Alyssa Perez from the Google Play Dev team wrote an article that we translated. It has a lot of useful information about approaches to user segmentation: user targeting and its relationship with business development.
The main goal of each mobile game is to create something interesting and addictive for players. Your priority as a developer is to take into account the life cycle of a single player, come up with something innovative and convince the audience that it’s worth paying specifically for your game.
It is important to remember that there is no single method that will help predict the behavior of absolutely all players. Attracting different categories of people to the game needs to be completely different. Segmentation will help us with this: a powerful tool that allows you to create individual experiences for each player and thereby contribute to the development of your business.
While I was engaged in mobile game development, I repeatedly used segmentation to increase the involvement of players and, accordingly, the growth of monetization. Then I became a development consultant on Google Play and had the pleasure of watching how segmentation in the most positive way affects the profit of many developers. Today I will share my experience with you and tell you about the benefits of segmentation, different approaches, methods for tracking data and how to implement such a system.
Before discussing how to implement segmentation, we should talk about the benefits of implementing it. It:
- Individual experience. You can customize the impressions received from the game for the player, providing him with goals that he is personally interested in achieving.
- Create relevant content. You can give your players what is important to them at each specific stage of the game cycle.
- Creating a sense of value. You can make sure that the players see the value in their pastime in your game and are ready to continue to spend time on it and, possibly, money.
The basic principle is self-evident: you can give the player what he needs at the right time. For this, we need segmentation.
So, what do we need to know about players for their effective segmentation? We will need to read the engagement and monetization signals in order to better understand the behavior of the players and what they need at one stage or another. This, in turn, will help us divide the players into large groups, which we will try to interest in our game.
Engagement is a key component of effective segmentation. If a player is not involved, then he does not see personal value in the game and any attempt to sell something to him will be doomed to failure. The more time a person spends in the game and the more he likes it, the higher the chance that one day he will make an in-game purchase. Segmenting by involvement is also better in those projects in which more or less honest competition between players is highly desirable.
A player’s engagement rate allows him to analyze his gaming preferences and his motivators, and a engagement history will help predict his playing behavior in the future. In other words, engagement helps you understand what is important for a particular player and how his preferences change as the game progresses, and engagement history helps to personalize offers and increase this indicator.
Segmentation by engagement allows us to:
- Provide the player with what he wants. You can clearly understand what interests a particular player, what is important for him and what causes a further increase in interest.
- Create interesting and accessible goals. You can analyze the player’s actions and place him in one of several categories. A beginner is unlikely to be interested in tasks oriented to a veteran of the gaming industry.
- Develop gaming habits. The sooner you understand what a player likes, the greater the chance that he will linger in your game for a long time.
How to measure engagement?
It is very important to think about what is affected by involvement in a single game. Somewhere it affects the total playing time, somewhere - the time spent in a specific significant area in which the player performs key actions and which can be successfully monetized.
Evaluate the indicators of engagement and interaction: your game probably has a set of key actions that you expect the player to perform, and this metric just shows whether the player performs them - which means that he is involved in the game and burns with desire beyond it pass.
Below I will give examples of key actions in different genres:
- In casual three-in-a-row games, it’s important not those who enter the game and collect the daily bonus, but those who complete the levels. Or at least trying to get through them, because this is what reflects the desire to complete the game. Any passing the level (especially unsuccessful!) Motivates the player to spend in-game currency.
- Social gambling allows players to earn in-game currency daily (sometimes even hourly). Here the key action is to spend this very currency. Involvement reflects how many times a player has played roulette, played bingo and spent all his savings at once.
- Strategies force the player to carefully plan many different actions, both for their development and for fighting other players. Here involvement depends mainly on interactions between players. A good indicator is, for example, the number of attacks, because usually a lot depends on them: the speed of resource recovery, the construction of new camps, and response attacks. At the same time, players who perform story missions also perform a key action, being the social group that is not particularly interested in wars with other people. However, both of these groups can very actively spend in-game currency.
Engagement rates are highly dependent on the game and what you want to end up with. Charts can help you divide the players by the frequency of entry into the game, by the zone in which they spend most of the time or spend most of the money, by the day of the week with the highest frequency of entry to adjust the update calendar - there are many options.
Let's try to give an example of segmentation by engagement. Suppose we need to create or optimize an in-game quest system. Here the engagement indicator will help us create interesting and important tasks for each group of players. There are many ways, but I recommend trying different approaches to segmentation, for example:
- By type of players: this way you can identify the part of the game that certain people find the most interesting, and focus attention on it in the tasks. For example, if the game has seasonal or temporary content, then it would be nice to first understand who likes it and who prefers to ignore it.
- By the level of involvement: this way you can give out different tasks to people who spend different times in the game. To fulfill them, they will have to play more, but the goal will not look unattainable.
- By type of reward: this way you can give different players different motivation for completing tasks. You will know what a specific player needs, and you can come up with a reward that will be useful and desirable for him. It will also help force players to use mechanics that they don’t usually use.
Engagement is a powerful and important tool for user segmentation. The greater the player’s involvement, the greater the likelihood that he will make an in-game purchase. The number of in-game purchases directly correlates with profit and, accordingly, consumer engagement:
if your players are more likely to buy game goods, then there is a demand for them, therefore, your income will inevitably increase.
