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Transcript of BUILDING THE MOST VALUABLE COMMUNITY OF …/media/Files/G/Game-Corp-V2/...PC Case Study: F2P...
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BUILDING THE MOST VALUABLE COMMUNITY OF GAMERS
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This presentation includes statements that are, or may be deemed to be, “forward-looking statements”. These forward-looking
statements can be identified by the use of forward-looking terminology, including the terms “believe”, “estimates”, “plans”, “projects”,
“anticipates”, “expects”, “intends”, “may”, “will”, or “should” or, in each case, their negative or other variations or comparable
terminology. These forward-looking statements include matters that are not historical facts and include statements regarding the
Company’s intentions, beliefs or current expectations.
Any forward-looking statements in this presentation reflect the Company’s current expectations and projections about future events. By
their nature, forward-looking statements involve a number of risks, uncertainties and assumptions that could cause actual results or
events to differ materially from those expressed or implied by the forward-looking statements. These risks, uncertainties and
assumptions could adversely affect the outcome and financial effects of the plans and events described herein. Forward-looking
statements contained in this presentation regarding past trends or activities should not be taken as a representation that such trends or
activities will continue in the future. You should not place undue reliance on forward-looking statements, which speak only as of the
date of this presentation. No representations or warranties are made as to the accuracy of such statements, estimates or projections.
Please note that the Directors of the Company are, in making this presentation, not seeking to encourage shareholders to either buy or
sell shares in the Company. Shareholders in any doubt about what action to take are recommended to seek financial advice from an
independent financial advisor authorised by the Financial Services and Markets Act 2000.
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FORWARD LOOKING STATEMENTS
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We are evolving our business to achieve our ambition of delivering the most valuable community of gamers
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Today’s agenda
Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs
BREAK
LUNCH
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Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs
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Understanding GAME
DRIVING CUSTOMER RECRUITMENT AND LIFETIME VALUE
The gaming market
BUILDING THE MOST VALUABLE COMMUNITY OF GAMERS
Black Friday and Peak opportunity
Virtual Reality and Nintendo
eSports and events
Digital solutions
Global supplier engagement
Insight from Big data
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Leading retailer of video games in the UK and Spain
Where We Are
Large, loyal customer base
Start of a core content market growth cycle
Accelerate growth in the large and growing product categories recently entered
Exploit specialist gaming credentials and digital infrastructure in existing and emerging categories
Leverage Multiplay as a platform to drive growth in attractive, complementary markets
Retain strong financial position and disciplined approach to capital allocation
Deep supplier relationships across the Group
A CLEAR DIRECTIONA STRONG FOUNDATION
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Combined XB1/PS4 volume
The Importance of Black Friday
Existing XB1/ PS4 owners at BF 2014:
Expected XB1/ PS4 owners at BF 2015:
PS4 Launch Black Friday 2014GAME sold the same volume in 24 weeks over the summer of 2014 as the 2 weeks over Black Friday
GAME hardware market share: 37%
2,400,000
Source: GFK Chart-Track. Note: UK market only
~4,500,000
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A strong pipeline of titles and innovation for 2015 and beyond
H2 2014/15
H1 2015/16
NEW FORMATS:
VIRTUAL REALITY
STEAM BOX
NINTENDO
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2014 2019
Console PC Mobile / Tablet
Global Gaming Market
Largest entertainment industry
$81 billion
3% growth p.a. to 2014-2019 forecast
Source: IDG, Console market includes hardware, software and digital.
