Marketing | The VidZone Network Blog

June 11, 2009

The secret to “good” pop music

A few of my friends look at me weird when I say I listen to pop music, recommending that they check out the new Britney Spears album. Possibly my favorite era in music during my young life is during the late ’90s to early ’00s between when grunge rock faded away and rap became Top 40 radio mainstream.

Let me explain how I listen to music. When I first hear a song, I listen to “the big picture,” the overall feeling of the song and not yet analyzing the little details like lyrics and composition.  In later passes I dissect the components of a song and analyze each individually.  It will take at least four playthroughs before I’ve actually really “listened” to a song.

For me, a “good” pop song is one that I will let play through without wanting to switch to another song.  In other words: inoffensive.  It doesn’t have to actually be good or great, just not bad, just “good enough.”

After all, getting past “no” is often the hardest, most important part.   Everything past that is gravy.  That’s the lesson.  In order to reach the widest possible audience, you don’t necessarily have to figure out how to appeal to every kind of person, just offend as few as possible.

Carl @ 1:39 am
Filed under: Music,Personal,Techniques — Tags: , , ,

May 13, 2009

Driving first-day sales

One of the primary driving forces for attracting customers to purchase pre-orders is the promise of some promotional tchochke, often t-shirts, keychains, or in-game item.  That’s a great value add, but it often only attracts those already interested in the characters or franchise–fans who desire collectibles.  What attracts random passer-bys, though, is the promise of savings.  Think of the impulse purchase items by cash registers…just up-scaled.

GameStop is the last retailer out there that needs help selling video games.  Unfortunately, their reselling of used games is detrimental to the industry-supporting sale of new games, but they’re the prime candidate for who can support what I’m about to propose: meaningful discounts off the price of a new game.  But I’ll get to why GameStop later.

In most cases, when a brand new release is discounted, it’s a joint effort between the publisher and the retailer.  Both of them wind up eating some of the loss from the discount in order to simply drive the customer into the store or the product into the customer’s home.  A “loss leader” or subsidization.

Traditionally business says that you can charge early adopters whatever price you want, and they’ll willingly pay it.  Continue this pricing until sales slump, then cut the price.

I ask, why not offer substantial savings to attract additional early adopters? (more…)

Carl @ 2:34 am
Filed under: Games,Techniques — Tags: , , ,

May 7, 2009

Better to sell some for nothing than not sell any at full price

In next week’s shopping circular, the UbiSoft published Wheelman is on sale for $30.  After only just over a month!  Last week, the equally fresh-on-the-shelf HAWX was also listed for $30.  That’s half-off!

If you’re a gamer on a tight budget, UbiSoft seems to reliably cut their prices within three months of release.  It seems to happen with all their major releases regardless of if it’s in the hyper-competitive Christmas season or in the summer dry spells.  See: Assassin’s Creed,Prince of Persia, Shaun White, No More Heroes, Far Cry 2,  Brothers in Arms: Hell’s Highway, the Imagine/Petz/Coach series.

These weren’t token “save $5″ sales.  Prices were slashed usually between 25%-33%.  That’s new release $60 console games marked down to $40 or $45.  $30 DS games either 2 for $40 when purchased together or $20 each,  straight-up.

There’s sometimes a sense in retail that it’s better to sell shelf-stagnant item at a discount than to not sell it at all.  Is this UbiSoft’s thinking?  In many cases, these price drops are temporary for a week or two, sometimes at specific retailers.  But more often than not, within a month or two of that first drop, it’ll stick permanently.  

Perhaps because of their large output of SKUs, they have agreements with retail partners that product needs to move off the shelves to make way for new titles?  Who ultimately eats the cost?  The retailer?  Or does UbiSoft give them a kick-back for taking such a dramatic loss?  I used to work at Best Buy, and our employee discount was to pay what the store paid to receive the merchandise plus an extra 5%.  Trust me, there wasn’t much worthwhile savings on media items, be it video games, DVDs, or music.  Most often, Target’s flat 10%-off everything employee discount would have netted a better deal.

And why so soon after release?  It’s probably best while advertising is still fresh in people’s mind.

