• Long, trust-heavy sales cycles that require proof of technical competence before engagement
• Niche decision-makers (engineering managers, compliance officers) with high skepticism toward generic content
• Complex specs and standards make broad marketing assets ineffective and hard to maintain
✓ Higher qualified lead capture rates from targeted, problem-focused content
✓ Shorter time-to-demo or POC by educating buyers and aligning requirements early
✓ Improved lead scoring and segmentation through role-, industry-, and maturity-specific eBooks