Enabling Paywall 2.0 for the Media Industry
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The document introduces Zuora and its Z-Business solution for enabling Paywall 2.0 for the media industry. It discusses how the media industry is shifting from print to digital, the rise of digital paywalls, and opportunities for media companies to expand geographically, offer multi-device experiences, bundle content, and implement predictable revenue models. It then outlines how Zuora's solution provides tools for creative content monetization, multi-element subscriptions, global billing and payments, and subscriber analytics to help media companies implement these opportunities and enable the next generation of digital paywalls.
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Enabling Paywall 2.0 for the Media Industry
- 1. Introduction to Zuora & Z-Business For Media E n a b l i n g PAY WA L L 2 . 0 fo r t h e M e d i a I n d u st r y Slide 1 â Zuora Confidential, not for distribution beyond intended recipient
- 2. The Leader in Commerce, Billing and Finance solutions for the Subscription Economy Subscription Subscription Subscription Commerce Billing Finance Four+ Years of Incredible Growth 500+ customers $82M funding Series A; First Series B, Zuora Series C; Zuora Series Zuora wins Zuora founded D, Trademarks product launched featured in WSJ announces 1B in AlwaysOn Company Subscription contracted revenue Economy; EMEA of the Year Award; Offices: expansion expands to Asia Silicon Valley, London, Sydney, Confidential and Proprietary Information. Do not distribute beyond intended audience. Beijing, Atlanta
- 3. What is the Subscription Economy? BUY NOW SUBSCRIBE 1999 Today By 2015, 35% of Global 2000 companies will generate revenue through subscription-based services and revenue models. 3 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 4. Businesses Can Consumers Can Subscribe To Anything Subscribe To Anything ServCorp Google Apps Salesforce Test Tube Wonder Sitter Spotify Virtual Office Apps CRM Beauty Samples Baby Sitting Music Zendesk Amazon RingCentral Rent the Babbaco Mystery Tackle Runway Box Helpdesk Infrastructure Phone System Womenâs Kids Fishing Dresses Toys/Activities Dollar Shave Bespoke Spice Workday Intacct Concur Post Club Guides HR GL Travel/Expense Razors Luxury Items Date Idea 4 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 5. Zouraâs Customers Have Broad Industry Coverage High Tech SaaS Cloud Infrastructure Media Devices Telecom Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 6. The Media Industry 6 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 7. The Media Industry Is In Trouble Newspapers lost $10 in print advertising for every $1 gained in online advertising 7 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 8. Cost Cuts: Staff Slashed To 1978 Levels Slide 8 â Zuora Confidential, not for distribution beyond intended recipient
- 9. There Is A Big Shift From Print To Digital âOur digital subscribers now outnumber print, and digital is half of FTs revenueâ â Financial Times 9 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 10. Today: The Industry Beginning To Turn Around âŠsubscription âŠShares of âŠPearson sees sales are Gannett, New Digital rising faster York Income than ad Times, McClat Beating Print dollars are chy and E.W. Publishing⊠fallingâŠ. Scripps are up âŠ. 10 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 11. Digital Magazine Revenues Predicted To Triple Source: PEW Research Center State Of The News Media 2013 Slide 11 â Zuora Confidential, not for distribution beyond intended recipient
- 12. Digital Paywalls Are On The Rise Tribune Co. 27.8 % Papers With Paywalls Swift Communications 17.2 McClatchy Co. 16.7 Times-Shamrock 75 Dow Jones Local Media 100 Berkshire Hathaway 57.9 MediaNews-Digital First 44.1 Lee Enterprises 57.7 GateHouse Media 31.6 Gannet & Co. 72.2 46.7% of newspapers now behind a paywall News & Tech Stats Aug 2012 Slide 12 â Zuora Confidential, not for distribution beyond intended recipient
- 13. Western Europe: Online Paid Content Revenue Expected To Rise By 65% +65% 10,2 6,2 âŹBillion 2012 2017 Source: Forrester Research Slide 13 â Zuora Confidential, not for distribution beyond intended recipient
- 14. Bottom Line: Paywalls Can Work Print Circulation Before Print Circulation After Paywall Paywall New York Times Weekday declined by 7.8% Weekday declined by 5.6% Sunday declined by 5.3% Sunday declined by 0.1% Wall Street Journal Paywall for 15 years Very gradual decline Boston Globe Declined by 5.3% Sunday increased by 0.8% Dallas Morning News Declined by 16.1% Weekday declined by 5.5% Sunday declined by 1% Arkansas Democrat Gazette - Weekday increased Sunday remained steady Source Michael Nevradakis âMay The Best Paywall Winâ University of Texas Austin Paywalls show signs of positively impacting print circulation Slide 14 â Zuora Confidential, not for distribution beyond intended recipient
- 15. Slide 15 â Zuora Confidential, not for distribution beyond intended recipient
- 16. The Next Big Challenge: Media Companies Must Take Advantage Of 5 Key Opportunities 1. Increased geographical reach 2. Multi Device Experiences 3. Cross Content Bundling 4. Predictable Revenue Model 5. Innovative Content Monetization 16 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 17. Multi-Device Experiences Welt Group: Major newspaper brand in Germany represented on all relevant digital platforms of iOS, Android and Kindle Slide 17 â Zuora Confidential, not for distribution beyond intended recipient