Whatever their reason for this seemingly hair-trigger liquidation reflex, gamers in the know who track these sorts of things now have little faith in the initial asking value for UbiSoft’s new releases, having been shown time and time again that a price drop is reliably right around the corner.

Carl @ 1:34 am
Filed under: Games,Techniques — Tags: , , ,

April 16, 2009

BOOM! There goes the namesake.

Big news today that John Madden’s retiring from broadcasting.

My friend in EA Tiburon called me today to ask how the job hunt is going, and I asked him about the office reaction with the announcement, if they knew the big news in advance.  He’s not on the Madden team, so he told me he only heard about it on SportsCenter.

Will this shake things up for EA’s biggest US franchise?  Maybe yes, maybe no.  It’s complicated, but either way, a change won’t be seen for years.  John Madden and EA renewed an unspecified multi-year contract most recently in 2005.  Unspecified in length, unspecified in compensation.  That said, he takes in at least eight figures.  Yeah, that still a pretty wide-open range of numbers.

Everything else written from here on is hearsay and cannot be attributed to any individual employee or representative of the opinion of the company as a whole.

There are many within the organization who want to oust Madden from the game series.  He’s expensive, and many football fans see him as a joke who doesn’t contribute anything worthwhile.

However, John Madden is the brand.  The football game series is one of the most mainstream and most recognizable in not just the US but the world over, and I can assure you there is a sizable enough fan base who, despite the in your face branding, is ignorant that EA has anything to do with the game and only know the “Madden” brand.  It would be a tremendous risk to remove his name from the franchise and thus confuse millions of potential buyers who may not understand that an “EA NFL Football 20XX” game is a direct continuation of the series they’ve always known and loved.

But!  EA holds the exclusive rights to the NFL until 2012.  If, at any point between now and then, they care to experiment with rebranding, there would still only be one choice for an officially licensed football game on the market, Madden name or no.

April 9, 2009

A good copy of a good thing, though a copy, is still good

I’m a big fan of Microsoft’s recent “so easy a kid can do it, so eat it, Apple” ads, and I think this new one for the Xbox 360 is another winner. Sure, it’s a little too Hitchhiker’s/Stephen Fry/LittleBigPlanet, but it still has its own authentic charms.

Carl @ 11:20 am
Filed under: Games — Tags: , , , , ,

March 18, 2009

A rose by any other name…

During the stressful development process, coming up with a title for your game is just about the least tangibly productive use of time.  And because arguements rage for what seems to be forever, certainly a lot of time is spent on the subject.  Just like the thought a parent should give to naming a child who must brave the school playground, a game’s title encapsules the whole thing’s identity in just a small handful of words.  Very powerful, very evocative words.  Or not if you do it wrong.

The original name of our game when it was first pitched was “Cardinal of Zephyr.”  “Cardinal” being the name of our ship and “Zephyr” being the name of our gaseous, almost land-less planet.  People are prone to split-second, gut reactions, and sometimes all that will ever be seen of a game (or company or anything else) is just a name on a long list of many other names.  So, that name chosen has the unenviable duty of having to grab attention and tell a little something about the thing that it represents.

The other team of our classmates had diverted their attention to coming up with a clever name for their project  seemingly got a good boost in self esteem out of it.  We weren’t in the same sort of developmenrut that they were in, but it was about time to start thinking of publicity materials and setting up a web presence, so four of us producers/designers took an afternoon break and looked for a nice place in downtown Orlando to chill out while talking business.  (In truth, we’d intended on talking about a completely seperate assignment but got totally sidetracked for the majority of our break.)  We found a small vegan tea house just off the beaten path and sat down to one of their house blends.

