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From anonymous to first-party: How to turn visitors into registered users and subscribers

It’s an age-old problem for publishers. How do you get casual readers to become loyal subscribers? Let’s first consider how publications strayed from reader engagement to understand the answer to this question. Fastener interviewed Mark Zohar at Viafoura to learn more about the history of audience engagement in digital publishing.

The Outsourcing Stop-gap

Before the internet, the number of publications remained constrained by labor and paper costs, forcing subscriptions on a local level and limiting competition. Yahoo opened the web in 1995, and in 2004, Web 2.0, followed by smartphones in 2007, delivered instant gratification, community and interactivity online. Shortly thereafter, web publications began to outsource their customer service, feedback and commenting abilities, allowing third parties to determine their fate, popularity and ultimately their content through clicks, likes, reviews, tweets and TikToks.

Publishers began validating vanity interactions rather than synergy with their readers. At the time, this was logical. Bots, spam and guerilla postings by malcontents required constant monitoring. Customer Management Systems (CMS) were expensive and required teams of marketing and tech experts to administer. Social media was free (sort of — publishers paid by relinquishing control, privacy and data) and increasingly the preferred method of communication between the business world and its customers. The time and cost of managing engagement, “who needs it!” proffered conventional wisdom.

Opportunity Cost

The cost of relying on third parties — the loss of business and customer intelligence, control and interaction — became apparent as time passed. Third parties, including social media, understood more about an organization’s customers than they did. After all, these outside entities communicated with their customers, collected data, directed them, entertained, and serviced them. These entities engaged and profited from the publisher’s work.

Consider the following facts:

Engaged visitors stay longer, go deeper and generate 4x more advertising opportunities.
They are 2x more likely to click on an ad.
Viafoura’s engaged users are 51x more likely to register.
And registered visitors are 45x more likely to subscribe than casual visitors to your digital properties.

Publishers that engage their readers monetize their properties. Engaging digitally means communication, and communication begins with taking power back to parlay and maintaining control of the wealth of first-party data each exchange produces.

Because publishers outsourced engagement, the vast majority of their visitors remained anonymous, with only a minute percentage registering or subscribing. Publishers continued living in the eighties but are trying to do business in the twenty-twenties, relying on third-party research to understand their readers.

How anonymous users become subscribers

Leading readers through the subscriber journey is relatively painless with the right tools. The Viafoura Digital Experience Platform (DXP) provides the interactivity and immediacy of social media while maintaining control on the publisher’s property of the data, opportunities and experience.

Viafoura’s DXP anonymous-to-subscriber strategy involves four levels: Engagement Suite, Personalization, Moderation, and Data.

Engagement suite

Creating loyal subscribers from anonymous readers begins with on-site engagement on publishers’ owned and operated digital properties. Readers who feel listened to return more often and dive deeper into your publication. Viafoura deploys various solutions to make readers feel at home, including social sharing, chat, Q&As and conversations. And then there is the ultimate VIP ticket, the live blogging platform coupled with Viafoura’s Conversations. Together or solo, each creates an immersive experience between a publication and its reader community, resulting in an average 600 percent lift in subscriptions.

Personalization

Nobody wants to be an unknown number when engaging with a publication. Therefore, personalization is the next step in making anonymous readers cherished subscribers. Personalization includes capturing and using more than a person’s name. It means having options that craft an experience unique to each reader, including alerts, notifications, follow options, recommendations, and curated feeds. Readers feel like family when content is personalized to their needs, likes and wants. It is a mesmerizing experience that keeps them coming back. Viafoura’s DPX puts personalization under the publisher’s control.

Moderation

Without comment moderation, the trolls take over, and suddenly a pleasant interaction becomes a toxic mix of vitriol, hurting the publication and the user experience. On average, a publisher will lose 80 percent of its anonymous readers due to a hostile environment. However, well-moderated engagement increases registrations and subscriptions by an average of 400 percent within six months. Viafoura’s DXP uses multiple strategies to streamline moderation and reduce the number of people needed to keep it going by customizing parameters to each publication’s policies across all properties and social media. Artificial intelligence combined with human expertise and easy-to-read dashboards take on the trolls and temper the tantrums to ensure engagement on its client’s publications remains civil, pleasurable and informative.

