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About selling documentation, I realize that's not something that everyone is
in a position to do, especially in some product-oriented companies. In
service-oriented companies, it's really just one additional service, and can
be sold as such. The same goes for some product-oriented companies, too.
For example, a company that sells customized packages can sell - with a
little help from even a one-person writing department - customized
documentation. A company that includes documentation with the product can
create training packages for sale to customers who have training needs. That
package can itself be customized (as a billable sale) for customers who want
things done a particular way, or for whom the main product has been
customized.
Interestingly enough, there were times in my experience when documentation
and training - which were normally charged separately - were even thrown in
the deal by senior management to win a major account. This could only be
done once they existed as sellable products/services. Either way, the value
to the company was there in the numbers for all to see.
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