On Demand: The Digital Market Share Playbook

This webinar is for leaders of independent media companies looking to generate growth and value from digital lead gen, thought leadership and branding solutions.

(This is not about paid subscriptions: watch this space!)

Like all media platforms, lead gen and client marketing solutions are a market share game. Get it right, and your business could look like TechTarget (valued at 47* EBITDA last time we looked): high barriers to entry, dominant market share, exceptional recurring revenue stats.

Who’s it for?

Founders, CEOs and leadership teams of:

  • Digital-first publishers looking to optimise lead gen / marketing solutions businesses
  • Mixed model publishers wanting resilience, value and a digital pivot
  • Agile, digitally native events / hybrid / virtual event organisers who are looking for multi-layered campaign solutions for their clients

What will you learn?

How to create a predictable, recurring revenue stream from digital lead gen and marketing solutions:

  • Systematically profile, engage and build relationships with your audience
  • Upskill your sales team for integrated selling
  • Access new clients and budgets, taking a share of growing demand gen budgets
  • Develop ABM support programmes to ensure clients consistently achieve their objectives
  • Lock in budgets and renewals from clients

Watch it on-demand here 


Fergus Gregory, Senior Adviser, Collingwood Advisory

Fergus advises many independent media companies on building and delivering lead gen, demand gen and digital marketing solutions for their clients. He’s been MD of Marketing Solutions and Lloyd’s List at Informa, helped the Zapnito team to scale, and more recently served as Group Commercial Director at The Drum as they built their membership and hybrid events/media brand. Fergus devised Collingwood Advisory’s Digital Pivot Planner and Toolkit.



Sandeep Saujani, CEO, Contentive

Sandeep has led Contentive’s recent stellar growth, both organically and through M&A. Contentive curates highly engaged communities in fintech, digital marketing, HR and Finance, generating revenue from innovative content marketing solutions.



Jenefer Thoroughgood, Chief Product Officer and Senior Adviser, Collingwood Advisory

Jenefer is an expert in engaging customers to develop great products. As virtual CPO, Jenefer advises Collingwood’s clients on customer insights, product development and agile ways of working.

Jenefer’s 20+ year career in digital media and SaaS  spans roles in sales, marketing, product ownership, editorial and customer insight. She held multiple roles at Informa including Managing Editor of Scrip Publishing, Publisher of Agrow and Research & Development Director, and subsequently joined Zapnito as Chief Product & Customer Officer.

Carolyn Morgan, Senior Adviser, Collingwood Advisory

Carolyn is a thought leader in the digital media and subscriptions industry, with over 25 years’ experience as a media and events executive and adviser. She has successfully led media businesses to profitability and taken brands onto new media platforms including print, TV, digital and events.

Carolyn launched a series of specialist websites for Bauer (previously Emap) to complement their print business and drive incremental revenue. She launched the Specialist Media Show in 2010 to bring together experts and executives in specialist media, and moderated the Specialist Media Network on LinkedIn. In 2013, Carolyn sold the Specialist Media Show to SIIA and helped them launch a series of London-based events for European publishers. Carolyn is now an NED and advisor to several media businesses, and frequently speaks at media conferences.  Her particular interest is developing digital subscription propositions.  She works with our clients on subscriptions and membership products and models, and on digital audience engagement strategies.



Piers Bearne, Founder & CEO, Collingwood Advisory

Piers has built and sold three media businesses and is a director and co-founder of three more, two of which are hybrid events/digital publishing. He advises independent media companies on growth, value creation and exit.