Data

Data is worth more than gold in the digital world. It determines content, direction, strategy, partners, advertising, marketing, corporate expenditures, budgets, pricing, new products and investments—data is behind every informed decision. Yet many publishers give away their primary data by outsourcing engagement. Controlling all aspects of the publishing ecosystem delivers unprecedented intelligence that allows a publication to improve its content, better service its readers and strategically plan for the future. Viafoura’s DXP delivers far more than the 83 average metrics. Its digital engagement platform provides over 200 data points, vital information that elevates customer experience, value, and loyalty, which translates to subscribers.

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Viafoura’s unique approach boosts on-site engagement, increasing user registrations and subscriptions. Additionally, it produces internet gold, the ultra-valuable first-party data that creates unique personas and insights exclusive to the publication. Detailed information permits publishers to fine-tune their content, increasing its value to their readers while simultaneously lifting advertising revenues and engagement. Happy readers become loyal readers. Loyal readers become subscribers—leading us back to the original question. How do digital publishers turn visitors into registered users and subscribers while improving their publications? They invest in engagement tools, and Viafoura’s DXP is the leader.

How UGC Contributors Boost Retention And Registrations

There’s an old marketing rule of thumb that successful companies emulate. It costs 5x more to acquire new customers than to retain existing ones. Companies that heavily invest in retention strategies increase the customer lifetime value (CLTV) of their customers, which translates into heavy cost savings as it requires less money to be spent on net new acquisition campaigns.

In the digital publishing industry, the model is very similar. Some studies suggest that converting unknown readers into new subscribers generates, on average, between a 5% to 20% success rate. On the other hand, converting registered or known users into subscribers is far more effective with success stories in a range of 60% to 70%.

How to build audiences: foster fast-paced communities

When you have communities of engaged readers, you’re more likely to create a lively forum. People love to express their opinions on a topic, especially if an argument has been so articulately laid out by a subject matter expert in a written article. A healthy commenting platform allows readers to share their own thoughts on the subject and open up a lively debate.

These UGC contributors demonstrate their affinity for your content by leaving their comments and engaging in lively discussions with other readers. This shows an active willingness on their part to increase their CLTV for your business.

On top of that, your UGC contributors can actively help you attract new readers at no additional cost. According to AdWeek, nearly half of millennials and over 35% of baby boomers trust UGC content over branded content. This means your commenting section can be one of your top acquisition channels. You just need to invest in a solid retention strategy to get your active UGC contributors to engage with the content.

Use first-party data to profile your most avid commenters

First-party data is fully consented data. At a time when consumer privacy is paramount and third-party cookies will be eliminated, first-party data has become the most valuable resource to help publishers gain a deeper understanding of their most avid consumers.

If a user creates an account on your site to read or comment on your content, that action is an example of first-party data. Each action that user takes from that point onward is a first-party data touchpoint that you can use to build a rich audience profile. Using a first-party data strategy, you can gain consent from audiences to:

Send more personalized notifications to your active readers
Develop segmented audience experiences based on user preferences
Boost community engagement by monitoring audience behavioral metrics
Deploy data-informed push notifications to increase engagement with premium content

Deploy content recommendation modules to boost audience engagement

Once you have data-driven audience profiles, you can start personalizing the experience on your website. Using your first-party data, you can identify common themes, topics, writers, keywords, and other commonalities that motivate your UGC contributors to leave a comment.

With those insights in hand, use your content recommendation modules to tailor the articles that appear for those users. Studies have shown that personalized content recommendations will boost paywall impression rates by at least 10% and conversion rates by 30%. You can motivate more readers to go beyond the paywall so that they can post their own thoughts and engage in healthy discussions with like-minded participants.

Encouraging UGC commenting and healthy discussions is a growth strategy that can prove to be very effective. The Independent, one of the world’s leading publications, used this exact commenting and conversion-based experience strategy. Over the course of 12 months, the Independent was able to add 2,000 new website registrations with comments.

Grow your community and encourage real-time conversation

As you profile highly engaged users, you can use your automated moderation tools to create a healthy digital community for your UGC contributors. Automated moderation tools are designed to keep communities engaged, prevent toxic or harassing comments, and reward meaningful contributors with special labels to elevate their status on the forum.

