SlideShare a Scribd company logo
How to Define Just Right KPIs for Game
              Operation




             TalkingData Leo Cui
TalkingData Product Line



       TalkingData                       TalkingData                      TalkingData
        Analytics                         Campaign                          Insight

 • Third-party mobile app          • Mobile app campaign             • Personalized
   statistical analysis tools        monitoring and assessment         recommendation engine/data
                                     platform                          mining service
 • Professional mobile app
   data analysis/consulting        • iOS monitoring tool             • Forecast model and
   service                           released in Jun, 2012
                                                                       emulation service
 • Specialized product and         • Currently tracking about 1
   methodology for mobile            million valid app activations   • User attributes tagging and
   games                             per day in App Store              preferences mining service




 “TalkingData is a professional data service platform for mobile applications, serving 2,500+ active
apps presently,with almost 1,000 apps are mobile games ”
• TalkingData Analytics is the fastest growing mobile data analysis
  platform, already covering over 5 millions devices 6 months after
  the official release. Monthly growth rate holds at above 100%


                                                     TalkingData analytics official
                                                     release published in
                                                     May, 2012, the right timing to
                                            30M      witness the high growth of mobile
                                                     Internet in China.




                                   14M
                          7M
         1M      3M

        2012.5   2012.6   2012.7   2012.8   2012.9
Game developers need
Mobile game developers facing "data dilemma"                                                    continuous data
                                                                                                analysis to enhance
                       Operation based on
                                                                                                products
                       data through out the
                       whole game life cycle                                                    Most developers don't
                                                                                                have professional
                                                                                                knowledge to analyze data
                                                                                                systematically, and in the
                                                                                                mean time, facing the
                         Whale users      Game balance               Mobile game
                                                                     developer                  pressure of tight
                                                                                                schedule, high costs of
                  Paying player
                  conversion                                            Game release            man power and hardware
                                                          Virtual
                                                          Economy
       Props purchase stats
                                         ...                          How many registrations?
   Player conversion/retention                 Data                   How about DAU、MAU ?
                                               Platform               …….
    Campaign result tracking
                                           Joint
                                           operation/release        Game improvement
                    App store tracking
                                                     Player levels/progresses
                        Marketing campaign           players classified by their
                                                     activeness
Game vendors' favorite game types are changing
   Casual games are gradually falling out of favor evidenced by the number of
   games, while strategy and RPG games are becoming hotter since they are more
   suitable for revenue generating through IAP


          Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase
100%

75%

50%

25%

 0%
             Apr                May                   Jun                  Jul                Aug

                                  Casual          RPG           Strategy
New player day 10 retention of different types of games
    Desktop games excelling at retention, with more well polished products;
    more rough ones in other types of games, especially RPG, dragging
    down the whole average rate.


           Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase
100.0%

 75.0%

 50.0%

 25.0%

  0.0%
          New       +1       +2       +3       +4        +5       +6       +7        +8       +9      +10
         players
           Strategy         Action           RPG          Casual           Puzzle          Desktop
Life time distribution of diff. types of games
  Hard core players usually have shorter life time, therefore need to be motivated by continuous
  flow of new contents. Desktop games have more well defined playing routes, but with lots of
  variations, and have higher player stickiness.

            Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase
60.00%

50.00%

40.00%
                                                                                                        Strategy
30.00%
                                                                                                        Action
                                                                                                        RPG
20.00%
                                                                                                        Casual
10.00%                                                                                                  Puzzle
                                                                                                        Desktop
 0.00%
User preferences aggregation distribution research – hard
core player
                     Data source: TalkingData data mining research team
40.00%


35.00%
                                                                          战略

30.00%                                                                    休闲
                                                                          射击

25.00%                                                                    体育

                                                                          动作
20.00%                                                                    益智
                                                                          角色扮演
15.00%                                                                    冒险
                                                                          棋牌
10.00%                                                                    养成
                                                                          经营
5.00%
                                                                          模拟器
                                                                          网游
0.00%
         角色扮演        射击游戏                动作游戏                战略游戏
KPI!=Superficial metrics
• Superficial metrics
   – Cannot be changed
   – Non-executable                Fine      Superficial
                                 operation     metric
   – Lack of benchmark

