Flagship White Paper

Sensus, a Xylem product brand that provides remotely-managed products and solutions for investor-owned utilities, cooperatives and municipalities, needed to create a “no-fluff,” technical resource targeted at business-minded yet technically-savvy decision-makers within the C-suite.

My recommendation was a “problem-solution” structured white paper with a three-prong approach: educate first, sell indirectly, and build trust through real-world use cases.

We reviewed raw background material, mapped the intended reader’s operational and business pressures, and scheduled live, SME calls to develop a strong narrative foundation.

From there, we navigated challenges with internal and external SME availability, technical details of use cases, and limits around sensitive customer information that could support the story.

The result was a technically credible and durable asset that Sensus continues to use to support conversations around its cellular-based distribution automation (DA) and advanced metering infrastructure (AMI) pilot projects, as well as long-term market education.