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The Front Line for Technology Sales
White papers are the most economical and effective tool to deliver
your message to detail-oriented readers. Downloaded from your
web site, they turn contacts into leads. Distributed by your sales
force, they turn leads into informed buyers. Done right, they shorten sales cycles and turn
customer staff into advocates for your company.
But to succeed a white paper must be more than a
product description. It must:
- Explain business value, as well as technical
characteristics
- Convey key information to skimmers, as well as to
careful readers
- Embed key ideas in the
minds of readers through clear writing and memorable graphics
- Ensure credibility for your claims through
carefully presented "proof statements"
At U-Curve Consulting, we develop white papers that
explain clearly and concisely your technology, it's strategic business
benefits, and your strengths as a vendor.
Scope
We help you set priorities on the topics you want the
white paper to address-- business issues, industry trends, product
architecture, features and functions, competitive differentiators,
company characteristics, partnerships, complementary products and
services, proof statements, and Return-on-Investment (ROI).
Structure
We use a proven structure, the U-Curve
Framework, to organize the material and "connect the dots" between your customers'
strategic business challenges, operational issues, the features and
functions of your product or service, and the other topics addressed in
the white paper.
"Layering"
We use a concept of "layering" so that
skimmers and casual readers can absorb key messages, and so that highly
technical material can be included without disrupting the flow for the
average reader.
Process
We use a structured process to capture the best ideas in your
company, develop and refine text and graphics, and test the results with
analysts and customers.
Leveraging the Material
We design white papers so that text and graphics can
be utilized in a number of contexts, including:
- Slide scripts
- Brochures
- Data sheets
- Web sites
- Training materials
You can download these examples of white papers created by Jon
Friedman.
An
Introduction to Secure Identity Management
Describes the "Secure Identity
Management" market and the value of the technologies that
ePresence integrates.
Click
here to download
868kb, pdf format |
Directory-
Powered
Business
Provides an overview of enterprise directories
and of ePresence's strengths as a systems integrator.
Click
here to download
818kb, pdf format |
Client
Application Manager for Application Hosting
Describes the challenges of "The Next
Generation ASP" and how Client Application Manager
addresses those challenges.
Click
here to download
605kb, pdf format |
ALTiS
for
Application
Hosting
Describes the emerging market for application
hosting and positions ALTiS against alternative technologies.
Click
here to download
267kb, Word format |
The
Application Deployment
Software Market
Positions ALTiS against competitors. Originally a
training document, but later released to customers by popular
demand.
Click
here to download
512kb, Word format |
The
Wang Enterprise Work Management Strategy
Builds the case for buying integrated "Work
Management" technologies from one vendor (versus
best-of-breed approach).
Click
here to download
504kb, Word format |
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