Eccolo Media has just published a report on the validity of white papers in the business development cycle, entitled, Eccolo Media 2009 B2B Technology Collateral Survey Report.
Some of the main conclusions are that…
White papers are here to stay in B2B business development. 84% of decision-makers rate white papers as moderately or extremely influential in the decision-making process.
White papers are considered as the most viral form of the most viral collateral materials.
White papers nicely differentiate respected experts from fungible vendors.
White paper consumption by decision-makers has increased from 68% in 2008 to 77% in 2009.
The larger a company the more likely its executives rely on white papers. I reckon, many owners of smaller operations are chronically busy, that is, lost beyond comprehension.
Audio and video white papers are becoming more and more popular too.
The quality of writing sets the perception of the white paper. Based on the writing, the white paper issuing company can be perceived either as a proverbial Miss. Universe beauty queen or a $20 hooker.
And this perception sets the tone of the ensuing communication between buyers and sellers. 51% of respondents believed that that high-quality writing is either very important or extremely influential.
So, grab your copy of Eccolo Media 2009 B2B Technology Collateral Survey Report, and read the details.