Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. MORE
Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. MORE
To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created. Click here to see the ShoreTel Sophisticated Simplicity Interactive White Paper in action. MORE
Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. Although we normally maintain and evolve the white papers for you as a service, if you would like to maintain the Interactive White Papers on your own, your experts can be trained to do so, sharing or transferring the maintenance and evolution to suite your needs / budget. MORE
For the case where a traditional white paper is being converted into an Interactive White Paper , the fee is typically $12,000, including a customization / programming fee of $6,000, and an annual recurring fee of $6,000 for SaaS licensing / hosting. For the case where white paper content or the entire white paper needs to be authored, an Alinean analyst will work with you sizing / pricing the project. MORE
Interactive White Papers are designed to quickly personalize white paper content for relevancy. The last thing a user wants to do, even to get a valuable white paper, is fill out a lengthy profile to receive their personalized report, but at the same time you want to ask enough questions so that the content can be customized appropriately. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
Your customers rely on research white papers to inspire the buyer's journey, and make good purchase decisions. However, lost in a sea of look-alike content, traditional research white papers are becoming less effective, 5% less each year according to Demand Gen Report. MORE
Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. Unfortunately, the majority of this content spend is currently wasted. MORE
Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. The Alinean powered Interactive White Paper campaign produced more qualified leads, better opportunities and shorter sales cycles than traditional white paper campaigns. MORE
The Interactive White Paper fueled an Alinean crafted email marketing campaign to select prospect communities, promoting the Better Way to Go Mobile Interactive White Paper. Click here to run the Better Way to Go Mobile Interactive White Paper for yourself. MORE
Bye-bye Bosch appliances, Kohler fixtures, Pella windows and white oak floors. Here's a full explanation of cost per lead – a white paper complete with all the math you need to determine how much you should pay for the quality leads you need. Lead Generation Cost Per Lead Sales Leads White PapersPointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us. MORE
Solution Alinean worked with Akamai to develop the KONA Security Solutions interactive white paper, determining the prospects top priority issues with security, and then recommending specific thought leadership insights, solution overview, value messaging and justification for each priority. MORE
Sales Momentum today is publishing a FREE white paper – Getting MedTech Sales Strategy Right. To download the free white paper click here or visit [link]. While the MedTech industry is positioned to grow in the coming years, all is not rosy. MORE
In order to do this, interactive content is required including creating and delivering: dynamic white papers, diagnostic assessments, discovery/ benchmarking tools, ROI / TCO calculators. MORE
Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility. Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require. Matching the current style provides for continuity with existing marketing and sales collateral. MORE
Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to several recent studies from IDG and DemandGen Report, buyers still leverage white papers to help make B2B purchase decisions. MORE
Did you know that: White papers are still the content of choice for today's B2B decision maker, used most and viewed as most influential compared to all other content However, campaign overload is making white papers less effective / relevant Research indicates that specific personalization is needed to help restore relevance and influence Click here to view the Infographic: latest research and best practice recommendations. MORE
The reach-out is no longer about downloading a white paper or viewing a video, but specific and insightful regarding each prospect’s unique challenges, solutions and business value benefits. MORE
IBM turned to Alinean to create an Interactive White Paper, delivering a provocative, customized analysis report to prove the superior value of IBM’s Cloud environment. Click here to get your own customized white paper. MORE
When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. This marked the third year in a row that white papers were ranked as the most influential when compared to several other collateral types, including superior influence in driving purchase decisions over case studies / success stories, product brochures / data sheets, videos, and podcasts. MORE
Another one-sized fits all white paper in a sea of look-alike white papers. The traditional white paper is dead. When was the last time a traditional, passive white paper did all that? Alinean Demand Metric Diagnostic Assessment Executive Assessment Tools interactive content interactive smart content interactive white paper Pisello ROI Calculator TCO Calculator Value Marketing MORE
Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
An Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions. Based on the profile, the white paper content intelligently fine tunes itself to be more relevant and personalized for a prospect’s particular research and needs. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
Challenge AVNET wanted to deliver thought leadership insights on potential opportunities and solutions to each prospect, and accomplish this without having to develop and maintain separate white papers for each industry. Click here to see a sample of a customized white paper. MORE
To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size. MORE
Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs. Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions. MORE
