Innovation lacking as media sales teams struggle with digital expertise – Research

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Submitted By: asoloman
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The Media Briefing research on digital sales

This post was originally published on the Rev’d Blog

Sales teams in media businesses say poor business innovation and a lack of  digital expertise is hampering the ability to seek advantage from the changing opportunities in front of them.
I guess no real surprises there, but this useful piece of research from The Media Briefing does shine a light onto a key issue in publishing, that of not only creating the digital products and services that sell, but also having the nous to be able to actually sell them.
Pie chart showing Proportion of Revenue from Digital media

Proportion of revenue from digital media (via The Media Briefing)

The most telling statistic to emerge from the research was around innovation and whether there was enough of it going on. More than 40% said there just weren’t enough new things happening. Most of the reasons will resonate with anyone involved in a mature publishing business that has been grappling and struggling to adapt to the new digital challenges and the disruptors that everyone has to understand.

“Fear”

Common reasons for a lack of innovation were the usual suspects of technology limitations, lack of investment and competing development priorities, but the most important message to come out highlighted worries about what change meant:

…others said a barrier to innovation was the protection of existing revenues, with one respondent simply writing one word: “fear“.

And there’s the nub of the issue. Are media companies still the rabbits stuck in the headlights? It is apparent that when faced with the myriad challenges brought on by technology and consumer change coupled with under pressure revenues, rather than getting out there and responding via the “fail faster” mantra, they are simply being too cautious.

The old adage says fortune favours the brave and that is as true in the media world as it is on the sports field. Developing a mentality that allows you to be constantly questioning and testing the status quo will enable you to learn faster from your mistakes and ultimately lead to more robust and innovative solutions.

Is there enough commercial innovation in your business

Almost half of respondents said innovation was lacking (via The Media Briefing)

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