$94 billion
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Market Model: Console Category
2014e 2014a 2015e 2016e 2017e 2018e
PS/XB Content PS/XB Hardware Accessories
Content to grow 8% p.a. ‘14-’18
Overall market stable
£2.6 bn £2.5 bn£2.8 bn
Source: OC&C, Company estimates (UK, Spain total)
No VR forecast in accessories
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Market Model: Physical vs. Digital Console Content
2014 2018
PS/XB Physical Content PS/XB Digital Content
GAME Console Digital Sales (H1):
+34%
+80%
+3%
Source: OC&C (October 2014), UK and Spain combined, GAME
£1.3 bn
£1.7 bnDigital to drive content growth
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Market Model: Our Preowned Markets
2014 2018
Preowned Preowned devices
+30%
+20%
39% GAME
Other B&M
Internet only
Other
3%
GAME
Other B&M
Internet only
Other
Source: OC&C (October 2014), UK and Spain combined
£0.8 bn
£1.1bn
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Opportunities in Core Markets
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Market Model: Nintendo’s Next Move
Source: OC&C (October 2014), Wikipedia
£1,248m
£30m
2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
Total Nintendo market (£m)
Nintendo NX console slated for possible 2016
launch
Top selling games of all time Year of Launch Platform Copies sold
Tetris 2006 Mobile 100 million
Wii Sports 2006 Nintendo Wii 83 million
GTA V 2013 Various 45 million
Super Mario Bros 1985 Nintendo Ent. System 40 million
Mario Kart Wii 2008 Nintendo Wii 36 million
Tetris 1989 Nintendo Game Boy 35 million
Minecraft 2009 Various 34 million
Wii Sports Resort 2009 Nintendo Wii 33 million
New Super Mario Bros. 2006 Nintendo DS 31 million
Minecraft Pocket Edition 2011 Mobile 30 million
Wii Play 2006 Nintendo Wii 29 million
New Super Mario Bros. Wii 2009 Nintendo Wii 28 million10 of the top 20 games ever are Nintendo titles
No Nintendo NX in market forecasts
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Non-console digital markets (content only)
Fastest growing areas in PC tied to eSports and social gaming (e.g. Minecraft)
Targeted strategies for mobile / PC games markets to drive share
2014 2018
PC Mobile
Source: OC&C (October 2014), UK and Spain combined
+9%
+28%
£1.4 bn
£1.8bnCurrent market share c.1%
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PC Case Study: F2P Multiplayer Online Battle Areas (MOBAs)
29
147
250
406
501
2011 2012 2013 2014 2015
F2P MOBA (US sales), $m
• POSA currency
• Code to content
• GAME Wallet payment integration
• Target Multiplay customer base
• eSports and events
How GAME Monetise
0%
10%
20%
30%
40%
50%
$0
$5
$10
$15
$20
$25
Avat
ar C
osm
etic
s
Hero
unl
ocks
Boos
ts
Non-
avat
ar c
osm
etic
s
Rand
omis
ed it
ems
Mod
es
eSpo
rts re
late
d
Acco
unt s
ervi
ces
Anno
unce
r pac
ks
Portr
aits
Spend per player % monetised
Average spend by micro-transaction
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Mobile gaming£1,000m+5-10%
Steam Machines
£175mn/a
PC downloads
£200m+5-10%
Virtual Reality
£250mn/a
eSports£400m
+10-15%
Driving Growth From a Number of Attractive New Gaming Markets
Digital code distribution for 3rd
parties (Europe)*
£400m+10-15%
Source: Estimated market size figures for 2018. OC&C, IDG, Company estimates. Growth rates are based on 3 year CAGR from 2015 – 2018 where applicable. * The digital console content market sold through retail channels (code to content or currency) in 10 European markets (Includes subscriptions, full game downloads and DLC (such as season passes)
Preowned devices
£550m+5-10%
New Product
New Market
New Service
2014/15 2015/16
PC (Free 2 Play)
£350m+10-15%
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Virtual and Augmented Reality
32
120 104 1072
1319 29
5
42 70100
2015 2016 2017 2018
Software
Input devices
Head mounted displays
Oculus Rift (Oculus) – 2016e
HTC Vive (HTC / Valve) – 2015/16e
Project Morpheus (PlayStation) – 2016e
Source: *OC&C (October 2014), **Digi-Capital Report (March 2015)
HoloLens (Microsoft) – TBC
Global VR + AR market
estimated to reach£150 billion by
2020E**UK: £236 million*
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7881,518
278
381
255
346
2015 2018
New gaming markets eSPORTS Digital Code Distribution for 3rd parties (Europe)
£0.1 bn £0.03 bn
Nintendo
3,476 3,287
Mint and preowned console
Market Summary: Reliance on console category to reduce over the medium term
£1.3 bn
£2.2 bn
Source: OC&C , IDG, Company estimates*Excludes mobile content
£3.5 bn £3.3 bn
*
