Spinning Plates and Crayons or PowerPoints and White Papers

A friend who’s the global head of sales for a large software company told me that today, he’s bringing out the spinning plates and crayons instead of the traditional PowerPoint presentations and the White Papers that accompany them.  Due to their business and typical audience, they typically focus on their technical value propositions.

Here’s the way I looked at the differences - in the eyes of the customer type:

Have you thought the differences in your startup? Maybe this table will help you tease out the notion a bit.  What kind of presentation do your target customers respond to?

Do you always spin plates when the customer wants white papers?  Perhaps vice versa?  How do you distinguish between the two?