The main purpose of monetization segmentation is to maximize profits while avoiding situations where the customer regrets the purchase. Such segmentation helps to understand how to motivate players to make purchases and save, or even increase revenue, from those who already make them. Here's what you need to do when segmenting by monetization:
- Help players see acquisition value
- Create the right shopping cycle
- Make sure the offer is relevant.
As with segmentation by engagement, different games require a different approach to segmentation by monetization, but we can highlight three main points:
- Motivators for the purchase. These are the factors that determine buying behavior. They can be related to game progress, the size of the game wallet, the recruitment of a newbie, promotions, game events, new content, and much more.
- Solvency level. After a player has made an in-game purchase once, we need to determine how much he is willing to spend in principle and how often. To do this, we can calculate the average amount spent (for 4-6 weeks) and subsequently offer him only those conditions to which he potentially agrees.
- Frequency of purchases. This information will help us maintain our current frequency of purchases or, possibly, increase it, as we will begin to understand how often a player is comfortable spending money. If a player made several purchases in a row, then perhaps it is worth offering him something else extra.
It is precisely these moments that should be relied upon in the process of modernizing your monetization strategy. For example:
- Optimize the starting point and what the player on it gets.
- Find a way to make pay those players who play for a long time, but do not make purchases.
- Segment additional offers.
- Organize special offers for buyers who have lost interest.
- Arrange a closed sale for those who made the purchase.
- Work on hidden content to create additional demand for in-game currency, which will entail an increase in purchases.
Let's try to explain with an example how to correctly formulate a sentence. Suppose we have a user who made $ 10 purchases in a month. We can offer him goods for $ 50, but! Firstly, he is unlikely to buy them: the amount is noticeably higher than the amount that he usually spends. Secondly, even if he buys them, he may decide to start saving and stop buying in-game goods for a while. Moreover, there is a possibility that an unusually large number of goods will be enough for him until the next promotion, which will form his habit of making exclusively promotional purchases. We recommend making such a user two offers at once: less valuable for $ 5 and very valuable for $ 15.
Most likely, the player will spend more, because the proposal will be more interesting and the amount slightly exceeds the amount that he usually spends. So we can form events in which the player would pay more and form a buying habit.
We also note that it is not necessary to choose one system. You can always combine monetization with engagement to create personalized offers for a specific player. For example, you can increase solvency by knowing:
- Motivators for the purchase. You can create several different promotions and offers that may appeal to a particular player.
- Frequency of purchases. It might not be the best idea to offer to buy something a week after the purchase. In the worst case, the player will buy goods for the action and will not buy it for a long time later.
- Shopping behavior. Knowing what a particular player likes best, you can formulate an offer that perfectly matches his demand.
“At Vlogger Go Viral, we tripled the number of payers, segmenting our audience and offering different groups different offers,” - Guillerm Campbell, Production Manager, Tapps games.
Storage Approaches for Segmentation
Data is the most important tool for any mobile game developer. You probably already collect a wide variety of data, and all of them can be useful in the process of segmentation of the target audience. It is better to collect more information than it seems useful - you can always simply ignore the unnecessary.
We figured out the principles by which to engage in segmentation by engagement and monetization, now let's talk about the main questions that should be asked when collecting data:
- What is the main unit of time for the game? How often should a player enter the game, what should he do there, and so on. A common unit of time is a day, but in some situations it is useful to track by the clock.
- What engagement indicators are we most interested in? We may be interested in the total involvement, the amount of time playing, the amount of time on a particular device, the amount of time in tournaments, promotional events and social interactions.
- What data is especially important for further segmentation? We can track: the game level, because at different stages of the game different motivators, preferred content and all types of game income and expenses work.
With such data, you can easily segment the target audience on the go, but I recommend spending time creating an understandable plate that will collect all the necessary information. For example, like this:
If we have collected all the necessary data, then we have countless opportunities: we can customize offers, minimize profit drops, personalize push notifications, optimize game functions for the behavior of the average consumer and tailor pop-up tips to his level of interest.
You can start with a small amount of input, and then experimentally find out which ones are important and which are not. It is worth paying attention to the player’s life cycle, involvement and buying behavior, but perhaps additional data will dramatically change the vision of the segment. Or not. It is rather difficult to say something specifically without a thorough analysis.
There is an opinion that segmentation is absolutely useless if it is not tailored to a specific user by 100%. In some complex games, this percentage is achievable, but your project may not be related to such games.
Even large groups of users whose offers have not been fully personalized can significantly increase profits and give your team food for thought. I advise you to start with a small number of groups: it will be easier to experiment and see an immediate response, as well as provide you with a sufficient number of players in each of them, which helps to optimize the process.
All developers have their own approach to player segmentation, and there is no single solution, however, this tool can help raise engagement and monetization indicators. I want to believe that you found in this article something useful for yourself. Perhaps your main goal is to create a fully personalized offer for each client, but try to start small. You know your product better than anyone, so you can probably correctly use the collected data to correctly divide the audience into groups and, after conducting the necessary testing, make the necessary changes.