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We are now already entering the

consolidation time for the online games industry.

“ Heiko Hubertz, Bigpoint FREEMIUM SCHOLARS

“The cost of the play is not very transparent to users so while they may be tempted to think it’s a very good thing for them, I think it’s tricks people a bit. It’s difficult. Maybe if they put a note for parents about when kids play freemium games and then they are billed from their operator for some excessive amount. “It’s more fair to do other business models. We are not even contemplating converting to freemium based. If you call a game free-to-play and then you start collecting money from the game, I don’t think it’s free-to-play. I think it’s a bit misleading.” Yet slowly the games industry is coming around to accepting free-to- play. And, following the success of titles like World of Tanksand League of Legends, the major publishers are investing in big-budget, console- quality freemium titles. Ubisoft has just released Ghost Recon Online, Activision has teamed up with Tencent for Call of Duty: Online, while EA has invested in a multitude of free-to-play games, including the next game in the Command and Conquerseries. “We have great games and big brands,” says Sean Decker, VP of EA’s Play4Free division. “We are putting out games like Command and Conquerand making it free-to-play, and EA is behind this 100 per cent. We’re putting out a top-tier game from a top-tier franchise.

“EA believes this will become one of the dominant business models.”


Browser and social games are only one part of the free-to-play boom. Smartphone gaming has played a significant role, too. In 2009 Apple introduced in-app payments for games sold via iTunes and freemium titles on iOS has since become the norm. They’re huge cash generators, too. iPhone game CSR Racingfrom

Natural Motion is reportedly generating around £7.5m a month. And the free-to-play smartphone market is likely to grow further, with Japanese mobile giants such as Gree and DeNA making significant moves into the Western markets. “There are multiple models in the

market. But the item-based model is very strong, and it has been for us in Japan, just as it has been for Zynga,” says Gree’s senior VP of Gree’s EML business, Ryotaro Shima. Gonzague de Vallois, SVP of publishing at mobile specialist Gameloft, adds: “Smartphones have become ubiquitous, mass-market devices. Today the vast majority of smartphone and tablet users are casual gamers. They’re searching for new high-quality risk-free experiences. Our focus on free-to- play games, like Ice Age Village, is simply a response to that demand. The free-to-play model makes our games widely accessible and gives customers the power to play things their way. The model also naturally limits piracy, but that’s not our primary motivation.”


The one downside to the sudden popularity of freemium is the sheer number of developers it has attracted. And now that global giants like EA, Activision and Ubisoft are involved, it’s harder than ever for small indie developers to get noticed. There are other emerging platforms for free-to-play games outside of mobile and PC, such as Smart TVs and even consoles (more on that over on page 22). But the sheer quantity of games – plus the fickle nature of social gamers – is beginning to hurt even the free-to- play pioneers. Zynga’s stock price continues to tumble and it has announced plans to close three studios and shed 100 members of staff. Meanwhile, Bigpoint has also

just announced that it is making 120 redundancies, closing its US offices, while CEO Heiko Hubertz has left his position at the head of the company. “The entire industry is going through a very challenging time,” said Hubertz. “We are now already entering the consolidation time for the online gaming industry. For that reason, to go into such a time, we need really good people on board who know how you can grow strong out of this time. I think we will see some acquisitions, some mergers and maybe even some companies go bankrupt. “We want to have a very strong management team to guide us through this time and after that, we want to be even stronger than we are today.”

And then there’s the spiralling cost of user acquisition (online talk for marketing), with companies having to spend millions to acquire significant numbers of customers. Meanwhile, other big free-to-play companies are splashing out significant sums to acquire big licences “The market is getting more and more competitive,” says Axel Schmidt, director of corporate communications at free-to-play giant Gameforge. “The investment costs in online games are always rising. Also, the big majors are coming into free-to-play, they have noticed that you can make some major revenue there and you need premium licences to survive in this environment.”

So there are challenges. And not everyone is convinced that the model benefits the end consumer. But free-to-play is no-longer a niche business model. Big brands from big publishers with triple-A production values are coming and will cost nothing to try out. Over the course of the next seven pages we discuss what this means for retail, consoles and the future of the global games industry.

From left to right: Gameforge’s Schmidt, Bohemia’s Spanel, Jagex’s Solari, Bigpoint’s Hubertz, Gree’s Shima, Nexon’s Yoo, EA’s Decker and Gameloft’s de Vallois November 2nd 2012 17

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