online publishing

Lessons from a good vertical: Skift.com

 

For digital media companies, creating good verticals that breed small but valuable audiences has become essential. On that subject, here are my takeaways following a conversation with Rafat Ali, founder and CEO of Skift.com. In 20 months, Rafat’s company has become a reference in the travel intelligence business. 

There is no excuse for not trying to build a vertical digital service (web site & mobile app) for a strong media company shifting to digital. As long as you have a powerful (not to be confused with profuse) newsroom coupled with a well-structured contents system, trying a foray in a specific domain is worth considering. As an example, see Atlantic Media, one of the most innovative media brands, as it deploys a series of verticals nested in its Government Executive Media Group. These units all generate small but extremely valuable and loyal audiences — and enviable revenue per user (more on the Atlantic in a future Monday Note).

Building a vertical is a mere matter of implementation, you might say. But a look below the surface shows how such process demands much more than merely putting a small group of good writers in a digital stable, and asking them to gather news on a specific subject.

That’s why Skift.com drew my attention. In less than twenty months, manned by only 9 people crammed in an mid-town Manhattan office, Skift.com has become a strong voice and a reference in the travel industry: airlines, booking systems, hotels, tour operators – and all the the sector’s disruptors.

OLYMPUS DIGITAL CAMERA

I met Rafat Ali five years ago in Hyderabad, India; we were both of speaking at the same conference. Rafat was about to exit his first and remarkable startup, PaidContent.org (a terrible name he now laughs off), one of the first blogs decoding the media industry’s transformation. After building it from scratch and spending eight exhausting years producing and editing stories, Rafat sold it to the Guardian for a reported $30m – right before the 2008 crisis. (Last year, PaidContent was acquired by GigaOm).

After a short transition, Rafat was free to go. So did he. In 2010, at the age of 36, he left for a two-year series of trips to Oman, Iceland, Burma, India (where he has family), radiating from his bases in New York and London. At last out of PaidContent’s trenches, he took the time to read a hundred books during his journeys. Following @rafat on Twitter, you could feel his excitement, and also his growing interest in the travel sector.

‘You have to remember, it was 2010, the iPad had just been launched, everyone was thinking about what to build on it’, said Rafat. His first idea was to re-invent the travel guide book for the iPad. But he soon realized how crappy the whole travel industry’s information ecosystem was: ‘I was blown away.’ While the transactional part of the travel business had been completely broken apart by a massive, unprecedented disintermediation — benefiting the customer, trade information remained frozen in the past, with its sets of professional printed publications perpetuating a jargon-filled verbiage offering little or no actionable intelligence, nor useful data

Nature (and digital business) abhors vacuum, so does Rafat Ali, who decided to fill the void. When asked to define Skift in a nutshell, he said this: ‘In late 2011, we wanted to build the Bloomberg News of travel’. (When it comes to business information, this is quite a goal. Never aim low, I can’t agree more.) Rafat’s wanted to build something based on a few concepts: rely heavily on data, capitalize on the open-web, use APIs aggressively (to connect with third party data sets), aim at professionals, consultants, experts, and — last but not the least — prosumers who often know more than merchants. (Read Rafat’s post on the “Mediata” Startups).

The other key to Skift’s concept — which means shift in Danish — was tearing apart the silo culture that plagued the travel industry for decades: ‘You have airlines, airports, cruises, hotels, technology… All of these silos have collapsed in global interconnected megatrends, and we knew we could make our voice heard across all…’, explained Rafat while pointing at this graph:

SkiftCircularGraphic-b
Graph ©
Skift.com

As far as editorial is concerned, Rafat believes journalistic content is needed to create addiction, daily use, while-data related products generate usefulness, stickiness, loyalty and, ultimately, monetization. Content-wise, at the beginning, the site was built on four “legs”: aggregation (collecting headlines); curation (with a tweet-length phrase to describe a story); licensed content (full articles brought from news providers); and originally produced articles. Today, Skift is down to two items: 40% of articles are licensed (mostly Newscred) and 60% are original content — about 15-20 short business stories (produced by a staff of three…)

Business-wise, Skift positioned itself primarily as a B2B company, then secondarily as B2B-2C. Its traffic is still modest (1m UVs/mo), but growing fast; so does its newsletter business, expected to reach 75,000 subscribers by year end. No mobile apps in sight as the mobile web works well for Skift: mobile users account for 35% of web traffic and 50% of newsletters readings.

Skift sells few but high yield ads, to the point that Rafat is about to create a tiny studio to create bespoke brand contents. (Maintaining the mandatory Chinese wall could be tricky in such a small structure.)

But Skift’s true gem is its industry dashboards and data collection system, a well-structured tree that leads to scores of statistics and rankings. Inside, you’ll learn that AirBnB — whose valuation is now higher than Hyatt — has a Skift Score (a combination of indicators) roughly twice the “bookings & tools” industry average. Or that Dutch airline KLM scores way better than the hippest Virgin Atlantic. Or that Hertz masters the social ecosystem way better than the trendy Über.

Using data analytics, Skift produces reports — short and updated twice a month (as opposed to quarterly “bibles” prone to quick obsolescence.) ‘We will focus mainly on marketing, strategy and technology to produce competitive intelligence’, said Skift’s CEO. Rafat’s intense focus on doing few things but doing them well extends to the obligatory conference business: Skift intends to do just a single event about the Future of Travel, in a similar fashion to Quartz’sThe Next Billion conference (see the #qznextbillion hashtag for a list of tweets linking to videos). In both cases, these events are built on strong editorial concepts, ‘We want to make a conference about leadership instead of a vendors-to-vendors type…’ said Rafat.

What’s next for Skift? First, an off-site staff meeting in Iceland. Actually, Rafat Ali is considering a global franchise set in Reykjavik. Less anecdotal, Skift founder wants to apply his news and contents formula beyond the travel industry to what he feels are interconnected sectors — at least in discretionary spending — namely food & beverage and retail sectors.

One final note. Looking at the state of travel information, I can’t help but discern a complete failure of traditional, legacy journalism. Too cozy with the main players and their corrupting PR machines, too filled-up with press junkets and freebies, the mainstream media coverage of this $6.5 trillion/260 million jobs sector has become mostly illegible. This leaves a large open field to new players.

frederic.filloux@mondaynote.com

 

Dealing With Data Frenzy

 

Last week, I attended the Newspaper Association of America’s MXC conference in Denver. We were to focus on the publishers’ use of data. A hot topic that sometimes becomes overly broad and leads to unrealistic expectations. Here are some key points I made.   