We needed to determine what sort of imagery we needed to convey.  Firstly, was there anything wrong with the existing title?  “Cardinal” brings to mind red birds or church officials.  Birds fly, but the closest our color palette got to red was a hazy dusk orange.  “Zephyr?”  It’s an interesting word.  It means the west wind.  Or the name of a Red Hot Chili Peppers song.  This single word was the subject of enormous debate.  One of the producers present was one of the two who presented the initial pitch; this game was sort of his brainchild, and he understandingly had a lot of passion for his vision.  His big arguement for keeping the word is that it’s unique enough for someone to see on a shelf and say “Ooh, I’m curious about this, so I’ll pick it up and take a closer look.”  My personal arguement is that people are stupid and scared of big words.  They’re more likely to see the word and think that it’s too weird for them to bother with.  They like simple action and visual words like: destroy, war, army, boat, battle, rage.  Words that immediately inspire an image in someone’s head without needing a moment to search the depths of their vocabulary.  On top of that, just how many people know what the hell a zephyr is?  It’s only a clever name if you 1.) know what it means and 2.) know what our game is about.  It only becomes significant after the fact.  As masters degree candidates, we are a rare <1% of Americans, so we can’t possibly expect everyone else to be on our same level of intelligence.  The simple fact is that if you want to be accessible, you need to target a 5th grade reading comprehension level.  Now, I agreed that the word was unique, but it needed support.

What was our game about?  What did we want people to know without having to read anything else or looking at a picture.  Well, there’s the role of being the ship’s captain, of commanding a crew.  There’s the vehicle: a ship, a boat.  That flies.  In the sky.  Using wings.  There’s the element of battle, war, combat, dueling.

Jokingly, I recommended that a great, simple, straightforward title would be “Shouting Ships.”  Or “Flying Seamen.”  The kids’ll eat it up.  Eww…

Stupid as it sounds, studies show people really respond to titles that include the word “of.”  Gears of War. God of War. Army of Two.  Call of Duty.  Pirates of the Caribbean.  “Of” identifies belonging, ownership, context.  It’s a cheap shortcut to place some object within some context.

Another odd little problem that many may not think about is alphabetical sorting.  It’s a simple fact that the letter Z is 25 letters after A, and when you add more letters these become words.  When you’re in a list, it’s best to be near the top because some people may just never get far down the rest of it.  Did you know the computer company ASUS was named after the mythical winged horse Pegasus?  They truncated their name so they could be at the top of lists of computer parts manufacturers.  Think about it.  How many companies do you know or see whose names start with the letter A? Or A1? Or 123?  It’s all about placement.  Since we were going to submit our game to the Independent Games Festival, this list placement was a concern, but the fan support behind “Zephyr” was just something that could not be bucked.

One strong candidate was “Skies of Zephyr.”  It was no secret (or shouldn’t have been but somehow was) that the premise of the concept was to take the turn-based airship battles from Sega’s “Skies of Arcadia” and build a whole real-time game around it.  Many felt it was just too direct, but I personally didn’t have too much of a problem with it.  It has the components of context (“skies”) and curiosity (“zephyr”) that would catch interest, and those well-versed in games would get the allusion.  Whether they’d  appreciate or dislike the directness was another issue.

When we arrived back at school we dedicated a whiteboard to shotgunning ideas and invited everyone to contribute.

After several voting rounds and cuts, we came to “Zephyr: Tides of Combat” as one of the leading candidates.  (Our lead designer is a big Halo nut, so this was a derivative of “Halo: Combat Evolved.”)  We retained the fan-favorite word “Zephyr” as the primary title and were able to affix a “for dummies” description, well.  “Tides” alludes to water, which makes people think of boats, but partnered with some description of fighting gives the reader a sense that the power over the battlefield is ever shifting.  The great part about this particular iteration was the resulting acronym: Z-ToC–or “zee-talk.”  Get it?  It’s a voice controlled game.  I personally enjoyed that last bit because it reminded me of the abbreviated label of a game I bought long ago at Electronics Boutique: Godzilla: Destroy All Monsters Melee (or: “God:DAMM”).  We had to revise it, though because “combat” is such a generic word.  For a short time we changed it to “battle,” but we were able to argue the same fault.  We landed at “war” because of the grander scale that the word imparts.  Rather than one little bout, this brought to mind a bigger picture.  Hence, “Zephyr: Tides of War.”

Carl @ 12:43 am
Filed under: Games,Techniques — Tags: , ,

March 4, 2009

VZshow Episode 001 – DLC (Downloadable Content)

In this inaugural show, Carl and Chuck discuss video game DLC from a developer and publisher's perspective.  Topics include:

  • Extending product life 
  • Earning revenue from second-sales
  • Customer retention/Switching costs
  • Downloadable cheat codes
  • Games as a service, rather than boxed product
  • A case study of Burnout Paradise