9 Reasons Why White Papers Still Matter

9 Reasons Why White Papers Still Matter
Stephanie Tilton - Wed Jun 23, 2010 @ 02:01AM
Comments: 57

Paul Dunay of Avaya recently wrote a provocative post that fired up lots of folks. In Is The White Paper Dead for B2B Marketing?, Paul summed up a conversation he had with the nineBloom Group, which is telling its clients to stop producing white papers. Paul goes on to propose microsites and eBooks as alternatives to white papers.

The post – and comments – raised many discussion-worthy points. That said, B2B marketers – particularly those selling IT products or services – need look no further than the research results to see why white papers are still an important part of the mix.

1. 70% of IT buyers used white papers to get information on enterprise technology solutions in the past three months.

- The TechTarget 2009 Media Consumption Benchmark Report 2: Closing the Gap between IT Buyers and IT Marketers

2. 77% of respondents responsible for either making B2B technology purchases or influencing purchasing decisions read at least one white paper in the first six months of 2009, with 84% rating white papers as moderately to extremely influential when making final purchasing decisions, and 89% passing them along to others.

- Eccolo Media 2009 B2B Technology Collateral Survey Report

3. Trial software and white papers are the most utilized, along with being among the most effective, forms of content for researching IT problems and solutions.

- TechTarget 2009 Media Consumption Report: Mindset of the IT Pro During the Recession

4. More than 76% of IT buyers use white papers for general education on specific technology topic or issue

5. Over 73% of IT buyers use white papers to investigate possible technology solutions for the business/technology need

6. 68% of of IT buyers use white papers to learn about a specific vendor and their solution technology

7. 93% of IT buyers pass‐along up to half of the white papers they read/download

8. 36% of IT buyers made a purchase as a result of reading a white paper

9. 32% of IT buyers included a white paper in a (final) business case to support a purchase

- InformationWeek Business Technology Network, TechWeb, How to Maximize the Use of White Papers In Your B2B Marketing and Sales Process, Feb 2009 (#4-9)

Do white papers still play an important role in your sales cycle?

Related Posts:

About the author: Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. You can follow her on Twitter or read more of her posts on Savvy B2B.

*Photo credit: mariab3bx on flickr

Comments: 57

Comments

1. Dale Underwood  |  my website   |   Wed Jun 23, 2010 @ 04:46AM

Stephanie,
I still enjoy reading white papers and think they are useful for many purposes. We are, however, being saturated with so many that their power is becoming neutralized. Many simply aren't that enlightening, mine included.

The statistics you posted, while probably accurate, seem to be presented by companies that are in the content management business. It is also interesting that registration is required to access them

It's a great topic and I'm sure it will drive a lot of lively debate.

Thanks

Dale - EchoQuote

2. Stephanie Tilton  |  my website   |   Wed Jun 23, 2010 @ 09:34AM

Dale,
I agree that it's hard to stand out in the sea of white papers. One reason it's so critical that white paper titles and exec summaries include the keywords that prospects are searching on, and that the design is visually engaging. Plus, I'm all for adding eBooks to the mix.

That said, I'm guessing you find most white papers to be less than enlightening due to the quality and substance of the copy, not because they take the form of a white paper. If companies don't understand and answer prospects' questions and concerns, their content won't be enlightening/useful, no matter what form it takes.

You're right - the stats come from those in the content syndication/development business. Does that change their weight in your mind? I would love to hear how effective white papers are for individual companies, but don't know of any who survey their readers to this degree.

Thanks for stopping by! And if you haven't done so, I highly encourage you to check out Paul Dunay's post and all the comments. You'll definitely find lively debate!

Best,
Stephanie

3. Ryan Malone  |  my website   |   Fri Jun 25, 2010 @ 11:59AM

Stephanie,

Thanks for elaborating on that post. I am one of the pro-white paper people who comments on Paul's original post.

The argument that because the research comes from content syndicators, it is somehow invalid is bogus. Countless companies go to analysts like Gartner to get information because they are at the center of the storm within a particular market. The same is true for ad networks like Tech Target and TechWeb (disclosure: I write occasionally for TechWeb).

I've pasted my comment here, because I think it is still valid.

Ryan Malone
SmartBug Media
A <a href="http://www.smartbugmedia.com">content marketing agency</a>
<a href="http://twitter.com/ryanmalone">@RyanMalone

--
Paul –

Completely disagree. Different mediums have different purposes. Saying that white papers should go away is like saying blogs should go away because there are too many of them. The reality is that white paper still rank as the first or second most powerful sales tool available to marketers. They still represent a concise and portable argument on a particular topic and can be tremendous lead generators.

The issue at hand is that most white paper are rubbish. Most white papers have a paragraph of educational materials and 15 pages of propaganda. This presents a problem because peoples’ top turnoffs are white papers that have too much product bias. Because white papers have become so effective, many copywriters have attempted to get into the white paper writing business. It takes different DNA to write a white paper.

When I am selling to a senior executive, I don’t send him an email that says “Read these 142 blog posts….and make sure you read them in order, because I keep my arguments to 300-500 words.” I send he or she a white paper that introduces a new concept that is educational, shows empathy for their situation and presents a solution that logically makes sense. I think follow that with other white papers for different people in his or her organization at different points in the sales cycle – each addressing their concerns.

White papers can be incredibly powerful tools. I presented a case study at Mike Stelzner’s White Paper Success Summit how a single white paper generated an enormous amount of marketing reach:

- 2 speaking opportunities
- 2 byline articles
- 3x increase in leads
- 2x increase in lead quality
- a bunch of inbound links
- a few interviews with analysts

@Stelzner, @Jonathan – Amen.

BTW – if anyone is interested in learning how we got those results, you can download the white paper at: <a href="http://www.smartbugmedia.com/7-tactics-to-boosting-white-paper-performance/">http://www.smartbugmedia.com/7-tactics-to-boosting-white-paper-performance/</a>

4. Mark McClure  |  my website   |   Fri Jun 25, 2010 @ 03:18PM

Yes, that post stirred some folks up and got the Bloom guys some attention. Good job!

Tom Martin's 25 June comment is right on the money.

More of the same is diluting interest and impact - just look at the Friday posts on Jonathan Kantor's blog where he's picked up a sample of (what are being called) white papers released via Twitter.

But don't judge a white paper by its tweet because many are, alas, just 20 plus pages of text and more text, with no real structure (packing with facts or opinion is NOT structure) and ending in a whimper.
Perhaps subject matter experts (and I was once one) will enjoy wading through these but busy business execs? Not a chance!

5. Myron Berg  |  my website   |   Fri Jun 25, 2010 @ 05:59PM

I absolutely agree that great white papers do matter and are a valuable marketing tool, but I more frequently wonder about the quality. A sure disappointment is to opt-in for a white paper only to find that it's just a lengthy sales brochure.

Sure there still are a lot of great white papers, but too many are written without considering the target customer's perspective. It seems that too often the same people who create sales brochures are often writing the white papers and using the same approach for both.

6. Stephanie Tilton  |  my website   |   Sun Jun 27, 2010 @ 02:18AM

Ryan - Thanks much for sharing your original comment here. It seems we (including Mark and Myron) are in violent agreement that it makes no sense to propose killing the messenger when the real problem is the message. I too push my clients hard to develop white papers that are tailored for each stage of the buying cycle. It's a valuable exercise for companies because it forces them to evaluate just how well they understand who it is they're trying to reach.

Best,
Stephanie

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