Tien TzuoCEO, Zuora
Paywall 2.0The Reinvention Of Media
Commerce Billing FinanceSubscription Subscription Subscription
500+ customers
$82Mfunding
Zuora foundedSeries A; First
product launchedSeries B, Zuora featured in WSJ
Series C; Zuora announces 1B in
contracted revenue
Series D, Trademarks Subscription
Economy; EMEA expansion
Zuora wins AlwaysOn Company of the Year Award; expands to Asia
Four+ Years of Incredible Growth
The Leader in Commerce, Billing and Finance solutions for the Subscription Economy
Offices:Silicon Valley, London,
Sydney, Beijing, Chicago, Atlanta
Media Industry At A Crossroads
2009: Death Of Journalism Widely Predicted
Advertising Revenue at 1950s Levels
Newspapers lost $10 in print advertising for every $1 gained in online advertising
The Myth Of Free Was Killing The Industry
“By having a paywall you are cutting your journalism off from the world.” – Alan Rusbridger, Guardian Editor-In-Chief (Jan 2010)
Cost Cuts: Staff Slashed To 1978 Levels
Resulting In A Race To The Bottom
Source: PEW Research CenterState Of The News Media 2013
Of Americans stopped using a news outlet
because of
dissatisfaction over content
31%
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Some Companies Rebelled Against Free
The New York Times paywall is working better than anyone had guessed
A New Dawn
Pearson Sees Digital Income Beating Print Publishing
…subscription sales are rising faster than ad dollars are falling…. NYT
Digital subscribers now outnumber print…. FT
33% of our revenues coming from subscriptions … Dallas Morning News
Digital Magazine Revenues Predicted To Triple
Source: PEW Research Center State Of The News Media 2013
Digital Paywalls Are On The Rise
46.7% of newspapers now behind a paywallNews & Tech Stats Aug 2012
Gannet & Co.
GateHouse Media
Lee Enterprises
MediaNews-Digital First
Berkshire Hathaway
Dow Jones Local Media
Times-Shamrock
McClatchy Co.
Swift Communications
Tribune Co.
72.2
31.6
57.7
44.1
57.9
100
75
16.7
17.2
27.8 % Papers With Paywalls
Western Europe: Online Paid Content Revenue Expected To Rise By 65%
Source: Forrester Research
2012 2017
6,2
+65%
€Billion
10,2
Wall Street Is A Believer Too
Shares of Gannett, New York Times, and E.W. Scripps are up
Bottom Line: Paywalls Can Work
Source Michael Nevradakis “May The Best Paywall Win” University of Texas Austin
Paywalls show signs of positively impacting print circulation
Print Circulation Before Paywall
Print Circulation After Paywall
New York Times Weekday declined by 7.8%Sunday declined by 5.3%
Weekday declined by 5.6%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 increasedSunday remained steady
We Proudly Support Media Industry’s Transformation
So Where Do We Go From Here?
Is this theNew Normal?
Or is the Shift to Digital an Opportunity for Reinvention?
The First Paywalls:The Difference Between Success And Failure?
We Proudly Support Media Industry’s Transformation
It’s Never Been About the Paywall
We Proudly Support Media Industry’s Transformation
It’s About the Customer
Digital Users Consume MORE NEWS Not Less
31%Spend more time
with news
43%Go to more news
sources than before
The Future Starts with Deeper Customer Relationships
Welt Group: Major newspaper brand in Germany represented on all relevant digital platforms of
iOS, Android and Kindle
Multi-Device Experiences
NYT Announces Online Portuguese Edition, Bringing Times Journalism To Readers in Brazil
Increased Geographical Reach
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Pearson Plug-N-Play offers content via APIs to third party app developers
Innovative Content Monetization
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Cross Content Bundling
News International: Bundling print, web and tablet subscriptions to The Times and the Sunday Times
New York Times quarterly revenue rises on subscriber growth
Predictable Revenue Model
Confidential and Proprietary Information. Do not distribute beyond intended audience.
Customer
Increased Geographical Reach
1
Cross Title Bundling
2
Richer Multi Device Experiences
3
Extended Product Line via Innovative Content Packaging
4
Predictable Revenue Model
5
Going Beyond The Paywall
Confidential and Proprietary Information. Do not distribute beyond intended audience.
It’s Time for Paywall 2.0Paywall 1.0 Paywall 2.0
A simple toll-gate Business Model Transformation
Paywall-Centric Relationship-Centric
Splintered Subscriber View Unified Subscriber View
Single Platform Monetization Cross Platform Content Bundling
Rigid Monetization Strategies Flexible Monetization Strategies
The Technologies Are Here
For Media
The Success Stories are Here
“There Are Three Estates in Parliament, But The Fourth Estate Is
More Important Than All “Edmund Burke, British Politician, 1729-1797
As quoted in “Heroes and Hero Worship In History”
We Proudly Support Media Industry’s Transformation
It’s Time to Start the Journey
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