• KPI
   – Focusing on commercial
     purpose
   – Approved by management
   – Executable
   – Benchmark available
CAC VS LTV?
•   Free
•   Virally
•   campaign




                                Monetization
                                   (LTV)



     Customer
    Acquisition
        cost
       (CAC)
KPI needs standardized metrics definition

          Acquisition                  Activation          Retention

ACQ = F(Campaign,channel, ACT = F(First time                   RET = F(User guide,
Users,CAC, Conv%)         Experience,                          operation,task,alert)
                          Usage,Design/UX)
• Install / Sign-ups             •   DAU                   • DAU/MAU
    By campaign/channel          •   MAU                   • Retention
    CAC(Channel)                 •   Next Day Activities       1 day/
    Conversion (Channel)         •   Usage                     7day
• Organic Users                       Login times              30day
• Marketing Users                     Login length         •
• Click -to- Install -to- Sync   • Monthly Active Days         Monthly Logins per User
• Fake Users                                                   Lifetime sessions
• New User Perception                                          1~10-day activity after
    Perception by Channel                                      Install
                                                           • User lifetime
KPI for AARRR


       Revenue                        Refer

REV = F(Charge trap,whale,         REF = F(Excitation,UX)
Conv%)
 • ARPU(Monthly)                    • K-factor
 • ARPPU(Avg. Revenue per Paying    • Invites
     User                               Per DAU
 • LTV (lifetime value)                 Per who send invite
 •                                  • Invite accept(%)
      By level/By date              • Times By type
      By types purchased                Massages
 • Paying users(%)                      E-mail
 • New paying users                 • Cohort by invitee
 • Time/level of first charge          Revenue
 • Whale                               ARPU
KPI Model- needs professional methodology
                                                                       • Ads/Campaigns
• Social Networks                        • Publisher
                                                                       • PR/Forum/Download sites
• Apps Store(New/update)                 • Traffic exchange
                                                                       • SEO/SEM
• Lowest price
  promotion, Limited Free                                              • EDM

                                       ACQUISITION



                                                                                                   • Excitation
                                                                                                     • Viral
         Emails &                                      Guide 、 first
          Alerts                                           time
                                                        experience




                       • User guide
                           • Task
                                                        Ads、IAP、
                                                        Freemium

                   Degree of
             difficulty, time, inter
                      ests
Red Infinity was established in 2010 and
has rich experience in product
development and publishing. The
company has become one of the industry
leaders in justmoney?
    Make one year.
    Metrics-driven design
SNS,,SLG,Poker,Puzzle

MAU 4,000,000
Versions
Initial release:Sep 14, 2012
Current version:Nov 1, 2012
Description
★ TouchArcade.com HOT
NEW GAME ★

Puzzle + Battle
+ Collection + EDU
Test in App store,Without Marketing.
KPI                                How to optimize?
     Dashboards and Alerts – Why did it Happen? – Advantage - Dashboards



   DAU
   Day 1 retention
   Day 7 retention
   Virtual income
   Marketing Users
The most Important Metric between Initial release.

The first experience
WHY? It’s been relatively Low

 Day 1 Retention                  Alert
  Avg.   18.2%
Bad Day 1 retention,but kind of okay after day 2. Cause: new players




                                                          Why
                                                          ?
Sign up
          Connect
Loading
Bad Connetion

                Abruptly lost
                introduction
What can I do?
   Move to more reliable data center
   Consider domestic and overseas server distribution


    Simplify introduction, less steps
    Embellish introduction
                                         Advantage
   Polish pet UI to make it more attractive
Difficulty? Operation.

Daily awards
Know players progress
Pay attention to degree of difficulty of early levels
   Daily task
   Login bonus
   Scheduled copy
   Bonus pet
   Friends aid


Only 9 %,WHY?
Difficulty?
Make more money.

A/B test
Drill down
Whale
What’s your
opinions?

  Extra gems?




  Bonus pets?
Is it possible to let
                            more players make
                            purchase earlier?




