Tuesday, September 13, 2011

Can the Interactive White Paper support a simple quantification of financial benefits / ROI or TCO?

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 White Papers could facilitate the buyer’s journey:
  • During the middle stages to communicate estimates of savings / benefits, total cost of ownership advantages versus the status-quo, and return on investment,
  • During later stages, to competitively differentiate the solutions versus specific competitive options / solutions.
The economic justification contained within the Interactive White Paper is usually performed at a high level / non-detailed estimate of proposed financial benefits / justification, and often with a range of results presented versus a definitive assessment that would be found in a more advanced ROI / TCO calculator or sales tool.

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