Here’s my presentation deck from the INMA Audience Summit, Las Vegas, Oct. 24, 2011. Session was called: State of Circulation; Monetizing the Online Audience . Special thanks to Earl Wilkinson, John Newby and everyone who gathered for this outstanding event.
Digital Diagnostic for Radio Websites
Can Radio beat Newspaper in the online news space?
Here’s part 1 of last week’s webinar we did for a group of Radio executives. Merlin Media and Genesis Communications are featured in this session. We focus on the issues affecting Radio’s ability to build sustainable, online business models.
Newspaper’s Digital Competition
How Newspaper Can Beat Digital Competition. UPDATED for Oct 2011. Slide deck from this week’s webinar. Some competitors are familiar, others are not.
Featured topics:
- Centro: Friend or Foe?
- Philly.com gets crushed on Mainline by indie website; AroundMainline.com
- Huffington Post and their aggregation model to trump Patch model?
- Patch President; Warren Webster, qualified to talk revenue?
- CPM selling is killing Newspaper websites.
- DataSphere helping TV get into hyper-local space.
Inland Press; Patch & Hyper Local
On March 18, Inland Press responded once again to the newspaper industry’s interest in hyper local competition and the growth of Patch. They invited me to do an encore of the session that was originally presented in St. Petersburg, Florida a few weeks ago, at the Key Executives conference. See presentation below.
Attendees heard our message loud and clear. Run your website like your newspaper….profit must come first.
Key take-aways that seemed to resonate the most:
- Whoever acts as Web general manager, VP Interactive/content, editor, etc….must have their compensation tied to digital profitability and local market share….NOT page views or other soft metrics.
- CPM selling at the local level is no longer effective, and is only getting worse.
- Ad units and page layout need to be cleaner and more advertiser friendly. ( just like the newspaper )
- Reliance on 3rd party ad or remnant networks need to be reduced or eliminated.
- Newspapers need better awareness of the new, digital competitors like Groupon, Patch, Reach Local, etc.
- Patch may not be a newspaper killer, but they do execute local tactics that newspapers should adopt.
- Compensation, management structure and work flow must be re-aligned to embrace a digital first culture.
- Let’s stop talking about, or over-researching the problem. Let’s put sales & business 101 into action.
- Print is never going away. Yet digital will be the one tool that helps our industry the most.
Patch Not-So-Secret Plan
We often hear hyper-local journalists and newspaper publishers scoff at the Mc-cookie cutter and corporate approach of Patch. Too much aggregation, editorial missteps and the lack of advertiser support…..all early critiques that provide some level of comfort for those that hope Patch will fail, and fail fast.
Patch does share a few traits of other struggling or dead local initiatives that adopted a ‘build it and they will come’ strategy. In these plans, editorial & tech execs take the lead and burn through cash to build traffic. THEN… they retro-fit a semi-realistic sales strategy and hire a VP Sales. Ask San Diego News Network and NYT’s The Local, whether that model worked out for them. (hint: it didn’t) We can’t imagine that AOL Patch chief; Tim Armstrong is overlooking the lessons of these past stinkers. We also don’t think he’s doing Patch for purely altruistic reasons like saving journalism or winning journo awards for his mantle. Clearly, he’s wants ROI. And why not? That’s job #1 for any CEO.
Patch using smoke screen & red herrings? To my non-journo hairy eyeball, much of Patch’s current content & editorial efforts are being mis-interpreted by those who feel threatened. Editorial, massive page views and community engagement is not the ultimate end game here. Rather, the real M.O or modus operandi of Patch is to steadily build relationships with local advertisers, then offer a portfolio of digital marketing solutions. And we’re talkin’ more than just banners.
More than just banners. In other words, Patch is just starting to get cozy with mom & pops….getting them ready for a sweet and more profitable up-sell consisting of events, video, sem, web development, social & reputation management, database, etc. Friendly Patch folk stop by local retailers to ‘help’ them with their free online profiles, take some pics, and stealthily update the Patch smb databases. Smart.
Using free-mium model, Patch cuts through clutter and aims to be a primary partner with local business, something traditional media had a lock on for decades. That’s the holy grail. The life blood of local, online news & info, is local advertiser support. Without it, Patch and others like it, fail.
Market incumbents fighting back. Sort of. In Seattle, KING-TV and cross town competitor; The Seattle Times, have formed an un-holy union with their hyper-local ad network plans. In this scheme, they hope to attract indie bloggers by offering the digital sales acumen & relationships of their ‘ace’ TV and Print sellers. Since The Seattle Times has dabbled in hyper-local for the past year, one may assume their solo plan wasn’t working, so they needed a partner. To see the ‘newsroom & editorial only’ perspective on big media & hyper local, watch these very telling interviews of Seattle Times execs. This video clearly highlights the lack of any sales or local advertiser influence and understanding. Also watch for the knucklehead that states: ‘this helps the newspaper’. (why do bloggers want to ‘help’ the newspaper?)
