Top 3 Things That Matter to Clients - Finding Our USP for VR / AR / 360 Production

We've been fortunate to work alongside some great brands over the last two years. Like any early-stage business, it's important to stop sometimes and reflect on what you're doing well and critically, on what you're doing badly.

We can't help but develop our own ideas about what people think about us but this week, I contacted some of our past clients to try and figure out what mattered to them - why they ultimately chose us as their supplier. Knowing your existing client-base and your comparative strengths can give you a great advantage when competing for future business!

1. "Creativity First, Technology Second"

Rarely has someone come to us with a fully-developed idea ready to be produced, typically we need to work with them to develop their initial concept.

In doing so, we always start by fully understanding their commercial goals and work backwards from those. If we fully understand the piece of content's intended effect, we can often come up with a more cost-efficient solution than originally imagined.

The technology we choose should fit the idea, the idea shouldn't fit around the technology.

2. "You Spoke Like a Human"

We're working in an industry that's full of hype, buzzwords, acronyms and jargon (we're a "drone", "blockchain" and "AI" short of tech bingo!). As we get deeper in to what we do, it's also easy to forget that the average person has still no experience with VR or AR.

This is especially important to remember when dealing with new clients. Nobody likes feeling ignorant, uninformed or on the other side, condescended to. We do our best to avoid making clients feel like this by focusing on the end-user's experience in visual terms. Explain it to them as you would your grandparents, non-condescending but non-technical!

People want the end product to work and to achieve their goals, people rarely care about how you got there!

3. One Supplier, Lots of Services

These mediums are still in the early days and people haven't had a chance yet to become familiar with how things are done. For example, terms like VR and 360 are often still used interchangeably (360=passive environment, VR=interactive environment) and clients often say one but mean the other. People have AR/VR/MR/360 all in one bucket in their heads.

Given this, it's important to develop the skillsets needed to produce a wide-range of experiences and related skills (like 3D modelling) so that you can always deliver what the client truly intended. Furthermore, it also that it gives you the flexibility to keep you technology-agnostic ie. the idea can always come first, and the technology to deliver it can come second.

For larger organisations that have complicated procurement procedures, having one supplier that can provide a range of services can also be a bonus rather than potentially setting up a number of different companies as suppliers.



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