Enabling global sales to demonstrate complex solutions remotely

Konecranes is a global provider of container and industrial material handling solutions operating in complex industrial environments worldwide.

Its portfolio includes large-scale port and terminal systems, shipyard services and automated storage solutions. These are physically vast, technically intricate environments. Demonstrating their full value traditionally requires on-site visits or static presentations.

As global sales increasingly happen remotely, that creates a commercial limitation.

Konecranes wanted to showcase its extensive portfolio beyond more traditional presentations.

The sales teams needed a way to present :

• Entire terminal ecosystems, not isolated products
• Interconnected equipment in realistic operating environments
• Technical depth without overwhelming stakeholders

In short, Konecranes was looking for a solution to impress existing clients, attract new ones and support remote enterprise-level discussions.

Building on a long-standing collaboration, we leveraged Konecranes’ extensive CAD library to create a fully immersive and navigable digital environment: the “Dream Terminal”. Showcasing over 200 pieces of equipment within a large-scale port environment, it allows to:

• Visualise Konecranes’ entire ports offering and related services
  
• Enable rapid updates and modifications
• Supports applications across marketing, sales, training and digital twin scenarios

With such technology at hand, Konecranes’ sales teams can now show the impact of their equipments and solutions within interactive terminal environments, which can be customised to reflect prospective customers’ branding.

As expected, internal reception was particularly strong among sales teams. As noted by Konecranes’ Marketing Manager of Port Cranes, salespeople valued the ability to sell products in a more direct and personal way using the platform.

Commercially, the Dream Terminal created:

• A remote-ready and fully interactive enterprise sales environment.
• Faster comprehension of complex system-level solutions.
• A reusable, scalable asset supporting multiple markets and use cases.

Immediate marketing, sales and training value despite the initial investment.

The Dream Terminal illustrates the power of digital demonstration to navigate and explain the value of complex solutions.

It allows enterprise stakeholders to experience system-level value without travelling to a physical site, drastically accelerates understanding and reduces uncertainty early in the buying process.