To date, we haven’t seen this kind of plan work out so well for the blogosphere. Especially in the revenue department. That’s why we patiently wait…and wait…..for good hyper-local sales reports from TBD.com, ChicagoNow.com and MiamiHerald.com. Can a TV or Print rep properly represent the unique properties of an indie website? We still think that’s a long shot, as many reps and their ad directors, still struggle to sell their own big media sites.
Journalism’s two masters: reader & advertiser. Which one do you think ROI-focused PATCH is putting first in line? Distasteful as it may sound to some, sales & revenue need to take a front seat in every local news and hyper-local effort. Without sound financial footing, community coverage & engagement are non-existent. Journalism is a means to an end for corporate media. That end is profit. We know this is tough to swallow for newsroom vets, after decades of insanely profitable newspaper domination.
Getting hooks into local smb’s. If Patch can accomplish this, don’t be surprised to see an upgrade in their editorial & staffing. Not only will this will be tough for indie bloggers to compete against, it might just be the final nail in the coffin for Newspaper.
Hyper Local Purists Steamrolled by Patch?
Last week, Chicago’s Loyola University hosted Block by Block 2010; an invitation-only gathering of indie website owners, bloggers and online news hounds. They came to talk hyper-local, how to save community news and possibly make a buck doing it. Following along via video stream and tweets, I had to double check the date on my calendar.
Unless I’m imagining things, the topics and concerns being discussed seemed to be essentially the same as they were in 2007. Geez. Anybody wonder why the hyper-local revenue needle has barely moved over the past 3 years? This uncomfortable issue is the 800 lb gorilla in the room and is why every local, online news site is vulnerable to getting steamrolled.
The summit was hosted by a bevy of smart editorial & academic folk. Yet, if cracking the business model code is challenge #1, we wondered why a new biz-dev exec with local sales chops wasn’t on the steering committee. Maybe a sales pro to moderate the sales-focused panel? A critical error of many online news conferences is assuming this problem can be solved from the newsroom. It can’t. This begs the question: is the phrase entrepreneurial journalism an oxymoron?
Early during the panel session devoted to sales, attendees enjoyed a pop quiz. “Who are your customers?” Many squirmed hearing the correct answer of ‘advertisers, not readers’. Funny how some of those audience members forget how Newspapers are actually run, and how their journalism has always been subsidized by advertising and other non-news monetization.
Pegasus News pioneer Mike Orren was a wise choice as a sales session panelist, and has the scars to prove it. The Dallas based hyper-local platform & strategy he developed then sold, is always one to watch.
Unfortunately we had to witness business savvy publishers like Sacramento Press‘ Ben Ilfeld, and Howard Owens of TheBatavian being relegated to audience status during the ‘sales’ session. That little oversight did make me throw up in my mouth a little. Those two could have shared reams of real world examples & and sales case-studies all day long.
Special shout-out to those who graciously shared: “advertising is evil” and my personal favorite: “I’d rather chew on broken glass than sell an ad”. What nice, encouraging words to say in front of financially strapped bloggers. Not like they need more, but this kind of public airing of blogosphere dirty laundry only provides additional confidence to the new local competitors of Patch, Reach Local, DataSphere and Groupon.
Pure-plays like Patch love to see paralysis and the regular pissing and moaning from local news orgs. Intellectual theorizing and to-do list creation from the incumbents only provides Patch more time to marshal small armies of sellers to get in front of every mom and pop business in sight. Since small business owners are the financial life-blood of local news orgs, close relationships with them should be viewed as the ultimate end game for all for-profit news efforts.
It did occur to me, that if Patch execs were watching, they could be thinking: ‘sweet, these poor souls have no idea we could steamroll them if we wanted’. Surprisingly, Patch was rarely brought up and when it was, summarily dismissed. Instead of trying to understanding the Patch business strategy and how to compete, they were immediately described as a drive-thru experience with little chance of being a dominant news org.
Dismissing Patch is death defying puffery from those who can’t imagine losing control of local info & advertiser streams. Imagine a professional business not wanting to understand a fast moving, well funded competitor? Indeed, it speaks volumes to the ‘smarter than thou’ and academic ‘class project’ vibe of some hyper-local efforts.
Love em or hate em, Patch is one of the more potent threats to local media to date. Will they succeed? Who knows? But the one thing they will certainly do is inflict pain on the local media incumbents, forcing some to eventually throw in the towel. Patch could easily play a waiting game similar to when a Wal-Mart sells items at a loss in order to vaporize the small shop owner.
