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Cary Rosenzweig's Presentation

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Cary Rosenzweig's Presentation

  1. 1. Cary Rosenzweig CEO IMVU Inc. Social Gaming + Virtual Goods Summit London November 12, 2010 Converting Free Users to Paying
  2. 2. • What is IMVU? • 12 Lessons: Convert Free Users to Paying • Games and Europe • Q & A Agenda Agenda
  3. 3. What is IMVU? An online social entertainment destination where members use 3D avatars to meet new people, chat, create, and play games with their friends
  4. 4. Company Overview • Founded in 2004 • Based in Palo Alto, CA • 100 employees • 3 institutional rounds • $30M raised
  5. 5. Business Snapshot • 3D avatars • Virtual goods • Social network • Games & music • 50M+ registered users • 10M+ uniques/month Global unique visitor data from Quantcast: http://www.quantcast.com/imvu.com Registered Users (millions) 0 10 20 30 40 50 60 Dec-05 Mar-06 Jun-06 Sep-06 Dec-06 Mar-07 Jun-07 Sep-07 Dec-07 Mar-08 Jun-08 Sep-08 Dec-08 Mar-09 Jun-09 Sep-09 Dec-09 Mar-10 Jun-10
  6. 6. IMVU is growing and healthy IMVU Revenue ($ Millions Per Year) $0 $10 $20 $30 $40 2006 2007 2008 2009 2010
  7. 7. Attractive demographics 70% Female 60% 18+ years old 50% USA
  8. 8. 12 Lessons For Converting Free Users To Paying Ones
  9. 9. Diverting new users directly into the store = 20% lift in number of users buying goods #1 Take them to the store ASAP
  10. 10. #2 Make them an offer they can’t refuse $0.99 offer = 150% increase in VIP members
  11. 11. 11IMVU Confidential #3 Give them many ways to pay
  12. 12. #4 Give them new ways to pay + = 15% lift in VIP signups & revenue
  13. 13. #5 Give them cool ways to pay $50 “3D Prepaid Card” • Collaborative effort with specific retail partner (Target) • Higher price point resulted in incremental lift • “3D collectable art” reinforces brand
  14. 14. #6 Keep your inventory fresh 4+ Million Virtual Items April 2004 October 2010
  15. 15. #7 Give them free stuff Gifts available only with purchase = 10%-20% lift vs. no gift
  16. 16. #8 Make spending cool
  17. 17. #9 Let them be creative More than 1/3 of IMVU revenue comes from Creators
  18. 18. #10 Turn users into sellers The top 20 virtual items sold represent only 0.2% of all credits spent
  19. 19. #11 Give them new ways to spend 3 new games = 10% of credits sunk via entire catalog IMVU = Social Entertainment
  20. 20. #12 Speak their language Now in Swedish! … Dutch, French, German, Italian, Spanish, Portuguese … and more!
  21. 21. Q & A Cary Rosenzweig CEO IMVU Inc. cary@imvu.com www.imvu.com/jobs “Thanks!”
  22. 22. Customer Money Credits IMVUCreator Credit Sink IMVU’s Virtual EconomyIMVU’s Virtual Economy

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