You’ll probably agree that it’s very hard to sell something to someone who’s never bought something like it it before. Technology providers and those from other innovative sectors face this problem all the time. It’s no secret that Irish SMEs are going through a tough time. And sales cycles are undoubtedly a little longer as a result. If you’re a new technology provider and your target audience is SMEs, a well-written white paper will educate and engage your target audience no matter what stage of the buying process they’re at.