For any digital publisher, relying on data is no longer an option nor a luxury. It has become a necessity. Each passing quarter confirms the demise of digital advertising: yields continues to fall, programmatic buying (most often operated by large third party players) takes over and continues to fuel deflation. Highly visible media brands — two years ago the Huffington Post, now BuzzFeed — deal with the issue by generating huge quantity of pages saturated with kittens and listicles, each yielding very low CPMs. At the other end of the spectrum, strong media houses develop customized, sophisticated campaigns for high-end brands (see examples on NYT’s IdeaLab page); they also fill their pages and apps with so-called Branded Content items — which very few publishers manage to implement correctly.

For news publishers, the use of data should focus on four goals:
– Increase advertising yields through smarter targeting
– Improve their editorial recommendation engines (hence raising the number of page views per visit)
– Up-sell ancillary products
– Raise the performance of their subscription system (if any.)

Over the recent years, the advertising community managed to find a new gun to shoot itself in the foot. It’s called targeted ads. Everyone has ugly anecdotes about those. Typically, the stories go like this: You do a web search for an item and quickly find it. In the following months you’re deluged by ads for the product you bought. The annoyance prompts many to opt for AdBlocking systems — I did (except for sites I’m in charge of), with no regret nor guilt.

To put it mildly, there is room for improvement, here.

Coming back to profiting from site users’ data, one good example I heard recently is a recent request made by a large airline to the Financial Times: “Find us people who travel on long haul flights and who log on FT.com more than four times per month and from locations scattered along our routes”, i.e. super-frequent flyers used to business or first class, etc. Thanks to IP location analysis yielding geospatial coordinates for each connection, the retrieval of such high-value clientele wasn’t overly complicated. The geolocation principle applies to other requests, such as finding residents of a specific city or suburb, in order to serve effective advertising.

When you think of profiling, use a passport analogy. Anyone who visit a site from a browser (it’s more complicated with mobile apps), is issued a passport in the form of an anonymous cookie, such as this one, injected in my computer by the New York Times:

nyt_cookie

As a digital subscriber, I have inherited no less than 113 cookies from the NYTimes, each one stored in my computer for a specific purpose. They come from every segment of my navigation (pages, sections, articles, blogs), each generates a “stamp” on the passport. The more stamps I get on my passport, the more NYTimes people knows about me. Over time, the process draws a finely defined profile.

The example I often use looks like this (my perspective is from a French business media company):

Based on her past navigation, the user ID:6547dgfc_9088 turned out to be:
– A woman in her 30′s
– Leaving in Toulouse [Thanks to the geolocation of her internet box] She works :
…in the aerospace industry
… most likely in a financial department
… with a special interest in European regulations
… at a fairly high position.
Then we should be able to serve her with:
– Local ads / adjusted for her income and likely tastes [she also visits our lifestyle sections & other online properties in our network] – Adjusted editorial recommendations [related stories] based on her sector and position
– A special deal for our next conference on corporate finance
– A notification when someone in our team or among our partners publishes a book (paper or digital) relevant to her interest
– An abstract of our annual in-depth survey on aerospace
– A sneak-peak at our partner’s COOC (Corporate Open Online Course) featuring four hours of talk by a prominent tax lawyer from Brussels [don't forget the Red Bull] – [And if she's not a subscriber] A promotional, customized, one-time newsletter featuring the economics of commercial airplanes, with past stories from our newsroom, curated links, etc., all of the above driving to the inevitable conclusion: this discerning individual should definitely take advantage of our one-time offer.    

This “internal” profiling can be spectacularly enhanced by working with a major profiling third party. As an example, the large European player Weborama has accumulated a staggering 70 million profiles for an internet population of 52 million French users (each person can be linked to multiple profiles.) All over Europe, Weborama has collected 210 million profiles, roughly 40% of Europeans web users. In our example, by tapping into such large databases, the profile of this upwardly moving female exec from Toulouse will be enhanced up to the minutest detail of her tastes and preferences.

For the media company, reaching such productive interplay between a profiled individual and its ability to serve her with relevant content, services and products requires a well-integrated system — and a critical mass of products.

Understanding someone’s social and semantical genome through internal an external profiling is only a part of the equation. Matching the customer’s profile to the company output (journalism, conferences, publications, surveys…) also demands that the genome of those products be precisely established. If we want to “talk” to the customer’s profile, a story must have its set of tags, keywords and metadata; so does the theme of an upcoming conference that must go beyond a basic presentation, or the description a book. Ideally, every single piece of what the news organization produces must have its semantic genome encoded in a standardized way.

In defining user profiles, media organizations must have a rich and diverse line-up of contents, services and ancillary products. The broader the spectrum of a media brand, the better. All things being equal in terms of editorial quality, an isolated media will be less well armed than a larger company that operates multiple properties ranging from editorial to e-commerce and uses those to construct a wide range of user profiles.

Much more than in print media, isolation is not an attractive option in the digital world.

frederic.filloux@mondaynote.com

Building a business news aggrefilter

 

This February 10, Les Echos launches its business news aggrefilter. For the French business media group, this is a way to gain critical working knowledge of the semantic web. Here is how we did it. An why. 

The site is called Les Echos 360 and is separate from our flagship site LesEchos.fr, the digital version of the French business daily Les Echos. As the newly coined word aggrefilter indicates, it is an aggregation and filtering system. It is to be the kernel from which many digital products and extensions we have in mind will spring.

My idea to build an aggrefilter goes back to… 2007. That year, in San Francisco, I met Dan Farber, at the time editor-in-chief of CNet (now at CBS Interactive, his blog here) – and actual father of the aggrefilter term. Dan told me: ‘You should have a look at Techmeme. It’s an “aggrefilter” that collects technology news and ranks them based on their importance to the news cycle’. I briefly explored the idea of building such an aggrefilter, but found it too hard to do it from scratch, off-the-shelf aggrefilter software didn’t exist yet. The task required someone like Techmeme founder Gabe Rivera – who holds a PhD in computer science. I shelved the idea for a while.

360 cap

A year ago, as the head of digital at Les Echos, I reopened the case and pitched the idea to a couple of French computer scientists specialized in text-mining — a field that had vastly improved since I first looked at it. We decided to give a shot to the idea. Why?

I believe a great media brand bearing a large sets of positive attributes (reliability, scope, depth of coverage) needs to generate an editorial footprint that goes far beyond its own production. It’s a matter of critical mass. In the case of Les Echos, we need to be the very core of business information, both for the general public and for corporations. Readers trust the content we produce, therefore they should trust the reading recommendation we make through our aggregation of relevant web sites. This isn’t an obvious move for journalists who, understandably, aren’t necessarily keen to send traffic to third party web sites. (Interestingly enough, someone at the New York Times told me that a heated debate flared up  within the newsroom a few years ago: To which extent should NYT.com direct readers to its competitors? Apparently, market studies settled the issue by showing that readers of the NYT online actually tended to also like it for being a reliable prescriber.)

