From paper to platform: transforming the B2B publishing business model

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This study examines the outlook for business to business publishers.
These are challenging times for B2B publishers. In the past two years, ongoing digital transformation has converged with the most severe economic downturn in almost a century to dramatic effect. In the new operating environment, new business models are essential. And so is a new business mindset. The rules of engagement have changed and, especially for legacy organisations, the quest for relevance is now a top priority. Jostling for position with new competitors, from disruptive market entrants to tech-driven behemoths like Apple and Google, B2B publishers have to re-evaluate what it takes to survive and thrive.

In today's operating environment, successful B2B publishers are adopting flexible strategies and new revenue models that let them leverage the strength of their content (still their core asset), while embracing the growth opportunities that flow from open, collaborative business models. This trend is accelerated by the surging popularity of new digital media platforms, such as social networking sites and ‘smart’ devices including iPhones, iPads, and e-readers. Recognising that the consumers of content are increasingly determining how that content should be delivered, the front-runners are focused on embedding customer-centricity at every level of the business.

The sub-text is clear enough: demands for ‘anytime, anywhere, anyhow’ access to content mean that B2B publishers must work much harder to stay relevant and beinformative. The digital proposition is on the table. How publishers choose to react to it from now on will determine their future.

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