Industry Content

Killing Churn: How Local Publishers Win with ROI and New Revenue Streams (9/18/25)

E&P contributor Todd Handy argues it’s time for media companies to stop selling ad space and start selling outcomes. In this sharp, forward-looking piece, Handy lays out a playbook for turning one-off campaigns into recurring revenue programs — backed by his proven “Digital CNA” framework and SaaS-inspired strategies.

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Turn Media KPIs Into Growth (1/21/26)

As media companies search for more predictable, recurring revenue, many are discovering that growth problems aren’t about effort — they’re about structure. In this month’s Editor & Publisher feature, Todd Handy argues that the path forward lies in applying SaaS discipline to media business models, starting with the KPIs publishers already track. He introduces a practical “SaaSification GTM Audit” designed to help organizations assess their readiness for subscription-style growth and identify hidden leaks in their revenue engines. The result is a clear, actionable framework for turning metrics into momentum instead of noise.

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You Can't Grow What You Don't Measure (12/10/25)

An often-quoted business axiom says, “Not everything that matters can be measured, and not everything measured matters,” but revenue strategist Todd Handy argues that local media face an even more urgent truth: you can’t grow what you don’t measure. In his latest analysis for E&P, Handy warns that most publishers are still “flying blind” when it comes to the metrics that truly predict revenue health. Drawing on years of experience leading digital transformation across media, AdTech and SaaS, he outlines the core KPIs that every local media company must adopt to build discipline, predictability and long-term value.

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The "SaaS-ification of Media"-

Transforming the Model for Media Revenue (11/11/25)

E&P contributor Todd Handy argues it’s time for media companies to stop selling ad space and start selling outcomes. In this sharp, forward-looking piece, Handy lays out a playbook for turning one-off campaigns into recurring revenue programs — backed by his proven “Digital CNA” framework and SaaS-inspired strategies.

[READ]

What SaaS Companies Can Teach Media Companies About Lasting Revenue (10/17/25)

SaaS companies didn’t earn their dominance through flashy products or Silicon Valley hype alone. Their real advantage lies in the discipline of their revenue model — predictable growth, measurable metrics and customer relationships designed to expand over time. While local media often survives on one-off ad buys and constant churn, SaaS businesses have engineered a framework built for durability. For media companies facing unstable revenue streams, the lesson is clear: adopt SaaS-style discipline or risk being left behind.

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Local Media's Go-to-Market Blind Spot is Costing Revenue (9/25/25)

Local media companies don’t have a new business problem — they have a go-to-market problem. Too many executives confuse GTM strategy with a product list or a revenue target, when what’s really missing is a framework that unifies sales, marketing, and customer success around advertiser outcomes. The result is painful: high churn, weak renewals, and unpredictable revenue. Borrowing from the SaaS playbook, publishers can fix this blind spot and build a GTM that turns transactions into scalable, recurring growth.

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The "SaaS-ification of Media"-

The SaaSification of media: What if local media thought like a SaaS company? (7/23/25)

In this Editor & Publisher article, Todd Handy explores how local media companies can borrow proven growth strategies from the SaaS world to transform their advertiser relationships and revenue models. From recurring monthly programs to customer success frameworks and key SaaS KPIs like CAC, LTV, and NRR, the article lays out a bold but practical vision for the future of media monetization.

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Driving Media Industry Success: Four Steps for Effective Digital Transformation

As the media industry’s digital landscape evolves, businesses must adapt in order to thrive. Creating a digital transformation strategy is your best solution, but it’s not enough to simply draw up a blueprint. You must effectively implement and execute it, too. To do so, you should fully understand these four key concepts for creating and executing a successful digital transformation strategy.

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Leading Local Insights: Unraveling the Future of Local Media Revenue

Practical, forward-thinking strategies for navigating the future of local media revenue. Drawing on his deep experience in digital transformation, Todd Handy emphasizes the importance of evolving beyond legacy models to become true marketing partners and agency-like solutions providers for advertisers. He discusses how traditional media companies can grow by integrating digital, expanding inventory across formats like CTV, optimizing ad operations, and focusing on KPIs like digital revenue percentage. A must-listen for anyone serious about modernizing local media monetization.

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How to Create a Revenue-Winning Lead Nurturing Strategy

Learn how to align content with each stage of the buyer’s journey, automate personalized email workflows, and avoid common pitfalls that stall conversions. Whether you’re new to lead nurturing or looking to optimize existing efforts, this guide offers proven tactics to engage prospects, shorten sales cycles, and empower your sales team to close more deals, faster and smarter.

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The State of Video Podcasting 2025

This engaging summary breaks down the latest data, trends, and insights from the “State of Video Podcasting 2025” webinar, including how YouTube is dominating, why social media is now the #1 discovery channel, and what creators need to know to stay ahead. Whether you’re a podcaster, marketer, or media leader, this quick-read doc delivers all the key takeaways you need to evolve your strategy.

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Storytelling That Pays - Inside the Branded Content Project

Discover how local media organizations are transforming audience trust and advertiser value into sustainable revenue through branded content. You’ll learn what branded content really is (and isn’t), why it works, how to get internal alignment, and the tools and training available to build your own high-impact branded content business. If you’re ready to surprise and delight your audience and drive revenue, this is a must-read.

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How to Shift Organizational Culture to Embrace AI

Cultural transformation isn’t just about introducing AI tools; it’s about equipping people to adopt and thrive with them. This requires empathy, strategy, participation, and consistent reinforcement.

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“It’s a classic Innovator’s Dilemma for publishers…”

Dual transformation isn’t one-and-done. It’s not a campaign, it’s not a quarterly initiative, it’s a constant discipline. If we want to sustain and grow, we have to keep transforming. Every day. Every quarter. Every year.

[ARTICLE]

How CRMs Can Drive Efficiency for Media Organizations

Real-world use cases, change management tactics, and tools that drive efficiency, accountability, collaboration, and ultimately, revenue growth. Whether you're evaluating a CRM for the first time or looking to maximize your current system, these insights are essential for modern media leaders.

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How to Structure Sales Teams to Maximize Digital Revenue

Effective strategies for media companies to structure sales teams to maximize digital revenue growth. How leading local media companies are evolving beyond traditional models- embracing new structures, redefining roles, and aligning compensation to better support digital goals. With real-world examples and expert insights, the piece offers actionable guidance for media companies looking to drive performance, deepen client relationships, and build scalable digital success.

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