Selling Subscription Technologies is Part

Selling Subscription Technologies is Part Education, Part Conviction: An interview I did today with Jonathan Lewin, the CTO/founder of eMeta, one of the biggest subscription-software developer and seller. The company’s “eRights software powers the backend subscription engine for high-profile sites such as TheStreet.com, NYTimes.com and FT.com, among others.

The interview focused on his efforts at trying to sell online paid content as a concept to publishers, the lessons learned from it. “One thing that is frequently seen in subscriptions is that it is not just about attracting initial customer to use something, it is about keeping them on a renewal basis and then retention becomes a critical point. Within a relatively short period of time, a year or so, you may have marketed yourself to 70 percent of your prospect base, and then the question is how to retain them.”

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