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There are market reasons to be positive and our strategy positions us to deliver value for our owners
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2012 – 2014: Building a strong foundation
Re-sized retail estate
Focus on margin management and cash
Deepened supplier relationships
Investment in digital infrastructure
Expanded use of customer insight
2015: Growth strategy for a digital age
Market share growth in core markets
Digital growth
Deliver an omni-channel journey
Go beyond retail
Champion gaming technology
Continued Business Evolution
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Digital growth
Deliver an omni-channel journey
Go beyond retail
Champion gaming technology
Strategy for a Digital Age
Market share growth in core markets Maintain and grow leading market share of new console cycle
Grow share in existing and new preowned markets
Apply retail expertise to an expanding range of gaming, entertainment and tech products
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Market share growth in core markets
Deliver an omni-channel journey
Go beyond retail
Champion gaming technology
Strategy for a Digital Age
Digital growth
Grow sales of console downloadable content (DLC)
Grow sales of PC, mobile, F2P and other forms of ‘non-console’ DLC
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Market share growth in core markets
Digital growth
Go beyond retail
Champion gaming technology
Strategy for a Digital Age
Deliver an omni-channel journey
Optimise store footprint, utilisation and profitability
Improve cross-channel integration to increase sales and gross profit
Expand range and use of retail services offered
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Market share growth in core markets
Digital growth
Deliver an omni-channel journey
Champion gaming technology
Strategy for a Digital Age
Go beyond retail
Drive income from a growing range of gaming events and eSports
Increase in-store events programme to drive footfall and conversion
Build new revenue streams from other non-retail related gaming activities and services
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Market share growth in core markets
Digital growth
Deliver an omni-channel journey
Go beyond retail
Strategy for a Digital Age
Champion gaming technology
Monetise existing digital IP and infrastructure
Leverage emerging technologies to support future revenue growth
Support research and innovation to drive business growth
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Exclusive announcements
and preorder campaigns
Lock-ins
Trade-in launch offers
Nationwide launch events
Purchase with GAME Wallet
Exclusive editionsDLC Attach
Merchandise (in-store /
Marketplace)
Targeted campaigns via reward / CRM
Play online with ClanForge (PC)
Events and eSports
competitions
Managed server hosting for publishers
Increasing monetisation potential
Deepening supplier engagement
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Supplier Partners
Retail Events & eSports
UK’s #1 gaming festival Digital code distribution
Mobile
Deep insight into how customers and gamers shop, transact and play across platforms
17 MILLION REWARD ACCOUNTS 3 MILLION DIGITAL CUSTOMERS1.1 MILLION GAMER PLAY ACCOUNTS
600 stores across UK / Spain
Omni-channel infrastructure Major 3rd party events
eSports competitionsFlexible lease profile Managed server software
Digital Solutions
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Retail Events & eSports
Market share growth in core markets
Digital growth
Omni-channel journey
Go beyond retail
Champion gaming technology
Grow number and size of Insomnia events
Tech development to enable business growth
Innovation to increase engagement and monetisation in core business
License existing IP to 3rd
parties
Stra
tegi
c Pi
llar
Bring more gaming events to gamers
Deliver local events
Develop our range and offer
Optimise all channels
Increase customer engagement
Digital Solutions
Priorities by Division
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Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs
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1,476
354
33%
7% 47%81%
47%12%
6% 7%
Nin XB PS
33% 36% 60% 61%
Source : GFK Chart-Track
UK and Spain: Market shape & dynamics
Market Size, H1
£mMarket Online Penetration, %
Console Volume Mix, H1
%Market Value Share, H1
%Retail Digital Share, H1
%
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Stores (H1)
Avg. sq. ft.
