapolate the conversation with other parts of the business to talk in a broader way about a commoditized product. The application is used on touch screens at trade shows to start conversations and generate leads, on iPads by…
After walking multiple tradeshow floors, the Lumen team started to ask themselves several poignant questions: “What’s our thing? How can we create a lasting booth impression that tells our story in a way that people want to engage with? How can we move from an analog booth presence to a digital one? Could we do virtual reality (VR)? Is VR compelling enough for us? Will VR help us pull people out of the aisles and into our booth to learn more about us?” With the recent acquisition of Level 3 Communications, Lumen was looking for a way to tell their combined company’s value proposition in an impactful way to attendees. This significant digital booth experience was not integrated into booths…
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