1. AR & VR: Turning Briefing Centers on Their Heads
Gavin Finn
Kaon Interactive, Inc.

2. Session Description
3D AR & VR offer the opportunity to dramatically increase the significance of customer briefing through immersive experiences that result in a better understanding of the company’s competitive differentiated value. In this session, attendees will experience business relevant 3D AR & VR applications developed for enterprise companies (such as Dell EMC, GE and Ciena) and walk through real business use cases that helped briefing centers move the needle towards closed business. 

3. Session Outcome
1.) Identify Authentic AR/VR Briefing Center ‘Business’ Use Cases
2.) Experience and Understand the Elements of AR/VR Application That Create More Emotional Customer Selling Experiences
3.)  Learn How to Choose the Right Devices & Hardware for Your Center
4.) AR/VR Pitfalls to Avoid

4. Briefing Expectations
Briefing Managers are expected to show the value of their briefings by providing an all-encompassing brand experience within the briefing center, while creating an understanding of a company’s products and their benefits, leading to highly strategic business conversations, that greatly assist sales teams in accelerating, expanding, or closing sales opportunities.

5. Successful EBC Environments
Intimate: Visitors feel like valued guests
Personalized: Prospects can see offerings in the ways that impact them directly
Experiential: The entire visit is an experience, prospects interact and therefore have higher knowledge retention
ROI Producers: Result in booked business, solidified relationships and quality time with prospects

6. Using the Right Technology for Briefing Success
Create buyers’ experiences that are engaging and relevant while delivering accurate and consistent product and solutions messaging and information.

7. Converged Infrastructure 3D VR
Realistic Customer Environments
Immersive Product Experiences
Immersive Physical and Data Flows

8. Ottawa R&D Center Tour 3D VR
Realistic Customer Environments
Immersive Product Experiences
Immersive Physical and Data Flows

9. How Your Buyers Learn

10. 3 Elements of Engagement

11. The human brain processes images 60x faster than text!
Reading Text: Imagine the scene for yourself
Seeing Images: You can view the scene but you are separate
Watching Videos: You can see and hear but you are separate
Immersion You are active in the scene and feel part of the world

12. PanaFlow Ultrasonic Flow Meter 3D AR

16. Integrated IT Solutions 3D AR Scenes

17. Engagement Models
Personalization
High
Low
Interaction
High
Low

18. Choosing the Right Devices & Hardware - AR

19. Choosing the Right Devices & Hardware – VR

20. Where the Technology is Going?
Specialized
Mainstream
Single-Purpose
Applications
Platform

21. Pitfalls to Avoid Distinct AR or VR Experiences
Unconnected to other digital solutions
Lacking Relevant B2B Content
Focus on the emotional & sensory but not the intellectual experience
No more than a demonstration

22. Is VR or AR for the “Cool Factor” enough?
The most important factors in success of the experience are whether the participant learned something useful and if they are likely to remember.

23. AR & VR in Briefing Facilitate the Following Outcomes…
Intimate: Visitors feel like valued guests
Personalized: Prospects can see offerings in the ways that impact them directly
Experiential: The entire visit is an experience, prospects interact and therefore have higher knowledge retention
ROI Producers: Result in booked business, solidified relationships and quality time with prospects

24. The most important factors in success of the experience are whether the participant learned something useful and if they are likely to remember.

25. AR & VR: Turning Briefing Centers on Their Heads
Question & Answer
AR & VR: Turning Briefing Centers on Their Heads
Experience it yourself:
Gavin A. Finn
Kaon Interactive E: