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Content marketing, Big Data drive content licensing

SELLING SITE LICENSES

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Some business media companies are augemting revenue by converting individual subscriptions to site licenses, in which an employer pays to provide access for all or a certain number of its employees. The Financial Times has been selling corporate subscriptions for several years. At the end of 2012, FT had more than 160,000 corporate users at almost 2,800 licensee companies, according to a spokeswoman, who added that the number of users increased 47% and the number of companies rose 40% over 2011. Access Intelligence has made a concerted effort in 2013 to increase site licenses for its two major paid-subscription properties, CableFax and Defense Daily, said Don Pazour, CEO. Site licensing revenue for Access Intelligence is up more than 10% in the first half of 2013, Pazour said. “That could easily go higher if we landed a couple more big companies.” Not only do site licenses bring in significant gross revenue, “they're also a big win on the bottom line because there are almost no incremental costs,” he added.
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