virtual reality for sales and marketing
TRANSCRIPT
Selling Better with Virtual RealityThe Complete Guide to Incredible Product Demos
Product demos at trade shows have limitations
Logistical Limitations
• Transporting Heavy Equipment
• Displaying your full product range
• Showing your product in operation in its
native environment
Marketing Limitations
• Standing out from other exhibitors
• Generating ‘virality’ to drive sustained traffic
• Convincing prospects that your product is
unique on the floor
Did you know?
Average drayage rates have increased 488% from 1982 to 2010.
Source: CEIR
Overcome limitations with Virtual Reality
Case StudiesHow VR Transformed Equipment Manufacturers
Key Technology was facing challenges in demoing its new product line
Challenge:
Demoing multiple models of a physically large product
that's difficult to transport and set up on an exhibit floor.
Solution:
A VR demo was created for Key's new sorting product for
use in its booth at Pack Expo 2015 in Las Vegas.
Key Technology, Inc. is a leader in the design and manufacture of equipment for the food processing industry
1
VR proved very effective for Key Technology
Increase in leads generated
at Pack Expo 201525%
Source: Advertising Age - How to Launch a Product with a Teaser Campaign and VR Demo
Doosan Infracore wanted to stand out at BAUMA
Challenge:
Bauma 2016 was held over a 605,000 m³ area. Over 3,000
businesses from about 50 countries participated in the trade fair,
attracting more than 530,000 visitors from all over the world.
Standing out from the crowd was the biggest challenge for DI.
Solution:
Doosan offered visitors the operational experience of its products
through 360-degree Virtual Reality.
Doosan Infracore (DI), a construction equipment manufacturer participated in Bauma 2016, the world's leading heavy equipment trade fair
2
Doosan booth attracted many partners and customers
Source: News dated April 12, 2016 – www.doosaninfracore.com
• Visitors gained knowledge about DI heavy equipment, such as excavators, wheel
loaders and ADTs
• DI successfully launched the DX57W-5, a 5-ton wheel excavator, whose fuel
mileage has been improved by up to 15% compared to traditional excavator models
of the same class
“We have proved our outstanding product quality and technological prowess to customers from all around the
world through an exhibition tailored to the characteristics of the Doosan and Bobcat equipment and demo shows
of those equipment in action.” - An Official of DI
4 reasons why VR product demos are better
Did you know?
81% of tradeshow attendees have buying authority.
Source: CEIR
Immersive Interactive Memorable
Prospects see the
entire
product in front of
them.
Prospects control
the demo by
interacting with the
product.
Prospects receive
an ‘experience’ -
not a cookie-cutter
pitch.
Get insights to align
marketing efforts.
Close deals like
never before.
Measurable
Getting StartedConverting 3D Models to VR Experiences
Before: 3D Models
The old way: Show prospects an AutoCAD or
Solidworks
3D model on a screen.
• A decent factual representation of your product
• Not particularly innovative in terms of product
experience for your prospect
• Likely won't move the needle in closing the sale
Now: VR Product Demos
Your 3D models are converted into immersive and
interactive Virtual Reality product experiences on the
platforms of your choice.
3 Major VR Platforms
Headset Device Software
Google Cardboard Smartphone Cardboard SDK* + Unity
3D**
Samsung Gear VR Smartphone Samsung SDK + Unity 3D
Oculus Rift PC/Laptop Oculus SDK + Unity 3D
* Software Development Kit
** Cross-platform engine for 3D experiences
EchelonVR™ Engine by
rapidBizApps
3D Model Virtual Reality Demo
Google Cardboard
Samsung Gear VR
Oculus Rift
3D Model VR Demo
Set up your first VR Demo
Explore Mining Equipment in VR
Download our FREE app
DetermineProduct demo objectives
DecideRight VR hardware
DevelopBest VR experience