In the business field, unlike Google News that crawls an unlimited trove of sources, my original idea was to extract good business stories from both algorithmically and manually selected sources. More importantly, the idea was to bring to the surface, to effectively curate specialized sources — niche web sites and blogs — usually lost in the noise. Near-real-time information also seemed essential, hence the need for an automated gathering process, Techmeme-like. (Techmeme is now supplemented by Mediagazer, one of my favorite readings.)

Where do we go from here?

Initially, we turned to the newsroom, asking beat reporters for a list of reliable sources they regularly monitored. The idea was to build a qualified corpus based on suggestions from our in-house specialists. Techmeme and Mediagazer call it their “leaderboard” (see theirs for tech and media). Perhaps we didn’t have the right pitch, or we were misunderstood, but all we got was a lukewarm reception. Our partner, the French startup Syllabs, came up with a different solution, based on Twitter analysis.

We used our reporters’ 72 most active Twitter accounts to extract URLs embedded in their tweets. This first pass yielded about 5000 URLs, but most turned out to be useless because, most of the time, reporters linked their tweets to their own or their colleagues’ newsroom stories. Then, Syllabs engineers had another idea, they data-mined tweets from people followed by our staff. This yielded 872,000 URLs. After that, another filtering pass found out the true curators, the people who found original sources around the web. Retweets also were counted as they indicate a vote of relevance/confidence. After further statistical analysis of tweet components, the 872,000 URLs were boiled down to less than 400 original sources that were to become the basis of Les Echos 360′s Leaderboard (we are now down to 160 sources).

Building a corpus of sources is one thing, but ranking articles with respect to their weight in the news cycle is yet another story. Every hour, 1,500 to 2,000 news pieces go through a filtering process that defines their semantic footprint (with its associated taxonomy). Then, they are aggregated in “clusters”. Eventually, clusters are ranked based according to a statistical analysis of their “signal” in the general news-flow. Each “Clustering” (collection + ranking) contains 400-500 clusters, a process that more than occasionally overloads our computers.

Despite continuous revisions to its 19,000 lines of code, the system is far from perfect. As expected. In fact it needs two sets of tunings: One to maintaining a wide enough spectrum of sources to properly reflect the diversity of topics we want to cover. With a caveat: profusion doesn’t necessarily create quality. Crawling the long tail of potentially good sources continues to prove difficult. The second needed adjustment is finding the right balance between all parameters: update frequency, the “quality index” of sources – and many other criteria I won’t disclose here. This I compare to the mixing console inside a recording studio. Finding the right sound is tricky.

It took years for Techmeme to refine its algorithm. It might take a while for Les Echos 360 — that’s why we are launching the site in beta (a notion not widely shared in the media sector.) No surprise, a continuous news-flow is an extremely difficult moving target. As for Techmeme and Mediagazer, despite refinements in Gabe Rivera’s work, their algorithm is “rectified” by more than a dozen editors (who even rewrite headlines to make them more explicit and punchier). A much lighter crew will monitor Les Echos 360 through a back-office that will allow us to change cluster rankings and to eliminate parasitic items.

For Les Echos’ digital division, this aggrefilter is a proof of concept, a way to learn a set of technologies we consider essential for the company’s future. The digital news business will be increasingly driven by semantic processes; these will allow publishers to extract much more value from news items, whether they are produced in-house or aggregated/filtered. That is especially true for a business news provider: the more specialized the corpus, the higher the need for advanced processing. Fortunately, it is much easier to fine-tune an aggrefilter for a specific field (logistics, clean-tech, M&A, legal affairs…) than for wider and muddier streams of general news. This new site is just the tip of the iceberg. We built this engine to address a wide array of vertical, business-to-business, needs. It aims to be a source of tangible revenue.

frederic.filloux@mondaynote.com

@filloux 

 

Surviving 2014

 

2014 won’t be an easy year for the digital news business. The good news is the list of mandatory actions is coming into sharper focus. Today, we look at key items.  

The hard part is finding positive signs. My own guess: for the news industry, the excruciating migration from print to digital will get worse before it gets better. If I had to draw a J curve, as economists put it, it would look like this:

303-J-curve

Note that the green list is longer than the red one. But we are still not through with the negative key factors.

For the news media industry, advertising will remain problematic this year. The graph below sums up the sector’s dire situation (a US view that mostly applies to other mature markets):

303 revenue

For 2014, planet remains badly aligned:

- There is nothing is sight to correct the huge imbalance between the supply of digital advertising space and advertisers’ demand. Digital media continue to produce millions of new URLs per day that banners simply can’t match. As long as no one is willing to reduce the supply-side, the imbalance is likely to last. This is even more regrettable when considering how the media industry will need to increase its own promotion activities in order to support the diversification that is key to its survival. Practically, if an online publication decided to close 30% of its inventory and assign it to promote its mobile apps, verticals, ancillary products, etc., it would win on both ends. First, it would recreate some scarcity, meaning higher revenue metrics and, second, it would beef up the promotion of its own products. Unfortunately, such an idea won’t last a minute in a short-term budgetary review.
- Thanks to Real-Time Bidding (RTB), publishers actually fuel the price deflation
by auctioning their leftover inventory on various marketplaces. In doing so, they generate some revenue – at the expense of the format’s per unit value (in such auctions, expect no more than 5-10% of nominal prices). In addition this process mechanically applies negative pressure to premium placements because the advertisers will opportunistically purchase a guaranteed and targeted audience wherever available. Even the New York Times will jump on the RTB bandwagon  — “in [its] special way”, it claims. We’ll see.
- Making serious money with mobile ads will remain elusive. For most digital news outlets, mobile users are likely to pass the 50% of the total audience later this year. Unfortunately, the magic advertising formula has yet to be cracked as a mobile user only brings a fraction of the equivalent web revenue. I don’t believe in a miracle ad format that will make the commercial experience “engaging” or “enjoyable”… You don’t “engage” people on the move. You grab, seduce, retain them with repetitive and attractive contents that properly fit their time-wise needs and cognitive availability. Then, if the content is good enough, unique, and able to create a reflexive daily habit — then you might be able to convince a fraction of the audience to pay for it. Note the italics, they point to significant obstacles on the road to the mobile pot of gold.
On mobile, I feel interface quality and selectiveness of functionalities are even less forgiving than on the web: you can’t allow useless stuff on a smartphone screen, there is simply no tolerance for it. All contents being equal, the success of a mobile news product will largely depend on the quality of its interface.

