It’s not exactly news that programmatic advertising, automation and agency consolidation have upended the media industry. Such changes have been well documented (as well as felt personally by many of our colleagues).
But change, like time, marches on, and these trends continue to turn the media world upside down. Exhibit A: the sales organizations of media and digital ad tech companies that sell to agencies. Programmatic and consolidation have imposed a new sales team structure, though many not quite realize it yet.