Purchased lists and ESPs: 9 months later

It was about 8 months ago I published a list of ESPs that prohibit the use of purchased lists. There have been a number of interesting responses to that post.
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ESPs wanted to be added to the list
The first iteration of the list was crowdsourced from different ESP representatives. They shared the info they had with each other. With their permission, I put it together into a post and published it here. Since then, I’ve had a trickle of ESPs asking to be added to the list. I’m happy to add any ESP. The only requirement is a privacy policy (or AUP) that states no purchased lists.
People reference the list regularly
I’ve had a lot of ESP deliverability folks send thanks for writing this post. They tell me they reference it regularly when dealing with clients. It’s also been listed as “one of the best blog posts of 2015” by Pardot.
Some 2016 predictions build on the post
I’ve read multiple future predictions that talk about how the era of purchased lists is over. I don’t think they’re wrong. I think that purchased lists are going to be deliverability nightmares on an internet where users wanting a mail is a prime factor in inbox deliverability. They’re already difficult to deliver, but it’s going to get worse.
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Not everyone thinks this is a good post. In fact, I just recently got an comment about how wrong I was, and… well, I’ll just share it because I don’t think my summary of it will do it any justice.

Laura,
It seems as though you are just disguising your real intention, by giving the reader a misguided title, that allows your sponsors to be noticed, and you to make money from their advertising dollars. Let’s be clear that the attack on purchased lists is an attack on small business. Not all companies have the resources to build a list in the “proper” way, one way to cost effectively jump start their business is through starting with said “improper” methods.
Your article’s title is misleading and directed to the politically correct business environment ruining this country. It would be nice to publish an article about ESP’s that allow purchased lists, as your title implies.
I will bet we never see that article, considering that you will lose sponsors and the intent of yours or any business, making money.
It is equivalent that if our Lady Liberty had a marketing message “give me your well, rich and privileged marketeers, the rest of you wretched refuse, need not apply”
Do the right thing! Write the intended article!

I do know there are ESPs who allow purchased lists. Most of the time I know of them because they, or their customers, come to me to fix deliverability issues. There is a limit to what I can do. ISPs expect opt-in mail. Business filters expect opt-in mail. Purchased lists are not opt-in. Some filters and ISPs specifically state that senders should not use purchased lists when sending to those ISPs.
I do my best for clients, and for one or two I’ve helped them create programs that get to the inbox at least some of the time. Our rare successes are in very specific, small, niche markets where our forensic approach to deliverability creates a mailing program that works for the senders and doesn’t annoy recipients enough to cause delivery problems.  More often, though, there isn’t a fix. Clients aren’t willing to stop buying addresses or even undertake the hard work to transition to an opt-in program.
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For ESPs the it’s even a more difficult business model transition. Some ESPs discover early on that purchased lists are a problem and stop allowing them. Others end up relying on the revenue and can’t disconnect customers using purchased lists. The result is predictable, and I’ve watched multiple ESPs go through this.

  • ISPs start filtering or blocking mail from the ESP IP addresses or mentioning the ESP anywhere in the email.
  • Good customers start looking for new solutions, as their deliverability is suffering. Revenues start dropping.
  • Spamhaus lists some or all of the ESP IP ranges on the SBL.
  • More customers leave for better ESPs.
  • Customers who are purchasing lists can’t move, so the bulk of revenue now comes from companies using purchased lists.
  • ESP notices the significant downturn in revenue and hires outside help (me!) to fix the problem.
  • I work with ESP to try and maintain revenues enough to keep the business running while getting rid of the bad customers.

At this point there are basically two places the ESP can go.

  1. Bite the bullet, go into debt, clean up and start attracting back good customers.
  2. Decide they can’t manage the change and continue mailing purchased lists and accepting their poor deliverability.

The reality is purchased lists are hard to deliver. They cost more than just the initial purchase price. They’re problematic for most ESPs. Some ISPs specifically call out purchased lists as no-nos for inbox delivery. The best managed purchased list programs get to the inbox some of the time. But it’s only going to get harder and harder to reach that purchased inbox moving forward.