Now let’s turn to the green part, the hopeful one.

Agility. One of the benefits of the continuing newsrooms shrinkage (no, we’re not through, yet) will be news staffs making further gains in agility and polyvalence. As Scott Klein, senior editor for news applications at ProPublica, puts it in the NiemanLab Predictions for 2014 (worth a read):

You can be a good journalist without being able to do lots of things. But every skill you don’t have leaves a whole class of stories out of your reach. And data stories are usually the ones that are hiding in plain sight.

Scraping websites, cleaning data, and querying Excel-breaking data sets are enormously useful ways to get great stories. If you don’t know how to write software to help you acquire and analyze data, there will always be a limit to the size of stories you can get by yourself. And that’s a limit that somebody who competes with you won’t have.

To put it more bluntly, in 2014, thriving newsrooms will share the following characteristics: (a) they will be fastest to inject a critical proportion of new blood in their ranks and (b) they will invest in training to add the skills, mostly tech ones, required by modern journalism.

New Forms of Ads. Digital Advertising is half-way through a decisive transformation. As I wrote here many times, the market will stretch at its extremities; one will end up with more automation (the aforementioned RTB trap) while the other end might be more virtuous. It will be based on tailored promotional operations and Branded Content product lines (see coverage in the Monday Note), both form carrying higher CPMs and better reader acceptance. I’m a true believer in the continuity — not the blend nor the confusion — between journalistic contents and commercial editorial. Brand, companies, have a lot to tell beyond traditional advertising. Most publishers will be slow movers in that field. Even if such new forms of ads turn to be a fad (which I don’t believe), it won’t be a costly mistake to hire a commercial editor flanked by a couple of smart people, a combination of writers and strategic planners (not easy to find, I’ll admit, you might instead consider training existing staff), able to understand and convert client needs into good storytelling aimed at attracting (but not deceiving) readers.

2014 will be the year of media companies realizing they must morph into technology companies — or embrace, one way another, the technologies that guarantee their survival. Consider the following factors: advertising requiring better audience profiling; smart recommendation engines becoming mandatory to retain readers; semantic “footprint” becoming the de rigueur instrument to serve a solvent and loyal readership; journalism thriving through data… These all make the need for tech people able to understand editorial issues more pressing.

As long as those prerequisites are well understood, I’m bullish on the future of digital news.

–frederic.filloux@mondaynote.com
@filloux

The not-so-quaint charm of the email newsletter

 

In spite of today’s obsession with social networks, the email newsletter remains a potent vector for the dissemination of news and for driving traffic back to websites. It comes with one condition, though: reintroducing a human touch. 

Today, producing a newsletter looks so easy: Select RSS feeds from your site, fire a plug-in to extract selected headlines and areas, insert the feeds in a template and send the whole thing via a router interface. Done.

Many sites do it on auto-pilot. And the result of such automated treatment is crude newsletters throwing together a bunch of headlines and snippets. On the surface, the output does reflect the content of a site, but it actually fails to reveal any editorial choice other than the basic home page hierarchy. An opinion piece, an in-depth profile, or an investigative report will be processed in the same mechanical way: headline, nutgraf, a couple of links and nothing further.

Based on my personal use, such work ends up in a special designated folder I created on my main Gmail account for each publication I subscribe to. After a while, I stopped looking at those robotized emails. To make things worse (for the senders), Google does the filing for me — unbeknownst to me, actually. A couple of months ago, Gmail created several tabs, one of them titled “Promotions”, that collect all newsletters, including the ones I willingly subscribed to. Google chooses for me the emails should I read first. Great. I don’t understand why this arbitrary filtering didn’t trigger any outcry, both from subscribers and publishers of legit newsletters (I happen to be both). Needless to say, the opening rate of emails falling into the infamous Promotions folder is significantly altered. All at the pleasure of Google and its algorithms.

Coming back to the newsletter itself, we can detect the beginning of a shift away from robotized email towards the written-by-humans form.

Again, I’ll refer to Quartz, the business site launched a year ago by the Atlantic Media Group (see a previous Monday Note series here). Their email newsletter is called “The Daily Brief”; it is 800-words long, no images, cleverly written and edited, sent to about 45,000 subscribers worldwide, in three editions (US, Asia, Europe and Africa.)

Here is how it looks on mobile devices:

qz phones

The structure is simple: Five main headers containing five to seven items, each summing up what the story you might click on is about. The headers are: “What to watch today”, “While you were sleeping”, “Quartz obsession interlude” (it refers to Quartz’ proprietary revision of the old beat structure), “Matter of Debate”, and “Surprising discoveries”. A good mixture of news, fun, serendipity, thoughtful items. The links do not always send back to qz.com, they can lead anywhere. Sounds pretty simple at first. But, as Quartz editor Kevin Delaney recently told me, the Daily Brief is the result of a thorough editorial process. The email newsletter is touched by no less than four people, including two seasoned editors, Gideon Lichfield, Quartz global news editor who spent 16 years at the Economist, and Adam Pasick, the Asia editor and a 10-year Reuters veteran. Newsrooms who assign junior writers to expedite email newsletters should think again… Quartz is one of the few media I know to actually devote sizable resources for such a “simple” news product (also read this analysis on MailChimp, Quartz email router). But many are now considering the formula: The Wall Street Journal recently launched its “10-Points” email newsletter, built on the same principles as Quartz’s Daily Brief.

wsj-10points2

Sophisticated email newsletters are not new. For years, bloggers affiliated or not with large media organizations have been using them to promote their work and attract readers, gaining significant traction in the process. To name but a few, Andrew Sullivan’s Daily Dish on Politics, or Andrew Ross Sorkin’s Dealbook (part of NYTimes.com) have become full-fledged news brands. I asked Juan Señor, partner at Innovation-Consulting, who worked on many newspaper modernizations, for his opinion on the matter:

Conceptually, our take and that of other newspapers investing in newsletters or news briefings – as we call them – is that you have to move from commodity news to selling intelligence. In an age of abundance you have to sell scarcity. The laws of economics prescribe that the more abundant a product is, the less valuable it is in price. The more volume I have, the less value I can extract from it.’ 

Juan adds two critical factors needed to create a valued product: Timing — sending a news briefing at the right time to maximize its impact — and the multi-device format.

