Why do companies publish white papers?
In general, vendors publish white papers for two main reasons: either to gather leads, or to stake out a position as a market leader. According to one study, vendors publish white papers for all these reasons: Gather leads for the sales force Educate potential customers Serve as a selling tool passed around a selection committee Educate the sales force or channel partners Educate the media Offer as content to a trade publication or Web site Redefine a market space Give a vendor more credibility or mind share Keep up with competitors who all have white papers.