Creating a safe and healthy community for discussion is essential to boosting audience engagement. Studies have shown that 4 out of 10 news comment readers refuse to publish their own thoughts or opinions due to toxic or argumentative communities.

Remember that nearly half of all millennials and over one third of baby boomers trust UGC contributors over branded content. Audience engagement and UGC contributions are essential to create that vibrant community and encourage new readers to register their own rights to comment on your content.

If you’re not creating a healthy community to facilitate lively UGC discussions, you don’t have an effective retention and engagement strategy. And without an audience retention and engagement strategy, you can’t rely on your commenting section to help grow your business. Ultimately, you’re leaving a viable path for growth untouched on the table.

The New Daily drives engagement, first-party data, and revenue diversification with Viafoura.

The New Daily is an online, non-paywalled, Australian digital news site that was founded in 2013. It features content such as breaking news, politics, finance, entertainment, lifestyle, sports, and weather from Australia and around the World.

Like many publishers, The New Daily is keen to provide its readers with the opportunity to contribute their unique viewpoints to a vibrant and safe community. Ingrid von Bibra, Publisher, at The New Daily says they are “excited to increase user engagement whilst also providing their editorial team with valuable feedback and user insights”.

By implementing Viafoura’s Conversations, Live Blogs, Community Chat, Trending Articles, Topic Follows, and Moderation solutions, The New Daily is driving their first-party data strategy forward at an accelerated rate. With data generation now in hyperdrive, the team has access not only to traditional information such as PVs, Dwell Time, and RFV values, but extensive insight on user sentiment, interests, propensity, and community participation as well.

Viafoura is excited to be working with The New Daily. “The energy that The New Daily has brought to this initiative is palpable! We’re delighted to be their chosen partner for reimagining the audience experience and unlocking a new first-party data strategy” says Dalia Vainer,Director, Customer Experience.

As The New Daily continues to reap the rewards of Viafoura’s turn-keysolutions, nothing but positive outlooks remain for continued audiencegrowth, engagement wins, and revenue diversification.

Loyalty Plays: The Next Era Of Retention

There’s an old saying in marketing that “it costs more to attract a new customer than to retain an existing one.” Some studies have shown it can cost up to five times more to focus solely on customer acquisition at the disservice of customer retention.

Publishers who focus solely on registration and pumping out as much content as possible often neglect relationships with existing readers. By taking stock of current relationships and finding new ways to reward subscribed readers for brand loyalty, publishers are far more likely to improve customer retention rates.

Don’t devalue retention: it’s more profitable than you know

There’s money to be made in retention, even with a slight move of the needle in the right direction. According to a Harvard Business School study, improving customer retention rates by as little as 5% can improve profitability by 25%. In some cases, profits can rise up to 95%.

Those findings are similar to research conducted by Gartner, which determined that 80% of business profits come from 20% of existing customers. Additionally, the success rate of converting an existing reader into a paying subscriber ranges between a 60% to 70% success rate. Conversely, the success rate of converting a new reader into a subscriber ranges between 5% and 20%.

The bottom line is that there’s plenty of value to be found in reader retention. Publishers just need the right approach and the right resources to engage with existing readers to convert them into brand loyal subscribers.

Personalization fosters loyalty and retention

Communicating with your existing readers using personalized content experiences is the best way to earn reader loyalty. What and how you communicate with your readers makes all the difference between retaining their business and losing their interest.

For example, if you were to publish generic content week after week, it’s hard for readers to see the value in the experience. Instead, the audience sentiment will be that you’re just throwing things at the wall to see what sticks. The content loses all of your brand’s personality that first resonated with readers, increasing the likelihood that they churn and never return to your site.

On the other hand, personalized content that appeals to specific reader interests is far more engaging to your audience. By demonstrating that your creative team understands their readers, and chooses to publish content that adds greater value to their experience with your website, you have a winning formula to improve retention rates and, hopefully, subscription rates.

Collect first-party data to gain those audience insights

One of the best ways to boost audience engagement and increase the value that readers experience from your publication is to encourage their engagement with your community. Encourage your authors to add the first comment to freshly produced content in an effort to kickstart a conversation with your readers. Encourage your audience to post their thoughts and use a commenting moderation tool to analyze the sentiment shared by your readers.

