How independent media outlets are diversifying their revenue streams

One of my favourite media management quotes is from Jim Brady who said that when it comes to building a sustainable business, there are no silver bullets only shrapnel. The first two items in the newsletter today reinforce that both from a strategic view and also from a practical view at the Financial Times. Anita Zielana outlines a great process with three short case studies from independent media from around the world for diversiying revenue streams. One case study that leaped out at me was URL Media, which is a network of BIPOC (US acronym for Black, Indigenous, and people of color) media outlets. They provide support services to this network including audience development, recruiting and philanthropic funding development. All of the examples speak to the creativity that is needed to make a modern media business thrive.

I also like the onion principle of revenue diversification, which recommends that publishers focus on core existing revenue streams and build out from there. This helps a publisher leverage existing capabilities to grow from a solid base.

The FT is a good example of so many solid management techniques - from their North Star framework to their embrace of data. And this has meant a diversified set of revenue streams that mean solid results.

In this week’s Pugpig Media Bulletin, we covered a new report from the Reuters Institute for the Study of Journalism that added some qualitative data to their quantitative data on subsciption trends. While the cost of living crisis (inflation) was the top reason that people cancelled their subscriptions (especially in the UK), the second biggest reason is that people didn’t perceive value from the subscriptions. They simply didn’t develop a habit of using it. The importance of good subscriber onboarding and building habits with new subscribers immediately is a theme that we touch on often at Pugpig Consulting.

This week in Google: Shifts in podcast distribution and giving publishers a choice on LLM training

Podcasting is in transition right now, with podcast publishers and distributors making changes. Google has announced that it will retire its podcast app next year and point users to YouTube Music. Users have long been using YouTube to listen to or even watch podcasts so this leans into audience behaviour.

Digital publishing professionals in my social media feeds were noting that Google had released a tool that allows them to block their sites from being scraped from generative AI.

I am highlighting this expansion of a local news provider in the US because it provides a great playbook of community-centered engagement and design. They have held house parties and other community meetings that not only gives people a voice in their future direction but also builds relationships between the publisher and community.

In one of the first battles in the rising AI economy, Hollywood writers have largely achieved their aims. It sets a good standard on how workers can respond to AI, but it is a question whether other workers that will be affected by AI such as marketers and journalists will have the same bargaining power.

Social Media: Canadian journalism students and nonprofit outets suffer in battle with platforms

Canada passed a bill earlier this year that required digital platforms like Google and Meta to negotiate with news publishers on payments for their content. Meta decided to block all Canadian news content rather than comply with the leigislation. Critics of the legislation said that any benefit from it would flow to major publishers but leave small publishers out. And now small publishers such as student and nonprofit community outlets are cataloguing the impact of the legislation on their efforts to reach audiences. “It’s having an outsized effect on small publishers. Gizmodo spoke to half a dozen student journalists and station managers who say the ban on news links, intended to hurt big-name publishers, has instead hamstrung their vital ability to fundraise, recruit volunteers, or engage in community outreach.”

One of the dangers of AI was that it could be used to quickly and cheaply generate disinformation and scams. Social platforms are rushing to develop new rules to manage this tsunami of dangerous content. It’s going to battle of attrition between the platforms, the propagandists and the grifters.

What services should local newspaper groups centralise and what shouldn’t they

Friday and Saturday, I got to catch up with two friends in the industry, Greg Piechota of INMA and Damon Kiesow, the Knight Chair in Journalism Innovation at the University of Missouri. Greg and I talked about a lot of things including the cost of developing an app for a news organisation and where apps sit in the conversion funnel for publishers. I came away thinking that the presumption of app development being pricey might be due to the high cost of in-house development. And I would have said that before I joined Pugpig because I’ve always been more on the buy side of the buy versus build discussion. We also talked about the business models that support local journalism. I’m more sceptical of advertising-supporting models than Greg is. I’m definitely a reader revenue convert. I say convert because I thought that digital advertising would provide more revenue than it has. And it still can, but the real revenue is in direct sales and not programmatic or network ad sales. However, the real issue might not be down to advertising-supported models versus reader-revenue supported models but rather those newspaper groups that are solely focused on local and those like Gannett and Reach that try to balance the demands of local and national publishing.

