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March 15, 2011

B2B Publisher Triples Revenue by Expanding Target Audience and Diversifying Content through Licensing and Repurposing

Case Studies, Subscriber Only /

David Foster, CEO of Business Valuation Resources, tells Insider how he’s tripled revenues by diversifying the site’s target audiences and content mix. See how they use content licensing and widespread repurposing of their own resources to create more than 250 products with a range of subscription plans or one-time usage fees. Plus, he explains why one-off content purchases, like an ebook, have become the primary source of new customers who are converted through direct marketing and a sales team to a subscription plan

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Case Study Lesson: Low-Risk Growth Through Content Licensing

Business Services, Subscriber Only /

For this week’s Subscription Site Insider Case Study we interviewed David Foster, CEO of Business Valuation Resources, for a in-depth look at how the company has tripled revenues by diversifying its product mix and target audiences. One of the secrets of BVR’s growth strategy: Licensing other people’s content. Foster explained that licensed content now accounts for 35% of annual revenues. Although he was initially wary of content licensing, he’s come to see the practice as a low-cost, low-risk way to…

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