  Compared to revenue
    graph, purchase is
distributed more balanced
       and forwarding
Talkingdata Game Analytics




     Standardized metrics
       Alarm monitoring
                             Immense visual appeal –
                             Premade PowerPoint Templates
数据运营之路依然漫长!
TalkingData Game Analytics


                                         Data mining

                                                            • Statistics (regression analysis, association
                                                            analysis)
                                                            • Forecast model (revenue/active users)

                  Data analysis                             • Pattern recognition (Probability of
                                                            loss, probability of paying)

                               • user segmentation (specific user group analysis)
                               • multi-dimensional analysis (multiple dimensions combo analysis)
                               • cohort analysis (time slice analysis)
Data statistics
                               • A/B Test (functional analysis)

     • Standard reports (something wrong with the game?)
     • Custom reports (find problem: when? where? who?)
     • Metrics monitoring (need any action?)
Sina micro-blog: Leo_Cui
Web: www.talkingdata.net




                 Thank You

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How to define just right KPIs for game operation

  • 1. How to Define Just Right KPIs for Game Operation TalkingData Leo Cui
  • 2. TalkingData Product Line TalkingData TalkingData TalkingData Analytics Campaign Insight • Third-party mobile app • Mobile app campaign • Personalized statistical analysis tools monitoring and assessment recommendation engine/data platform mining service • Professional mobile app data analysis/consulting • iOS monitoring tool • Forecast model and service released in Jun, 2012 emulation service • Specialized product and • Currently tracking about 1 methodology for mobile million valid app activations • User attributes tagging and games per day in App Store preferences mining service “TalkingData is a professional data service platform for mobile applications, serving 2,500+ active apps presently,with almost 1,000 apps are mobile games ”
  • 3. • TalkingData Analytics is the fastest growing mobile data analysis platform, already covering over 5 millions devices 6 months after the official release. Monthly growth rate holds at above 100% TalkingData analytics official release published in May, 2012, the right timing to 30M witness the high growth of mobile Internet in China. 14M 7M 1M 3M 2012.5 2012.6 2012.7 2012.8 2012.9
  • 4. Game developers need Mobile game developers facing "data dilemma" continuous data analysis to enhance Operation based on products data through out the whole game life cycle Most developers don't have professional knowledge to analyze data systematically, and in the mean time, facing the Whale users Game balance Mobile game developer pressure of tight schedule, high costs of Paying player conversion Game release man power and hardware Virtual Economy Props purchase stats ... How many registrations? Player conversion/retention Data How about DAU、MAU ? Platform ……. Campaign result tracking Joint operation/release Game improvement App store tracking Player levels/progresses Marketing campaign players classified by their activeness
  • 5. Game vendors' favorite game types are changing Casual games are gradually falling out of favor evidenced by the number of games, while strategy and RPG games are becoming hotter since they are more suitable for revenue generating through IAP Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase 100% 75% 50% 25% 0% Apr May Jun Jul Aug Casual RPG Strategy
  • 6. New player day 10 retention of different types of games Desktop games excelling at retention, with more well polished products; more rough ones in other types of games, especially RPG, dragging down the whole average rate. Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase 100.0% 75.0% 50.0% 25.0% 0.0% New +1 +2 +3 +4 +5 +6 +7 +8 +9 +10 players Strategy Action RPG Casual Puzzle Desktop
  • 7. Life time distribution of diff. types of games Hard core players usually have shorter life time, therefore need to be motivated by continuous flow of new contents. Desktop games have more well defined playing routes, but with lots of variations, and have higher player stickiness. Data source: “Mobile App Data Analysis Q3 Report 2012 ", joint released by TalkingData and NetEase 60.00% 50.00% 40.00% Strategy 30.00% Action RPG 20.00% Casual 10.00% Puzzle Desktop 0.00%