AOL /Patch’s; Tim Armstrong, recently made a TV appearance on CNBC. Tim touched on his general strategy with Patch. On the Business Insider site, reader comments slammed Tim. “Armstrong has no clue” on Aug 17, 1:24 PM said: “do you really think local media outlets are going to let you come to their town where they employ professional journalists and let your rag tag bloggers take-over?”
We think that answer is yes if revenue doesn’t become job #1 with local website operators. As the ancient warrior; Sun Szu, explains in the ‘Art of War’: know thy enemy…
…and as I say: Your cool site sucks cuz it can’t make money, and it scales like shit. Now take control of that steamroller before you get flattened.
Sustainable Business Models: Online News
Editorial leaders like Jeff Jarvis, Jay Rosen & John Paton have lead the charge to create powerful, online news organizations. Now we need specialists in local revenue & sales models to step up and take all of this great work to the next level. These 3 slides provide some insight on how to develop sustainable revenue models, that support much needed local news gathering.
Hyper Local News & Revenue
The hyper-local, online news space is getting crowded. Maybe it’s time to start throwing some elbows?
Digital marketing dollars of most small business, are still up for grabs. When you take these tiny but high volumes of mom & pop budgets, and combine them with the ‘asleep at the wheel’ efforts of traditional media, you can see why AOL/Patch, Reach Local, Groupon, Hyper-Local Incubators, and other indie efforts are doubling down and are going in for the kill.
Yet, when it comes to big media’s foray into this space, it’s full of well intentioned, but often misguided efforts. Here are recent items of note, on what’s working and what’s not…..in building profitable, hyper-local initiatives:
- Jan Schaffer from J Lab was recently asked if any online news projects will be ‘sustainable’. She answered: “time will tell”. Since Jan is admittedly not an expert in sales and advertising, why do we even ask her questions like that? These so called ‘elusive’ business models we’re supposedly looking for…already exist. Pure-plays (Reach Local, DataSphere, Groupon, etc) are already using these models to grab local market share right now…right from under our noses……while we continue to “discuss and explore”. Read Jan’s speech here.
- Philly.com’s incoming CEO; Greg Osberg recently told Poynter: “His top focus initially, will be on building audience, especially online. While conceding the point that small growth in unique visitors and other measures may not greatly impact ad sales, I think we can get 100 percent more audience, and that would make a difference.” Whoa, hold on there big fella. Since revenue & profitability is likely the top priority of his bosses, (investment firm of Angelo Gordon & others) we are not in agreement with Osberg’s statement. Instead, we believe Philly.com (and most news sites) have a sales strategy problem, not a traffic and page-view problem. Driving zillions of page views = inventory glut = lower effective cpm. Even MSNBC declared: pageview ‘dead’. Osberg also hinted of his plan to find local collaborators, especially in the suburbs where editorial coverage has been cut. We think this will be tough in the fiercely independent, Philly blogosphere, where some indie sites are getting bought up. (see next item)
- A Philly sports blog called 700Level, was recently acquired by Comcast. Another local sports site called Beer Leaguer was also just snapped up by the cable giant. This should give local, independent site owners a much better sense of the value of their work. If your stuff is good, why give it away for peanuts? If your not sure how to value your site, contact us for assistance. Indie-sites like Philebrity.com, Philly2nite.com and SuburbanOneSports.com are not likely to sell out for the relatively small pay day and employee status that the 700Level & Beer Leaguer jumped on. (we think much too quickly). Kudos to Comcast Sports Net vp; Eric Grilly, for making this smart move, while the 2 sports Radio stations in town 610WIP.com, 975TheFanatic.com, as well as Philly.com, were snoozing.
- Early efforts from Tribune showed promise, but stumbled a bit. Read why a local blogger pulled out of ChicagoNow network.
- The Washington Post hoped local bloggers would drop everything to work with the legendary site, for what some say, free. Read the laundry list of rules you need to follow, if you want to work with the WashPo.
- AOL/Patch reaches out to local website publisher in Altadena, California…. tells Patch: ‘no thanks’.
- SacPress.com is the self-funded news project that reportedly reaches more Sacramento online readers than the daily Newspaper (Sacbee), by leveraging their Sacramento Local Online Ad Network (SLOAN). The network is now over 40 sites strong, even repping the web inventory of 4 local Radio stations. (stations owned by digitally-challenged, Entercom)
- Radio & TV taking a shot at hyper-local news. Some broadcasters admit their weakness, and are outsourcing web strategy to DataSphere. Others do it themselves, and make clumsy mistakes and leave money on the table. But promising Radio efforts like WYDaily.com are a sign of things to come.
- Albritton’s TBD.com in DC, won’t pay bloggers directly — instead, the sales staff will work with interested advertisers. This does not sit well with local online writers.
