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Put into practice a story of successful campaigns
1. PUT INTO PRACTICE:
A STORY OF SUCCESSFUL
CAMPAIGNS
MARGAUX FRANK m_frank@wargaming.net
MICHAEL BROEK mbroek@wargaming.net
2. BROTHERS IN ARMS
Michael Broek
Senior Live Operations
Manager
Margaux Frank
Player Relationship
Campaign Manager
1
3. WORLD OF TANKS
Available on PC (2011)
+150M registered users
Audience:
• Age: 18 - 54 (average: 31)
• 80% male
• Gamers, Military fans, Historical fans
General Information
2
250k subscribers
2M fans (1,2M in Europe)
7. THE CHALLENGES OF WORLD OF TANKS
Let‘s tackle them!
High level of complexity8 years on the market Understand your audience West vs. East
5
8. Challenge:
World of Tanks‘ audience is spread all over Europe –
so we need to have a pricing strategy that fits the
East and the West
THE THREE PRICE POINT STRATEGY
Different markets, different price points
6
Share of audience:
Very strong
Strong
Medium
Low
9. • The ‘Tank only‘ bundle allows us to have additional
offers that are more expensive
• We are attracting high spenders to buy the higher
price point bundles
THE THREE PRICE POINT STRATEGY
Estimated
revenue with
only one
bundle
Revenue with
three price
point bundles
7
11. CAN THERE BE ENOUGH PREMIUM VEHICLES?
Challenge:
How to monetize „old“ content and assure revenue
maximization?
• A lot of premium tanks are added to the game
over the years
• Too much premium content makes it difficult
for the user to make a choice
• Revenue from „old“ content is flat and can
stagnate at a low level of revenue
Let’s rotate them!
9
12. Challenge: Maximizing the revenue in the high sales period of Christmas
Day 24:
Big surprise
Free in-game
content
Basic & Upsell
offers
Creating hype24h offers
10
The excitement of Christmas spirit
ADVENT CALENDAR
13. COMMUNITY FEEDBACK
Are we really that bad?
Challenge: How to deal with one-sided feedback?
Not high
enough
I want more
Paying users
are a minority
Happy players
11
14. Seeing the bigger picture
Survey: Valentine‘s Day – Special – February 2018
12
COMMUNITY FEEDBACK
15. Quick analysis of player’s data based on selection criterias and triggers
REAL-TIME COMMUNICATION
World of Tanks, World of Tanks: Blitz
and World of Warships
15+ different data sources for each game
multiplied by regions
Battle & financial logs, any logs from any
activities on our web services
13
PLAYER RELATIONSHIP MANAGEMENT PLATFORM
Data collection and treatment
16. PLAYER RELATIONSHIP MANAGEMENT PLATFORM
Campaign management process
85 out of 100 monthly campaigns go back to the iteration phase
• Hypothesis
• Research & pre-analysis
• Monthly plan
ITERATE TEST
• Permanent relaunch
• In-game implementation propositions
SCALE• Content requests and validation
• Campaign launch
• Post-campagn analysis
(Partly) unsuccessful:
Rework campaign conditions/offer/content
14
17. GEO TARGETING & PRICE POINTS
Using national holidays as a point of contact
15
19. A significant impact on revenue
Confidence interval CG
Control group
Target group
17
MAKING EMOTIONS COUNT
20. THE CHALLENGES OF WORLD OF TANKS
How we tackled them
High level of complexity8 years on the market Understand your audience West vs. East
• Rotating content
• Seasonal beats
• Dynamic testing
• Testing opportunities
• Data-driven decisions
• Community feedback
• Onboarding
• Campaign analysis
• 3 price points
• Geo targeting
18
Introducing Liveops
Business Intelligence: Analysts specialized in treating in-game data but also ad-hoc campaigns data. Backbone for every decision we take.
