Give buyers the answer while the opportunity is still moving.
A customer is interested. Then come the questions: can this finish be used in the project, which materials are included, is the specification current, can you provide the documentation? Sales sends them internally, and the buyer waits. Keystone helps make product knowledge available when the commercial conversation needs it.
Your customer is buying across several touchpoints
McKinsey’s 2026 B2B Pulse research reports that buyers use an average of ten channels across their purchasing journey. A showroom discussion, dealer response, website and proposal therefore need to tell a consistent product story.
Source: McKinsey: the economics of B2B growth
The practical implication: your salesperson should not have to discover which version of the product information the buyer has already seen.
Build a useful answer from the shared record
Connect the product’s specification, material information and supporting documents. Use reviewed information to prepare the response that matters to the opportunity:
- A specification pack for an architect.
- A product-data submission for a retailer.
- An evidence-backed response to a sourcing question.
- A proposal appendix with clear document references.
Specialist questions still go to the relevant expert. The difference is that the question arrives with product context and a visible starting point.
A sales kit built on the passport, always live
The same platform that publishes your Digital Product Passports can build a kit just for sales: a catalogue or product sheet for architects, dealers and retail buyers, drawn from the same record.
- Specifications, finishes, certifications and carbon figures pulled straight from the product record.
- Synced live: when a material or certificate changes, every kit and catalogue updates, so nobody sends last season’s sheet.
- Restricted views for trade partners, separate from the public passport.
- Share as a link or export as a PDF for tenders and proposals.
Help the buyer complete their job
Consider a designer choosing furniture for a hospitality project. A brand story may attract attention, but the specification decision also needs dimensions, finishes, care requirements and relevant supporting information.
A useful product experience helps that buyer move forward: explore the facts, download the appropriate documents, identify a suitable variant, and request a sample or quotation through the brand’s sales channels. Keystone supplies the information foundation; commercial actions can connect to the website, CRM or dealer process.
The questions buyers increasingly ask
Commercial conversations now turn on sustainability evidence. A buyer may need:
- Sustainability data and third-party certifications for a tender.
- Evidence of FSC or PEFC chain of custody for timber products.
- An interior fit-out project’s total embodied carbon for the client’s CSRD Scope 3 reporting.
- Material and chemical declarations to clear a retailer or procurement checklist.
With the shared record, these come from the same place as the rest of the answer, so sales does not have to open a separate request for every sustainability question.
Measure progress, not just downloads
Track response preparation time, repeated internal escalations and the proportion of opportunities that receive the required information before the buyer’s decision. A faster answer is valuable when it helps the customer act.