Author: Sara Guaglione

This week’s Media Briefing will explore how publishers are reshaping their sales teams, where client success or client services employees are getting more involved in the sales process to assist with more complex, direct deals.

• How sales teams are shifting to support
• IAC rebrands to People Inc., CNN is beating subscriber targets, and more.

How sales teams are shifting to support

Publishers have steadily shifted away from traditional ad sales models toward structures built around outcomes, performance and custom partnerships. 

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What began as a regional conflict is now a compounding drag on the advertising industry — not catastrophic, but persistent enough that many CMOs are starting to feel it.

While the economics of war travel slowly — through oil prices, supply chains, corporate margins and people’s wallets — they do travel, and enough time has now passed for the effects to start showing up in the numbers.

WPP’s Middle East revenue fell 12.6% like-for-like in the quarter. Meanwhile Publicis’s MEA business was down 5.1%, with the conflict’s reach extending into Sapient’s U.K.’s operations — enough to put roughly 10% of the consulting firm’s total revenue in the conflict zone. Omnicom didn’t break out specifics but the Middle East and Africa were among its only declining regions. 

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