Listed here are three questions that are simple can let you know the clear answer:
- Have you been something that is selling?
- Something complex?
- Something costly?
You still need one whether you’re selling a product, a service, a technology, or a methodology.
You still need one whether you use that paper to generate leads, stand out from the competition, nurture a prospect through a long sales cycle, or help cement sales. Here’s why.
Matter # 1: offering one thing brand brand new?
Whenever something is new, it is maybe maybe not an easy task to research.
There aren’t any articles in trade publications with no written books about any of it. There aren’t any discussion boards or web sites to see; no trade associations to market it.
As soon as those exist as well as the providing becomes well-known, if it happens, the necessity for white documents is diminished.
As an example, whenever ERP started initially to supplant MRP-II into the early 1990s, it had been considered the edge that is cutting of. a giant flurry of white papers had been written to describe just how ERP stretched MRP-II into brand brand new area such as for example finance, HR, engineering and task administration. (more…)