Case Study: a Fortune 500 medical diagnostics company accelerates mid-funnel sales with Kaon Interactive VR lab design

A Fortune 500 Medical Diagnostics Company shortens its 18-to-36-month sales cycle with Kaon Interactive

A Fortune 500 medical diagnostics company faced the challenge of accelerating its lengthy 18-to-36-month sales cycle for high-value laboratory equipment. The complexity of the multi-stakeholder buying process, involving numerous hidden influencers and decision-makers, made it difficult to achieve consensus and justify the capital investment. To address this, the company worked with vendor Kaon Interactive to implement a virtual reality lab configurator.

Kaon Interactive's VR solution allowed mid-funnel sales prospects to design and then virtually walk through their customized "laboratory of the future" in real-time. This immersive experience compressed the lengthy lab planning process into minutes, helping clients visualize equipment fit and operation, which overcame key concerns about cost and space. The results included twice the number of customer conversations, greater prospect buy-in, and a longer duration of engagement per meeting. Consequently, the diagnostic company institutionalized Kaon's VR experience as a standard and differentiating part of its sales process.