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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…
Interview with Joshua Smith, CTO and Founder, Kaon Interactive Tell us about how dramatically your role evolved in 2018 with marketing and sales technologies. At Kaon, 2018 was all about efficiency and process. We are experiencing huge growth in our top line, as the combination of our own sales effectiveness, and industry awareness of our company, in general, has led to a dramatic increase in the breadth and depth of our customer engagements. The challenge for us, as a software company, is to have as much of that top-line growth reach the bottom line as possible. For us, that meant transitioning the last of our internal data center operations to the cloud and having a renewed focus on improving our internal tools…
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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.