My byline on iMediaConnection about the revenue benefits of increasing the number of subscriptions, on top of getting new subscribers. Or said another way, drive your engaged audience to subscribe to more than one newsletters. The more subscriptions you have (per subscriber) the more revenue you generate at all levels of the monetization funnel. Give your subscribers multiple, category-based newsletters to choose from, and cross promote. A corollary to this is that having one (personalized) newsletter to “rule them all” is bad for business. It may sound glib, but the more email you send, the more revenue you generate.
My featured article in Convince & Convert about why email is qualitatively better as a content distribution channel:
I was interviewed in Email Marketing Daily for PostUp’s Dynamic Content Wall product launch:
The goal is to help publishers transform grow their revenues with Personalized Business Models.
I presented at the July 2017 Digital Publishing Innovation Summit, and State of Digital Publishing asked for an opinion piece with my thoughts about the event and it’s history.
In this featured article on ExchangeWire, I explain how two “tragedies of the commons” conspired to hurt the digital publisher business model, and how mitigate problems associated with the second one – the Facebook Monopoly.
1-to-1 personalization was nearing the end of the marketing hype cycle, when it suddenly morphed into something-something Artificial Intelligence. Regardless of how it is actually implemented, personalization is not the solution to publishing industry’s main problems: how to counter decreasing advertising CPMs and how to take back control of their audience from the platforms. At best, personalization can increase engagement of already engaged subscribers. As a solution, it’s got more in common with the “show more ads on the page” strategy for increasing revenue than it does with something that can actually change the course of publisher business models.
I expand on this in my contributor post at the Association of National Advertisers: The Truth Behind Personalization: Why It Doesn’t Solve Publishers’ Biggest Problem
I was interviewed by Erik Sass at MediaPost about publisher strategy in the sometimes adversarial relationship between publishers and platforms. I love his opening line: “The platforms giveth, then they puncheth you in the face.”
Publishers casting about for alternative ways to reach (and take possession) of their audiences are giving another look to older channels like email, according to Keith Sibson, vice-president of product and marketing at email platform PostUp. He noted publishers can also benefit from growing concern among advertisers about brand safety on the platforms.
“It’s a good opportunity for publishers to try to rekindle the direct relationship with advertisers and audiences. Publishers themselves have become reliant on those very same platforms as traffic sources … One good way to hedge the risk centers around building a direct relationship with your audience is through channels like email. We’re not telling anyone to quit Facebook, Google, but don’t let it become their primary business,” said Sibson.
When it comes to audience-building strategies, Sibson said PostUp clients have had success converting traffic referred by the platforms into subscribers: “Of course, they do programmatic like everyone else, they get traffic from Google and Facebook like everyone else, but they view them as an opportunity to convert temporary short-term traffic into a long-term relationship.”
This is a byline I wrote for PerformanceIN. While PerformanceIn is an advertiser focused publication, publishers are a critical part of the ecosystem so their woes should be of concern to advertisers.
The gold rush to programmatic created a digital “tragedy of the commons,” with too many publishers providing too much inventory supply, and CPMs began to plummet. This might sound like a good thing for advertisers – after all publisher revenues are advertiser costs. But publishers are supplementing their falling revenue simply by placing more ads. This hurts the reader experience, erodes trust, and reduces ad performance due to systemic “ad blindness.”
My article on Martech Advisor about why and how publishers should diversify away from Facebook and programmatic to survive:
Having lived in Austin for 17 years and maybe being a little jaded on SXSW hype, I wrote this opinion piece on how Email still thrives, despite a parade of startups through SXSW Interactive that aim to kill it.