E-commerce
M-commerce
App
Exclusives
Pre-owned
GAMETronics
GAME Wallet
Marketplace
Insomnia
UK vs. Spain
280
790
319
1,250
Watch this space
Watch this space
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UK Retail Priorities:
Drive core business by growing total customer base
and average customer lifetime value
Develop our range and offer
Optimise all channels
Improve experience and engagement
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New Physical and Digital content
£98m
New Hardware£11m
Preowned£69m
Other£29m
UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
1. Driving the core hardware and software businesses
3. Growing our digital business
4. New growth categories
2. Preowned category development
New Physical and Digital content
£98m
New Hardware£11m
Group Gross Profit£m, LTM
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GAME share of PS4/XB1 Hardware: Life to date
PS4/XB1 Hardware
37% 33%
UK Spain
Focused on customer acquisition and lifetime value
Drives volume and traffic to the business
Opportunity to drive S/W attach
Recruited 1.8 million PS4/XB1 customers to date
Installed Base (m)
14.5
4.13.30.8
UK Spain
PS3/XB360 PS4/XB1
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Exclusive announcements
and preorder campaigns
Lock-ins
Trade-in launch offers
Nationwide launch events
Purchase with GAME Wallet
Exclusive editionsDLC Attach
Merchandise (in-store /
Marketplace)
Targeted campaigns via reward / CRM
Play online with ClanForge (PC)
Events and eSports
competitions
Managed server hosting for publishers
Driving new release pre-launch activity: Preorders
Average Preorder Customer Value, 2014
£101
£393
Non Pre-order customer Pre-order customer
500,000 preorders across top titles this year
Strong preorders for upcoming titles
Preorders are highly valued by publishers
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Trade-in launch offers
Exclusive announcements
and preorder campaigns
Lock-ins
Nationwide launch events
Purchase with GAME Wallet
Exclusive editionsDLC Attach
Merchandise (in-store /
Marketplace)
Targeted campaigns via reward / CRM
Play online with ClanForge (PC)
Events and eSports
competitions
Managed server hosting for publishers
Driving new release pre-launch and launch activity: Trade-in
Over 1.2m customers have traded-in in 14/15
+10% YOY
80% of trade-ins are used to fund a new purchase
36% of PS4/XB1 new releases tied to trade-in
300,000 new trade in customers this year
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Nationwide launch events
Exclusive announcements
and preorder campaigns
Lock-ins
Trade-in launch offers
Nationwide launch events
Purchase with GAME Wallet
Exclusive editionsDLC Attach
Merchandise (in-store /
Marketplace)
Targeted campaigns via reward / CRM
Play online with ClanForge (PC)
Events and eSports
competitions
Managed server hosting for publishers
Driving new release pre-launch and launch activity: Increased programme of events
3,000 events / 150,000 customers in 2014
Strengthens supplier engagement
Increasing social and brand reach
Lock-ins
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Driving new release pre-launch and launch activity: GAME exclusives
Average Customer Value, 2014
£111
£385
Non-exclusive customers Exclusive customers
Benefits GAME and supplier margin
Exclusive customers spend up to 4X more
Increases preorder figures by up to 1/3
Major H2 exclusives
Exclusive vs. Standard SKU
+600 ppts +11%
%GM ASP
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Driving new release pre-launch and launch activity
32%
34%
UKH1 13/14 H1 14/15
New Release Week 1 Market Share New Release Week 1 Market Share
57%63%
UKH1 13/14 H1 14/15
Increasing Market Share on New Releases
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2015
Reward Re-launch
Summer Campaign
Back to Uni
It’s GAME SeasonTrade-in
campaigns
2016
Reward point events Black Friday
2015 Campaigns and Black Friday
It’s GAME Season
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star
Key Peak Releases
Perennial AAA
H1 1
5/16
New IP or new to PS4/XB1 Other significant
H1 1
4/15
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3. Growing our digital business
4. New growth categories
2. Preowned category development Core preowned
Preowned devices (GAMEtronics)
New Physical and Digital content
£98m
New Hardware£11m
Preowned£69m
Other£29m
UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
1. Driving the core hardware and software businesses
Preowned£69m
Group Gross Profit£m, LTM
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Core Preowned Performance, H1
Core UK preowned sales up 13% yoy
10 million preowned units sold (UK)
Core UK preowned £ margin up 18%
Specialist teams
High street presence
Multi-channel capabilities
Dynamic-pricing models
Leading position
Core UK preowned % margin up over 100ppts to 41.7%
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Acquisition of PS4/XB1 customers
Proportion of PS4/XB1 HW and SW preowned sales increasing
Utilise insight and CRM
