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Baxter Healthcare Corporation, a leading supplier of hemodialysis equipment and consumables, wanted to improve its method of qualifying potential buyers. The company had just introduced its new hemodialysis instrument - the Accura - and knew that sending it directly to customer facilities would be a costly proposition. As a result, Baxter wanted to ensure that buyers were sincere about the purchase, prior to scheduling an actual demonstration.
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To create the interactive tool they were seeking, Baxter turned to InSight Media for assistance. InSight learned of Baxter's demonstration needs from the global marketing team, then created a two-part interactive CD-ROM. Part one discussed the unit's overall benefits while part two gave a demonstration of system set-up and use. Capitalizing on the 3-D model and animation segments that InSight had created for Baxter's online training program, potential buyers could view the instrument from all angles and witness its real-time functionality. For maximum presentation flexibility, the CD-ROM could be set to run automatically or allow the user to pick and choose topics. The voice over narration used to present the content could also be disabled if Baxter sales representatives wanted to lead the discussion.
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