What it was
I worked with tech legend Rich Cheston to develop a white paper that quantified the impact, on total technology cost of ownership, of purchasing consumer PCs instead of those built for business. Short version: you get what you pay for.
It was a deep, nerdy dive into the issue with formulas and insight from Rich. Admittedly I could ever get the numbers to balance, but the paper was a huge success. It’s hard to get hard numbers on sales enablment pieces (it never went into nurture), but:
We had an immediate request for an executive summary – that means sales people wanted to use it. I also got this, which warmed my heart to no end – I’m still a bit of a technical decision maker at heart.