Step 1: Decide and prepare
Pick one mechanic and a single buyer path (persona → pain → proof). Secure CAD/IP clearance and building safety. Confirm CRM/CPQ/PIM wiring and show‑control equipment plan. Publish plain‑language privacy and accessibility notices.
Lock scope with the Navigator
CPQ rule pack and price sources
Consent copy, captions and AD
Step 2: Configure and train
Integrate CRM for leads/opportunities and CPQ for quotes; map required discovery fields. Set presenter view, timed cues and remote co‑view. MDM‑lock centre devices; segment networks. Train hosts and SEs on scripts and incident logging.
Step 3: Run the pilot
Step 4: Test, Record, Improve In Live Service
Plan my CEC pilot
CEC Playbook
Frequently Asked Questions
How do we protect IP and sensitive CAD during demos?
Use masked/obfuscated internals, watermark confidential views, enforce role-based access and disable downloads. NDA splash on kiosks and presenter view.
How do we prevent CPQ/app drift from breaking demos?
Nightly CPQ sync with rule tests; content change log and approvals; pre-flight checks before every session.
Can remote tours deliver the same impact?
Yes — use co-view with shared pointers, save/share builds and meeting IDs. Count remote sessions in the sample and attribution.
Will this overburden hosts or IT?
No — presenter view, timed cues and ops run-sheets keep the show tight. MDM, segmentation and monitoring keep IT comfortable.
How do we measure pipeline impact credibly?
Tag all CEC-touched opportunities, use CRM campaigns and meeting IDs, then compare against matched non-CEC cohorts.
What to track from day one
Props: session_id, account_id, oppty_id, persona, attendee_count, host_id, bay_id, scene_id, product_id, option_ids[], cpq_rule_hit[], timestamp.
Events: checkin_complete, persona_select, theatre_start, scene_switch, spec_sheet_open, sandbox_config_start, objection_tag, constraint_flag, ar_place, build_save, quote_request, meeting_booked, cpq_quote_generated, pilot_brief_created, share, feedback_submit, crash.
Destinations: realtime ops; CRM/CPQ; warehouse for funnel velocity and influenced revenue. Privacy: consented capture; no face analytics; retention limits.
Tech stack and integration (enterprise‑grade)
Front‑end: Web 3D/AR, kiosk/tablet presenter view, show‑control (projection/LED/lighting), optional VR; remote co‑view.
Assets: CAD→DCC pipeline with LODs/PBR; parametric options; compliance overlays.
Back‑end: **CRM**, **CPQ**, **PIM/PLM**, **Calendar/Meetings**, **CDP/Analytics**, **CMS**.
Ops/IT: SSO, MDM, network segmentation, content versioning/rollback, audit logs.
Security/IP: obfuscate internals, watermarks, role‑based partner access.
Example MVP
One theatre opener (≤5 min), three story bays, one interactive sandbox, one AR true‑scale fit‑check and one ROI slide. Accessibility: captions/subtitles, high‑contrast UI, seated VR option and quiet‑mode. Non‑AR 3D fallback with identical CTAs.
Guided Story Bays
Persona‑led narratives with objection modules.
Large‑Format Theatre
3–6 min opener with show‑control and partner moments.
AR True‑Scale Fit‑Check
Place equipment/layout with clearance and utilities overlays.
Interactive Sandboxes
Configure options, run simulations, export specs (SE‑assisted).
Remote Virtual Tour
Browser‑based co‑view with shared pointer; save/share builds.
Executive Briefing Toolkit
Agenda builder, run‑of‑show, and pre‑read packets.
What you get: consistent demos, cleaner discovery, quotes that close
Persona‑led story bays align value to pains; theatre sets the narrative; AR fit‑checks prove feasibility; sandboxes capture requirements; CPQ produces accurate quotes. Hosts stay in control with presenter view and timed cues. Sales sees every interaction in CRM.
Fewer ad‑hoc demos, more signal
Discovery data captured once, used everywhere
Quotes and pilot briefs generated on the spot
Lift MQL→SQL by +10–25pp
Cut time‑in‑stage by −20–35%
Raise win rate +3–6pp and AOV +5–12%
KPIs and targets
MQL→SQL **+10–25pp** (CEC‑touched accounts). Stage velocity **−20–35%** in Discovery/Validation/Proposal. Win rate **+3–6pp** vs non‑CEC opps. AOV **+5–12%** on configured quotes. Discovery completeness **≥90%**. Ops quality: crash‑free **≥98%**; time‑to‑first render **<10s**.
ROI snapshot
Tag CEC‑touched opps in CRM
Include site‑survey/pilot value
Sensitivity table for execs
Pilot Design Example
Safety, Privacy & Accessibility in Experience Centres
Immersive activations in corporate and customer experience centres must respect client confidentiality, data privacy, and accessibility. No personal identifiers without explicit opt-in. Projection mapping, LED walls, and VR pods must comply with building codes, fire safety, and crowd management rules. Client data capture should be transparent and CRM-integrated. Accessibility defaults: captions, high-contrast visuals, strobe-safe content, and seated or mobility-friendly layouts.
Risks and mitigations
**Asset realism/performance** — CAD→DCC QA, LODs, baked lighting, device matrix.
**Pricing/config drift** — nightly CPQ sync, rule tests, change log.
**Host variability** — guided scripts, presenter view, timed cues, recorded opener.
**Attribution ambiguity** — campaign + meeting IDs; tag all CEC‑touched opps.
**Security/IP exposure** — role‑based views, watermark, disable downloads, NDA kiosk splash.