As more comments are submitted, you automatically build a wealth of first-party data that you can leverage to gain more insight into your reader tastes and preferences. You can pick up on things like what themes within the content people react towards, and you can measure the preference for one type of author over another.

Once you collect enough first-party data to really understand your audience, you can revamp your content strategy into a data-driven initiative. Focus the subject matter of your content around the themes, topics, and interests that your data informs you is what matters most to your readers. Show your avid community that you listen to their responses by producing more of the content they’ve indicated is what they want. This is how you build a loyal following that is likely to provide customer lifetime value for years to come.

Incentivize readers to act with special recognitions

To encourage further debate around your content, you can assign badges to comments that generate responses from other readers. Show your most valuable readers and/or subscribers that you recognize their contributions to the discussion, proving to them that they’re considered VIPs among your reading audience. Earn that reader loyalty and reap the fruits of those labors!

La Voz del Interior is driving enhanced engagement experiences and improved subscription volumes with Viafoura’s solutions

La Voz del Interior is a daily Spanish language newspaper edited and published in Córdoba, Argentina. La Voz is the leading daily in Córdoba, and one of the most significant in Argentina outside of Buenos Aires.

La Voz is focused on providing its readers with an exceptional, personalized experience while also increasing their subscription volumes. With Viafoura’s Conversations, Live Blogs, Community Chat, and Moderation solutions, La Voz will be able to drive engagement across its audience while collecting significant volumes of first party data – enabling personalization and deep reader insight.

“The goal is to use the data to deliver content in line with each reader’s preferences” said Alan Porcel, Digital Platforms. But, it’s not just about personalization for La Voz, says Lisandro Guzman, General Editor and Multiplatform Chief: “We want to create a robust community of readers who contribute their point of view, engage in lively but civil conversations, and interact with our editorial team. We are excited to move forward and we know that with a growing, engaged community, and the data insights we’ll have, we will be driving readers through the funnel into subscriptions more easily.”

“We’re excited to welcome another LATAM publication into the Viafoura customer community,” said Dalia Vainer, Director, Customer Experience. “We know that access to first-party data is a top priority for the folks at La Voz del Interior, and can’t wait to see how the team leverages the data supplied by Viafoura to drive business strategy.”

Community-Focused Tools And Tactics To Hit KPI and ROI Goals

This was originally posted on INMA.

If your current Digital Experience Platform(DXP) isn’t serving your community, or rather, is not enabling your organization to serve, sustain, and expand your community, then it’s not worth your money.

Furthermore, if you are fortunate enough to be host to a community, particularly one that enjoys engaging with and discovering the realm of their interests that you’ve created, you’re sitting on a gold mine of growth potential and first party data.

It’s no secret that an active, non-toxic community is a powerful driver of audience growth, but in order to make the most of community driven conversion opportunities there are some preparatory measures that can be taken.

Community Foundation

Before we begin honing in on the inner-workings of your community, take stock of the tools and strategies you currently have in place and assess whether or not they are providing a worthwhile ROI. Some questions to ask as you set about this task are:

Infrastructure and Discoverability

Does your site’s architecture drive visitors intuitively to where the community is at its best, or are there a number of barriers in their way?

Consider where on their journey users are confronted with a sign-up form of some sort. Then, evaluate if there’s greater potential for conversion by giving them a bit of free reign to see the value you have to offer elsewhere. Giving unregistered users enough access to see but not join on-site discussions or special events like a live Ask-Me-Anything community chat could be just the kind of content that is worth their time and, subsequently, their registered first-party data.

Does your current comment interface and strategy help or hinder engagement?

Providing users with the means to easily jump into the comments section and join discussions is an effective way to improve engagement. Recently, Viafoura partnered up with News-Press & Gazette Co. (NPG) to help them over-haul their prior approach to comment sections that relied on manual approval, resulting in endless queues of user contributions stuck in limbo. After integrating Viafoura’s Automated Moderation onto their platform, NPG saw a drastic improvement in their overall engagement as well as the complete reactivation of previously stagnant communities across a number of their sites.

