DialogNewsEdge

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DialogNewsEdge

• Toby Cook

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News What do you need to know?

• Agenda
• 1 a. Who buys news?
• b. Why? (well look who and why together)
• c. What do they buy?
• 2 a. What do we have?
• b. How can we apply our services to the news
  market?

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But first. An alternative agenda!

• Lets keep this informal
• Ask any questions when they arise the answer
  will be more useful to you that way.
• My aim is to equip you to do four things
• Ask all the right questions
• Know everything that YOU need to know (which
  isnt everything we have support!)
• Be able to apply this knowledge to the clients
  situation
• Impart this knowledge to others

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Who buys news?

• The ENTERPRISE PYRAMID
• Weve all seen the diagram of the Enterprise
  Pyramid.
• It gets rolled out at sales conferences, product
  launches, corporate capabilities presentations.
  Its in all our corporate sales presentation.
• But, has anyone ever taken the time to look at
  it, think about what it shows and why we use it?

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The famous Enterprise Pyramid What does it
show?
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Who buys news?

• The Enterprise Pyramid has shown us that there
  are basically three main types of customer for
  news
• Individual users
• Groups of users
• Enterprise buyers

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Who buys news?

• Individual users
• Weve all sold news to individuals. These include
  individuals in the following roles
• Researchers and Information professionals.
• Sales
• Marketing
• HR
• Etc etc etc
• Why would each of these want news?

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Who buys news?

• Groups of users
• Weve probably all sold news to groups of users,
  as well.
• A group of users may be a team of researchers all
  requiring individual access. Five users of
  NewsRoom is a group, right?
• Yes but Importantly, a group may require
  group access to something other than a
  stand-alone product.
• For instance a group may be a whole department
  such as sales or it may be a community or
  domain
• So we need to know more than just who. We need to
  know about how and where they need the news? What
  is the ideal world solution for the group?

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Who buys news?

• Enterprise Buyers
• No one person ever bought NewsEdge
• The best (by which I mean BIGGEST!) sales are
  those to an Enterprise. This is where a company
  buys news to distribute to either everyone in the
  firm or to several groups of users.
• These sales are UNLIKELY to be signed by the end
  user, or even their department. Often several
  departments will have to buy-in to the service
  before the Enterprise will buy the service.
• The down side VERY long sell-in (months or
  probably years from first contact)
• The up-side HUGE revenue in the order of your
  annual or quarterly target.

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Who buys news?

• Implication?
• We want to be doing the Enterprise deals as often
  as possible.
• That means getting in front of multiple
  departments.
• That means understanding multiple needs across
  the Enterprise.
• That means understanding the Enterprise.
• That is why we use the Enterprise Pyramid.

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What do they buy?

• Weve looked at who and a bit of why but now
  for the what?
• There are many ways to answer that question
• We could ask if they buy news direct from the IP
  as a full source, like ft.com
• We could ask if they buy news from a general mass
  aggregator (like ourselves, Factiva or Lexis
  Nexis)
• We could ask if they buy news from a specialist
  industry creator/aggregator like
  MergerMarkets.com or the like.
• However, lets look at exactly what it is they
  want to access

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Translating the clients answers

• Q What news do you need?
• A We use Factiva.
• How many times has that been the way a
  conversation goes? And how much does it actually
  tell us?
• Remember - Factiva can provide near-real-time
  news, enhanced news, full-feed news, stand-alone
  UI, enterprise feeds but all with different
  services JUST LIKE WE DO.
• So knowing that the client uses Factiva is a
  bit like knowing that Michael Schumacher drives a
  car made by the Fiat group
• It may be true but it doesnt tell us anything
  we need to know.

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What do they buy?

• In order to fully understand the needs of a
  client we must map them to the following
  criteria.
• Archive Do they need access to an archive? An
  archive of what? Going back how far? (then of
  course who?)
• Enhancement Is the raw news with a search
  capability enough? Do they need the news to be
  refined in any way and pushed at them. The
  difference between push and pull is VERY
  important.. Eg Editors Picks
• Currency How current does the content have to
  be? Up to the day? Up to the hour? Up to the
  minute? Faster?
• These three sets of questions are vital when we
  come to mapping our solution!

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Who Why What?

• Weve seen that there are certain questions
  certain things that we need to know. Another
  way of looking at it is that there is a matrix of
  questions/answers and ideally we need to fill in
  as much of the matrix as possible.
• Archive Enhancement Currency
• Individuals . . .
• Groups . . .
• Enterprise . . .
• Notice I have deliberately avoided using
  Dialog or NewsEdge terminology because our
  clients will not be familiar with it.

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Understanding whats out there

• How do the following competitors fit into this
  matrix?
• Archive Enhancement Currency
• Individuals . . .
• Groups . . .
• Enterprise . . .
• Factiva?
• Lexis Nexis?
• Ft.com?