- 18. Increased geographical reach NYT Announces Online Portuguese Edition, Bringing Times Journalism To Readers in Slide 18 â Zuora Confidential, not for distribution beyond intended recipient
- 19. Innovative Content Monetization Pearson Plug-N-Play offers content via APIs to third party app developers Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 20. Cross Content Bundling News International: Bundling print, web and tablet subscriptions to The Times and the Sunday Times Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 21. Predictable Revenue Model New York Times quarterly revenue rises on subscriber growth Slide 21 â Zuora Confidential, not for distribution beyond intended recipient
- 22. We Call This Paywall 2.0 22 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 23. Problem: Todayâs Systems Canât Enable Paywall 2.0 No Global Reach Product & Content Silos Print Only/Single Device Not Subscriber-Centric Rigid Packaging Options Print Simple Circulation ERP E-Commerce 23 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 24. The Industry Needs New Tools That Are Ready For ⊠Global Digital Commerce Creative Content Monetization 1 Subscriber Centric Analytics 2 3 4 5 Subscription Order Management Multi-Device Engagement 24 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 25. For Media Delivering Paywall 2.0 For The Media Industry Creative Global Subscription Multi Device Subscriber Content Commerce Mgmt Engagement Analytics Monetization Secure Payments Subscription Orders Product Definition Commerce Pages Subscriber Reports Taxation Amendments Rate Plans Self Service Revenue Reports Multi-Currency Renewals Charge Models Extensive APIs Billing & Cash Reports Rating Audit Trail Packages & Bundles Sample Code Ad Hoc Reporting ECOSYSTEM CMS Systems CRM Systems Payment Gateways Accounting/GL Analytics 25 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 26. Implement Creative Content Monetization Strategies Flexible Pricing Models ïŒ Create one- time, recurring, usage charges ïŒ Setup different subscription plans, durations, and pricing tiers ïŒ Manage discounts and promotions ïŒ Track consumption, overages, and included units ïŒ Use Hundreds of Different Currencies 26 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 27. Deliver Cross Content Bundling With Multi-Element Subscriptions Subscription Bundling ïŒ Bundle multiple items on a single subscription ïŒ Consolidate billing for print, digital and other content formats ïŒ Add, remove or change items without disrupting billing 27 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 28. Multi-Device And Multi-Channel Subscriber Engagement Platform Extensibility ïŒ Create commerce pages with point and click-tools ïŒ Use sample code libraries to launch faster across multiple channels and devices ïŒ Drive subscriber self- care, including account and subscription management 28 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 29. Automate Billing And Payment Operations On A Global Scale Billing & Payment Automation ïŒ Multi-Currency billing and payments ïŒ Support for over 200 currencies, major credit cards and 9 direct debit methods ïŒ Payment exception handling ïŒ Taxation (inclusive and exclusive) 29 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 30. Measure Key Subscriber Metrics Subscriber Reporting ïŒ Reporting on key metrics like MRR, TCV, Churn, Renewals ïŒ Pre-built billing, payments, subscription and revenue reports ïŒ Ad-hoc reporting capabilities 30 Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 31. Z-Business Enables Key Processes Critical To Paywall 2.0 ECOSYSTEM CRM Systems Payment Gateways Accounting/GL Confidential and Proprietary Information. Do not distribute beyond intended audience. Analytics 31
- 32. Case Study GROW Pearson Plug-N-Play goes digital and monetizes its content in less than 30 days. Zuora helped us to not only put in a next-generation paywall, but has empowered us to go beyond publishing . Tom Hall, VP Education Technology Partnerships Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 33. Case Study GROW Z-Business For Media is Fairfaxâs master subscription system. Multiple titles such as The Age and The Sydney Morning Herald will leverage Zuora to increase subscriber revenues and reduce reliance on advertising Z-Business for Media gives us deeper insight into our readers, helps us to forecast future their behavior and ultimately helps us to create a better, more relevant customer experience. Andrew Lam-Po-Tang, Chief Information Officer Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 34. Case Study GROW Zuora manages both print and digital subscriptions for the Times and the Sunday Times, representing a combined subscriber base of over 300k subscribers. Zuora helped us take control of our customer relationships and, unlike other systems Z-Business for Media has been designed around the future of subscription models, not the past Katie Vanneck-Smith, Chief Marketing Officer Confidential and Proprietary Information. Do not distribute beyond intended audience.