Community Health

Have you and your teams taken measures to ensure that when new visitors arrive they’re greeted by a wholesome and inviting community?

If some of the first things visitors see are comments and discussions rife with vitriol and toxicity, they won’t stay long – if at all. In order to keep the peace and foster a welcoming space for newcomers, it’s imperative that you provide clear and concise community guidelines. These guidelines will assist in the preservation of your community’s well being by giving its members and your moderation teams consistent parameters to follow while reinforcing your brand values and interests while doing so.

In order to scale down some of the more taxing and meticulous moderation tasks (profanity, hate speech etc.), adopting an Intelligent Moderation Engine is a turn-key solution for immediate deflection of toxicity.

Create a Playground of Engagement

Plainly: creating an engaging and discoverable user experience (UX) will invigorate your audience. As publishers, there is an obvious responsibility to provide your readers with high-quality content that stands out in the vast and highly saturated digital media landscape. More specifically, as digital publishers, the journey that users go on as they experience your site and its content is just as important.

A digital media platform that gives its users a range of capabilities to engage – be it through exploration, discovery, or community – is guaranteed a far higher chance of earning consistent growth in registrations, longer time spent on-site, and an increasingly concise understanding of their audience’s behaviour and interests. All of which can contribute to an improvement in ad-revenue by providing you with the data necessary to prove the worth of your premium ad space to potential partners.

Topic and Author Follows

Topic and Author following capabilities are highly engaging points of conversion and excellent data collection avenues. By tracking what content and which authors are being followed via built in analytics, editorial and content strategies can be adjusted to meet the evident interests being shown in the declarative data that comes from these community specific actions.

In terms of engagement, users who follow particular authors or topics also have a far higher propensity for return visits because of the notifications they’ll receive when more content tied to what they follow is published.

Conclusion

In this digital age where an extensive and engaging digital experience platform is paramount to the success and longevity of digital media organizations, taking the time to create rewarding and enjoyable experiences for your audience communities is the least we can do. With the right tools and approach to a community focused growth strategy, publishers will make short work of achieving their ROIs and surpassing previous KPI goals.

New Study Finds Publisher-Posted First Comment Steers Engaging Conversation

Audience engagement managers know that a healthy comment section is a core component to building a healthy online community. With contentious political debates happening with greater frequency and more people turning to the internet to vent frustration, maintaining a civil yet lively comment section has become more important than ever.

Thankfully, one simple technique can help publishers and moderators guide conversations with increased peace of mind. According to a new study from Viafoura, media outlets see a significant increase in traffic, civility and engagement when publishers post the first comment.

Posting the first comment has long been a technique used by social media managers and influencers in order to control the tone of the conversation and create engagement. The first comment operates as an ‘ice-breaker’ and helps set the standard for the conversation. It also invites responses from readers, which can increase time spent on site and enhance brand loyalty.

What happens when publishers post first?

The study took place between September 28th and December 15th 2021 in 15 newsrooms across Canada covering a diverse selection of geographical regions and various ends of the political spectrum. Each newsroom posted the first comment on a number of articles across their publications, within the first hour of the articles going live. This test group was then compared to a baseline group in order to provide context to the results.

One element of the study that differed from platform to platform was the type of comment posted beneath the article. Tactics varied from newsroom to newsroom. Some editors offered users assistance, responding to particular points in the article or answering questions. Others asked specific, directed, questions about readers’ response to the article. Writers had the freedom to bring their voice and creativity to the comment section!

Over the course of the study, Viafoura collected data on volume of comments, time spent commenting and conversion before and after engagement – three crucial metrics used to evaluate the success of an online community space.

Posting first means increased engagement, conversion & peace of mind

The study found that activity increased dramatically across all metrics, with a 45% increase in time in comments, 380% increase in total average comments and a 347% increase in average likes. This drastic increase indicates that controlling the first comment sets a tone and leads to more civil discourse.

With a standard set of behavior in place, moderation needs decreased. While the baseline group was required to flag 6.8% of posts and disable 9.1% of users, the test group saw significantly reduced numbers, with 4.8% flagged and 7.4% disabled. Simply by modeling good behavior, publishers reduced the number of community guideline violations and user bans.