Damon and I talked about a lot of things including what Press Forward means for US local news, but one of the topics that really interested me was a research idea that he had. When thinking about the future of local journalism, there is a question about what services can be shared and what services are best locally controlled and executed. Large newspaper groups like Gannett (Gatehouse before it) and Reach have centralised a lot of services to try to reduce costs in the face of declining revenues. It’s a very typical business strategy, but if it was the answer, both groups would be performing better than they are. Although Damon appreciates that it runs counter to conventional wisdom, it is worth thinking about what services make economic and operational sense to centralise. Centralised and regionalised reporting has been a mixed bag to be sure, but I also would argue that centralised direct sales has failed to deliver. The local relationships that both reporters and ad sales staff have are core to the business. Back-end services can definitely be centralised, although when I was at Gannett in 2014-2015 the HR function was so centralised that HR partners had to cover multiple states. It really is a good question, and we both thought that the first step was convincing people that it was a reasonable question to ask. To be honest, it is the kind of industry research that needs to happen, and I wouldn’t mind doing it (if I wasn’t already busy with my day job).

Speaking of Reach, as someone who consulted with Reach on Engagement for a couple of years (2016-early 2018), I still have a soft spot for them because their teams were so dedicated and innovative. They have needed a strategic pivot because their current strategy simply isn’t working, and I welcome the fact that they are trying to diversify their revenue from advertising and platform-driven volume. Here is a bit of straight talk that I hope my friends don’t mind. The first challenge with these paid-for products will be to convince customers that they are worth paying for. Some of their brands have lost a lot of equity in their communities.

Very apropos of the discussion about internal services, the New York Times has an interesting piece from a member of their print hub team. The Print Hub at the New York Times takes copy that was written for digital platforms and edits it for print. It shows how digital-first these processes have become, and it also pulls back the curtain to let readers understand how the sausage is made.

This story shows that the local journalism crisis is a North American story, not just a US story, and in many ways, the headlines out of Canada about job cuts and the wholesale shuttering of titles has been starker than in the US over the last year. This headline was incredibly shocking, and it’s unclear what happens next.

As someone who has worked in local print, TV and radio media in the US, I find this fascinating. The crisis in local media in North America is undeniable. Press Forward is just one effort to respond to this crisis. Another comes out of US public radio. Public radio provides invaluable services to local communities across the US. My first full-time journalism job was in western Kansas, and I used to listen to High Plains Public Radio reading service for the blind. It was a service intended for the blind or visually impaired, but for me, it was a great way for a poor journalist to listen to what was, in effect, an audiobook service. But the news service was spread out over thousands of square miles, and they often relied on local newspapers for material. It will take creativity and a lot of different experiments to address the crisis. I think small digital outlets will be the foundation, but I also see public radio playing a role as well.

Revenue pressures are not just on local journalism groups but also on digital creators such as the writers on Substack. Like bigger outlets looking to increase ARPU through bundling, Substack creators are looking to diversify their revenue by adding podcasts.

And in today’s review of AI headlines, we have news out of the UK of AI 'editorial ‘co-pilots’’ but also a bit of news about efforts to monetise archives. Again, this is about creating resilience at publishers by leveraging technology not just to squeeze costs from the business but also to add revenue. This is promising.

And my friends over The Mix look at the challenges that generative AI pose to publishers. This article looks at the challenge that AI chatbots could pose. As we often say at Pugpig, now is the time to lean into creating direct relationships with audiences. Instead of worrying about what Google, Microsoft and others do, this is the time to act.

