Vitrium Systems

I recently read a blog post titled “A New Tactic for White Paper Lead Generation,” which clearly explained both the pros and cons of current white paper distribution tactics. The post examined both free distribution (ungated content) of the white paper and hiding it behind a web form (gated content).

Ungated Content:

Pros: Disseminates your information quickly and to many more people, as free white papers are passed along to other business contacts more readily than gated content.

Cons: It is unable to capture leads and define who your target readers are, and also makes it difficult to require readers to register for your white papers after they have been give out for free.

Gated Content:

Pros: Captures leads and provides a measurable return on investment

Cons: May captures poor leads with fake or inadequate information, and does not measure the bounce rate of users unwilling to go through with the registration process

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It seems that PDF content publishers see the issue of gating content to be either black or white, gated PDFs or un-gated PDFs. They throw their arms up in the air, unable to agree on whether it is best to gate content to generate sales lead information or leave the content open. Hiding electronic content behind a web form is known as “gating” content, whether it is in the form of a white paper, data sheet or case study. Effectively, you are only allowing access to that information if the reader is willing to provide a wide range of their personal information to you. Many online marketers use this as a lead generation source, collecting as much information as possible from the reader in exchange for access to their white paper or data sheet. The downside of this lead generation tool is that up to 95% of readers will abandon a site if they come across a web form. On the other end of the spectrum, ePublishers can choose to leave their electronic content un-gated, so as to disseminate their content freely and get their ideas out there. The obvious hitch in this practice is that the publisher will have absolutely no idea who is reading and downloading their PDF documents or if anyone is even interested in them at all.

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I recently read a blog post about how to use white papers for lead generation and the big debate was whether or not to gate your white paper with a web form or to have a call to action at the end.  What if there was a middle ground.  What if you could still query your white paper readers, like a web form, but have it at the end, middle or wherever, of your content that way you are asking for your readers information after they have been engaged with your content.

THERE IS A SOLUTION OUT THERE!

PDFSalesLeads, coming October 2009 does exactly what is described above.  PDFSalesLeads is a PDF lead generation tool that embeds a form within your PDF white paper so you can query your readers while they are engaged with your content.  Here is the BEST part, the form stays with the PDF white paper so you are able to obtain all the lead information from who ever the PDF white paper is passed along to…its the POWER of PASS ALONG!

PDFSalesLeads is the future of marketing your PDF documents.  From one marketer to another, using web forms is a thing of the past…if you really want to obtain more qualified sales leads you are going to try PDFSalesLeads, the ROI will present itself immediately!  Right now they are offering a FREE NO RISK TRIAL…check it out www.pdfsalesleads.com

White papers have become established as a cornerstone for most lead generation campaigns, and the content format continues to be one of the most successful response drivers during the recent economic downturn. For example, the 2009 Media Consumption Report from TechTarget showed white papers continued to be the top content source (cited by 66% of respondents) buyers turn to when evaluating new technology.

The content format also continues to have strong viral impact—one with 93% of buyers passing along up to half of the white papers they read/download, according to InformationWeek’s Best Practices Research Series on white papers. However, in order for white paper offers to stand out and succeed in a crowded field of lead gen offers, cutting edge marketers are realizing the need to stand out from the crowd by trying new approaches and integrating outside tools and tactics to optimize their content messaging.

Turn your white papers into lead generating machines, checkout PDFSalesLeads…a new lead generation tool for your PDF content!

By Amanda Ferrante, DemandGen Report

Content marketing has become a vital tool for marketers to generate product awareness and drive successful sales. Learn how to optimize your white paper content , and how Vitrium Systems’ technology will help you to capture accurate sales leads.

Read the full article, Experts Share Latest Strategies To Optimize Performance Of White Papers, Lead Gen Offers

I came across this blog post from Brian Carroll, When is a “free download” no longer free?, which spoke about how people were tired of having to fill out web forms in order to read “free” content and then after reading it they would get bombarded with sales calls, whether or not they found the info valuable.

This is a perfect example of why docmterics offers a nice balance between web forms and open content.  Marketers and readers both walk away happy. Docmetrics allows you to place a customized form inside your document.  This allows you to tease / qualify / entice your readers before asking them for personal data (a refreshing give and take relationship).  In other words, you are allowing your reader to gather an understanding of what you have to offer before they identify themselves.  If what you offer solves their problem, they will be inclined to provide their contact information and the in-document form is a great way to facilitate this interaction. In either event (submit or skip) the reader will always receive your content.  This is critical.  Allowing your reader to “skip” the form will lead to better quality leads i.e. why fill in bogus data when you can skip the form entirely?

By Kevin Gault, WhitePaperSource

Find out how docmetrics is revolutionizing how marketers capture sales leads with their white papers. Pat Weilmeier, Director of Marketing and Communications for Vitrium Systems, explains the benefits of this revolutionary tool  for using PDFs in marketing.

To read more go to the full article – Gain Insight on Readers with New Smart PDF Files