Becoming a subscriber-first market analysis provider

Becoming a subscriber-first market analysis provider

How niche research firms can use technology to successfully shift from a transactional model to recurring revenues

The pandemic has highlighted that market intelligence providers cannot depend on advertising or selling one-off reports and data to disparate customers. There is a huge opportunity to drive subscription revenue and become a profitable subscriber-first business. This will also help to future-proof publishers’ income and make them less reliant on more fickle revenue sources.

Subscriber first whitepaper

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Digital technology drives subscription services

Digital services of today – regardless of whether they’re online banking, shopping, or ordering a taxi – offer flexibility, convenience, and above all ease of use.

The result of this change is that end users now expect similar levels of service from all their digital providers – including research firms.

They want information that’s easy to discover, easy to access, then just as easy to use – and publishers that embrace this new requirement will lead the market and prosper.

Becoming a subscriber-first market analysis providerHow niche research firms can use technology to successfully shift from a transactional model to recurring revenues examines the ways technology can empower market intelligence providers by helping them develop subscription services that, in turn, enable end-users to maximise their use of the publisher’s research information and data.

In addition, this will help those who already offer digital subscription services to add finesse by optimising operations and maximising the quality of service they offer to end users.

By reading this whitepaper you will be better able to better consider how to:

  • Use technology to offer compelling subscription packages.
  • Lower risks of revenue loss through IP breaches.
  • Develop compelling end-user experiences to generate engagement.
  • Put usage data at the heart of the customer relationship.

Contents

 

Subscriber-first whitepaper cover
Whitepaper highlights how technology can help drive subscription revenue

The subscription economy effect

Why moving to a subscription model helps niche research firms fix costs and remove revenue fluctuation

Fixed costs equals fewer financial worries
Know your income and build on it

How licencing technology helps research firms evolve commercial models

Developing account journeys
Targeted packages
Not just all you can eat
Upgrades and multiple users
Building on trust
Using licensing to drive adoption and sales

Reducing revenue risks by protecting your content
Staff churn and retained access
Mass downloading (and sharing)
Content usage alerts

How end-user tools are critical to the success of a research firm’s subscription model
Which tools are most useful?
Information found. What next?
User tools for productivity

How a subscription model helps publishers improve their knowledge of customer behaviour
Analytics on content usage
Information helps renewals

Figures

Figure 1: From print to digital – 20 years of B2B content delivery
Figure 2: From transactional to personalised: The four types of commercial relationships for high-value market analysis products
Figure 3: Prospect to trial to subscription model

The evolution of B2B content and the era of short-formism

Embracing the shift to shorter publishing cycles while improving customer functionality

Understand the context behind short-form content’s increasing popularity and gain insight into the workflow processes publishers are implementing to ensure a smooth short-form content creation process

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The adoption of digital publishing platforms over the last ten to 20 years has enabled publishers to expand their services due to increased capabilities, such as report bundling and through offering subscription packages. Publishers of B2B research are now at yet another stage of the digital transformation: we call it short-formism – the publication of shorter reports more frequently.

This whitepaper explores how publishers of high-value market analysis are increasingly embracing this change and what this means for research, editorial and production workflow. We also introduce a simple framework for managing a continuous feedback loop within workflow to ensure the reader is served with compelling and useful content.

Contents

The move to short-form content
The impact on workflow
The goldfish effect
Purchasing content: the subscription model
Analytics benefits from digital transformation
Four reasons to incorporate usage data into publishing workflow
Optimised data visualisation

Figures

Figure 1: From print to digital – 20 years of B2B content delivery
Figure 2: Increase in the search term “infographic”
Figure 3: A continuous feedback loop for publishers’ workflow

Choosing the right research publishing platform: A practical guide to selecting the best content platform

A practical guide to selecting the best content platform

Introducing the FAVER methodology

Have you ever wondered how the most successful companies ensure they choose the right supplier for their business?

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Choosing a new software provider is a challenge for any organisation. There are multiple considerations to make around business objectives, functionality, security and cost.

Picking the right solution for your company is a complex process and will involve much consideration and many team members. At Content Catalyst we have helped hundreds of publishing professionals solve this challenge. We have been supplying software to market analyst firms and research publishers for over 16 years. Without being too boastful – we like to think of ourselves as experts!