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This is why the ISPs throw up their hands at senders

I recently saw a question from an ESP rep asking if anyone had a personal contact at a particular ISP. The problem was that they had a rejection from the ISP saying: 571 5.7.1 too many recipients this session. The ESP was looking for someone at the ISP in order to ask what the problem was.
This is exactly the kind of behaviour that drives ISPs bonkers about senders. The ISP has sent a perfectly understandable rejection: “5.7.1: too many recipients this session.” And instead of spending some time and energy on the sender side troubleshooting, instead of spending some of their own money to work out what’s going on, they fall back on asking the ISPs to explain what they should do differently.
What, exactly, should you do differently? Stop sending so many recipients in a single session. This is not rocket science. The ISP tells you exactly what you need to do differently, and your first reaction is to attempt to mail postmaster@ the ISP and then, when that bounces, your next step is to look for a personal contact?
No. No. No.
Look, connections and addresses per connections is one of the absolute easiest things to troubleshoot. Fire up a shell, telnet to port 25 on the recipient server, and do a hand SMTP session, count the number of receipts. Sure, in some corporate situations it can be a PITA to do, sometimes you’re going to need to get it done from a particular IP which may be an interface on an appliance and doesn’t have telnet or whatever. But, y’know what? That Is Your Job.  If your company isn’t able to do it, well, please tell me so I can stop recommending that as an ESP. Companies have to be able to test and troubleshoot their own networks.
Senders have been begging ISPs for years “just tell us what you want and we’ll bother you less.” In this case the ISP was extremely clear about what they want: they want fewer recipients per connection. But the ESP delivery person is still looking for a contact so they can talk to the ISP to understand it better.
This is why the ISPs get so annoyed with senders. They’re tired of having to do the sender’s job.

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Buying lists costs more than just money

ShadyGuyWebsiteI’ve been talking to a lot of companies recently who are dealing with some major delivery challenges probably related to their practice of purchasing lists and then sending advertising to every address on the list. They assure me that their businesses would be non-viable if they didn’t purchase lists and it has to be that way.
Maybe that’s true, maybe it is more cost effective to purchase lists and send mail to them. I know, though, that their delivery is pretty bad. And that a lot of the addresses they buy never see their email. And that they risk losing their ESP, or they risk being SBLed, or they risk being blocked at Gmail, or they risk bulk foldering at Hotmail. There are a lot of risks to using purchased lists.
The reality is it’s only getting harder to mail to purchased lists and it’s getting more expensive to mail purchased lists. Paying for the list is a small part of the cost of using them.
Other costs incurred by companies using purchased lists include:
1) Having multiple ESPs. There are certainly legitimate reasons for companies to use different ESPs but there is a cost associated with it. Not only do they have to pay for duplicate services, but they spend a lot of employee time moving lists and recipients around to see who might have the better delivery today.
2) Multiple domains and brand new websites for every send. Landing pages are good marketing and are normal. But some ISPs track the IPs of the landing sites, and those IPs can get their own poor reputation. To get around it, senders using purchased lists often have to create new websites on new IPs for every send.
3) Complicated sending schedules. Sending schedules aren’t dictated by internal needs, they’re dictated by what ISP is blocking their IPs or domains (or even ESP) right now.
All of these costs are hidden, though. The only cost on the actual bottom line is the money they spend for the addresses themselves and that’s peanuts. Because, fundamentally, the folks selling addresses have no incentive to take any care in collecting or verifying the data. In fact, any verification they do only cuts into their profit, as buyers won’t actually pay for the verification and data hygiene and it also reduces the size of the lists they can sell.
And, no, data hygiene companies that look for traps and bounces and “bad addresses” don’t take a bad list and make it good. They just take a bad list and make it a little less bad. If the recipients don’t want the mail, all the hygiene in the world isn’t going to get that message into the inbox.
Outsourcing address collection to list selling companies is more expensive than it looks on paper. That doesn’t stop anyone from building a business around purchased lists, though.

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