2017 SSP 39th Annual Meeting
Concurrent 1B: Corporate, Government, and Special Sales…
For many mature publishers, the academic library market is fairly well-saturated. We frequently talk of new business and distribution models, but tend to focus on the same audience while continued growth will require a fresh look not just in how we provide access, but to whom. Large commercial publishers have long been effective at reaching outside of the academy to corporate, government, and other non-academic libraries, often with dedicated departments or sales people specifically targeting these market segments. Yet, nonprofit presses and society publishers lacking the same resources can still achieve excellent results by leveraging their unique strengths, including the power of their unique brand and subject-area cache. This moderated panel will feature a diverse group of speakers detailing how their respective nonprofit publishing organizations have expanded their revenue base and publication distribution through sales to the corporate, government, and non-academic markets. Speakers will discuss differences in the sales process versus academic sales, unique challenges and opportunities faced, and lessons learned along the way. Through these case studies, the session will aim to provide attendees with practical advice on starting or enhancing existing efforts to reach new audiences and increase publication revenue. An interactive session, ample time will be allocated for Q&A.
Moderator: Lauren Kane, BioOne
Twitter Handle: lauren_publish
Speakers
Twitter Handle: keith_layson
Twitter Handle: triciajn
Twitter Handle: pfranz15