We have complied our knowledge and expertise in publishing systems (at last count we had over 100 years’ experience!) and put together an essential 22-page guide to help publishers make wise choices. We have even designed a lightweight methodology called FAVER to help you lay the groundwork needed to switch to a new software supplier.

The guide is packed with useful advice from those on the sharp end of system deployment. By downloading and reading this guide you will be able:

  • Better manage your supplier identification project,
  • Specify the business objectives driving new system adoption
  • Ensure you have considered how to manage your customers’ experience,
  • Understand the resource needed to transition to a new system; and,
  • Use our handy checklist to track progress of your decision-making process.

By reading the guide we guarantee you will be much better prepared to tackle the process of finding a supplier and will be able to confidently reach a purchasing decision.

Contents

Overview
Who this guide is for
How to use this guide

Stage I: Needs & Planning
Why switch?
Success expectations
Team and stakeholders
Your customers’ experience
Workflow practices
Stage I: Recap

Stage II: System Specifications
Essential functionality
Your content
Search
Branding and white labelling
Access to information
Analytics
Integrations and APIs
Technical and security requirements
Stage II: Recap

Stage III: Supplier Selection
Maximising a demonstration
Cultural fit & experience
Time and resource
Training
Price and ongoing costs
Negotiating the contract
Contract length
Cancellation
Payment terms
Contract terms
Launch plan Stage III: Recap

Checklist
FAVER methodology checklist

About Content Catalyst Ltd

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Optimising High-Value Subscription Renewals: How market analyst publishers can use technology to retain subscribers

Your job as a publisher is to ensure your subscriber gets excellent value from your content. Prove this and your customer will be eager to renew.

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This guide is for market analysis publishers and high-value business information providers. Our best practice guide looks at how publishers can:

  • Use usage stats play a vital role in renewals,
  • Demonstrate content value to clients,
  • Build and maintain close user relationships,
  • Offer a point of marketplace differentiation.

The 1,800-word guide includes real-life examples of how research publishers have applied technology to make content more accessible and improve renewal rates.

Contents

  • It’s no longer about individual sales, it’s about relationships…
  • Make annual renewal meetings procedural
  • Run multiple brands from a single platform
  • Build closer customer relationships
  • Be the point of differentiation in competitive markets

If you sell information to a business audience, then this free best practice overview is for you.

How market analysts and intelligence professionals buy, use and apply research in their work

Key drivers for building trust in market analysis

In order to succeed in the intangible world of market analysis you need to understand your strengths and weaknesses.

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This whitepaper will improve your understanding of how readers and users of syndicated B2B content and market data perform their tasks. The findings draw on first-hand interviews and surveys of senior people working in US and European companies in market and competitive intelligence analysis roles.

Data charts included:

  • Average size of a corporate market analyst and competitive intelligence team
  • Main internal customers for departmental work
  • Main activities market analysts and CI professionals are involved in
  • Average number of syndicated reports respondents purchase a year
  • Major competitive intelligence challenge in a company

The whitepaper will help you understand:

  • What buyers of syndicated market reports think about publishers
  • Key tasks that competitive intelligence professionals carry out
  • Why trust is the most important asset for publishers and in-house market analysts
  • How market analysts can demonstrate value and influence decision-making

If you are involved in either selling or buying high-value B2B content or data, then this whitepaper is essential reading.

Trends in High-Value Research Publishing

Beyond transactions – how understanding user behaviour creates competitive advantage

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From knowing how content is used to understanding its value and context, publishers of high-value research face a number of varied challenges as they look evolve their businesses for the digital economy.

Reduced customer budgets, new and alternative content types and increasing competition from lower cost producers all contribute to an increasingly difficult trading environment through which publisher need to navigate.

In our Trends in High-Value Research Publishing 2019 whitepaper, we explore how B2B publishers should respond to ensure they remain relevant to customers.

We look at the ‘Three Kings’ of research publishing: data, content and context – and examine how publishers should consider each of these from their customers’ viewpoint as part of their move to create the stronger and long-lasting relationships needed to deliver reoccurring revenues and future value.