The software-as-a-service (SaaS) model has transformed the tech industry over the past two decades. Now, a new report suggests that local media companies could see similar success by applying the same go-to-market (GTM) principles to their own operations.
The Local Media Innovation Insights (LMII) report, authored by industry veteran and Local Media Association (LMA) board member Todd Handy, introduces what he calls the “SaaS-ification of Media.” The framework adapts proven SaaS strategies — metrics, retention systems and scalable revenue models—for newspapers, digital sites, and broadcasters searching for sustainable growth.
Key principles outlined
The report highlights four central areas for publishers:
- Adopting SaaS metrics such as churn, lifetime value, and net revenue retention.
- Conducting a GTM audit to determine a company’s “SaaS readiness.”
- Building infrastructure for recurring revenue and advertiser retention.
- Pursuing dual transformation by strengthening existing revenue streams while also developing new SaaS-inspired approaches.
According to the analysis, thinking like a SaaS business can help local publishers create predictable income streams and build resilience in the face of industry disruption.
About Todd Handy
The framework comes from Handy, currently Chief Operating Officer at Disruptive Impact and a longtime digital revenue strategist. He previously served as Beasley Media Group’s first Chief Digital Officer, where he oversaw digital revenue growth of more than 165% in three years. Handy has also worked in outsourcing, ad-tech, and digital media sales, and currently serves on the LMA Board of Directors.
Editor’s note: Artificial Intelligence was used to create an initial article, which was then edited by LMA staff. The image associated with this story was created in Canva using AI.