being earnest in the new normal, anthea stratigos (ceo, outsell, inc.)
DESCRIPTION
2014 Charleston Conference Keynote Presentation Thursday, Nov 6, 8:15 AMTRANSCRIPT
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Anthea C. StratigosCo-founder & CEO
Being Earnest in the New NormalChoose Your Future
The Charleston ConferenceCharleston, N.C.November 6, 2014
Confidential
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
About Outsell
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Choose Your FutureDewey Readmore Books or 22 Jump Street
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22 JUMP STREETCourtesy of Columbia Pictures
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
The Big Picture
Courtesy of Universal Studios
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
A Story
5
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
6
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Shift Happens!
7
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
8
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
The InformationIndustry
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
B2B Trade $30.6
Credit & Fi-nancial $52.8
Education Content,
Technology & HCM $111.4
Legal & Regu-latory $20.4
Market Re-search, Re-
ports & Services
$41.2News $78.3
Scientific, Technical &
Medical$32.5
Search, Aggrega-
tion & Syn-dication $86.9
Consumer Books &
Magazines $82.9
Yellow Pages & Directories
$21.7
Marketing Ana-lytics, Automa-
tion & CRM $23.4
Marketing Services$113.2
Governance, Risk & Com-pliance $43.0
$738 Billion
Information Industry Ecosystems 10
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Vendors – Key Issues
11
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Libraries – Key Issues
12
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Library Budgets
13
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Librarians Ambivalent about Vendors
Easier to do business
More flexible about licensing options
More flexible about packaging bundles
Providing better usage metrics
Simplifying licenses
More transparent about pricing
Providing better customer service and support
0 10 20 30 40 50 60 70
Neither agree nor disagree
Percent
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Executing &Delivering Value
Getty Images
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Have the Right Team
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Library as Strategic Marketer6 steps to value
Have a strategy and a mission1
Build a target market map2
Complete a needs assessment3
Weed and feed portfolio of services 4
Brand and market internally; deliver ‘wow’ 5
Measure ROI and value6
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Have a Strategy “My library has a well-developed strategy to meet changing user needs and research habits.” – Ithaka Study 2014
Percentage of respondents who strongly agreed, over time.
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Map Target Markets
Services & Library Offerings
Key User Groups or Schools
Administration
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Understand What Users Want
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Understand NeedsWhat is the main reason for going into the library?
60%
27%
5%4% 4%
To have a quiet place to study
To do research, look up books and manuscripts, or write
To socialize, a place to hang out with other folks
To access online databases
Othern = 400 4-Year College or University Students
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Benchmark
Someone’s Boat, View, or Home is Always Better
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
What to drop
What to add
What to ask for $ for
What to target to whom
Establish Your Portfolio
23
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Brand Your Experience
24
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Market in Purposeful Rhythms
25
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Deliver Wow
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Measure ROI and Value
27
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Be Sure to Play and Enjoy Results
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A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Choose Your FutureDewey Readmore Books or 22 Jump Street
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22 JUMP STREETCourtesy of Columbia Pictures
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
Q&A and Discussion
A d v a n c i n g t h e B u s i n e s s o f I n f o r m a t i o n
© 2 0 1 4 O u t s e l l , I n c .
About Outsell
Outsell, Inc. is the world’s only research and advisory firm focused solely on media, information, and technology. We use a time-tested, quality-proven, top-secret blend of data, brains, community, and pizzazz to produce extraordinary value for our clients. Elite information industry executives from all over the world look to Outsell for trusted advice, bold insights, and confidential access to exclusive intelligence and decision support. Outsell has your back. You’ll stay more focused, save time, and grow revenue in a fast-changing, global, digital environment, and sleep better at night. Guaranteed.
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The information, analysis, and opinions (the “Content”) contained herein are based on the qualitative and quantitative research methods of Outsell, Inc. and its staff’s extensive professional expertise in the industry. Outsell has used its best efforts and judgment in the compilation and presentation of the Content and to ensure to the best of its ability that the Content is accurate as of the date published. However, the industry information covered by this report is subject to rapid change. Outsell makes no representations or warranties, express or implied, concerning or relating to the accuracy of the Content in this report and Outsell assumes no liability related to claims concerning the Content of this report.
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