- 35. Thank You Slide 35 â Zuora Confidential, not for distribution beyond intended recipient
Hinweis der Redaktion
- Replace title with Z-Business works across all industries
- Others outlets that are still around have taken to cost cutting as the way to survive. And the hardest hit resources in cost cuts are newsroom staff and journalists. But cost cutting is just an accelerator to the race to the bottom. Consumers have noticed the loss in quality journalism as a result of these measures. PEW research indicates that a third of the users that turned away from news outlets did so because they were dissatisfied with the quality of content they were getting.
- And beyond newspapers, magazines are benefitting from the shift to digital as well. Digital magazine revenues are on the rise, even as print is falling
- Itâs not just big name brand newspapers that are adopting paywalls.A look at the hundreds of newspapers offered by the top 10 publishing houses across small, medium and large markets clearly shows how widely paywalls are taking holdAs of 2012, 46.7% of all newspapers offered by the top 10 publishers in America now have paywalls.
- In Europe, there is a huge opportunity to capture online paid content revenue. Forrester predicts online paid content revenue will increase by 65% by 2017 due to an increase in customer willingness to pay for digital content like news, video, games and music.
- A researcher at UT Austin researched a number of paywalls to detemine if they could potentially preserve print circulation while attracting digital subscribers.Surprisingly, he found that digital paywalls seem to have a positive impact on print circulation revenue.Prior to paywalls, many newspapers showed a sharp decline in print sicrulation.After implementing paywalls, newspapers showed a much slower rate of decline in print circulation (NYT and Dallas Morning News). And in some cases like the Boston Globe and the Arkansas Democrat Gazzette, print circulation actually increased.
- The shift to digital brings opportunity. Studies show that digital consumers actually consume more news not less once they start using a mobile or tablet device to access news.31% of mobile/tablet users spend MORE time with news than they did prior to the device43% % of mobile/tablet users ADD TO THE NEWS they consume31% of mobile/tablet users turn to EVEN MORE NEWS SOURCES than they did prior to the deviceSource: PEW Research CenterState Of The News Media 2013
- Axel Springer, one of the largest media companies in Europe publishes 230 newspapers, has over 160 digtial offerings and over 120 apps. Axelâs âWelt Groupâ which is the largest newspaper in Germany is one of the most successful adopters of interactive media experiences. Itâs the first newspaper brand in Germany to be represented on all major digital devices.The WELT Group also implemented Touchcode at the end of 2011 for a specific project that aimed to bridge the gap between the offline print publication, ICON, with the online outlet, The Iconist. The printed issue included a removable business card, which when touched to the screen in its Apple iPad app, downloads a free edition of The ICONIST.
- The New York Times is extending itâs reach well beyond itâs New York roots. Seeing opportunity in a growing economy, affluent readership and an international business hub, the New York Times announced that there will be an online Portuguese version to serve readers in Brazil in 2013. This DIGITAL ONLY edition will publish 30-40 articles per day from local Brazilian writers and staff. They made a similar announcement this year with a DIGITAL ONLY Chinese language edition.
- Pearson is going beyond publishing, and monetizing digital content in creative ways by making their content available to app developers via APIs
- News International is offering creative bundles of the times and the Sunday times with mixed print and digital offerings.
- The New York Times is now building a steadily growing subscriber revenue base, which is overtaking itâs advertising revenues.
- Reward: High customer satisfaction and low churn