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.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

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 with intelligent solution recommendations and configurations, quantified personalized benefits and ROI estimates help best during this middle stage.

Comparison 66

Comparison Case Study ROI Sales Cycle 66

Zoominfo

OCTOBER 18, 2022

But this abundance demands a focused, strategic approach to lead generation that minimizes wasted spending and drives meaningful results. Demand-Gen vs. Lead-Gen: The False Dichotomy The debate between demand-gen and lead-gen has become quite polarized. Sales enablement Includes playbooks, ROI tools, and battle cards 4.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

SBI Growth

APRIL 8, 2013

Their goal is to know what resonates with buyers: Blog posts, webinars, white papers, etc. Generally, marketing leaders struggle with whether to outsource or use internal SMEs. DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Targets Demand Generation 319

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.

Licensing 40

Licensing Demand Generation Agencies Competition Leads 40

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.

Pivotal 40

Pivotal Demand Generation Targets Demand Generation Customer 40

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.

Ideal Customer Profile 65

Ideal Customer Profile Pivotal Data Case Study 65

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.

Ideal Customer Profile 40

Ideal Customer Profile Customer Tools Demand Generation Targets 40

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). It’s like a timeline: Attract (being active in the places where customers and prospects are, attracting their eyeballs, establishing trust and thought leadership).

Marketing 192

Marketing eBook Social Media Trade Show 192

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. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

SBI Growth

MARCH 5, 2013

Demand Generation – Creating interest and attracting new potential customers. Issue #1: Demand Generation. You are generating a ton of inquiries, yet few of them become leads. Your demand generation efforts have attracted visitors. Low open rates – Marketing produced content (blog, white paper, etc.)

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

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. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

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. No more than 5 pages is recommended.

Research 40

Research Buyer Prospecting Demand Generation Targets 40

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.

Demand Generation Targets 40

Demand Generation Targets Demand Generation Customer 40

The ROI Guy

SEPTEMBER 13, 2011

Interactive White Papers are designed to quickly personalize white paper content for relevancy. This occurs automatically on program launch, and means the user does not have to retype important profile information.

Ideal Customer Profile 40

Ideal Customer Profile Buying Cycle Data Report 40

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. Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated.

Report 40

Report Data Industry Examples 40

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.

ROI 40

ROI Lead Generation Campaigns Lead Rank 40

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. V 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.

Video 40

Video Case Study Study Research 40

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.

Marketing 40

Marketing Tools Training Customer 40

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Assess Demand Generation Best Practices. Review best practices of demand generation to self-assess your team.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

SBI Growth

JANUARY 20, 2014

This happened with one of my demand generation clients. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). This has major implications depending on the campaign activity and your relative position. You can go head-to-head or try to outsmart them.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

The ROI Guy

SEPTEMBER 13, 2011

On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

Sales and Marketing Management

OCTOBER 23, 2017

Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). It’s like a timeline: Attract (being active in the places where customers and prospects are, attracting their eyeballs, establishing trust and thought leadership).

Marketing 120

Marketing eBook Social Media Trade Show 120

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. Assess Demand Generation Best Practices. Review best practices of demand generation to self-assess your team.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

SBI Growth

OCTOBER 5, 2013

Let your buyer research, personas & BPMs drive your content output: Blog Posts, Ebooks, White Papers, Newsletters, Customer Interviews, Video, Webinars, Slideshare, Print Articles, Live Events. You also want to create campaigns that nurture leads that are still early in the buying process.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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, (..)

Case Study 40

Case Study Proposal Customer ROI 40

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.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Case Study Buying Cycle 40

The ROI Guy

DECEMBER 7, 2012

OpenText needed to generate more demand for its Enterprise Content Management solutions, and provide compelling insight to potential buyers about the business challenges in managing information growth, the complexities of new regulations and policies, and value of an Information Governance program.

Enterprise 75

Enterprise Enterprise Demand Generation Targets Demand Generation 75

SBI

JULY 10, 2018

Traditional demand generation methods just aren’t cutting it anymore. Sites like Gartner, G2Crowd, and Forbes report when accounts download white papers or read articles. For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Increase Sales

JULY 13, 2012

Boring content is the #1 reason for ineffective demand generation (translation no qualified sales leads) at 37% closely followed by lack of alignment at at 31%. 50% of all content (think brochures, websites, white papers, USP, etc.) is not seen by potential customers!

B2B 139

B2B Demand Generation Agencies Marketing Demand Generation Targets 139

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. White Paper. February 2008. January 2008. December 2007. Book Notice.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

NOVEMBER 25, 2011

Finally, and frankly my favourite is the White Paper nominated for Top Sales & Marketing EBook , it is a piece I wrote focused on time called Sales Happen In Time. Demand Generation. White Paper. The other nominees include Kendra Lee. Book Notice. Book Review. Business Acumen. Buying Process. Voice mail.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Green Lead's B2B

JANUARY 19, 2023

Once you’ve created content such as a white paper or infographic, there’s no need to keep it confined to your territory, in this case, your website or social media channels. You can post a wealth of great information on your website through blogs, white papers, articles, and more. As the saying goes, Content is King.

Top of Funnel 26

Top of Funnel Ideal Customer Profile Cost per Lead B2B 26

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. White Paper. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

DECEMBER 7, 2011

Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Time Management. Tongue in cheek. Trigger Events.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

NOVEMBER 16, 2011

Demand Generation. White Paper. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Dependability. Don't Wait. EDGE Sales Process. EDGE Selling. Emotional Intelligence(EQ). Funnel management. Time Management. Tongue in cheek. Trigger Events.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240