In spite of their age, email newsletters remain a relative primitive stage. Let’s talk first about the user interface. A newsletter begs to be read both on mobiles and on a desktop. You can no longer decide for the reader which screen size h/she will read your stuff on. Responsive design is mandatory. But applying responsive design techniques is way more complicated for newsletters than it is for websites. Even large medias such as the NYT are providing single formats newsletters. (I will humbly admit that, while the Monday Note blog switched to responsive design a while ago, I’m still struggling to do the same for our newsletter.) While I want to send a newsletter from a series of blog posts in a single stroke, I’m still waiting for the WordPress plug-in that will let me do that through a wide range of email routers. In the same fashion, I would welcome add-ons to the most popular word processors that would output good-looking, responsive html emails.

Another thing about email design: It must be conceived to be read offline. I live in a 4G city (Paris) but I still get poor 3G or even EDGE service in too many places (French carriers are said to slow down network speed in order to accelerate the switch to 4G). Therefore, the ability to read complete content offline beyond headlines is, in my view, a basic feature. Going a bit further, I would dream of newsletters pre-loading multiple layers of reading, allowing the reader to jump from the main page to one or two levels down — without requiring a connection.

Deeper improvements to newsletters will come from the usual combination of analytics and semantics. A well-crafted engine will detect what parts of an email newsletter I read the most, what subjects I’m more inclined to click on. Then, the system will adapt the content of my newsletters in order to increase my propensity to open and to engage (i.e. to click on links.) This will make the old-fashioned newsletter an even more powerful website traffic vector.

frederic.filloux@mondaynote.com

 

The Age of the Platform

 

Before deciding what should comes “first” in digital, publishers must figure out the right production workflow. Each and every player must plot its very own path away from the now aging notion of publication to the broader platform model. 

Last week, I spent a few of days in Berlin at the European INMA conference. Among many interesting moments, there was our visit to the Axel Springer group, the number one print publisher in Germany that also operates scores of publications in 44 countries. In 2012, Springer had a revenue of €3.3bn and an EBIDTA of €628m; 40% of its revenue comes from digital, thanks to 160 different online properties and 120 applications. Attaining this level required an aggressive growth strategy: since 2006, Springer launched or acquired new digital activities at the stunning rate of one every two weeks!

Like most modern news outlets, Springer is obsessed with having everyone in the company work without distinction between digital and print. Its latest initiative involves the definitive transformation of the venerable daily Die Welt into a multimedia news factory. To achieve this, the company bets on the radical architecture of its brand new newsroom. Of course, Die Welt is not the first to bet on the physical setting of the workplace to accelerate changes. Among others, the UK’s Telegraph did the same several years ago (it didn’t go smoothly at first but, in the end, the effort paid back.)

Here is the floor plan of the Die Welt’s newsroom that will enter in operation within a couple of months (I reconstructed it from a picture and briefing notes) :

die_welt_newsrm_plan

The open space resembles a sound-proof cathedral on the ground floor of the Axel Springer building in the center of Berlin. It will operate from 5am to midnight. The star shape reflects the news products’ diversity and time imperatives; the closest the workstations are from the center (where on-duty management sits), the faster the treatments are supposed to be: mobile staffers will stay close to the top editors as people in charge of building pages for the daily will dwell at the outer edges. This newsroom is mostly a production center; it actually accommodates only half of the Die Welt 300+ editorial staff as reporters and some staff writers will be located in a separate room. Note how all individual offices are gone while the periphery is filled with meeting rooms of various sizes and shapes that staffers use as needed.

Management gurus often say a radical alteration of physical settings is a key instrument of change. I can’t agree more. Interestingly enough, a firm like Innovation Media Consulting I’ve known since the Nineties as mostly an art direction company now works with architects and workflow specialists to induce changes in the way newsrooms operate.

But a super-modern floor plan is only part of the equation. In last week’s Monday Note,  I addressed the need to make the story the kernel of a cluster of high value products. Both are merely components of a much deeper change, that is the creation of a true News Platform. Anglo-Saxon newsrooms enjoy several advantages over Southern Europe (for instance) ones. Since the beginning, their journalism is built on a clear separation between writers (or reporters) on one side, and editors on the other. Anglo-Saxon journalism comes embedded with a separation between the writing and the editing of journalistic material — that is not the custom in a country like France in which most interns sees themselves as potential heirs to Joseph Kessel. More seriously, here, the principle of heavy editing is much less accepted than in the US, UK or Germany where the process results in much better structured articles, and most powerful storytelling for long-form reporting. In addition, in those countries, newsrooms with top editors entirely dedicated to their role of managers are better equipped to address the needs of morphing news organizations. For the most part, these factors explain why, in the Anglo-Saxon world, the News Platform transformation is way ahead of anywhere else. Axel Springer’s management concedes that this radical news flow structure is the result of a process that started years ago — that’s why it has been smoothly accepted by the staff. Everyone now sees it as the indispensable platform to produce across all major vectors now used by the readers – mobile, tablets, web and print – with greater efficiency along with consistent quality,.

frederic.filloux@mondaynote.com

The Quartz Way (2)

 

Last week, we looked at Atlantic Media’s business site Quartz (qz.com) from an editorial and product standpoint. Today, we focus on its business model based on an emerging form of advertising. 

The Quartz business model is simple: it’s free and therefore entirely ad supported. Why? Doesn’t qz.com target a business readership that shouldn’t mind spending nine dollars a month? “It was part of the original equation: Mobile first, and free, embracing the open web”, explains publisher Jay Lauf, whom I met in Paris a couple of weeks ago. Jay is also an Atlantic Media senior vice-president and the group publisher (he once was Wired’s publisher).

jay-lauf-head-shot

Jay Lauf, Publisher (Photo: Quartz)

According to him, launching Quartz was the latest iteration of a much grander plan. Four years ago, Atlantic Media held a meeting aimed at defining their strategy: “What we will do, but also what we will not do”, says Jay Lauf. The group came up with three key priorities: #1 being a growth company (as opposed to passively manage the shift from print to digital). That idea was greatly helped by Atlantic’s ownership structure controlled by David Bradley. #2 “Digitally lead for everything”, which was not obvious for a ancient publication — Atlantic Monthly was created in 1857. #3 Atlantic must focus on “decision makers and influential people”.

Today, the goals set four years ago translate into a cluster of media brands reaching every month a highly solvent readership of 30 million people:

  • The Atlantic, the digital version of the eponymous magazine.
  • The Atlantic Wire aimed at a younger generation mostly relying on social media.
  • The Atlantic Cities, that focuses of urban centers and urban planning.
  • The National Journal that itself includes several publications, mostly about politics and society.
  • Government Executive Media, which operates a number niche publications covering the federal government (including its use of technology)
  • Atlantic Media Strategies, an independent division offering a full catalogue of advertising and marketing solutions. These range from analytics, social media campaigns and content creation, such as this one with General Electric in which a dedicated site features America’s economic futures – according to GE.

quartz_graph

All this brings us to Quartz’s business model. It relies entirely on native advertising also known as branded or sponsored content (see a previous Monday Note What’s Fuss About Native Ads?). Quartz’s implementation is straightforward: a small number of advertisers, served with high yield campaigns.