Perhaps the most surprising result was the significant increase in registrations.

Previous research has shown that almost 50% of members end up removing themselves from a platform when exposed to trolling. In contrast, when publishers posted the first comment, each article saw a 55% increase in registrations, with a 9% increase in users who attempted to interact with commenting before signing up.

The positive impact didn’t stop at conversion. Viafoura also saw a 21% increase in users who interacted with commenting after signup. This indicates that users participated in the discourse, felt positive enough to register, and then continued to feel engaged and loyal past the point of conversion.

This data supports the notion that posting the first comment can be a significant step in reaching target conversion goals. When publishers interact directly with their community, they help maintain a sense of safety and attention that can lead to a direct increase in engagement.

What can we conclude?

Strong customer loyalty is essential for the wellness and longevity of any online brand. Simple moderation tricks can be the difference between a contentious online conversation and a thriving online community.

By setting the tone for conversation, publishers can direct content, invite polite discourse and even tailor their engagement to suit the needs and interests of their target audience. In each case, first comments have proven to be an essential step in the process of protecting and growing digital communities.

Are You Getting The Best Value Out Of Your Engagement Tools?

If you’ve invested in an audience engagement solution, you’re probably well aware of how important the data you collect from the platform will be for the future performance of your business. Insights into how your existing users engage with content and the community built around it allows you to optimise your strategy. An optimised content strategy means you’ll produce more content that should drive additional users to convert into loyal subscribers.

Making those strategic decisions requires the right platform so that you can collect those insights. You need a solution that helps you collect first-party data and analyse on-site user behaviour. With that data in hand, you can effectively maximise the 3Rs:

Registrations
Retention
Revenue

So how do you ensure you’re getting the best value out of your engagement tools? Our latest infographic offers a helpful visual guide on what you need from your platform and how it can help achieve your overarching business goals.

The right audience engagement platform should provide strategic recommendations that you can use to help grow the nature of your business. The technology should help you answer the questions of how to grow registrations, retain existing users, and increase revenue as the end benefit for all of your hard work.

Your team should find daily value from their audience engagement platform. They should not only know how to use the platform, but they should also understand why there’s so much value to be gained from these solutions. You’ll know the platform is a success if your team:

Feels motivated to use the platform every day
Increases productivity across the entire spectrum of your business
Understands how each of the core features helps solve the underlying business needs
Has the desire to collaborate with other departments and gain the deepest understanding of user intent and behavioural insights

If answers to any of these questions are anything short of yes, it might be time to ask yourself a much harder question: do you have the right audience engagement solution? Remember that audience engagement is the first step towards monetisation and greater revenue for your business. Without a platform that can help you gain the necessary insights to make effective revenue-driven decisions, you will likely struggle to achieve those aspirational growth targets.

ACM – propelling new levels of community engagement with Viafoura

ACM, is comprised of more than 140 leading rural and regional news brands. ACM serves millions of people in every state and territory across Australia. Its mastheads include the Canberra Times, Newcastle Herald, The Examiner, The Border Mail, The Courier, Illawarra Mercury, The Land, and agricultural titles like The Land and Queensland Country Life.

ACM is a modern media network that’s passionate about implementing new technologies, making its newspapers and websites the best-in-class for regional journalism. Tom Woodcock, Digital Marketing Manager, notes that ACM strives to create an environment that will both engage and grow its communities and be a place that editorial teams can easily manage and be proud of. With the use of Viafoura’s full suite of services, including Live Blogs, Community Chat, Conversations, and Moderation, community engagement will be propelled to new levels.

Woodcock says that, “Prior to using Viafoura’s solutions, we were faced with older technology that wan’t driving the engagement levels we desired from the community, challenged our moderation standards, and gave us little insight with respect to data.” Now, ACM audiences will be able to interact with journalists and each other, while Viafoura’s real-time moderation engine will ensure that toxic comments are flagged and conversations remain civil. “We are excited for our future with Viafoura”

“Viafoura is thrilled to welcome ACM as our first Australian customer! We can’t wait to see how they put this solution to work to deliver an enhanced engagement experience for their users and drive deeper data and insights.” says Dalia Vainer, Director Customer Experience at Viafoura.