The more personalized and relevant interactive white paper is leveraged in marketing campaigns to drive better lead generation and quality. Click here to see the Concur Travel Management andExpense System Interactive White Paper in action. MORE
The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. As an option, if the user is already registered on the portal / website, this registration information can be fed into the Interactive White Paper, to save on any data entry (for example on Company Name or Industry), and to bypass registration prior to download. MORE
The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. This is rich data collected to customize the white paper, such as pain point priorities, asset information and more, that will dramatically help with lead nurturing and follow-up. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
You don’t need to have a white paper already developed in order to create an Interactive White Paper. For the case where the white paper content does not yet exist, we can: Work with your team or third-party content developers to help define the pivot points / customization needed and help guide the authoring, Leverage our Alinean team to author the white paper and make it interactive – a turn-key Interactive White Paper solution. MORE
Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. Alinean Interactive White Papers help B2B marketers better attract and connect with today's overloaded, skeptical and frugal buyers. MORE
Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, P rojected ROI. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
Links to video content can be included, and are recommended to lend an even more personal touch to the white papers. interactive smart content interactive white paper Demand Generation Pisello AlineanV ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions. MORE
Where a traditional white paper already exists, a typical Interactive White Paper can be developed in 2 to 3 weeks or less, depending on the amount of content customization required and your team’s input / review cycles. Where a white paper needs to be written, Alinean consultants can typically develop the content and the Interactive White Paper in 4 to 5 weeks. MORE
Yes, we have established audience development partnerships, leveraging extensive audience communities in many industries, with databases and e-mail marketing to develop an audience for the Interactive White Paper. With the right targeting, and the Interactive White Paper as the value-add deliverable, we can drive the lead generation you require for this campaign. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
Recent research indicates that attention spans are getting shorter, so keeping the white paper concise is important. However, traditional white papers are often longer than this because they have to include information to cover multiple audiences and profiles. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. For the case where the white paper already exists: The quantitative content usually requires a small model be built in order to support converting a static average TCO savings or benefit assessment presentation in a traditional white paper, into a dynamic / personalized calculation unique to the prospect. MORE
Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance. interactive smart content interactive white paper Demand Generation Pisello AlineanFor example, early in the buying lifecycle, executive decision makers could be guided towards a diagnostic assessment, to help pinpoint opportunities and provide prioritization advice / build urgency. MORE
Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions. interactive smart content interactive white paper Demand Creation Specialists Pisello Alinean MORE
Most Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions. As such, the user should be able to answer the profile questions, register (if not registered already) and download a completely personalized white paper in less than two minutes. interactive smart content interactive white paper Demand Generation Pisello Alinean MORE
And most of the campaigns are White Paper download offers – with the average executive receiving over 50 offers each business day. White Papers have become the crack cocaine of email marketing. MORE
Prefer to read your white papers on your Kindle and iPad designed for those formats? Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). MORE
White Paper Related Topics 
The ROI Guy
JUNE 5, 2018
Your customers rely on research white papers to inspire the buyer's journey, and make good purchase decisions. However, lost in a sea of look-alike content, traditional research white papers are becoming less effective, 5% less each year according to Demand Gen Report.
The ROI Guy
OCTOBER 8, 2014
Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to several recent studies from IDG and DemandGen Report, buyers still leverage white papers to help make B2B purchase decisions.
The ROI Guy
MARCH 24, 2013
Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision.
The ROI Guy
NOVEMBER 4, 2013
Challenge AVNET wanted to deliver thought leadership insights on potential opportunities and solutions to each prospect, and accomplish this without having to develop and maintain separate white papers for each industry. Click here to see a sample of a customized white paper.
Sales Training Connection
JUNE 17, 2014
Prefer to read your white papers on your Kindle and iPad designed for those formats? Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free).
The ROI Guy
OCTOBER 13, 2010
Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. Alinean Interactive White Papers help B2B marketers better attract and connect with today's overloaded, skeptical and frugal buyers.
The ROI Guy
AUGUST 12, 2015
Most organizations spend a significant portion of their marketing budget on creating content to fuel demand generation programs, and to arm sales reps to have better conversations and engagements. Unfortunately, the majority of this content spend is currently wasted.
