We had the opportunity to sit down with industry leader MediaTrust to understand the major changes in the in the performance marketing (pay-for-results) category and the challenges of developing a cost-per-lead (CPL) model. MediaTrust began as an affiliate marketing company,…
I had the opportunity to meet with Yext CEO Howard Lerman and President Brian Distelburger to talk about their recent product additions and approach to the SMB marketplace. What struck me as I entered their NYC loft-style office is the…
We had the opportunity to meet with Medialets CEO Eric Litman to understand its unique approach to deploying media rich mobile advertising. Medialets started out as a mobile ad network much like Feedburner but quickly realized that what mobile advertising…
While pundits point to online and mobile media as carving away local broadcast TV’s share, TVB President Steve Lanzano points out that online and mobile have actually worked to help local TV increase its consumption numbers. With the new age…
I recently attended a webinar hosted by SalesBlogcast that featured social media company BizBrag. My reason for attending was to learn how small and medium sized-businesses can take advantage of social media. Based on our Local Commerce Monitor research, 32…
For the past year and a half, we have been answering questions about and consulting with our clients on sales transformation and consultative selling (see here, here and here). One of the key aspects of many of the questions we…
One of the recommendations we have been supporting and talking about over the past year is the need to look at the print directory differently. For the past 100-plus years, the directory has been viewed as a distribution media vehicle…
One of the last sessions at Marketplaces 2010 focused on what local niche or media sites can do to better leverage opportunities to grow revenues. Sitting on the panel were Tony Lee of Adicio, Ken Kalb from Analog Analytics and…
Citsearch CEO Jay Herratti, speaking at BIA/Kelsey’s Marketplaces conference, debuted the company's new thinking and approach to how best to address the local online market. Herratti explains, “It has been increasingly difficult to reach consumers and advertisers at scale. This…
I had the opportunity to speak with Michael Pastko, CEO of Coupious a Boulder, Colorado-based mobile coupon platform. Coupious got its start when Pastko and his partner leveraged their experience at Purdue University to launch a Coupious iPhone application in…
I had the opportunity to speak with Brad Reynolds, CEO of Mongoose Metrics, a Cleveland, Ohio-based call measurement and conversion analytics company. Reynolds was quick to point out that it is not simply a call tracking company, but rather it…
Having been in the trenches for the past year talking about multiproduct selling and how a consultative or collaborative sales process is a key component for selling multiple media, I keep hearing over and over again "I've been training on…
Mapping has become less about radius of where you are and more about what people define as local, how far people are willing to travel and the importance of certain events or locations in their community. While the advertising paradigm…
Neil Budde of DailyMe and Mike Orren of Pegasus News helped the ILM:09 audience understand what it takes to offer a truly customized news offering that is engaging and relevant. One of the key takeaways both Orren and Budde discussed…
Discovery is the most important step of the sales process since it is when the customer gives the salesperson a roadmap that helps him or her clearly understand the best products to present. Rather than being overwhelmed by the number of…
One of the often asked questions we receive regarding sales from all local media sectors is whether multiproduct selling by a single sales force is really possible. The natural follow-on question invariably is, what would be the benefit of a…
I recently had a chance to talk with Marco Zappacosta, founder and CEO of Thumbtack, a newly launched online resource for trusted local businesses. Thumbtack facilitates an online marketplace for local services by offering consumers one place to easily find,…
I participated in a webinar sponsored by DataXu discussing how the development of display ad exchanges will make real-time bidding for display ad units and impressions similar to the current SEM process by making it more open, targeted and technology…
The traditional print directory has been under fire over the past few years, but panelists at DMS ’09 feel there is new life in the print book as it moves from its stagnant 1.0 version to become more usable and…
The local media marketplace continues its rocky road through the current economy, but many companies are bullish on their futures given the moves they have made in diversifying their product portfolios with new digital offerings to balance their core…
