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4 posts from November 2014

Disney shows how to tear down walled gardens

Tired of dealing with the fragmented mobile marketplace that iOS and Android represent? The imagineers at Disney have come up with a terrific way to address that problem. It’s both a much-needed solution for consumers and also a clever way for Disney to maintain a direct relationship with consumers who buy indirectly.

I’m referring to the Disney Movies Anywhere initiative, which lets you buy a movie on one platform and watch it on either platform. Imagine a world where all those ebooks you bought on the Kindle platform could also be read now on the Nook platform, and vice versa. You’d be free to choose the lowest price, no longer worrying about ebook library lock-in, where you’ve bought so many titles you can’t imagine abandoning that retailer.

Sounds like a nightmare for the big retailers but a huge win for consumers and publishers.

Of course, how many publishers have the Disney muscle to force retailers into such a model? Very few.

But wouldn’t it be cool if one or more of the Big Five book publishers pushed for something just like this? The first thing a reader would see when they open that ebook from Amazon, B&N, or anywhere else is a message from the publisher thanking them for their purchase and showing the steps necessary to register the purchase with the publisher so the book can be read on any ebook platform.

The publisher not only does the reader a service, they also establish a direct link to all their customers. That leads to a better understanding of customer interests and trends as well as the opportunity to upsell other products directly.

Every retailer except the largest should support this concept as well. If you’re the distant #2 or #3 ebook retailer, you should totally embrace the opportunity to level the playing field with this; you’ll suddenly gain more relevance as all those books bought on the #1 retailer’s platform could now be read on yours.

Here’s another interesting byproduct: How long would the #1 retailer continue selling ebooks at a loss when every sale no longer reinforces consumer lock-in and, in fact, becomes yet another ebook the consumer can read on competitor platforms?

Ebook subscription services as publisher affiliates

I was at an event last week where an attendee described the following scenario: She discovered an author on the Oyster unlimited ebook subscription service, she read one of their books and then realized the author’s other books aren’t included in Oyster. She was then forced to buy the author’s next ebook somewhere else. The end result is the publisher still has no relationship with the reader and Oyster earns nothing from the sale of that next book.

We’re going to see more and more of this as publishers dip their toes in the ebook subscription waters, adding portions of their list but not their entire catalog.

This is a significant missed opportunity for the publisher...and the subscription provider (Oyster).

Here’s how the publisher and subscription provider can alter the model and both come out ahead: The subscription provider becomes a publisher affiliate, leading these interested and engaged readers to the publisher’s site where they then purchase that next book that’s not in the subscription plan. Maybe the publisher even sweetens the deal, giving the reader a special discount for being an Oyster subscriber. This requires the publisher and Oyster (or Scribd, for that matter) agree on affiliate terms, but wouldn’t they both prefer this sales model vs. losing that reader to some other retailer?

The publisher could take this a step further and have the purchased book placed in the subscription provider’s reader application. So now when I use my Oyster app I’m sometimes reading books rented through my subscription, and other times I’m reading books I own. The beauty here is that I’m using the same application in both situations so I don’t have to remember the idiosyncrasies of multiple apps.

If I was still a book publisher this is something I’d pursue immediately. The subscription model is here to stay and the startups in this space could use some help to stay afloat and not get crushed by the 800-pound gorilla.

For the sake of competition and keeping the dominant player honest, let’s hope Oyster and Scribd extend their services by implementing something like this.

The future of content recommendation services

If you’re overly concerned about data privacy you’ll want to stop reading right now because I’m about to give you a glimpse of the future that will make you bristle.

For the rest of you, I’d like to describe a vision I have of how content services will dramatically improve, become widely used, and even paid for, in the not too distant future.

You’re probably familiar with services like Taboola and Outbrain. They’re the technologies behind all the “You may also like” or “Sponsored content” blocks of links that have become ubiquitous on websites. They use sophisticated algorithms to suggest related content you might be interested in reading. 

Then there’s Google. My Android phone’s Google app does a terrific job presenting nuggets of information I might find useful. It’s equally awful at it too though. On a recent trip through Atlanta it suggested the CDC as one of the nearby attractions I might want to check out. I realize Ebola is a hot topic right now but is there really anything in my Google-accessible content stream that would suggest the CDC as an interesting destination for me? 

Google’s app, as well as its News service, are both casting an extremely wide net in the hopes that something in their recommendation stream will cause me to click. Every year I find Google’s stream suggesting fewer and fewer truly relevant articles for me. This, despite the fact that they have access to so much of what I’m doing, where I’m going and what I’m interested in.

What’s wrong with this picture? These services should be improving, not simply providing an even wider pipeline of content, most of which doesn’t interest me at all.

What’s missing is a service that pays much closer attention to who I am and what’s likely to engage me. That’s one of the things I always liked about Zite, the content service that recommends more content based on what you’ve previously read in the app. I used to spend a great deal of time in Zite every day. Then they got acquired and for some reason their stream just isn’t as engaging for me as it used to be.

