Product & Customers
Email Newsletters, Changes in Reader Behavior and How the Two Work Together for BuzzFeed and Business Insider
By Francesca Nolan | December 7, 2020
Everything old is new again. Having once snubbed email for shiny new channels like social media, publishers once again see email newsletters’ incredible value. And why wouldn’t they? Email drives traffic and loyalty, while also providing publishers with first-party data on an owned channel. Throughout this year, people have become more engaged with email newsletters, too, generating 103% more revenue, according to LiveIntent data.
During our most recent Food for Thought webinar, brilliant marketers from Business Insider and BuzzFeed joined us to discuss email newsletters, changing audience behaviors and how the two go together.
How Business Insider Promotes Email Newsletters With Email Newsletters
Business Insider launched its first consumer subscription offering in 2017 and subsequently created 26 email newsletters. Some were free, some lived behind a paywall and others had a “freemium” mix of the two, which created confusion. Rebranding earlier this year, Business Insider decided to take that further and overhaul its entire newsletter strategy.
That overhaul involved updating branding, consolidating newsletters and creating a robust new preference center to help readers keep them straight. There’s also a new six-point welcome series, which includes an email specifically about newsletters.
“The way we set up our newsletter algorithms previously, they weren’t specifically targeted by vertical, even though that was the intention,” explains Ariel Cooper, Digital Marketing Manager of Consumer Subscriptions at Business Insider. “We wanted to eliminate all of that and put everything into one really good algorithm-driven newsletter that’s really tailored to our users preferences.”
Business Insider rolled out the new onboarding in June and it’s already performing well. The new onboarding has significantly increased auto renewals, a key success metric. How does the team plan to keep that momentum going? “The next steps we’re thinking through are creating iterations of this onboarding flow based on different subscription trial types,” says Maggie Anderson, Retention Marketing Manager. “As our product grows, we want to make sure we’re serving the most relevant content while promoting our best benefits and features from the very onset of subscription.”
What the Data Taught BuzzFeed About Reader Behavior
BuzzFeed distributes content with 45 email newsletters and newsletter courses. This year, viewing habits have shifted alongside “emotional endpoints,” as Benedict Leung, BuzzFeed’s Senior Manager of Audience Development, puts it. Spending more time at home, people have exhibited more interest in cooking-related content. From its extraordinarily popular Tasty newsletter, BuzzFeed has been seeing more engagement around experimental recipes, for example.
It’s important to dig into the data because people’s behaviors aren’t necessarily changing in the ways they think they are. “There’s an asymmetry of information where consumers tell us what they think they want, but the transactional data says otherwise,” says Benedict. “Why might that be the case? One hypothesis is that from a consumer perspective, people may not even realize they’re in the market for something, but they have a lot of trust in certain brands and influencers.”
BuzzFeed leaned into that data and launched Want This, an influencer-driven newsletter “personal diary.” It’s a new format, one centered on authentic product recommendations with a supporting small business tilt in mind.
“The recommendation here is to really think about ways you can build better trust, whether that’s leveraging creators or influencers, or thinking about new native formats,” adds Benedict.
The Food for Thought webinar series will be back in January. Visit our Community page to stay up to date.
Top Performing Emails - First Half of 2020
Our Strategy & Analytics team created a benchmarking tool that quantifies the millions of emails we send every minute. Compared with the average open and clickthrough rates, these 12 emails really shone. Learn why.
Product & Customers
MediaPost’s EIS Awards Recognize Raise and RevZilla for Email Marketing Excellence
The common thread across successful marketing programs is change, and that’s certainly true for RevZilla and Raise, two Sailthru customers that won MediaPost’s annual EIS...
By Elizabeth Trombino
Product & Customers
Go Beyond Average Data Analysis with Sailthru Connect, Our New Data Export Suite
As marketers, we’ve got access to a wealth of data like never before — and it’s probably not a stretch to say your company...
By Miles Price