Increased marketing investment to recruit customers
Driving growth in our core preowned category in 2015
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New market for GAME
Online trade-in deals
Online upgrade model
Trade-in Online
Driving growth in our core preowned category in 2015
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Range growth and product cycle
Faster centralisation of stock
Accelerate transition to higher margin product cycle
Expansion of range via Marketplace
Driving growth in our core preowned category in 2015
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Preowned Phones and Tablets (GAMEtronics) in H1 2015
Specialist teams
High street presence
Multi-channel capabilities
Dynamic-pricing models
Growing market shareH1 GAMEtronics sales up 75%
Highest cash margin product
Significant store performance differential (weekly sales)
£432
£4,231
Bottom 20 stores Top 20 stores
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Driving growth in GAMEtronics in 2015
Channel development
Review of store estate
More GAMEtronics focused Stores
Improved staff training
Trade-in online
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New services
Customer repairs
PAYG sim cards
Premium screen protection service
Trade-in of broken products
Pre-loading content
Driving growth in GAMEtronics in 2015
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Range growth
Mint range development
Centralised distribution
Core range in all stores
Driving growth in GAMEtronics in 2015
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New Physical and Digital content
£98m
New Hardware£11m
Preowned£69m
Other£29m
UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
1. Driving the core hardware and software businesses
3. Growing our digital business
4. New growth categories
2. Preowned category development
New Physical and Digital content
£98m
Group Gross Profit£m, LTM
Console Digital
Non-console Digital
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Console Digital Non-console Digital
Add-on Content
Digital Products
Full Game Downloads
CurrencySubscriptions
Downloadable Content (DLC)
PC Credit PC Downloads
POSA Free 2 Play
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Strong Digital Outperformance in both the UK and Spain
+18%+26%
UK Market GAME
+54%
GAME
Non-console Digital Growth, H1
Console Digital Sales Growth, H1
+23%
+39%
Spanish Market GAME Spain
Source: GFK-Chart Track, Company
Console Digital Market Share Increase, H1
+4%pts
GAME
+114%
GAME Spain
+12%pts
GAME Spain
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Marketing across all channels
CRM
Store staff engagement
Digital advertising
Social media
App
3 million+ Digital customers
Driving Digital Performance
% digital purchased In-store
85%
Of digital purchases made with GAME Wallet, trade-in or cash
75%
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3,503
1,511
93 42
PC Console Free 2 Play POSA
Digital Range Growth
Over 5,000 products across all platforms
More than 2,000 added in last 12
months
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Console
Increasing range of digital
Add-on content
Full game downloads
New display solutions
Offer digital promotions
AAA launch approach
PC
Increasing range of content
Publisher acquisition
New display solutions
GAME Wallet payment integration
More space in store
Mobile and Tablet
GAME Droid launch
Publisher acquisition
Mobile gaming release schedules
Launch plans
Pre-loaded content on devices
Growing our digital sales across console and non-console markets
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3. Growing our digital business
4. New growth categories
2. Preowned category development PC Category Development
Toys To Life
Licensed Products
Virtual Reality
UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
1. Driving the core hardware and software businesses
New Physical and Digital content
£98m
New Hardware£11m
Preowned£69m
Other£29m
Group Gross Profit£m, LTM
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#1 platform for PC game downloads (est. 7m UK users)
Steam consoles and controller launching in 2015/16
Opportunity to leverage specialise launch expertise
Retail partnership with Steam for launches
Continued PC category growth in 2015
Steam Consoles Accessories
Range expansion across channels and marketplace
Increased space on category
Interactive in-store displays
Monetise Multiplay customer base
POSA currency
Code to content
GAME Wallet payment integration
Target Multiplay customer base
eSports and events
Free 2 Play
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Supporting franchise growth through licensed merchandise
Total merchandise sales +60% y/y
Software only Software + mechandise
+15%
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Recruiting new customers: Toys to Life (TTL)
18%
24%26%
32%
2012 2013 2014 2015ytd
GAME Market Share of TTL, %
Total TTL category 2012-2014
value growth+18%
