Customer Stories: Kiva Systems

Using Video to Fast Track Warehouse Robotics Sales

Kiva's approach to warehouse distribution and order fulfillment uses hundreds of mobile robots that bring inventory pods directly to workers, allowing fast access to all inventory items. Elimination of operator walking and waiting enables worker productivity that is two-to-four times higher than with other automated systems.

But to understand Kiva is to see it in action. And robot action lends itself perfectly to video. So Kiva turned to Wistia's hosted video sharing service as a sales tool to show prospects exactly how customers like Staples and Zappos use Kiva to accelerate order fulfillment. Pictures speak louder than words, and Kiva's application of Wistia was made to order, saving the time and money previously required to make hundreds of unique DVDs and mail them to prospects. With Wistia, each Kiva sales rep chooses pertinent videos from a library and sends the prospect a link to them. Wistia's video analytics let the Kiva sales team track key data on who was watching their promotional footage. Compare that kind of proactive metrics gathering with dead brochureware.

"Seeing is believing," said Mitch Rosenberg, VP of Marketing for the Woburn, Mass-based company. "With Wistia, our salespeople can determine both the level of interest and the areas of interest for each prospect based on their video watching pattern. The convenient video analytics are a huge help in qualifying prospects and tailoring our value proposition to their individual needs. And increased use of video shortens the sales cycle, as well."

Want to learn more about how Kiva uses video in their sales process?
Check out this article in Target Marketing Magazine.