Vmware Reimagines the Sales Toolkit & Brings the IoT to Life with Pixvana

VMware uses their custom-built interactive experience to stand out from the crowd and communicate the value of the Internet of Things (IoT) at events with thousands of potential prospects.

Download Case Study

OverviewA leading innovator in enterprise software, VMware partnered with Pixvana to completely rethink their existing sales tools for Internet of Things (IoT) product group.

AboutVMware is a multi-billion dollar technology company focused on streamlining the journey for organizations to become digital businesses that deliver better experiences to their customers and empower employees to do their best work.

ResultsThe final experience, which premiered at VMworld 2018, was an undeniable conference standout. Since then VMware has continued to bring it to similar conferences and events, and we are currently working on a new VR project together.

HeadquartersPalo Alto, California

IndustryTechnology

The Challenge

A leading innovator in enterprise software, VMware partnered with Pixvana to reimagine their sales enablement toolkit for their Internet of Things (IoT) product group. VMware’s IoT represents a new IT infrastructure which manages, monitors, and secures existing data produced by cloud-enabled sensors, equipment, and devices. The IoT synthesizes and displays this data for workplace managers, empowering them to make data-driven, effective solutions about workplace conditions and operations.

Due to the complex story and expansive applications of the product, Pixvana was asked to completely rethink VMware’s existing sales tools, which featured traditional media such as 2D video and PowerPoint. How could Pixvana use VR to tell the story of VMware’s IoT products, ultimately increasing client understanding? Additionally, how could VMware test this new experience and measure its effectiveness as a sales tool?

The Solution

Pixvana and VMware partnered to produce a pilot VR experience to showcase the power of IoT solutions and effectively demonstrate use cases. The project would be unveiled at VMworld, the annual conference where attendees from around the world gather to learn about VMware’s latest technologies and products. Their goals included increased prospect engagement, enhanced sales efficiency, and ultimately, quality leads delivered to the sales team. The powers of VR would hopefully cut through conference noise and create a unique and compelling experience to capture the interest of their target audience.

Inspired by the potential of using two cutting-edge technologies, IoT and VR, to take prospects on a captivating customer journey, VMware and Pixvana got to work on ideas and production. Because VR is uniquely suited for immersive experiences, the team chose to virtually position a customer inside a single use case of an IoT solution, from start to finish, instead of glossing over many hypothetical applications. Specifically, the Pixvana team produced a linear VR video that placed sales prospects inside a smart factory. This particular experience visualized specific points of data available inside the facility related to worker safety, including worker location, motion, and vital signs. The experience demonstrated how the IoT harnesses data from smart sensors and devices, empowering management to effectively measure, predict, and respond to conditions and events on the factory floor.

“The VR experience we produced for VMware represents the idea of ‘show don’t tell,’” said Aaron Rhodes, executive producer at Pixvana. “Rather than describing the potential benefits and applications theoretically, VR allows viewers to ‘live’ its benefits. Only in VR can someone suddenly find themselves on the factory floor watching specific applications and processes of the IoT unfold firsthand, one at a time. The experience is information-rich and visually engaging; it both captivates the viewer and tells the product story in a direct, easy-to-digest way.”

“The Internet of Things can be a challenging thing to communicate,” said Mimi Spier,VP of IoT at VMware. “We wanted to go beyond the usual brochures and PowerPoint. VR allowed us to bring potential customers into an actual product environment where they were guided through a real experience, and it was a great way to showcase the depth and breadth of our IoT solutions.”

“The Internet of Things can be a challenging thing to communicate,” said Mimi Spier, VP of IoT at VMware. “We wanted to go beyond the usual brochures and PowerPoint. VR allowed us to bring potential customers into an actual product environment where they were guided through a real experience, and it was a great way to showcase the depth and breadth of our IoT solutions.”

The Results

The final experience, which premiered at VMworld 2018, was an undeniable conference standout. The booth’s VR setup attracted passersby at a much higher rate than traditional media like posters and passive video. Once at the booth, prospects spent much less time waiting in line for the attention of the sales team, because the VR experience provided such an efficient, engaging, and accessible way to introduce newcomers to VMware’s IoT.

“Time and time again, people would audibly gasp as the virtual factory materialized around them,” said Pixvana Chief Operating Officer Rachel Lanham, who saw it in action. “It sparked people’s curiosity and sense of wonder and led to thoughtful questions and genuine conversation about how VMware’s IoT solution could impact the prospect’s own organization. That ‘wow’ moment, which VR has an unparalleled capacity to deliver, is invaluable for any sales team.”

After the exceptional response to the VR pilot at VMworld, the VMware IOT team decided to create a brand new experience that showcases the different use cases of their IoT solutions to prospective clients. The experience is currently being shown using a brand new feature of SPIN Studio called Guide Mode at Mobile World Congress 2019 in Barcelona (Feb. 25-28th), the worlds largest gathering for the mobile industry.

“VR has proven to be a powerful tool for delivering our marketing materials and distancing ourselves from competitors,” said Mimi Spier, VP of IoT. “Pixvana’s new Guide Mode feature has provided us with a whole new level of control, guidance, and insight into how a potential customer is consuming our material.” Overall, VR offers a number of benefits in a conference environment: it simplifies conference preparation, reduces booth setup time, cuts through conference noise to draw in customers, and enables engaging and information-dense product storytelling.

“We’re also excited to be using Pixvana’s SPIN Studio Guide Mode at MWC to better understand how our sales training material is being received and retained, and where we could improve the experience,” said Mimi Spier. “Even after the event, we’ll continue leveraging the powerful new technology, using it for employee training at our annual sales summit.”

"VR has proven to be a powerful tool for delivering our marketing materials and distancing ourselves from competitors," said Mimi Spier, VP of IoT. “Pixvana’s new Guide Mode feature has provided us with a whole new level of control, guidance, and insight into how a potential customer is consuming our material.”

Discover the benefits of
a VR partnership with Pixvana!

Contact Us