  • 8. User preferences aggregation distribution research – hard core player Data source: TalkingData data mining research team 40.00% 35.00% 战略 30.00% 休闲 射击 25.00% 体育 动作 20.00% 益智 角色扮演 15.00% 冒险 棋牌 10.00% 养成 经营 5.00% 模拟器 网游 0.00% 角色扮演 射击游戏 动作游戏 战略游戏
  • 9. KPI!=Superficial metrics • Superficial metrics – Cannot be changed – Non-executable Fine Superficial operation metric – Lack of benchmark • KPI – Focusing on commercial purpose – Approved by management – Executable – Benchmark available
  • 10. CAC VS LTV? • Free • Virally • campaign Monetization (LTV) Customer Acquisition cost (CAC)
  • 11. KPI needs standardized metrics definition Acquisition Activation Retention ACQ = F(Campaign,channel, ACT = F(First time RET = F(User guide, Users,CAC, Conv%) Experience, operation,task,alert) Usage,Design/UX) • Install / Sign-ups • DAU • DAU/MAU By campaign/channel • MAU • Retention CAC(Channel) • Next Day Activities 1 day/ Conversion (Channel) • Usage 7day • Organic Users Login times 30day • Marketing Users Login length • • Click -to- Install -to- Sync • Monthly Active Days Monthly Logins per User • Fake Users Lifetime sessions • New User Perception 1~10-day activity after Perception by Channel Install • User lifetime
  • 12. KPI for AARRR Revenue Refer REV = F(Charge trap,whale, REF = F(Excitation,UX) Conv%) • ARPU(Monthly) • K-factor • ARPPU(Avg. Revenue per Paying • Invites User Per DAU • LTV (lifetime value) Per who send invite • • Invite accept(%) By level/By date • Times By type By types purchased Massages • Paying users(%) E-mail • New paying users • Cohort by invitee • Time/level of first charge Revenue • Whale ARPU
  • 13. KPI Model- needs professional methodology • Ads/Campaigns • Social Networks • Publisher • PR/Forum/Download sites • Apps Store(New/update) • Traffic exchange • SEO/SEM • Lowest price promotion, Limited Free • EDM ACQUISITION • Excitation • Viral Emails & Guide 、 first Alerts time experience • User guide • Task Ads、IAP、 Freemium Degree of difficulty, time, inter ests
  • 14. Red Infinity was established in 2010 and has rich experience in product development and publishing. The company has become one of the industry leaders in justmoney? Make one year. Metrics-driven design SNS,,SLG,Poker,Puzzle MAU 4,000,000
  • 15. Versions Initial release:Sep 14, 2012 Current version:Nov 1, 2012 Description ★ TouchArcade.com HOT NEW GAME ★ Puzzle + Battle + Collection + EDU
  • 16. Test in App store,Without Marketing.
  • 17. KPI How to optimize? Dashboards and Alerts – Why did it Happen? – Advantage - Dashboards  DAU  Day 1 retention  Day 7 retention  Virtual income  Marketing Users
  • 18. The most Important Metric between Initial release. The first experience WHY? It’s been relatively Low Day 1 Retention Alert Avg. 18.2%
  • 19. Bad Day 1 retention,but kind of okay after day 2. Cause: new players Why ?
  • 20. Sign up Connect Loading
  • 21. Bad Connetion Abruptly lost introduction
  • 22. What can I do?  Move to more reliable data center  Consider domestic and overseas server distribution   Simplify introduction, less steps Embellish introduction Advantage  Polish pet UI to make it more attractive
  • 23. Difficulty? Operation. Daily awards Know players progress Pay attention to degree of difficulty of early levels
  • 24. Daily task  Login bonus  Scheduled copy  Bonus pet  Friends aid Only 9 %,WHY?
  • 26. Make more money. A/B test Drill down Whale
  • 27.
  • 28. What’s your opinions? Extra gems? Bonus pets?
  • 29. Is it possible to let more players make purchase earlier? Compared to revenue graph, purchase is distributed more balanced and forwarding
  • 30. Talkingdata Game Analytics Standardized metrics Alarm monitoring Immense visual appeal – Premade PowerPoint Templates
  • 31. 数据运营之路依然漫长! TalkingData Game Analytics Data mining • Statistics (regression analysis, association analysis) • Forecast model (revenue/active users) Data analysis • Pattern recognition (Probability of loss, probability of paying) • user segmentation (specific user group analysis) • multi-dimensional analysis (multiple dimensions combo analysis) • cohort analysis (time slice analysis) Data statistics • A/B Test (functional analysis) • Standard reports (something wrong with the game?) • Custom reports (find problem: when? where? who?) • Metrics monitoring (need any action?)
  • 32. Sina micro-blog: Leo_Cui Web: www.talkingdata.net Thank You