Building a Defensible Data Business: The Publisher’s Playbook

Key Takeaways

• 67 Bricks helped IWSR boost new users 40% and drive double‑digit growth
• Five data business categories guide publishers from risk to benchmarking services
• Transforming raw data into proprietary indices creates the primary moat
• API and platform delivery embed data into client workflows, increasing stickiness
• AI can gather data, but only unique transformation sustains long‑term value

Pulse Analysis

The $1.8 billion S&P purchase of With Intelligence signaled that data‑centric assets are now core to media valuations. B2B publishers, from the Economist Intelligence Unit to IWSR, already possess vast troves of interview‑derived, licensed and public data that remain under‑monetized. Consulting firm 67 Bricks demonstrates how turning those assets into subscription‑based platforms can generate double‑digit revenue lifts and dramatically improve user retention. By mapping editorial workflows to specific customer jobs—risk assessment, compliance monitoring, operational planning—publishers can expose hidden profit centers without abandoning their journalistic mission.

The playbook breaks data opportunities into five categories: risk management, regulatory compliance, operational decisions, commercial decisions, and benchmarking. Each segment aligns with a distinct client need and offers a clear path to pricing. The collect‑transform‑deliver framework stresses that raw data is commodity; the defensible advantage lies in proprietary transformation—building indices, benchmarks, or AI‑enhanced insights that cannot be replicated easily. Delivery models that embed data via APIs or workflow platforms create stickiness, while simple spreadsheet downloads risk rapid churn. In the AI era, aggregation alone no longer commands a premium; structured, insight‑rich products do.

For publishers ready to launch a data business, a product mindset is essential: conduct rigorous customer interviews, map upstream and downstream use cases, and iterate on a minimum viable product. Technologically, firms must invest in auditable data warehouses, taxonomy‑driven governance, and scalable APIs to support multi‑million‑dollar decisions. Talent mixes of journalists and analysts bridge content expertise with analytical rigor. Successfully executed, these data products not only diversify revenue but also increase enterprise value, making media companies more attractive to private‑equity and strategic acquirers. Partnering with specialists like 67 Bricks can accelerate the transformation and reduce execution risk.