But Greg Golebiewski, the founder and CEO of a micropayment provider, thinks this conventional wisdom is wrong, and that media companies are missing a lucrative opportunity.

Golebiewski’s company is called Znak It, and he says he has spent the past five years or so trying to convince publishers and media companies of all kinds that they should at least experiment with micropayments — and that they could actually make more from such a model than they do from a paywall, while also attracting new readers who might never get beyond the subscription barrier. But with only a handful of clients using his system, most of them located in eastern Europe, the Znak It founder is still very much a lonely voice crying in the media wilderness.

“I’ve been trying to sell this idea for the past five years — it’s extremely difficult to break that notion, the theory that micropayments don’t sell. [Critics] don’t have any data, it’s just conventional wisdom or common knowledge, but it’s very difficult to go to them and say we have a flexible system for payments and then when they figure out it’s micropayments, they stop listening.”

Micropayments equal being “nickel and dimed”

The idea that micropayments are unworkable for content stems in part from a piece by media theorist Clay Shirky in 2009, in which he said that users “don’t like being nickel and dimed.” The psychological friction created by this perception, he said, meant that very few people would go through with a micropayment for content. Suggestions that Bitcoins (as described recently by Jeremy Liew of Lightspeed Venture Partners) or some other system could make the idea more feasible are routinely dismissed by media-industry insiders.

Golebiewski, however, says that his research shows that when given a choice between a paywall or micropayments, readers are overwhelmingly in favor of paying for specific pieces of content rather than signing up for a monthly or annual subscription plan — and that this is particularly true for younger users, who are often thought to be opposed to paying for content online.

Znak It published a white paper last year (PDF link) based on the results of five pilot projects involving a variety of different kinds of media such as videos, music and text content. Out of a total of 43,000 unique users there were 1,281 buyers and the largest single group was 18-24 years of age, although that number could be skewed because music was part of the trial. In that age category, as many as 5 percent of the unique users wound up becoming buyers (paywalls usually get about one percent conversion).

Part of the problem for Golebiewski and Znak It is the chicken-and-egg factor: there are so few companies using micropayments that it’s difficult to come up with any comprehensive research to prove that they work. Znak It’s white paper is based on such a small sample size that it’s hard to use it as an argument for why the New York Times or another newspaper should go with the micropayment model. But the Znak It founder is adamant that publishers need to try it, if only to increase their reach.

This is a challenge that I discussed in a recent post — the idea that paywalls are good for monetizing your existing readers, but not particularly good for encouraging new readers (apart from the occasional dropping of the wall for breaking-news purposes). Part of Golebiewski’s point is that allowing readers to pay for a single article encourages browsing, which makes it more likely someone will convert into a regular paying customer.

Micropayments aren’t a quick fix

The Znak It founder admits that he has so far only had success with a few eastern European media companies — including a national weekly publication in Poland (where Golebiewski is from) and some small newspapers in other countries — and blames this on the deep-seated dislike of micropayments in North America.

“We started in some of the countries in eastern Europe and elsewhere that were a bit more responsive to our ideas — a bit more desperate if you will. It was easier to go to those smaller countries and start there, they’re a little more open to experiment — they don’t have the big brands and massive traffic, so they are a little bit more receptive.”

The company’s system has two different models: in one, users create accounts with Znak-It and can then use its payment process with any site that supports it, while the second is an “earn free access” option in which advertisers subsidize access for readers who provide some kind of information or engage in some kind of task — such as reading through an ad or filling out a survey. Part of the challenge for Znak It as a small provider is signing up enough clients to make it worthwhile to have an account there (Google has also experimented with micropayments via Google Wallet, and has a “survey wall” service as well).

Despite his lack of substantial progress, however, Golebiewski says he remains convinced that some form of micropayments has to be part of the future of media and content online, since subscription models are only going to appeal to small sub-segment of the total population:

“Many publishers are looking for a quick fix, and I don’t think this logic we are trying to sell is attractive enough — but it will be. It’s inevitable. Maybe if we don’t call it micropayments, maybe we should call it flexible payments. But study after study shows that flexible payments are more popular with users… it has to be the future of the internet as a marketplace.”

Post and thumbnail photos courtesy of Shutterstock / Maryna Pleshkun and Shutterstock / Patryk Kosmider

Veteran tech blogger Lauren Weinstein describes this risk well in a recent blog post, in which he calls what the government of France is doing “extortion,” and warns of the long-term risk of Google acceding to such demands that it pay for the simple act of linking and excerpting content:

“There is little evidence to suggest that ‘paying off’ a party making unreasonable demands will do much more than quiet them for the moment, and they’ll almost inevitably be back for more. And more. And more. Even worse, caving in such situations signals other parties that you may be susceptible to their making the same (or even more outrageous) demands, and this mindset can easily spread from attacking deep-pocketed firms to decimating much smaller companies, organizations, or even individuals.”

As my colleague Jeff Roberts noted in his post on the Google settlement, the French originally wanted the company to pay as much as $100 million, and wanted almost all of that to go into a fund that publishers could use for their own purposes, rather than into ad buying or other joint ventures. And he also noted that with the latest deal — which comes on the heels of a similar settlement with Belgium — Google is sending a very obvious message to other countries such as Germany that it is prepared to pay.

