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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…
Thermo Fisher corporate wanted to focus on product and service offerings within several key vertical markets, and biobanking was one of them. In addition to storage and freezer products, within biobanking there are workflows of collection, preparation, analysis, transport and storage. Kaon helped Thermo Fisher developed a virtual biobank that customers could visualize. On both their website and mobile devices, users could explore several workflows, product lines, collateral and industry facts that inspired them to learn more. And at small biobanking events, like ISBER in Berlin, where it was impossible for Thermo to bring big cryotank equipment, having the application on a touch screen within a 10x10 booth not only got customers engaged, but it was one of the most…
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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.
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 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…
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…
“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…