At 10:00am on 4/18/2018, I attended the presentation “Marketing Your Game in 2018 and Beyond”, Presented by Logan Williams Founder of Indie Wolverine, at the 2018 East Coast Gaming Conference in At the Raleigh Convention Center in Raleigh, NC.
Logan Williams of Indie Wolverine is a marketing & PR specialist in the video game industry. Logan has supported over 12 games in the span of 2 and a half years and has helped his clients earn coverage from the largest gaming publications around the world. Notable games Logan has supported are GRAV, Cosmic Trip VR, Heart Forth Alicia, Polygod, Reflex Arena and more.
More games are being released at a higher volume than ever before on the largest PC game digital distribution platform (Steam). With the mobile market and now PC games market becoming overcrowded and overly competitive, it’s feast or famine. Marketing isn’t an option and influencer marketing is no longer low-hanging fruit.
In this talk, we broke down marketing & PR in the video game industry to simple terms and begin to expand on more creative ways we can communicate the values of our games to our target market. This included ways to utilize guerilla marketing tactics and how to get the most out of our launch (Early Acess release, full release, major update etc..).
I hope to leave this talk with a new understanding of marketing and PR in the video game industry and the added creative knowledge of how to make the most of existing communication strategies.
This talk was aimed at industry newbies to professionals.
Catch the whole slide presentation at: https://www.slideshare.net/LoganWilliams2/ecgc-2018-marketing-your-game-in-2018-and-beyond
Indie Wolverine operates by default using guerilla marketing. Most customers have a few weeks until launch to gain coverage when they walk into the office.
FAILURE IS A LEARNING OPPORTUNITY
Last year, their business had a large-ish failure. They worked with a VR team with Steam Early access title, and they handled the process from early release, and they were picked up by tons of attention-getting youtubers. The attention converted into sales. Sales were great and the alunch with early access went well. rather than small updates, the teams focused on 2-3month update cycles.
Due to the large success in the past, expectations were high. Kotaku noted his game was the favorite VR game to date. They felt they could reach out to positive reviewers. A 3-week pre-release note went out with reviewers and new press. The first round went out with virtually no response. The 2nd-week pre-release note got little or no responses. People were opening the email, but there was no response. The development team was stoked, but red flags were flying all over the place. As this was a first in-studio experience he could see the excitement. On launch, only niche clients responded, and sales did not meet expectations.
On the flight home, he was disgusted, felt sick to his stomach. Mitigating the risk and stress became his mission moving forward. We’ll talk about PR but its really about mitigating stress on launch.
Steam mechanics here show that in 2017, 7,700 games were released- roughly by the numbers that’s 20 new games every single day. As noted repeatedly in podcasts by the Jimquisition, having so many products available there is no way to get your product noted and its very easy to find your materials reshuffled out of sight.
This is something which is important and will always be important. These are your embassadors. They are ready and available on day 1. So have an incentive- give them a reason to buy your game. Engage that community- let them know and listen as they are an extension of your studio. Leverage that community- build the community and use that to make a following that uses the products, informs developers and community, and entices others to take part.
An incentive might be exclusive access to an exclusive build. Getting them in the door isn’t the last step, but rather the first step to building that community. Have team members amke contests, make them feel safe and valued and engaged. Leverage that community to validate the material you’re producing. Use the community to leverage merchandizing, partnerships, etc.
It can get worse. Self-published book authors might face 100,000 fiction books each year and they’re marketing on amazon. Building the community is the answer. How? Through mailing lists, connections, etc. The connected community are your footsoliders. They aren’t being paid, they’re paying you!
He used discord to build a dream community for our game descenders. WIth numerous options, they built a discord server with an exclusive release. They gave competition through team, protected channels, built community, and used the data to buildi nthe features which were used most by the community. You cannot depend on the game or mechanics. Community you can control
From the beginning of game build, you’ll have newsworthy beats for the media. Be organized. Have the ammunition and planned communication. Writers are trying to delight the reader. Give them good amunition. Be clear. Always have a clear call to action. Be clear to the media on what is new, what you’re doing, what they’ll like, where they should go, how you’d like it covered, how to contact you. This is for any communications. Have goals. What is the end goal? Organize your news feeds with a goal in mind. If the announcement gets on IGN, and you didn’t provide next steps for the readers, and the product doesn’t launch in the next month, you’ll disappear. If you have an exclusive beta on discord, include that info.
If you have a moment to shine, don’t step back and say “I’ll be back in 6 months”
the abilty to understand… Empathy and creativity aligns you for success. This is especially good when dealing with the press. they have an audience. They need great content that the audience wants to know. The bigger audience the author can leverage, the more they can command value and attention. Put yourself in the shoes of the writer. not only that, but the audience of that writer. What does the reader want and how do you get them stoked toplay/buy this. What’s your value to the publisher? what’s your value to them
Google, twitter, and easily voila norbert.
Last night in the AIRBnB, he searched for the google query only in the IGN website AND VR. Here’s the result
Finding writers who like the genre and game type you create can be found this way. Use the tools button to change the date back to certain dates (not more than a year ago). This is a great way to reach out to writers who will likely have well-received reviews. In this example, I might not choose Calum Marsh, as he have only 1.5 stars. Rather than a cold email, a twitter contact might be good- we have their email, but in this example:
You might get immediate feedback. If you want anything, ask immediately. Even if it says they won’t, ask anyway. You won’t get anything if you don’t ask.
I don’t know how it finds these email addresses, but it does! first 50 are free. You can always get another gmail account.
THE IMPORTANCE OF CREATIVITY
Dominic had roughly 2 months to lead his game. he didn’t have a website, online presence, no press kit, nothing. But, after playing the game, they chose to take it on. Barebones wouldn’t work- no press releases, and they needed a spark for the launch- some newsfeeds (3 guarantees). To take it out of the hands of the press, they needed to get creative. S-nce binding of isaac had a hug following, they chose to go for that audience. Those who played it, and LOVED IT. Since his game was so hard, it was an easy fit.
So what did we use? WordPress website, press kit, press lists, some other tools. The headline of the writer and the audience needed to match. SO what they did was choose that if you could receive a certain achievement on another super-difficult game with a massive following: Binding of Isaac (BOI), then you can have this game for free. It had to be a timed contest. Content creators, press, etc. They earned mass cover on the first day and it snowballed. They earned a ton of attention, but people who followed the influencers found out about this. They tweeted to other game developer and major content creators, and some of them picked it up
Mind Mapping For Success
The creative process through mind mapping can be visualized. They worked with a developer after the early access and launch. How could they inject that spark. THey added some materials which raised and lowered the difficulty level based on bitcoin rates. Using the advanced queries in google, they found games in FORBES magazine and website which likes video games and bitcoin. This person was able to take up the idea and really run with it. Once it rolled in FORBES, a few more places immediately picked it up.
Guerilla marketing is low cost, high risk, high reward. More often than not, that brings some nice feedback
when should you present? as soon as you’re presentable. Should niche games be the next big thing? Do what you’re passionate about. if its indy, if its the best new chess game, go for it. What if you have no specifc launch date, still show? yes, not a problem. What if lauch is approaching and you have no community? put yourself in the audinece shoes and give them what they need. get creative and think outside the box. use a simple demo. It may not be a high conversion, but it may bring coverage. Organize what you have, use it, and then extend into guerrilla tactics and target the people you genuinely believe will like it. It only takes a single reviewer to see things snowball. be thorough, find the best people and make it happen.