Comments on: Eliminating Registration Forms?? Possible Paradigm Shift

By: Natalie Brahan

Natalie Brahan — Wed, 02 Jul 2008 10:06:25 +0000

David you are entirely right, I even can add nothing. White paper functions as the informative tool for our customers

By: Michael Stelzner

Michael Stelzner — Thu, 26 Jun 2008 16:34:44 +0000

Hey David;

Good comments.

White papers are most frequently used when you do *not* know who is reading.

For example in lead generation programs.

You might want to check out some of these stats:
http://www.writingwhitepapers.com/blog/category/statistics/

Mike

By: David Danielson

David Danielson — Wed, 25 Jun 2008 22:56:49 +0000

This is an interesting discussion because we have to consider where a white paper fits in the sales cycle. Most often I find my customers want white papers during the evaluation stage, since this is often the case - you already know the person and he knows you.

The real question is after a your customer reads your white paper, what do you want him to do next. Collecting statistics on this area is much more productive because now you have an interested and motivated friend.

I think that the function of a white paper is often ignored which is to help our customers learn something they don’t already know. If you are the trusted source, customers keep coming back.

By: Goran Giertz

Goran Giertz — Tue, 24 Jun 2008 22:22:43 +0000

Rick you are right, its all in the statistics. It would also be based on the various target audiences, the calibre of the clients. I would say that there needs to be both.

By: Rick

Rick — Tue, 24 Jun 2008 19:14:47 +0000

Ideally, one would like to the results of an A/B split test — leads generated from a web-based registration form for a white paper versus the same lead info collected via Docmetrics using the same white paper.