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Recruiting new customers: Skylanders case study
4 4 5 57
9
1210
<13 13-16 17-20 21+
Non Skylanders Skylanders
£119
£236
£312 £337
2011 2012 2013 2014
Average Transaction Frequency by age group 2011 Skylanders Customers: Average Customer Value
Opportunity to engage customer base at a younger age and extend customer value
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At the forefront of Virtual Reality in retail
Partners we are working with What we are working on
Launch partnerships
In-store demoing
Specialist training
Events
Why partner with GAME
Best advice on format and range
Best attach on new release hardware
In-store experience
Events exposure
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UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
2. Optimising our store portfolio
1. Enabling the full potential of our teams
3. Strengthening our omni-channel approach
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Staff Friendliness Staff Knowledge Likelihood to recommend
GAME 82% GAME 79% GAME 82%Avg. 81% Ave 74% Avg. 74%
The best stores and teams for gamers and gifters
Empowering store managers
Continuously improving customer service levels in store and online
Award winning training programmes
Ongoing team development
New online customer service IT platform
Source SMG Global Speciality Retail Concepts: 1 Jan 15–31 Mar 15
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No loss making stores
Active estate management
Improving site locations
Working with major landlords to explore out of store experiences
Reviewing partnership opportunities
Strategic move to increase footprint in London
London UK Average (ex. London)
Regional Market Share
+3.2%
Average lease length across estate 2.2 years (UK)
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Enhancing the store experience
Adding digital screens
Evaluating new concepts
Opportunities for eSports and events
Franchise partnerships
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Investing across our channels to drive ACV
£89
£202
£429
£720
Online only Store only Store and online Store, online and App
Average Customer Value by Channel
+18% total spend yoy
+10% total spend yoy
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Online development
New site launched October 2014:
Unique users 10%
Orders 18%
Conversion 0.35%pts
Drop out rate 2.54%pts
Basket size1.23%pts
+8% increase in traffic y/y
55 million unique
visitors in H1
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Marketplace Launched February 2015
Major new initiative
Range expansion
Building franchises
Driving online traffic
Underpins specialist proposition
Over 70,000 products
8X increase in online SKU count
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Growing Marketplace
In-store trials
Marketplace vendors at events
On boarding more vendors
Increasing SKU count
Customer and product insight
SoftwareElectronicsAccessoriesHardwareToys & CollectiblesClothingMoviesOther
Sales split by category
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2015 Multi-channel developments
2015
App 2.0New
mCommerce site
Order and Collect
GAME FinanceOnline Trade-in
2016
Online customer journey
optimisation New tablet site
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UK Retail Priorities:
Develop our range and offer
Optimise all channels
Improve experience and engagement
2. Using insight effectively
1. Prioritising customer centricity
3. Enhancing our channel experience
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Today’s agenda
Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs, Group CEO
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FRED PREGOInsight and Marketing Director
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Customer Insights: informing everything we do
BIG DATA driving a positive outcome for GAME
and its suppliers.
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1.1Million
3.9Million
17.9Million
Source: GAME Digital plc April 2015
Huge insight databases
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1.1Million
3.9Million
17.9Million
23 MillionShopping, buying, playing
Source: GAME Digital plc April 2015
Huge insight databases
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Insight development roadmap
2012 Today Ongoing development
Outsourced (1 internal analyst)
Data held externally
7 days old
Limited research capabilities
Restricted loyalty control or analysis
10 strong data insight team
Single internal, database
Limitless analysis, 24 hour response
Detailed segmentation on all shopper types
9,000 strong GAME research panel
Manual CRM Targeted CRM activity; partially automated
Investing in team
Live dashboards
Publisher integration
Real-time analysis
Personalised engagement plans
Continued increase in automation
Team
Data
Rese
arch
CRM
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Customer database
Transactional data
Web non-Reward
App data
Web metrics
Publisher data
CRM data
Social andcommunity data
Now includes Scan it!
