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Alisa:

Great post. I think there is a great value in being a full-service marketing consultant to small and medium business; this isn't just selling "ads" or one-off, "turnkey" vendor solutions. What needs to happen is a deepening of relationships with existing customers and qualify for those who want more specialized services (SEO/SEM), offered either by us or by our strategic partners. Your site has proven case studies of publishers having success with this approach.