Making Direct Contact

Despite claims to be “consumer-focused”, the foundation of most traditional consumer media companies and broadcasters has been focused on B2B distribution and operating models. Prior to the COVID-19 pandemic, D2C distribution business models were often regarded as “nice to haves”. However, with the COVID-19 pandemic disrupting seemingly every aspect of our lives, leading consumer media companies have elevated the importance of D2C as they face the reality of rapidly evolving consumer behavior.

Our TMT team interviewed leaders from across the global media and entertainment landscape to hear about their D2C journeys. Based on the collective insights, we have identified common pitfalls to avoid, and what successful transitions have in common. We learned how to manage legacy vs digital factions to minimize internal friction and allow both to thrive. We heard what internal behaviors unify teams towards a common goal. We questioned where resource-sharing was critical and where it can lead to undesired compromises. And we asked how to optimize key content decision-making processes between different propositions.

Examining patterns from companies who have made the transition will inform how best to build the capabilities needed to navigate the ever-evolving consumer media landscape.

If you would like to discuss any of the findings covered in the report or are looking for more information, we’d be delighted to talk.