Server-Side Events: Assuring engagement and monetization for the entire EU server
PRMP & Email: CRM department for multi-channel communication to the players: Email marketing manager + PRMP manager
(Player Relationship Manager Platform: Assuring engagement and monetization on a very targeted level)
SSE and PRMP team are working closely together to create and execute monetization and engagement events when we are a facing a quiet time with no content updates
8 years: lots of content available that need constant promotion
Audience:
Broad audience
Different cultures and visions
Different sources on how to check the feedback of your community
Complexity: Huge amount of data
West vs. East: The game has been created for an Eastern audience, how to make it appealing for the West?
Side note: Due to time constrains we are focusing only on a few of the challenges we are facing in World of Tanks
Audience share for World of Tanks in Europe to underline the need of price points that will match Eastern and Western needs.
The Tank only bundle strategy is great to please Eastern and Western price point but it does not allow us to target high spenders
By offering two more bundles that include the tank, but also additional premium content, we can have higher price points that are targeting high spenders (mostly in the Western audience)
By offering additional price points we are able to maximize our revenue up to 30%
The Standard bundle is very successful in the East and the West while the up-sell offers (Ultimate and Supreme) are dominating mostly in the West
Having a lots of premium vehicles in the game is a blessing but it is also a challenge
Offers are only available for 24h – the customer needs to decide quickly weather he wants to buy or not
Great tool to create hype amongst your community (Videos, Forum traffic etc)
Two price points are used to cover the different segmentations in our audience
Free content for payers and none payers to assure that the community sentiment remains positive even though the calendar is focussing highly on monetization
Make sure to have the best / new content at the end
Community feedback is not always objective
Community feedback from the forum is mostly negative since happy players usually don‘t visit the forum
The more free content / rewards we give to our community the more they want next time – it is never enough
We conducted an In game Survey to assure a more diverse reach of our audience
The result was very positive and it‘s proof that an additional layer of feedback can provide you with a more realistic state of the community sentiment
Lots of content and big audience across all europe
Challenge: How to make good use of all the data?
PRMP:
Analyzes and collect data from events, players profiles
Uses them to communicate almost immediately
Opportunity:
Exclusive bundles
Access to bundles
Prem shop vouchers
Exclusive missions
Free items
Purpose: Retention & monetization
How does the Campaign management process go?
Iterate: Come up with a hypothesis, so some research and add it to the monthly planning for approval.
Test: Request all the content (messaging, creative assets including specific illustrations) then check the impact of this campaign.
If the campaign is not successful: goes back to the iteration phase to change either the conditions, the offer or the content and re-test it.
Scale: If the campaign is successful, relaunch it permanently. Some campaign (such as onboarding) require a specific client UI, which means we can ask the devs to implement some of our PRMP campaigns.
Many campaigns are going back to the iteration phase (or go down the drain if they are very unsuccessful), with only a few campaigns being successful but working very well over time.
Promoscreens are our main way of communicating in-game
Test: lower prices to match Polish purchasing power
Use National Holiday as point of contact – Players are likely to be at home and play
Target Polish players with relevant offers (Pudel = Polish Tank, resource packages)
Don’t show any discounts
Concept: Capitalize on player’s high moral state
Triggers: Most kills, most XP, last survivor, most damage dealt, player receives at least one epic medal
Value proposition: improve game experience and treat yourself as a reward
Product: Voucher for flexibility. For non-payers, a very small price for conversion
Revenue uplift:
Target group (in red) = players who received the communication
Control group (in yellow) = players who fill the exact same conditions and perform the same trigger, but don’t get any communication. Allows to compare their behavior.
8 years on the market:
Rotating content: re-promoting older tanks
Seasonal beats: Advent calendar, summer sales…
Dynamic testing through PRMP
Understand your audience:
Community feedback
Onboarding: campaign to teach newcomers the basics of the game and help them play better
PRMP Campaign analysis: lets us understand players’ behavior
High level of complexity:
Lots of data = lots of testing opportunities with PRMP
Thanks to these testing opportunities, we can make data-driven decisions
West vs. East
3 price points: Standard, ultimate, supreme
Geo targeting: tests allowing us to be more focused on individual countries’ purchasing power.