The ROI Guy
SEPTEMBER 13, 2011
An Interactive White Paper dynamically customizes the content of a white paper for prospects based on the prospect’s registration profile (if available), and inputs to a few profile questions. Based on the profile, the white paper content intelligently fine tunes itself to be more relevant and personalized for a prospect’s particular research and needs. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
JUNE 19, 2013
IBM turned to Alinean to create an Interactive White Paper, delivering a provocative, customized analysis report to prove the superior value of IBM’s Cloud environment. Click here to get your own customized white paper.
The ROI Guy
MAY 15, 2012
The Interactive White Paper fueled an Alinean crafted email marketing campaign to select prospect communities, promoting the Better Way to Go Mobile Interactive White Paper. Click here to run the Better Way to Go Mobile Interactive White Paper for yourself.
The ROI Guy
APRIL 18, 2012
The more personalized and relevant interactive white paper is leveraged in marketing campaigns to drive better lead generation and quality. Click here to see the Concur Travel Management andExpense System Interactive White Paper in action.
The ROI Guy
NOVEMBER 29, 2011
Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. The Alinean powered Interactive White Paper campaign produced more qualified leads, better opportunities and shorter sales cycles than traditional white paper campaigns.
The ROI Guy
APRIL 18, 2012
To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size.
The ROI Guy
SEPTEMBER 13, 2011
You don’t need to have a white paper already developed in order to create an Interactive White Paper. For the case where the white paper content does not yet exist, we can: Work with your team or third-party content developers to help define the pivot points / customization needed and help guide the authoring, Leverage our Alinean team to author the white paper and make it interactive – a turn-key Interactive White Paper solution.
The ROI Guy
SEPTEMBER 13, 2011
For the case where a traditional white paper is being converted into an Interactive White Paper , the fee is typically $12,000, including a customization / programming fee of $6,000, and an annual recurring fee of $6,000 for SaaS licensing / hosting. For the case where white paper content or the entire white paper needs to be authored, an Alinean analyst will work with you sizing / pricing the project.
The ROI Guy
SEPTEMBER 13, 2011
Where a traditional white paper already exists, a typical Interactive White Paper can be developed in 2 to 3 weeks or less, depending on the amount of content customization required and your team’s input / review cycles. Where a white paper needs to be written, Alinean consultants can typically develop the content and the Interactive White Paper in 4 to 5 weeks.
The ROI Guy
SEPTEMBER 13, 2011
Most Interactive White Papers are developed with only a handful of questions, usually limiting the profile the customer needs to complete to less than 5 questions. As such, the user should be able to answer the profile questions, register (if not registered already) and download a completely personalized white paper in less than two minutes. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 28, 2010
Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.
The ROI Guy
SEPTEMBER 13, 2011
Recent research indicates that attention spans are getting shorter, so keeping the white paper concise is important. However, traditional white papers are often longer than this because they have to include information to cover multiple audiences and profiles. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Yes, we have established audience development partnerships, leveraging extensive audience communities in many industries, with databases and e-mail marketing to develop an audience for the Interactive White Paper. With the right targeting, and the Interactive White Paper as the value-add deliverable, we can drive the lead generation you require for this campaign. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Links to video content can be included, and are recommended to lend an even more personal touch to the white papers. interactive smart content interactive white paper Demand Generation Pisello AlineanV ideo is a recommended approach when it comes to presenting research, opportunity ideas, and especially for customer case studies, where you have video of customers themselves speaking about the solutions.
The ROI Guy
JULY 5, 2011
Did you know that: White papers are still the content of choice for today's B2B decision maker, used most and viewed as most influential compared to all other content However, campaign overload is making white papers less effective / relevant Research indicates that specific personalization is needed to help restore relevance and influence Click here to view the Infographic: latest research and best practice recommendations.
The ROI Guy
SEPTEMBER 13, 2011
It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. Although we normally maintain and evolve the white papers for you as a service, if you would like to maintain the Interactive White Papers on your own, your experts can be trained to do so, sharing or transferring the maintenance and evolution to suite your needs / budget.