‘Non-profit media isn’t a business model, it’s a tax status’ – great advice for non-profit media management

The Texas Tribune not only helped inspire a wave of non-profit newsrooms in the US but also sold its experience in the space as a way of earning revenue. So when it recently announced its first ever layoffs, questions were asked. Andrew Ramsammy has a reminder for anyone who suffered from romantic thinking about the non-profit model. “"Non-profit media isn't a business model, it's a tax status." Andrew offers some very useful advice for people looking to launch a non-profit. First off, it’s important to acknowledge that non-profits suffer from the same business challenges that for-profit companies do. He also points out that a large donation might lead an organisation to expand beyond its long-term revenue streams. Yup, and also philanthropy often comes with reporting requirements and many times a requirement to cover specific issues or areas. There is no such thing as a free lunch.

For my money, I would explore B-corp status. It has its own requirements, but I think that it helps align the missional aspects of journalism with the business. It doesn’t mean that you don’t have to make money, but it does mean that your missional goals are baked into the enterprise.

While much of the attention in English-language media is about the travails of local media in the US and UK, The Fix rounds up efforts to support local media across Europe. This really describes a common issue: “Local media often prioritise community service over economic viability. This leads to precarious financial standing for the outlet in the medium and long term. Lack of funding also puts more pressure on the journalists and reporters as they would then need to do their work on a voluntary basis.”

This is a great piece about the hit model of media. “In an apparent contradiction, the internet both fragments and concentrates attention.” Yes, and with every new format - like podcasts - there is a period of massive expansion when new players can rapidly stake a claim to attention before major players get involved. It’s an exciting time, but eventually, consolidation takes place. A thoughtful piece maybe to read over the weekend.

One of the things that my master’s degree gave me was a deep appreciation of the power of qualitative research. I’m a data geek at heart, but I learned how critical adding qualitative data is in terms of product development and research. Here is a case study from Oz about how Nine uses a community platform to conduct qualitative research to canvas its audience in a much more informal and consistent way.

I had heard about this through the former Guardian employees’ network. I was at the Guardian when we launched the local project, and while I had my doubts about the positioning of the project, I was saddened to see that it only had a year-long runway to test the idea. The journalists were doing exactly the right things. It’s good to see one of the team take what they learned and apply it to the modern local model. It’s another data point in how newsletters are now the MVP - minimum viable product - of local journalism.

Media companies might not be presenting a united front on the IP issues related to AI, but The Guardian has joined a growing group of major news groups that are blocking OpenAI’s GPTBot crawler.

We are now onto our second and third round of stories about Mark Thompson taking the helm at CNN. Personally, I think that 24-hour cable news channels are an anachronism. They are powerful when a major news event demands live coverage, but most news doesn’t require the wall-to-wall coverage that can be done on a 24-hour channel. However, the ability to go live when you need to and have the capacity to be on demand at other times, I think there is something compelling there.

Poynter highlights a story that was making the rounds in journalism Twitter last week about a family in Pennsylvania that was fighting each other over the sale of four titles it owns to vulture fund Alden Global Capital. And Poynter calls for new policy to prevent more consolidation in local media in the US.

Social media and creator economy roundup

I have to say that there was a time when I thought that Substack was pivoting its way to oblivion, but it finally seems to have put the product features together that have created a compelling network media play with newsletters, podcasts and a social network coming together to support the creators.

And we have more news about Meta stepping back from news as it faces more regulation globally. Canada is trying to make its case for a new law that requires Facebook to pay news outlets. Meta isn’t biting and will continue to block news in the country. And in Europe, Meta is closing its new tab. Also in Europe, it is considering a subscription offering that would eliminate ads.

UK Regional Media: Mass print only has a few years left

When the industry publication like the Press Gazette in the UK prints this, it feels like a wake up call about the state of regional journalism in the country:

Why do we start from the point that these companies are worth saving? They are not. And the more we talk about this, the more we are failing to focus on ways that new journalism might emerge. In other words, there is much to be said for letting the whole rotting edifice collapse and see what crawls from the rubble.