- CUNY’s New Business Models for News, and NYU provide excellent editorial guidance for The New York Times’ hyper-local effort, called The Local. But for some reason, they were also given the responsibility for sales & revenue leadership. With little advertiser support, we fear that The Local could be considered a failure and potentially shuttered, due to poor financial performance. It’s local sales strategy seems non-existent. We wonder if NYU’s Jay Rosen will be making sales calls, once he launches the East Village NYC version of The Local. UPDATE: July 1, 2010…NYT unloads their Jersey hyper-sites to indie-blog; Baristanet.
- YouTube is experimenting in San Francisco, inviting local VJ’s and digital journalists to contribute. But we gotta ask….why just post your video on YouTube? Sell your footage to local TV or Newspaper instead!
- Sites like TheBatavian, NewzJunky.com and NewJerseyNewsroom, are gaining traffic and advertiser support. They use the not-so-secret formula of “running their sites like a business”. They spend less time with research and theory, and more time on the streets closing deals, and making sales calls.
Gannett Web Fumble, Punts to DataSphere
Gannett Broadcasting is putting some of their local web sales on auto pilot. The media titan announced they’ll join Raycom, LocalTV LLC and other digitally frustrated media properties in outsourcing some web efforts. No surprise, they’re punting to DataSphere; the master of call-center web sales and quickie blogs. Was this surrender by local media predicted many years ago? Yup.
Back in 2003, local media analysts republished a report about the Disruption of Local Media. The study was conducted with Clark Gilbert, a protege of Harvard Prof. Clayton Christensen, author of business best seller; Innovator’s Dilemma. (a must read on how incumbent companies, run by really smart managers, are unable to build new businesses while focusing on core customers) Read Chapter 1 of Innnovator’s Dilemma here. The report tried to answer the question that was a recurring theme in the book:
Can local media tackle the Internet with existing management, content and sales personnel?
The answer was no back then. Seems like that answer still stands today. Historical analogies suggest, that traditional media will try to win on web, but will ultimately fail.
Despite smart management and a high degree of awareness, no company – including newspapers armed with this knowledge – has been able to achieve new net gain by tackling a disruptive technology with an integrated management approach. Traditional managers tend to disbelieve the implications of what is happening to their own industry.
So let me get this straight…..
- If the TV GM and/or news director is responsible for the TV station website, it will fail.
- If the Radio PD, GM or Marketing director is responsible for the Radio website, it will fail.
- If the Newspaper publisher or news editor, is responsible for the Newspaper site, it will fail.
The key take-away from this 7 year old report? As long as a traditional media manager is calling the shots at the local media website, it will most certainly fail. Whoa.
Solution? Separate general management, sales, programming, editorial……separate everything. Build a business that can, and should attack the mother ship. Not following this path of action will allow pure-plays like Patch, ReachLocal and DataSphere, to make serious inroads into the local marketplace, in what once was the wholly owned domain of mainstream media.
Other online-only and hyper-local business models to watch: NewzJunky, BrooklynBugle.com, www.VancouverObserver.com and Nashville24.7
DataSphere Smart. Local Media; Not So Much
Gotta hand it to the fast growing DataSphere. The online solutions vendor recently closed deals with LocalTV LLC, Raycom and others. Could their offerings threaten WorldNow, Triton, and Emmis Interactive? Better yet, could their business model even hurt the local media partners they’re teaming up with?
Recently funded by Fisher Communications, DataSphere clearly saw local media still struggling with turning a web profit. (even after all these years)
Combine that with viewers and advertisers losing interest in typical local news sites, and ever lower cpm’s….. general managers everywhere are scrambling to keep corporate off their a** and to quickly accomplish the following:
- Have a half-decent website at the lowest possible cost
- Populate it with news, content & info, at the lowest possible cost
- Hit their new, mandatory web budget at the lowest possible cost
- Get it all done while not screwing up the primary business
DataSphere to the rescue. Here’s the deal: We’ll turn on a whole bunch of ez-to-operate neighborhood blogs for ya, then have our call centers auto-dial the local businesses in your town, close lot’s of deals, rinse, repeat. How’s that sound? Oh, we almost forgot. We’ll take a ridiculously high percentage of the deal and we’ll have a primary contact with the client too. But hey, just sit there and promote it. No need to lift a finger. Cool?
DataSphere Technologies, Inc. (http://www.DataSphere.com) is a Software as a Service (SaaS) Web technology and hyper-local ad sales company focused on generating online profits for media companies. DataSphere offers a range of turnkey solutions to rapidly improve site monetization and experience with minimal investment of time and money
I like that last line; “minimal investment of time and money”
As a local media manager, you’ll love how this easily puts web revenue on the books. But in reality, you did a deal with the devil. You just handed over the most valuable part of your business (realtionship with local advertiser) to an outside technology company/middle man.
Just for kicks, ask the Newspaper publisher in town how that deal with Yahoo has been working out for them.










