How do you present complex B2B products?
For many businesses, the challenge isn't developing great products. The challenge is presenting them in a way that makes customers quickly understand the value.
This applies particularly to businesses within industry, energy, offshore, maritime and technology, where products and solutions are often large, technically advanced or consist of many components and functions.
An offshore facility cannot be moved into a trade show booth. A production line cannot be brought to a customer meeting. And even smaller products can be challenging to demonstrate if the most important value lies in the processes, technology or interaction between different components.
The more complex the product, the more important the way it is presented becomes.
Adrian Lervåg Skår
“A good product presentation is not about showing the most information possible. It is about creating understanding.”
Why is it difficult to present complex products?
Many complex B2B products are designed to solve advanced challenges. At the same time, their complexity can make them difficult to demonstrate.
Documentation, videos and presentations are stored in different folders in Onedrive. When the customer asks questions, information must be retrieved from several different sources.
The consequence is often that meetings are spent explaining how the product works, rather than discussing how it creates value for the customer.
Through projects with players in the energy, offshore, maritime sector and industry, NPG Interactive It is often said that product understanding is the biggest hurdle in the sales process.
How do you make complex products easier to understand?
Customers expect quick access to relevant information.
At the same time, products are becoming increasingly advanced. More functions, more components and more complex technology make it challenging to explain what actually sets the solution apart from the alternatives on the market.
For businesses that sell technical products, this isn't primarily about technology. It's about communication.
Research in visual communication shows that people perceive and understand complex relationships more quickly when information is presented visually and structured.
This is an important reason why more and more businesses are looking at product presentation as a strategic part of their sales efforts, not just as a presentation tool.
From information to understanding
Traditional presentations often provide the customer with a lot of information. The best product presentations provide understanding. When the customer can explore a product, see how it is built, understand the relationship between components, and access relevant information in the same solution, the need for long explanations is reduced.
This makes the dialogue more valuable and provides a better basis for decisions.
For many businesses, this is about shifting the focus from telling about the product to showing how the product works and what value it creates.
Within B2B, this is particularly important because decision-making processes often involve multiple people with different responsibilities, needs, and assessment criteria.
A competitive advantage that is often underestimated
For many customers, presentation is the foundation for how a product is perceived. The easier it is to understand a solution, the easier it is to see the value it creates.
Therefore, the ability to demonstrate, visualize and explain complex products is becoming increasingly important in the competition for new customers and projects.
How to present complex products in a simpler way?
For products that are large, technical, or difficult to physically demonstrate, visualization is often the most effective way to create understanding.
When 3D models, video, documentation, and product information are gathered in one place, it becomes easier for customers to explore the solution and find answers to questions as they arise.
That's precisely why NPG Interactive has developed Interact. The solution is designed for businesses that need an easier way to present complex products.
By bringing together product information, visualizations, and documentation into one interactive product presentation, it becomes easier to explain products that would otherwise be challenging to demonstrate.
For products that are too large to bring to a trade show, are located offshore, or consist of complex technical relationships, this can be the difference between a presentation that informs and a presentation that creates understanding.
Want to see how it works?
If you want to see how this works in practice, you can read more about Interact and how the solution is used.
npg@npg.no | +47 23 23 41 00
