DATA AT THE HEART OF GROWTH: WAN-IFRA WEBINAR TO EXPLORE SMARTER SUBSCRIBER ACQUISITION AND RETENTION

As subscription-based businesses face increasing competition, data has become the key to attracting and retaining audiences. A WAN-IFRA webinar on 30 July will feature India Today Group’s Vivek Malhotra, who will share practical strategies on using analytics, customer insights and digital innovation to drive sustainable growth across media and publishing.

In an era where digital audiences are flooded with endless content choices, attracting subscribers is no longer the greatest challenge for media organisations. Keeping them engaged, loyal and willing to renew their subscriptions has become the defining test of long-term success. As publishers increasingly embrace subscription-led business models, understanding audience behaviour through data has emerged as one of the industry’s most valuable competitive advantages.

Recognising this shift, the World Association of News Publishers (WAN-IFRA) will host a virtual webinar titled Data-Driven Acquisition and Retention: Strategies for Growth on 30 July 2026 from 4:00 pm to 5:00 pm IST. The session will feature Vivek Malhotra, Group Chief Marketing Officer (CMO) and Chief Operating Officer (COO) – Strategy at India Today Group, who will share how one of India’s leading media organisations has harnessed data, analytics and customer insights to strengthen subscriber acquisition and retention.

The webinar arrives at a crucial moment for the media industry. While digital subscriptions continue to grow, publishers worldwide face rising customer acquisition costs, changing consumer expectations and fierce competition from both traditional news providers and digital-first platforms. Sustainable growth increasingly depends on understanding readers beyond basic demographics, using behavioural insights to personalise experiences, improve engagement and build stronger relationships with audiences.

The session will explore how data can be transformed into meaningful business intelligence. Rather than focusing solely on increasing subscriber numbers, it will examine how publishers can create lasting customer value by analysing user behaviour, identifying engagement patterns and delivering more relevant content experiences. Such strategies have become essential for organisations seeking to reduce subscriber churn while improving lifetime customer value.

Malhotra brings more than two decades of leadership experience spanning television, print, digital media, artificial intelligence, consumer revenue and strategic marketing. Throughout his career, he has played a central role in driving digital transformation across the India Today Group, helping the organisation adapt to rapidly changing audience expectations and technological advancements.

His career reflects the evolution of India’s modern media landscape. He has led several pioneering initiatives, including the introduction of paywalls and micropayment models, the launch of India’s first connected-device news streaming platform and the development of integrated marketing frameworks that combine digital, social media and broadcast analytics. These innovations have enabled more informed decision-making while strengthening audience engagement across multiple platforms.

Malhotra has also contributed significantly to the development of several prominent media brands and flagship events, including India Today TV, India Today Conclave, Agenda Aaj Tak, Sahitya Aaj Tak and Safaigiri. His work demonstrates how strategic marketing, technological innovation and editorial excellence can work together to build successful media ecosystems.

Beyond his executive responsibilities, Malhotra continues to influence the broader media and advertising industry through several leadership positions. He serves as Chair of the Digital Ad Committee at the Internet and Mobile Association of India (IAMAI), sits on the board of the Indian Readership Survey (IRS), is a member of the Technology Committee at BARC India, serves as Co-Chair of the Branding and Marketing Council at ASSOCHAM and leads its AI Research Task Force. These roles place him at the forefront of discussions surrounding digital advertising, audience measurement, branding and the responsible adoption of artificial intelligence across India’s media sector.

The webinar is expected to benefit professionals across media, publishing, digital commerce and subscription-based businesses. Participants will gain practical strategies and real-world insights into leveraging customer data to optimise marketing campaigns, improve audience engagement and build sustainable revenue models. As organisations continue to navigate an increasingly competitive digital economy, the ability to convert audience intelligence into actionable growth strategies has become an essential business capability.

The growing importance of first-party data, predictive analytics and personalised customer journeys has fundamentally reshaped how publishers engage with readers. Successful organisations are no longer relying solely on editorial excellence but are combining high-quality journalism with sophisticated data analysis to better understand what audiences value and how they interact with content. This integrated approach is helping publishers strengthen customer relationships while improving commercial performance.

As digital transformation accelerates across industries, the conversation around data-driven acquisition and retention extends far beyond the news business. Lessons from the webinar are likely to resonate with professionals involved in e-commerce, digital services and other subscription-driven sectors where customer loyalty has become a decisive factor in long-term growth.

With technology, analytics and artificial intelligence increasingly influencing business strategy, the session promises timely insights into how organisations can move beyond short-term customer acquisition and focus on building enduring relationships. For media leaders navigating an ever-changing digital landscape, the webinar offers an opportunity to learn how data can become not merely a measurement tool, but a strategic asset for sustainable growth.