Now includes automated
emails
Fully integrated with 2 publishers
Now includes Market Place
Now includes GAME wallet
GAMEInsight
GAME UK Insight: Multiple Data Sources Aggregated in a Single Database
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17.9MTotal insight base
13.5MReward card customers
1.2MXBL / PSN customers in LTM
2.8MDigital customers
1.3MSocial media followers
0.5MOmni-channel customers
GAME UK customer base
0.8MNew customers in 2014
42%Bought new gen
33%Bought digital content
47%New in Peak 2014
NEW CUSTOMERS
1.8MNew gen customers in
database
19%New GAME customers
68%Buying digital
92%Reward customers
NEW GEN CUSTOMERS
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Segment Engagement Strategy
Av. Transaction Frequency
Av. Transaction Value
Driving incremental
revenue
8 Best Customers Show them love and sell them everything new!
7 Better Customers Encourage further loyalty
6 Good Customers “Pin-point” targeting
5 Only on Promotion Communication of “Knock-out deals”
4 Online/ new title Develop online relationship
3 Accessories & download only Specific product targeting
2 Anniversary purchase Seasonal targeting
1 In store / new title / often Encourage new gen engagement
Driving conversion into incremental revenues through unique shopper segmentation
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Segment Engagement Strategy
1 In store / new title / often Encourage new gen engagement
Source: GAME Insight Database 1st April 2014 – 31st March 2015
50% Upgraded to
new gen (vs. 20% base)
Driving conversion into incremental revenues through unique shopper segmentation
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Segment Engagement Strategy
5 Only on Promotion Communication of “Knock-out deals”
Source: GAME Insight Database 1st April 2014 – 31st March 2015
18% Increase in ATV YTD
Driving conversion into incremental revenues through unique shopper segmentation
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Segment Engagement Strategy
6 Good Customers “Pin-point” targeting
Source: GAME Insight Database 1st April 2014 – 31st March 2015
13% Increase in ATF YTD
Driving conversion into incremental revenues through unique shopper segmentation
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Segment Engagement Strategy
8 Best Customers Show them love and sell them everything new!
Source: GAME Insight Database 1st April 2014 – 31st March 2015
13% Increase in ATV YTD
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Driving conversion into incremental revenues through unique shopper segmentation
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Day 0
Source: GAME Insight Database April 2015
New Generation Hardware Customers: Automated CRM programme
Day 30Day 25Day 20Day 15Day 10Day 5Day 1
Welcome
Thanks for buying!
Welcome to GAME reward!
GAMEcare
Protect your console!
Digital
Digital benefits and education
Earn rewards!
Accessories
Need a headset or steering
wheel?
Earn rewards!
Movies
Targeted movie promos
Offers
Trade-in
Preowned
New to Digital
Digital guides
Console purchase
31% incremental spend in first 6 months vs. control
High skew to digital and accessories
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“New to reward” Email automated and personalised programme
Email 1
Email 3
Source: GAME Digital plc April 2015
Email 2
In-store sign-up
No App account
No Reward points
Female, age 45
“The GAME app makes it
easier to track your spend and
save money”
43% incremental spend in first 3 months vs. control
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Are you ready for Game of Thrones?
Can’t see any images? V iew web based version
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How will insight and marketing support our growth ambitions?
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Example Insight Support
2. GAMEtronics
1. Toys To Life
3. PC
4. Preparing for VR
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Pestered parents
Parents are old gamers who want to introduce their kids to gaming
Drive market share of this growing category
CRM, in-store events
Limited spend, big revenue opportunity
Target
Insight
Opportunity
Marketing Strategy
Investment / ROI
Source: GAME Digital plc April 2015
Toys To Life
10%
16%
35%
39%
PEGI 12-14
PEGI 15-17
PEGI 18
PEGI 3-12
Software purchased in 6m prior
4 4 5 579 12 10
<13 13-16 17-20 21+
Non Skylanders Skylanders
ATF by age group
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Young adults, male and female
Most customers own a laptop or PC yet only 11% buy PC digital or accessories17% ready to buy pre-owned phone26% ready to buy pre-owned tablet
Converting existing customers and huge new audience to target
Targeted advertising, in particular radio and Out Of Home (OOH) Own channels; in particular CRM
Significant but targeted spend, big revenue opportunity
Target
Insight
Opportunity
Marketing Strategy
Investment / ROI
Source: GAME Digital plc April 2015
Growing GAMEtronics
Old Phones
Mobile Phones
25%
8%
38%
3%
24%2%
Give to family/friends
Recycle
Sell/trade-in
Throw away
Keep
Other
1% 18%
81%
Don't own
Change at leastonce a year
Change less thatonce a year
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GAME customer base and Multiplay customer base
Over 90% of our current customers own a laptop or PC yet only 11% of our base buy PC digital or accessories from us.