Gilson’s point is that efforts to save local journalism in the UK - here call regional journalism - shouldn’t be focused on propping up the large newspaper groups such as Reach and National World, which he called “a handful of husk-like companies led by overpaid chief execs employing ever-decreasing numbers of low-paid but blameless reporters”. Ouch again.

In short, he wants to allow these large companies to continue to decline while there is support in the way of grants, charitable endowments and also some state funding to support start-ups that are exploring new models.

From the experience in the US, this will happen regardless of what the government does or does not do. The big giants in the US and the UK are becoming less and less rooted in communities and much more regionalised, spreading thin staffs over wider areas and providing less community news. This is allowing scrappy small players to develop and grow on their own. I’ll get to that in a minute.

And Gilson refers to a report from well-respected media watchers Enders Analysis that says that mass print has only a few years left, about three to five. From what I’m hearing in my work, the costs of print are simply becoming prohibitive. Publishers really need to game out what would happen in a digital-only or at least digital-dominant local journalism world. In Reach’s latest quarterly results, digital revenue was down 16% to £60m while print revenue still dwarfed that figure at £217m. Even if you take the costs of print out of the equation, those businesses simply couldn’t operate at that scale if they lost the bulk of their revenue. Enders says that publishers will have to transform themselves into sustainable digital businesses. While the UK has some unique challenges, this is possible.

And almost on cue, one model is attracting not only audiences but also investment. Newsletter-first publisher, The Mill has seen investment from the former NYTimes CEO and recently named CNN CEO Mark Thompson and Axios Publisher Nicholas Johnson. It’s a smart move by Johnson who is building out his own local newsletter network in the states under the Axios brand. For established players, newsletters have become a critical audience development tool, and for start-ups, they have become the MVP - the minimum viable product - that allows them to enter new markets.

I mentioned that lay-offs the Texas Tribune earlier this week, and Nieman Lab called on the organisation to be more transparent about what happened so that other non-profits can learn from it. One thing that seems to have happened is that the Texas Tribune received some of its funding from educational advertising, which seems to have been curtailed under new rules by the state of Texas.

A look at the positive reception that Mark Thompson is receiving as he takes over the helm of CNN. I think that his ability to navigate the ‘institutional politics’ of an organisation like CNN will be his most valuable trait. Seeing as his predecessor came in and shuttered a new digital-only offering, it will be interesting to see what Thompson brings in terms of digital strategy to CNN.

With much of this newsletter focused on local news, here is a good thing to digest over the weekend: an overview of the relationship of the decline in local journalism and increased partisanship in the US. I do remember when I was a local editor that some local folks who had an axe to grind about Big Media didn’t distinguish the coastal media elites that they loved to rail against and our tiny local newsroom.

Today in AI: Gannett pulls back from an experiment after glaring issues and authors sue OpenAI

Gannett was in the news and definitely not the kind of headlines it would want. The US newspaper giant was using AI to write some of its local sports reports, and sadly, it seems that they didn’t think to have a copy editor take a look over them. Sigh.

This case will have a profound impact on the interpretation of copyright in the age of large-language models. If a piece of content is used to train an LLM, does that mean that every work is derivative of the original scraped works? And if so, how will compensation be determined?

Ben Smith of Semafor posted this in the wake of the announcement that the Washington Post would be laying off staff from its Arc XP CMS platform. I think the issue is that while Vox and the Post built tools that worked for them and then tried to seek a new revenue stream by selling on that technology. The issue is that is split the focus of product development for the businesses and created tensions between the internal product roadmap and the roadmap for their external customers. The Post tried to strike a balance and still seems to be trying to succeed in that balancing act. But whether the layoffs at the Washington Post are indicative of larger problems for the parent company or another data point in why publishers shouldn’t become tech companies has yet to be seen.

And one last social media note for the week. Meta’s Threads is trying to iterate quickly to regain lost momentum. Meta is good at that, but the social space is particularly cluttered right now. There will have to be a shake-out of all of these platforms that have sprung up in the wake of Twitter’s drama-filled decline since Musk bought it as his personal plaything.