Below is yesterday’s screenshot of Quartz’s endless scroll, featuring regular displays of branded content (in this case Boeing):

qz_scroll_ads

Most of the time, the content is made or adapted especially for Quartz with a variable involvement of its advertising division (the branded content operations are kept segregated from the editorial department.) Quartz staff involvement goes from collaborating on the ad content to setting up HTML5 integration. On purpose, Quartz maintains a staff of copywriters and graphic designers assigned to assist brands in their communication. While ad spaces are clearly identified, their content is never completely dissociated from surrounding articles. Quite often, it reflects the newsroom’s “Obsessions“. Such precautions, plus the Quartz layout, warrant good click-rates and high prices. Quartz people are discreet about the KPIs, but sources in the ad community said that CPMs for its native ads content could be roughly ten times higher than traditional display ads.

Atlantic Media’s weight and bargaining power helped jumpstart the ad pump. A year ago, the site started with four brands: Chevron, Boeing, Credit Suisse and Cadillac. Today, Quartz has more twenty advertisers from the same league. Unlike other multi-page websites, its one-scroll structure not only proposes a single format, but also re-creates scarcity. (Plus the fact that Quartz does not have any mobile apps greatly simplifies the commercial process.) Still, it can be a double-edged sword: scarcity could indeed translate into high prices, but it also limits the number of available slots, therefore capping the revenue stream. Quartz’s publisher and head of sales made a tough choice — high rates vs. high volume — and so far it seems to work fine as the site is close to break-even ahead of schedule.

How far it can go remains to be seen. Quartz is a relatively small operation (50 people altogether, including 25 journalists producing 35-40 stories a day and a nice location in NYC’s Soho district.) My guess is it shouldn’t burn more than $10m a year. By extrapolating from the site’s audience, profitability sounds in reach of Quartz’s current “value model”. But the asymptote — factoring ads rates, number of slots, advertisers’ “dimension”, and traffic — could also be near and therefore constrain Quartz’s ability to scale up. That’s why the publication is now entering the crowded sector of conferences with its “Quartz Live”, featuring its customary exclusive attendance and editorial-rich ways. Will Quartz escape the temptation to launch paid-for products? Its journalistic content leaves open many opportunities in that field. For example, a mixture of semantic-assembled, high-end briefings, tailored to carefully profiled segments of its audience could generate a nice revenue stream, or ebooks and long-form features.
To be continued next year…

frederic.filloux@mondaynote.com

 

The Quartz Way (1)

 

Quartz, a web-only business publication, just turned one year old. On both editorial and business dimensions, Quartz features all components of a modern media venture. Is this a formula for the long run? To answer the question, in the first of two articles, we take a closer look at the editorial product.

Quartz (qz.com) is the kind of media most business writers would love to be part of. It’s smart, fun, witty, basic and sophisticated at the same time. Like Jony Ive design at Apple, its apparent simplicity is the combined product of deep thought and of a series of bold moves by its owner, the Atlantic Media group, publisher of the eponymous monthly. From all standpoints, content, organization or even business model, Quartz came up with innovations (see the Monday Note I wrote for the launch in September 2012).

Ten days ago, my phone interview with editor-in-chief Kevin Delaney, started with a discussion of his newsroom of 25 writers and editors. On Tuesday September 24 at 9pm Paris Time, Quartz had this piece at the top of its infinite scroll:

Quartz illustr

Editorially, this epitomizes (in a way) what Quartz is about: topics addressed through well-defined angles (in this case, the idea that if Amazon hit large book retailers hard, it didn’t have much impact on small independent bookstores.) The story was short but right to the point — taking the opposite side of the now worn tale of Amazon devastating the book-selling landscape. To illustrate his piece, instead of using yet another photograph of Jeff Bezos haranguing a crowd, the writer picked this weird image of a girl showing off at a bookstore event.

Yes, at Quartz, journalists are the ones who get to select the pictures that go with their article. Most of the time, this yields better audience numbers.

Actually, explains Kevin Delaney, the staff is supposed to produce a complete package, ready to be processed by editors, with links, headline, photos (lifted from Reuters, Getty, AP or sometime the Creative Commons trove) properly cropped and adjusted. Everything is done within a WordPress interface, chosen for its versatility, but also because most journalists already know to use it. As for headlines (the task usually handled by editors), the Quartz newsroom relies on team chats to quickly and collaboratively work on pieces.

kevin_delaney
Kevin Delaney (photo: Quartz)

The same goes for graphics like in this snapshot of Tweeter’s IPO prospectus, a part of the magazine’s comprehensive coverage of the upcoming event. To further encourage the use of graphics and charts in stories, Quartz engineering director Michael Donohoe (a NYT alumni) ChartBuilder, a bespoke, easy to use tool.  [Correction : as pointed out by Quartz'global news editor Gideon Lichfield, ChartBuilder has been developed by David Yanofsky, one of Quartz journalist/coder/data hackers...] As an internet-native company, Quartz threw its software in the open-source world (see how it looks in Github) — an unthinkable move in the close-to-the-vest legacy media world…

While listening to Delaney describing his organization, I couldn’t help but mentally itemize what separates its super-agile setup from traditional media. A couple of months ago, I met the digital management of a major UK newspaper. There, execs kept whining about the slow pace evolution of the news staff and the struggle to get writers to add links and basic metadata (don’t even think about pix or graphics) to their work product. By and large, most legacy media I know of, in France, UK and the United States, are years behind swift boats such as Quartz, Politico or the older but still sharp Slate.

I used to think the breadth and depth of older large newsrooms could guarantee their survival in a digital world plagued by mediocrity and loose ethics. But considering great pure players like Quartz — which is just the latest offspring of a larger league — I now come to think we are witnessing the emergence of a new breed of smaller, digital-only outlets that are closing the gap, quality-wise, with legacy media. In the context of an increasingly segmented and short-on-time readership, I can only wonder how long the legacy newsroom’s strategic advantage of size and scope will last.