What’s needed is a service that is much more closely aligned with everything I do, or as much of my life as I’m willing to let it access. I’m talking about my email in-box as well as the websites I visit and even my work and personal calendars. Here are a few use cases for the service I’d like to see: 

  • Prepare for trips – It’s nice that Google shows a card for this afternoon’s flight status, but they could do so much more. How about tracking my personal interests and serving up recommendations for downtime activities? Knowledge of my interests would hopefully prevent an app from suggesting I visit the CDC, for example. This service could also interact with my TripIt account, notice that I made a car rental reservation and suggest a better alternative (e.g., a better rate with another carrier, one that earns me miles on my preferred airline, or a better option like Uber or Lyft, etc.) How about a few facts and figures about where I’m heading? This destination info is available on Wikipedia, so it would be easy to tap into that content source as well as many others.
  • Provide news and research for upcoming meetings – The assumption here is that I’ll allow this service to access my daily calendar. When it sees I have a 2-hour meeting with XYZ Corp next week it begins early by creating and sending me a snapshot of the organization as well as noteworthy news about XYZ Corp. The detailed version arrives a week before the meeting, giving me plenty of time to become an expert on the company. The day before or the morning of the meeting I then get a shorter follow-up with any updates that weren’t available earlier.
  • Stay on top of the competition – The key here is to know the company I work for and the industry we’re part of. Better yet, if it’s a large, multi-sector company, it knows exactly which area I focus on and tailors everything around that space. The service then uses all the publicly available data sources to feed me updates and insights about the competition.
  • Tap into streams from leaders and celebrities – How would you like to gain access to the news and content streams being delivered to people like Warren Buffet or Jeff Bezos? Obviously they’ll want to filter their public version to avoid accidentally leaking confidential information, but there would still be enough content to make for some very interesting reading. Rather than waiting for Bill Gates to tell us what books he read and recommended from last year, let’s see what’s on his inbound content stream today.
  • All this, with no manual configuration required – Some elements of what I’ve described above are available today, if you’re willing to spend a lot of time configuring your keywords and splicing together multiple services. Don’t forget that your interests change over time…and so does your calendar, of course. I want a service that is always up-to-date based on what it sees me doing throughout the day and week. It needs to be fully automated and change as my interests and focus change.

I can see multiple flavors of this service. The simplest one is free and is funded by ads and sponsorships, just like many of Google’s existing services. A paid version eliminates the ads and comes with more bells and whistles. And remember that leaders/celebrities idea? Those could be structured as subscriptions to that individual’s feed. Plenty of people would pay a monthly fee for access to these streams. And although Warren Buffett doesn’t need this additional income, he could always have it flow to his favorite charity.

We’ve got a long way to go before we’ll see a service like this, but I’ll be among the first in line to sign up for it when one arrives.

How to convert indirect customers into direct customers

Every digital newspaper, magazine and book I’ve ever purchased from an e-retailer share something in common: None of them included a pitch from the publisher to lure me away from the e-retailer and go direct. Not a single one.

This, despite the fact that it’s never been easier, or more important, for publishers to diversify their channel strategy and focus on their D2C business. Pretty remarkable. It’s even more amazing when you consider that more and more publishers are finally starting to wake up to the importance of either building a D2C channel or fortifying it.

Here’s the easiest solution possible for publishers to remedy this situation: Make sure a compelling message from you is the first thing consumers see when they open the indirectly-distributed version of your product. What does that look like?

In general, it’s something like this: “Thanks for buying this e-paper/e-mag/ebook. Are you aware of the benefits of buying your next edition/product directly from us? Click here to learn more.”

Again, that’s the very first thing a reader should see when they open your product. When you do this you’ll be using the enormous power and reach of the retailer network to build your own D2C network.

Why doesn’t this happen today? The first reason is that most publishers probably haven’t even thought of this tactic. The second reason is that publishers are worried about retailer retaliation if they implement it. If that has you worried, consider this: Can a retailer actually dictate what content is and isn’t acceptable in your product? Although Amazon, for example, tends to be extremely bold I think even they would realize this would be overreach on their part.

Would that prevent them from making the publisher feel the pain? Probably not, but it could create a very interesting situation, both legally and in the court of public opinion. 

Simply inserting this D2C messaging is only step one, of course. Publishers need to deliver and provide a compelling reason for consumers to buy direct. Here’s a hint on how to solve that problem: Make sure the most valuable, feature-rich version of your product is only available direct from you, the publisher. That’s not too hard to do, btw. If you’ve ever subscribed to an e-newspaper through a digital retailer you know what I mean; the user experience is awful, particularly when compared to the full digital replica edition. Ebooks represent a similar opportunity; publishers should make sure the richest, most compelling edition is only available from them, not third-party retailers.

When will publishers wake up and leverage this approach? Some will, but most won’t, largely because of the fear factor noted earlier. The most successful, vibrant publishers of the future will make this a standard practice though and fear of retailer retaliation will disappear.