The ROI Guy
SEPTEMBER 13, 2011
Because buyers have become so focused on economic justification and competitive advantage, Interactive White Papers are often designed to communicate the unique potential benefits and prove the value of proposed solutions. interactive smart content interactive white paper Demand Creation Specialists Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. This is rich data collected to customize the white paper, such as pain point priorities, asset information and more, that will dramatically help with lead nurturing and follow-up. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Interactive White Papers can be used at various stages to help facilitate the buyer’s decisions, depending on the content of the white paper itself. Interactive White Papers that contain personalized research, simple diagnostic assessments, relevant case studies and personalized solution recommendations serve best during this stage. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Interactive White Papers are designed to quickly personalize white paper content for relevancy. The last thing a user wants to do, even to get a valuable white paper, is fill out a lengthy profile to receive their personalized report, but at the same time you want to ask enough questions so that the content can be customized appropriately. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. As an option, if the user is already registered on the portal / website, this registration information can be fed into the Interactive White Paper, to save on any data entry (for example on Company Name or Industry), and to bypass registration prior to download.
The ROI Guy
JANUARY 25, 2011
When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. This marked the third year in a row that white papers were ranked as the most influential when compared to several other collateral types, including superior influence in driving purchase decisions over case studies / success stories, product brochures / data sheets, videos, and podcasts.
The ROI Guy
NOVEMBER 7, 2017
The reach-out is no longer about downloading a white paper or viewing a video, but specific and insightful regarding each prospect’s unique challenges, solutions and business value benefits.
The ROI Guy
SEPTEMBER 13, 2011
Often, based on the user’s role and stage in the buying lifecycle, the call to action within the Interactive White Paper can be custom configured to provide proper / better guidance. interactive smart content interactive white paper Demand Generation Pisello AlineanFor example, early in the buying lifecycle, executive decision makers could be guided towards a diagnostic assessment, to help pinpoint opportunities and provide prioritization advice / build urgency.
The ROI Guy
SEPTEMBER 13, 2011
Yes, depending on the purpose of the Interactive White Paper , you may want to customize quantitative content, such as: An analysis of the potential savings / benefits the solution could deliver, The total cost of ownership (TCO) advantages of the proposed solution versus the currently installed solutions / status-quo, S izing and pricing estimates, P rojected ROI. interactive smart content interactive white paper Demand Generation Pisello Alinean
The ROI Guy
SEPTEMBER 13, 2011
Typically for an Interactive White Paper , as a rule of thumb, you don’t want more than 4 or 5 profile questions. Second, buyers expect that an interactive white paper will be customized to match their relevancy needs. Sometimes that content might not exist, for example, you might want to personalize the white paper based on industry / size and location, but not have enough case studies to match all of those dimensions.
The ROI Guy
SEPTEMBER 13, 2011
On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. For the case where the white paper already exists: The quantitative content usually requires a small model be built in order to support converting a static average TCO savings or benefit assessment presentation in a traditional white paper, into a dynamic / personalized calculation unique to the prospect.
The ROI Guy
JUNE 27, 2018
In order to do this, interactive content is required including creating and delivering: dynamic white papers, diagnostic assessments, discovery/ benchmarking tools, ROI / TCO calculators.
The ROI Guy
MAY 22, 2018
Another one-sized fits all white paper in a sea of look-alike white papers. The traditional white paper is dead. When was the last time a traditional, passive white paper did all that? Alinean Demand Metric Diagnostic Assessment Executive Assessment Tools interactive content interactive smart content interactive white paper Pisello ROI Calculator TCO Calculator Value Marketing
The ROI Guy
SEPTEMBER 15, 2011
Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility. Yes, the reports are based on standard Word and PPT templates, making it easy to exactly match the style and format you require. Matching the current style provides for continuity with existing marketing and sales collateral.
Pointclear
MAY 11, 2017
Bye-bye Bosch appliances, Kohler fixtures, Pella windows and white oak floors. Here's a full explanation of cost per lead – a white paper complete with all the math you need to determine how much you should pay for the quality leads you need. Lead Generation Cost Per Lead Sales Leads White PapersPointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. He liked us. Trusted us.
The ROI Guy
JANUARY 7, 2015
And most of the campaigns are White Paper download offers – with the average executive receiving over 50 offers each business day. White Papers have become the crack cocaine of email marketing.
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