Quartz editorial staff has nothing to do with the low-paid, poultry farm newsrooms of many digital outlets. Most of the 25 journalists and editors (out a staff of 50) were drawn from well established brands such as Bloomberg, The Economist, Reuters, New York Magazine or The Wall Street Journal (Kevin Delaney, 41, is himself a former WSJ.com managing editor). “Our staff is slightly younger than the average newsroom, and it is steeped in the notion of entrepreneurial journalism”, says the Quartz editor-in-chief. “With Quartz, we had many opportunity to rethink the assumptions of traditional media”.

The original idea was to devise how The Economist would look like if it had been born in 2012 rather than in 1843, explains Delaney. It would be digital native, mostly for mobile reading, and focus on contemporary economic engines such as digital, globalization, e-commerce, the future of energy, debt, China, etc. Instead of abiding by the usual classification of business news that looks like a nomenclature from the Bureau of Labor Statistics  (Industry, Services, Markets, Trade, etc.), Quartz opted for a sexier taxonomy; its coverage is based on an evolving list of “Obsessions“, a much more cognitive-friendly way to consider the news cycle than the usual “beat” (read this on the matter). As an avid magazine reader, Delaney said he derived the idea from publications like New York Magazine.

The challenge is connecting this categorization to audience expectations… Hence the importance of the social reverberation of Quartz treatments. They translate into stunning numbers: according to Kevin Delaney, 85% to 90% of its traffic is “earned” and social referrals account 50% of the site’s traffic. In other words, the traffic coming from people typing http://qz.com in their browser accounts for only 10-15% of the volume. To put things in perspective, on a legacy media site, social traffic weighs about 5% — in some rare cases 10% — and around 40% to 50% of the pages views are generated via the home page.

Since the site is nothing else but an infinite rolling page of stories, there is no classic jumping board home page. Another obsession of Quartz founders: “We wanted to minimize friction and encourage readers to share our stories. We designed the site first for tablets, then for mobile and as a classic website, in that order,” insists Kevin Delaney. No apps in sight, but a site built in HTML5 and responsive design that adjusts to screen size. At first, the no-app choice sounded weird for a media aimed at a mobile audience, but considering the rising costs and complexity of building, managing, and maintaining native apps on multiple platforms, a single HTML design was probably the best approach.

I’m not through talking about Quartz. Next week, we’ll examine the venture’s business aspects, its bold ways of dealing with advertising.

frederic.filloux@mondaynote.com

Goodbye Google Reader

 

Three months ago, Google announced the “retirement” of Google Reader as part of the company’s second spring cleaning. On July 1st — two weeks from today — the RSS application will be given a gold watch and a farewell lunch, then it will pack up its bits and leave the building for the last time.

The other items on Google’s spring cleaning list, most of which are tools for developers, are being replaced by superior (or simpler, friendlier) services: Are you using CalDAV in your app? Use the Google Calendar API, instead; Google Map Maker will stand in for Google Building Maker; Google Cloud Connect is gone, long live Google Drive.

For Google Reader’s loyal following, however, the company had no explanation beyond a bland “usage has declined”, and it offered no replacement nor even a recommendation other than a harsh “get your data and move on”:

Users and developers interested in RSS alternatives can export their data, including their subscriptions, with Google Takeout over the course of the next four months.

The move didn’t sit well with users whose vocal cords were as strong as their bond to their favorite blog reader. James Fallows, the polymathic writer for The Atlantic, expressed a growing distrust of the company’s “experiments” in A Problem Google Has Created for Itself:

I have already downloaded the Android version of Google’s new app for collecting notes, photos, and info, called Google Keep… Here’s the problem: Google now has a clear enough track record of trying out, and then canceling, “interesting” new software that I have no idea how long Keep will be around… Until I know a reason that it’s in Google’s long-term interest to keep Keep going, I’m not going to invest time in it or lodge info there.

The Washington Post’s Ezra Klein echoed the sentiment (full article here):

But I’m not sure I want to be a Google early adopter anymore. I love Google Reader. And I used to use Picnik all the time. I’m tired of losing my services.

What exactly did Google Reader provide that got its users, myself included, so excited, and why do we take its extermination so personally?

Reading is, for some of us, an addiction. Sometimes the habit turns profitable: The hours I spent poring over computer manuals on Saturday mornings in my youth may have seemed cupidic at the time, but the “research” paid off.

Back before the Web flung open the 10,000 Libraries of Alexandria that I dreamed of in the last chapter of The Third Apple my reading habit included a daily injection of newsprint.  But as online access to real world dailies became progressively more ubiquitous and easier to manage, I let my doorstep subscriptions lapse (although I’ll always miss the wee hour thud of the NYT landing on our porch…an innocent pleasure unavailable in my country of birth).

Nothing greased the move to all-digital news as much as the RSS protocol (Real Simple Syndication, to which my friend Dave Winer made crucial contributions). RSS lets you syndicate your website by adding a few lines of HTML code. To subscribe, a user simply pushes a button. When you update your blog, it’s automatically posted to the user’s chosen “feed aggregator”.

RSS aggregation applications and add-ons quickly became a very active field as this link attests. Unfortunately, the user interfaces for these implementations – how you add, delete, and navigate subscriptions — often left much to be desired.

Enter Google Reader, introduced in 2005. Google’s RSS aggregator mowed down everything in its path as it combined the company’s Cloud resources with a clean, sober user interface that was supported by all popular browsers…and the price was right: free.

I was hooked. I just checked, I have 60 Google Reader subscriptions. But the number is less important than the way the feeds are presented: I can quickly search for subscriptions, group them in folders, search through past feeds, email posts to friends, fly over article summaries, and all of this is made even easier through simple keyboard shortcuts (O for Open, V for a full View on the original Web page, Shift-A to declare an entire folder as Read).

Where I once read four newspapers with my morning coffee I now open my laptop or tablet and skim my customized, ever-evolving Google Reader list. I still wonder at the breadth and depth of available feeds, from dissolute gadgetry to politics, technology, science, languages, cars, sports…

I join the many who mourn Google Reader’s impending demise. Fortunately, there are alternatives that now deserve more attention.

I’ll start with my Palo Alto neighbor, Flipboard. More than just a Google Reader replacement, Flipboard lets you compose and share personalized magazines. It’s very well done although, for my own daily use, its very pretty UI gets in the way of quickly surveying the field of news I’m interested in. Still, if you haven’t loaded it onto your iOS or Android device, you should give it a try.

Next we have Reeder, a still-evolving app that’s available on the Mac, iPhone, and iPad. It takes your Google Reader subscriptions and presents them in a “clean and well-lighted” way:

For me, Feedly looks like the best way to support one’s reading habit (at least for today). Feedly is offered as an app on iOS and Android, and as extensions for Chrome, Firefox, and Safari on your laptop or desktop (PC or Mac). Feedly is highly customizable: Personally, I like the ability to emulate Reader’s minimalist presentation, others will enjoy a richer, more graphical preview of articles. For new or “transferring” users, it offers an excellent Feedback and Knowledge Base page:

Feedly makes an important and reassuring point: There might be a paid-for version in the future, a way to measure the app’s real value, and to create a more lasting bond between users and the company.