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Understanding our services

• Every news service that we deliver is made of of
  three elements. Vary just those three elements
  and you can make any of our news services. These
  elements are
• CONTENT TAXONOMY TECHNOLOGY
• Understand three components Everything you need

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Understanding our services BIN News Content

• There five basic content sets that between them
  feed all the new BIN suite of products
• EXTERNAL Editors Picks to the web, Breaking
  News in eContent.
• INTERNAL REVIEWED/EDITORS PICKS Editors Picks
  in everything else (eContent internal, DNE, XOD,
  Feeds, Portals, etc)
• INTERNAL SOURCES DNE, Active Feeds, Portals
• NEWSROOM NR, DNE NR, Portals NR.
• PREMIUM DNE, Active Feed, Portals
• There are other sub-sets and slight variations
  but this covers 90

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Understanding our services - Taxonomy

• The new suite of products and services that make
  up our news offering are all based around a
  standard taxonomy.
• Taxonomy
• Definition - A scheme that partitions a body of
  knowledge and defines the relationships among the
  pieces. It is used for classifying and
  understanding the body of knowledge.

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Understanding our services - Taxonomy

• Therefore, if you understand the basics of how
  our Taxonomy works with Content you understand..
• Smart Terms
• Editors Picks
• Editors Alerts
• Editors Updates
• Active Feeds
• Smart Wire
• Etc Etc Etc.

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Taxonomy
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Taxonomy

• Understand the difference between the electronic
  process of refinery and the human review process
  of refinery.
• (Discussion/diagram)

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Understanding our services BIN Technology

• There are two types of technology that can be
  applied in any solution.
• User Interface (stand-alone product/service).
• These include NewsRoom, Dialog NewsEdge etc
• 2. Integration Tools
• These include Feeds, Active Feeds, XOD, Portals,
  eContent

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Understanding our services BIN Technology

• User Interface or UIs
• These give individuals or groups of individuals
  access to our services (without them needing
  anything more than a PC with internet
  connectivity).
• (You could think of DNE as being a pre-built
  Portal solution).
• Advantages Ease of role-out, in-built
  functionality, stability, support, etc.
• The most common example of a competitor UI in the
  news arena is of course.

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Understanding our services BIN Technology

• Integration Tools/Solutions
• These are any of our technologies that are
  designed to allow our content to be integrated
  into the clients systems. These are generally
  web-based systems, such as.
• Internet sites open to the public
• Extranet sites open to clients/partners
• Intranet sites restricted to employees
• NB. Content to Internet Extranet is EXTERNAL
  only.

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Technology Topic Feeds

• Topic Feeds Do just what they say
  (TopicEditors Pick). They allow clients to get
  the data contained in a set of Editors Picks
  (either content set) in the following standard
  formats HTML, SGML or XML.
• The content is delivered in a file via FTP (File
  Transfer Protocol).
• Topic Feeds are daily because of the content set.

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Technology - eContent

• eContent (aka eLogic because eLogic is the
  company who host the service on our behalf).
• Integrates into web environment in HTML (with
  JavaScript) using embedded URLs (thus a hosted
  service ie does not reside on clients web
  servers).
• Allows integration of Breaking News, Editors
  Picks, Search, My Topics, ReachOut Mail, Company
  Capsule.

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Technology Active Feeds

• Active Feeds (PUSH or PULL) complicated but
  VERY GOOD.
• Both Active Feeds are in XML. Work independent of
  source set
• PUSH Aka Active Feed/RtCR (Real-time Content
  Refinery)
• Java based (NOT JavaScript). Require client
  programmer if using the ToolKit version (client
  version available). Includes sample programs.
  Programmer must RTFM or there will be tears!
• PULL Aka XOD (XML On Demand). Ie when the
  clients application demands (eg pulls) the
  content they will get XML. HTTP based API. Yes,
  XOD is an API. (application Programming
  Interface). News pulled via searches submitted as
  URL strings.
• These are complicated for the client to build but
  provide excellent results and potential.

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Technology - Portals

• Think of Portals as being a way to deliver the
  components that make up DNE in an independent
  manner straight into a clients web environment.
• Editors Picks, Editors Alerts, Searches, Archive,
  Weather, Company Capsule etc.
• We can (more or less) make it work in any
  portal environment.

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News How you want it - Portals
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• Editors Picks
• Expert editors hand-select and prioritize
  articles once per day
• Individual user personalization
• Click to real-time updates
• 2,000 narrowly defined business topics
• 30-day archive

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• Saved Search
• Premium licensed publications
• Aggregated content sets
• Real-time
• 90-day archive
• Individual user personalization

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• Company Information
• News, quotes, charts, financials, SEC filings
• and company profiles
• Individual user selects companies to monitor
• 40 global indices
• Ad-hoc company search

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News The questions?

• Recap
• Ask Who? What? Where?
• Answer Content Taxonomy Technology

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Thank you

• Toby Cook