Google’s tactics set a dangerous precedent

This may make sense for Google, since it is trying to avoid as much litigation as possible, and wants to be on good terms with European countries (where it has already run into multiple roadblocks and barriers around services like Street View and privacy concerns). But I think Weinstein is right when he argues that this is only going to encourage countries like Germany — and plenty of others as well — to assume that if they push Google on the subject of linking, they will get cash.

Google wants these payments to be seen as a helping hand to publishers, which is why the fund is described as “supporting digital publishing initiatives,” and why it puts so much emphasis on the strategic partnership angle. But regardless of the picture it is trying to paint, the settlement is being described by many as a “pay for links” deal, and that perception is dangerous. As Weinstein puts it:

“France’s complaints regarding Google related to activities that are absolutely part and parcel of the fundamental and fully expected nature of the open Internet when dealing with publicly accessible Web sites [and its] success at obtaining financial and other concessions from Google associated with ordinary search and linking activities sends a loud, clear, and potentially disastrous message around the planet, a message that could doom the open Internet and Web that we’ve worked so long and hard to create.”

In other words, this issue is much bigger than just Google. While it may serve Google’s purposes to settle with France and Belgium, and perhaps other countries as well, all that does is encourage other governments and companies to see payment for links as an appropriate strategy. How long until U.S. newspapers and publishers start to argue the same thing? What about other companies? Director Harvey Weinstein (no relation to Lauren) said in a recent interview that the U.S. should have legislation to make this a reality — and Google is helping that kind of thinking gain momentum.

It’s cruelly ironic that the company spent so long arguing (correctly) that excerpts of books were fair use in its long-running legal battle with book publishers and authors — a battle in which at least one court has agreed with the company — and now here it is paying newspaper publishers for what is fundamentally the same practice. It’s a short-sighted appeasement strategy, and we could all be the worse for it.

Post and thumbnail images courtesy of Shutterstock / Alexander Santander and Flickr user Affiliate

Such an initiative, GoPress, is now rolling out softly to offer chargeable access to replica editions.

GoPress is owned jointly bynine Belgian publishers: Concentra Uitgeversmaatschappij, Corelio Publishing, De Vlijt, Editions de l’Avenir, IPM, Mediafin, Persgroep Publishing, Rossel and Roularta Media Group.

It is powered jointly by digital newspaper scanning agencies Mediargus, which is owned by Belgian newspapers, and PressBanking to make the editions available as HTML5 across multiple devices.

But editions, 32 of which are so far available, are priced individually rather than with a single pricepoint for the whole kaboodle.

All of which makes GoPress not unlike PressReader, the digital replica clearing house that stocks more than 2,100 newspaper editions and which nevertheless includes both individual and all-in monthly subscription

Users can authenticate using Twitter, Facebook and LinkedIn.

Payment is powered by Dutch online content payment facilitator Cleeng, which already powers payment on France’s LaTribune, which now charges for some of its web articles.

GoPress is scheduled to be in full-swing by summer. But it’s by no means certain that delivering newspapers to digital screens in their traditional format will set Belgian readers’ worlds alight.

Belgian news publishers have been amongst the world’s most vociferous when it comes to protecting their position against what they see as pilfering search engines.

The money comes from the Technology in Central and Eastern Europe Fund SICAR (3TS Cisco Growth Fund), backed mostly by Cisco.

Piano took a €300,000 first round in September from Monogram Ventures, which it said valued it at €1 million. It wants to use the new money to hire overseas staff, undertake marketing and develop software further. Netokracija speculates Croatia and Serbia may be next.

The product of a JV between Prague-based media consultancy NextBig and continental PPC ad targeting house Etarget, Piano launched one year ago with ambitions to create a payment package which would give consumers access to multiple, competing news services.

More than 20 publishers in Slovakia and Slovenia have now placed more than 60 sites in to the schemes. Piano takes between 15 and 29 percent of fees paid in by subscribers; the lion’s share is split between publisher partners proportionately according to time spent on their sites.

Piano made €40,000 ($52,248/£33,256) in its debut month in Slovakia and €26,000 in its debut month in Slovenia. Now it has been pitching itself to publishers in several other countries.

The sums Piano has achieved so far are relatively small fry. The company explains that internet populations in its first two markets are small and not usually disposed to paying online.

Publishers also are by no means placing the whole of their sites in to Piano’s payment package – only a minority of content or other features like comments are included.

It remains to be seen whether Piano can prove itself attractive to publishers in larger markets, where “cartel” concerns may dissuade otherwise interested operators and where a growing number of payment platform vendors is trying to woo publishers at the same time.

Many publishers are still making the switch from free to paid online content, but many who have already done so have begun charging for their own content individually, using platforms like Press+.

But Piano has succeeded in corralling rival publishers in to the same ecosystem and says competition is no concern because it is an access provider not a JV partner.

• Discuss Piano Media’s strategy with Tomas Bella at paidContent 2012, our conference for digital media decision-makers, on May 23 at New York’s TimesCenter. Find out more