Case Study and Experience

VMware Reimagines the Sales Toolkit & Brings IoT to Life

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

IndustryTechnology

HeadquartersFlorence, Italy
(North American HQ: Seattle, WA)

Read Time5 min

Overview

Rethinking existing sales tools for IoT

A global leader in cloud infrastructure and digital workspace technology, VMware accelerates digital transformation for evolving IT environments. VMware partnered with Pixvana to completely rethink their existing sales tools for their Internet of Things (IoT) product group.

Vmware Convention Image Compilation

Results

Leveraging immersive technologies to engage prospects and employees

The prototype experience premiered at VMworld 2018 and was an undeniable conference standout. Since then, VMware and Pixvana have collaborated on additional content – further leveraging immersive technologies to bring prospects and employees deeper into the product story.

Vmware Background

The Challenge

VMware’s IoT represents a new IT infrastructure that manages, monitors, and secures existing data produced by cloud-enabled sensors, equipment, and devices. How could VMware’s IoT product team tell their story in a new way to accelerate client understanding? And how could VMware deploy this new experience and measure its effectiveness as a sales tool?

A leading innovator in enterprise software, VMware partnered with Pixvana to reimagine its sales enablement toolkit for its Internet of Things (IoT) product group. VMware’s IoT represents a new IT infrastructure that manages, monitors, and secures existing data produced by cloud-enabled sensors, equipment, and devices. VMware Pulse synthesizes and displays this data for workplace managers, empowering them to make data-driven, effective decisions 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 VMware’s IoT product team tell their story in a new way to accelerate client understanding? And how could VMware deploy this new experience and measure its effectiveness as a sales tool?

XR has proven to be a powerful tool for delivering our marketing story and distancing ourselves from competitors. Looking ahead, we’ll continue leveraging the powerful new technology, using it for employee training at our annual sales summit and more.

Mimi Spier
VP of IoT

The Result

A series of XR experiences that showcase the power of IoT solutios and its use cases

Wmware Convention

Pixvana and VMware have partnered to produce a series of XR experiences to showcase the power of IoT solutions and effectively demonstrate its use cases. Their goals included increased prospect engagement, enhanced sales efficiency, and ultimately, quality leads delivered to the sales team. Together, Pixvana and VMware leveraged the power of immersive environments to cut through conference noise and create a unique and compelling experience to capture the interest of their target audience, to use at big events and beyond.
Because XR is uniquely suited for immersive learning experiences, the experience o virtually positions viewers inside real IoT use cases, instead of glossing over many hypothetical applications. The experiences demonstrate how VMware Pulse harnesses data from smart sensors and devices—set in places like a smart city, a large retail environment, or on the factory floor—empowering management to effectively measure, predict, and respond to conditions and events.

“The experiences we produced for VMware represent the idea of ‘show don’t tell,’” said Aaron Rhodes, executive producer at Pixvana. “Rather than describing the potential benefits and applications theoretically, immersive environments allow viewers to ‘live’ the benefits. Only in XR 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. XR allows us to bring potential customers into an actual product environment where they are guided through a real experience. It’s a great way to showcase the depth and breadth of our IoT solutions.”


The Result

The IoT product team wow’d attendees at VMworld and Mobile World Congress in Barcelona

The suite of experiences have been used at major events like VMworld and the Mobile World Congress in Barcelona. The IoT product team can continually expand the numbers of use cases explored in VR without affecting booth size and investment The booth’s XR setup always attracts passersby at a much higher rate than traditional media like posters and passive video. Instead of waiting in lines, prospects put on a headset and find themselves in the middle of the immersive environment in no time, thanks to SPIN Play’s lightning-fast sharing capabilities.

“Time and time again, people would audibly gasp as they were dropped into the middle of a smart city, or a virtual factory materialized around them” said Pixvana Chief Operating Officer Rachel Lanham.

“It sparked people’s curiosity and sense of wonder and led to thoughtful questions and genuine conversation about how VMware Pulse could impact the prospect’s own organization. That ‘wow’ moment, which XR has an unparalleled capacity to deliver, is invaluable for any sales team.”

“XR has proven to be a powerful tool for delivering our marketing story and distancing ourselves from competitors,” said Mimi Spier, VP of IoT. “Looking ahead, we’ll continue leveraging the powerful new technology, using it for employee training at our annual sales summit and more.”

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