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Business Information , New York

Outsell’s B2B Trade Revenue Growth Imperatives. Chuck Richard, VP & Lead Analyst Outsell, Inc. Business Information , New York. April 25, 2007. Agenda – Top 10 Steps to Growth…. 10. Ride the Growth Stream 9. Supply More Minimum Daily Requirements

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Business Information , New York

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  1. Outsell’s B2B Trade Revenue Growth Imperatives Chuck Richard, VP & Lead AnalystOutsell, Inc. Business Information, New York April 25, 2007

  2. Agenda – Top 10 Steps to Growth… 10. Ride the Growth Stream 9. Supply More Minimum Daily Requirements 8. Embed Your Data Into Workflow and Transactions 7. Build It, Share It, Buy It 6. Know the Rich Data Competition 5. Cash in on the Snoop Money 4. Watch UGC – Opportuni-Threat 3. Get Rich Data Recovery Bounce 2. Capture Rich Data Rewards 1. Drop the Damn Skepticism

  3. 10. Ride the Growth Stream

  4. Attack the Revenue Problem “What I don’t know yet is whether any of us will find [new] business models as profitable as we want them to be.” “The equation doesn’t work – traditional revenues don’t come back at the same level when they leave print for online.” “Online is the growth engine but the dollars are still a long way from print. A dollar that leaves print doesn’t become a dollar online … it comes back as 20 cents.” “We are in five-alarm fire mode…, and it’s scary!” Source: Outsell, Inc.

  5. 1.8% 3.2% 4.0% 3.9% 3.4% 1.4% (0.4%) (1.6%) (2.7%) (0.6%) 1.4% Growth Rate: Print 50% Print 36% Digital 14% Events Events Digital A Typical Revenue Model to 2015 77% Print 12% Digital 11% Events

  6. 4.0% Growth Online Ads are Partially Replacement Revenue… Subscription Business Information is Incremental Revenue Dip 19% of Total Print Digital Events

  7. Online Ads Aren’t the Only Growth Area

  8. 9. Supply More of the Minimum Daily Requirements

  9. Info Diet MDR’s – Be the Special K of B2B

  10. Fill Gaps -- What They Can’t Get Enough Of What information would you like to get that you currently can't find or don't have access to? Extract: Top 10 information types

  11. Know the Roles & Buyers in Each Market

  12. 8. Embed Your Data Into Workflow and Transactions

  13. Get Embedded Into Workflow Apps Which of the following workflow applications do you currently use?

  14. Get Embedded Into Transactions Notes from Hearst Business Media, November 2002

  15. Get Embedded Into Transactions 3rd Quarter 2006 McGraw-Hill Earnings Call “Today four major energy exchanges, that would be the New York Mercantile Exchange, the Intercontinental Exchange, the Tokyo Commodities Exchange and the Singapore Exchange all use Platts¹ prices ­ and price assessments to clear trades “Platts prices are used to settle $15B in global petroleum transactions everyday.”

  16. 7. Build It, Share It, Buy It

  17. Build It, Share It, Buy It, Sell It – Rich Data

  18. 6. Know the Rich Data Competition

  19. Selling Into the Same Verticals

  20. 5. Cash In on the Snoop Money

  21. Snoop Money Surrounds Us

  22. Networks of Motes The MICA2DOT mote, typically powered by a circular “button” battery, is not much bigger than a quarter. Smart Dust project, “Spec” mote…around the size of a grain of sand…deploy by the hundreds.

  23. 4. Watch UGC (User Generated Content) Subset: User Generated Data

  24. Stay Alert to User Generated Rich Data Swivel Aims to Become The Internet Archive For Data – “YouTube for Data” Explore colorful graphs, data sets and opinions. Compare gas prices to presidential approval ratings. Share your insights by posting a graph to your blog. Upload the information you care about.

  25. 3. Get Rich Data Recovery Bounce

  26. 12 Pct 4 Pct Subscription Data Recovers Strongly

  27. 2. Capture Rich Data Rewards

  28. Rich Data Rewards Poster Child for Rich Data Makeover: Hearst Business Media 1992 - 90% Revenue from Advertising 2007 – Single Digit % Revenue from Advertising $440 million Revenue 18% growth rate High Growth: MacDonald, Dettwiler and Associates: 37% CAGR CoStar Group: 17% CAGR Attractiveness: Highline Media – Acquired 2006 Commonwealth Business Media – Acquired 2006

  29. From “Not” to “Hot” – Rich Data Turned Commonwealth Around Source: Jordan, Edmiston Group, Inc.

  30. Rich Data Transactions Source: Jordan, Edmiston Group, Inc.

  31. 1. Drop the Damn Skepticism

  32. Far Too Much “Not Rushing Around” “Sure you have great ideas, Phillips. But around here we don’t rush around and try any damn thing just because it happens to be a great idea.”

  33. Agenda – Top 10 Steps to Growth… 10. Ride the Growth Stream 9. Supply More Minimum Daily Requirements 8. Embed Your Data Into Workflow and Transactions 7. Build It, Share It, Buy It 6. Know the Rich Data Competition 5. Cash in on the Snoop Money 4. Watch UGC – Opportuni-Threat 3. Get Rich Data Recovery Bounce 2. Capture Rich Data Rewards 1. Drop the Damn Skepticism

  34. Come By and Visit Us 330 Primrose Road, Suite 510 Burlingame, CA 94010 Tel: (650) 342-6060 Fax: (650) 342-7135 www.outsellinc.com

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