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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

Kaon Celebrates 25 Years as B2B Digital Customer Engagement Leader

A New Paradigm of B2B Hybrid Selling BOSTON – December 13, 2021 – Kaon Interactive, the leading provider of interactive digital B2B sales and marketing applications, has marked its 25th anniversary. The Kaon platform deploys interactive omnichannel applications that foster active learning and gameful design for complex storytelling. Fortune 1000 global enterprise leaders in life science, industrial automation, and information technology depend on this solution to engage their customers at every touch-point. The quarter-century anniversary comes as Kaon’s team has grown 70% in size over the past two years, including a European expansion, in response to increased global enterprise demand for digital-first transformative sales and marketing tools. The Evolution of Kaon Co-founded by Joshua Smith, Steve Levy, and Al Stevens…

NetApp Uses Digital Storytelling to Bring Hardware to Prospects and Increase Web Sessions by 78%

NetApp Cisco Alliance Director Jennifer Edgell envisioned an interactive application for NetApp: a digital enablement tool in which they could tell a uniform solution story, showcase their FlexPod product catalog, and feature the Cisco product catalog as well. The objective was to hone into a customer-centric, solution-based message that gave sellers a story to tell at any point of the sales cycle. Leveraging former FlexPod CTO Lee Howard’s messaging vision, the FlexPod Digital Transformation story was born. The pandemic slowdown sparked the creativity of the NetApp FlexPod solution team and gave them the space to focus on the best way to present this product to customers, said Jennifer Edgell, Cisco Alliance Director at NetApp. “We wanted to up-level the conversation,…

Natus Sells a Large Number of New Products Using Only Virtual Sales Tools

An Omnichannel Approach with One Interactive Solution Natus was looking for a more engaging way to educate its customers on the value of its soon-to-be-launched RetCam Envision ophthalmic imaging system. This goal became even more imperative with medical conferences going virtual and in-person customer access restricted.  For Natus, the key differentiator of the Kaon platform was the ability to develop a compelling customer engagement application and deploy it to any device and the web, enabling a truly omnichannel approach with one interactive solution.  Natus was able to tell the right story, to the right prospect, at the right time. The interactive solution guides users through a series of non-linear steps from the unique challenges of Natus’ key personas (ophthalmologists, clinicians,…

Ortho Clinical Diagnostics Equips Sales with Virtual Lab Design Tool

Visualizing Lab Equipment Configurations The Ortho Clinical Diagnostics ValuMetryix® team needed a more powerful, user-friendly laboratory design tool to rapidly model and visualize optimized lab equipment configurations for more effective turn-around time, staffing models, and labor optimization.  They chose Kaon’s Laboratory Design Tool (LDT) because it seamlessly integrated with their existing solutions for workflows, virtual exhibits, briefing centers, and remote customer demonstrations while also fulfilling their initial goals. The Kaon LDT allows Ortho Clinical Diagnostics to import a customer’s laboratory floor plan, model their existing space, and rapidly enhance that configuration with potential new solutions.  The tool's ability to move instantly from 2D to immersive 3D (including to-scale augmented reality and walk-around virtual reality) enables sales representatives to easily demonstrate…

AeroVironment Expands Reach with Virtual Showroom

Digital Sales and Marketing Tools With all of their in-person trade shows canceled and without the right digital tools to communicate their value story in a meaningful way, AeroVironment worked with Kaon to develop a web-enabled virtual showroom that provides a multi-layered solution and product story.  The AeroVironment Virtual Showroom gives users an immersive 3D journey through the world of AeroVironment on any device anywhere in the world. Designed for both sales-led and self-guided exploration, the application reveals areas of content that are most relevant to each individual: AeroVironment’s 50 years of innovation, its expansive product portfolio, or unique initiatives such as the development of the Mars helicopter, Ingenuity. Visitors to the Virtual Showroom can also explore 3D product demonstrations,…

Analog Devices Realizes Ongoing ROI from a Virtual Event Experience

An Agile, Platform-Based Solution Analog Devices produces thousands of integrated components in multiple geographies, and they faced the challenge of showing their products in a valuable, uncomplicated way that would fit into their customer’s builds. They aimed to transform from product sellers to solution storytellers and expert partners. When CES 2020 went virtual, it was the impetus Analog Devices needed to tell their new story in an active and meaningful way without using passive collateral like videos or infographics.  Together with Kaon, Analog Devices built a virtual environment that is easily understandable for prospects across key verticals (healthcare, consumer products, smart industry, autonomy, infotainment, automotive). The resulting experience allows for product exploration in real-world environments to help prospects recognize solution…