According to the “Eccolo Media 2009 B2B Technology Collateral Survey Report,” white papers are the most influential form of collateral for tech buyers. Eccolo surveyed the use of B2B technology collateral during tech purchases. When compared to other collateral, white papers came out on top.
"When asked to rank which factors would most likely increase
the influence of a white paper, respondents most
frequently responded that providing detailed technical
information would increase influence, closely followed by real-life use cases and new industry developments. Likewise, we asked respondents to rank those factors that would decrease the influence of white papers. Respondents most frequently indicated that poorly presented information would decrease a white paper’s influence, closely followed by too much focus on a product or vendor, and no inclusion of real-life case studies."