Positioning Papers/White Papers As your business grows organically or through acquisition, it is imperative that prospects in your expanded space understand how your experience in an established market will benefit them. Positioning papers present the benefits of your products, services and intellectual property to a marketplace requiring the solution(s) you offer. White papers define a particular marketplace, describe the immediate and future needs of that market, review current and future technology likely to influence the market and compare the needs of that marketplace to the needs of characteristically similar but developmentally different markets. An example of a white paper may include the comparison between application service provider (ASP) software and installed or in-house solutions.