There are many other alternatives, a Google search for “Google Reader replacement” (the entire phrase) yields nearly a million hits (interestingly, Bing comes up with only 35k).

This brings us back to the unanswered question: Why did Google decide to kill a product that is well-liked and well-used by well-informed (and I’ll almost dare to add: well-heeled) users?

I recently went to a Bring Your Parents to Work day at Google. (Besides comrades of old OS Wars, we now have a child working there.) The conclusion of the event was the weekly TGIF-style bash (which is held on Thursdays in Mountain View, apparently to allow Googlers in other time zones to participate). Both founders routinely come on stage to make announcements and answer questions.

Unsurprisingly, someone asked Larry Page a question about Google Reader and got the scripted “too few users, only about a million” non-answer, to which Sergey Brin couldn’t help quip that a million is about the number of remote viewers of the Google I/O developer conference Page had just bragged about. Perhaps the decision to axe Reader wasn’t entirely unanimous. And never mind the fact Feedly seems to already have 3 million subscribers

The best explanation I’ve read (on my Reader feeds) is that Google wants to draw the curtain, perform some surgery, and reintroduce its RSS reader as part of Google+, perhaps with some Google Now thrown in:

While I can’t say I’m a fan of squirrelly attempts to draw me into Google+, I must admit that RSS feeds could be a good fit… Stories could appear as bigger, better versions of the single-line entry in Reader, more like the big-photo entries that Facebook’s new News Feed uses. Even better, Google+ entries have built in re-sharing tools as well as commenting threads, encouraging interaction.

We know Google takes the long view, often with great results. We’ll see if killing Reader was a misstep or another smart way to draw Facebook users into Google’s orbit.

It may come down to a matter of timing. For now, Google Reader is headed for the morgue. Can we really expect that Google’s competitors — Yahoo!, Facebook, Apple, Microsoft — will resist the temptation to chase the ambulance?

–JLG@mondaynote.com

 

In Bangkok, with the Fast Movers

 

The WAN-IFRA congress in Bangkok showed good examples of the newspaper industry’s transformation. Here are some highlights. 

Last week, I travelled to Bangkok for the 65th congress of the World Association of Newspapers (The WAN-IFRA also includes the World Editors Forum and the World Advertising Forum.) For a supposedly dying industry, the event gathered a record crowd: 1400 delegates from all over the world (except for France, represented by at most a dozen people…) Most presentations and discussions revealed an acceleration in the transformation of the sector.

The transition is now mostly led by emerging countries seemingly eager to get rid themselves as quickly as possible of the weight of the past. At a much faster pace than in the West, Latin America and Asia publishers take advantage of their relatively healthy print business to accelerate the online transition. These many simultaneous changes involve spectacular newsroom transformations where the notion of publication gives way to massive information factories equally producing print, web and mobile content. In these new structures, journalists, multimedia producers, developers (a Costa-Rican daily has one computer wizard for five journalists…) are blended together. They all serve a vigorous form of journalism focused on the trade’s primary mission: exposing abuses of power and public or private failures (the polar opposite of the aggregation disease.) To secure and to boost the conversion, publishers rethink the newsroom architecture, eliminate walls (physical as well as mental ones), overhaul long established hierarchies and desk arrangements (often an inheritance of the paper’s sections structure.)

In the news business, modernity no longer resides in the Western hemisphere. In Europe and in the United States, a growing number of readers are indeed getting their news online, but in a terrifyingly scattered way. According to data compiled by media analyst Jim Chisholm, newspapers represent 50.4% of internet consumption when expressed in unique visitors, but only 6.8% in visits, 1.3% in time spent, and 0.9% in page views!… “The whole battle is therefore about engagement”, says WAN-IFRA general manager Vincent Peyregne, who underlines that the level of engagement for digital represents about 5% of what it is for print — which matches the revenue gap. This is consistent with Jim Chisholm’s views stated a year ago in this interview to Ria Novosti [emphasis mine]:

If you see, how often in a month do people visit media, they visit the print papers 16 times, while the for digital papers it’s just six. At that time they look at 36 pages in print and just 3.5 in digital. Over a month, print continues to deliver over 50 times the audience intensity of newspaper digital websites.

One of the best ways to solve the engagement equation is to gain a better knowledge of audiences. In this regard, two English papers lead the pack: The Daily Mail and the Financial Times. The first is a behemoth : 119 million uniques visitors per month (including 42 m in the UK) and the proof that a profusion of vulgarity remains a weapon of choice on the web. Aside from sleaziness, the Mail Online is a fantastic data collection machine. At the WAN conference, its CEO Kevin Beatty stated that DMG, the Mail’s parent company, reaches 36% of the UK population and, on a 10-day period, the company collects “50 billion things about 43 million people”. The accumulation of data is indeed critical, but all the people I spoke with — I was there to moderate a panel about aggregation and data collection — are quick to denounce an advertising market terribly slow to reflect the value of segmentation. While many media outlets spend a great deal of resources to build data analytics, media buying agencies remain obsessed with volume. For many professionals, the ad market better quickly understand what’s at stake here; the current status quo might actually backfire as it will favor more direct relationships between media outlets and advertisers. As an example, I asked to Casper de Bono, the B2B Manager for the FT.com, how its company managed to extract value from its trove of user data harvested through its paywall. De Bono used the example of an airline that asked FT.com to extract the people that logged on the site from at least four different places served by the airline in the last 90 days. The idea was to target these individuals with specific advertising — anyone can imagine the value of such customers… This is but an example of the FT.com’s ultra-precise audience segmentation.

Paywalls were also on everyone’s lips in Bangkok. “The issue is settled”, said Juan Señor, a partner at Innovation Media Consulting, “This is not the panacea but we now know that people are willing to pay for quality and depth”. Altogether, he believes that 3% to 5% of a media site’s unique visitors could become digital subscribers. And he underlined a terrible symmetry in the revenue structure of two UK papers: While the Guardian — which resists the idea of paid-for digital readers — is losing £1m per week, The Telegraph makes roughly the same amount (£50m a year, $76m or €59m) in extra revenues thanks to its digital subscriptions… No one believes paywalls will be the one and only savior of online newspapers but, at the very least, paywalls seem to prove quality journalism is back in terms of value for the reader.

frederic.filloux@mondaynote.com