Engage GAME/Multiplay customers on buying PC equipment, accessories and digital
Incentivise PC purchase engagement with our own audienceLeverage Multiplay events to build awareness and drive purchase
Limited spend (own channels), big revenue opportunity
Target
Insight
Opportunity
Marketing Strategy
Investment / ROI
Source: GAME Digital plc April 2015
PC
Purchase of PC items in our base, % by segment
GAME customer base
0%
10%
20%
30%
40%
50%
1 2 3 4 5 6 7 8
Own console Own Desktop/Laptop
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20%
50%
60%
Average 1 8
Segment 8 (early adopters) and Segment 1 (brand conscious)
80% of people who have raised an interest for VR are from segment 8!
Get quickly big market share to dominate the VR category from our 2 best segments (800k customers)
In-store experiential events, CRM / personal shopper experience
limited spend, big revenue opportunity
Target
Insight
Opportunity
Marketing Strategy
Investment / ROI
Source: GAME Digital plc April 2015
Launching VR
PS4/XB1 Adoption by segment
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69%63%
16%17%14%15%
They reward those that love gamingThey reward those that buy gifts for game lovers
Total Brand perceptions % Agree
Source: GAME Brand Tracker, January 2015, SPA Future Thinking
More than half of GAME’s loyalty
scheme consider is to be superior to other,
similar ones
Reward is a key brand strength of GAME
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Launch Merge with Gamestation programme
App Launch
Reward when Trade in
1997 2013
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2014 2015 2016
VIP
Clubs on App
Dynamic Accolades
Non Reward Receipts
Social Integration
Personalised Offers
Geo - Location Offers
Subscriptions
Part of GAME Wallet Partner Offers
Clubs
Weekly Online Offers
Push Online
70% Use Monthly
69% Feel rewarded
53% Best Loyalty Programme
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Today’s agenda
Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs
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GAME ESPORTS AND EVENTS
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Today we will cover:
1. Industry overview
2. The Multiplay business and future potential
3. Conclusion
Increase Insomnia events
Bringing more gaming events to gamers
Deliver local events
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1. Industry overview
2. The Multiplay business and future potential
3. Conclusion
Increase Insomnia events
Bringing more gaming events to gamers
Deliver local events
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Events and eSports have changed
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Growth in ‘non-eSports’ events e.g. MineCon, ComicCon
Professionalisation of eSports industry
Explosive growth in on and off line eSports participation
YouTube, Twitch and social media
The Minecraft phenomenon
Increasing mainstream acceptance and commercialisation
Source: New Zoo
And they will continue to change
71.5
205
2010 2011 2012 2013 2014
eSports global audience (millions)
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13m 56m 19m 117m
0m 50m 100m 150m 200m
Regularly participates Regularly watchesSometimes plays Sometimes watches
54 53
34 29 26 24 23 22
Call ofDuty
FIFA Minecraft World ofWarcraft
League ofLegends
World ofTanks
StarCraft DOTA 2
Global eSports Audience in 2014
Franchise Popularity, % of players (UK)
Total Gaming Population
65% of adults 16-78 years old
99% of 8-15 year olds
DNA of the eSports enthusiast
Source: New Zoo
% of gamers who watch or participate
16%
% of enthusiasts who are big spenders
22%% of enthusiasts who are married
50%
21-35 year olds, %
60%
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1. Industry overview
2. The Multiplay business and future potential
3. Conclusion
Increase Insomnia events
Bringing more gaming events to gamers
Deliver local events
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April - The BIGGEST Insomnia Event to date
Digital Services Launched
1st Insomnia event
1997 1999 2002 2015 2015
March - Joined GAME
Multiplay founded
Our history
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EVENTS NETWORKS
INSOMNIA GAMING FESTIVAL
ESPORTS
BYOC
EXPO
YOUTUBERS
TRADITIONAL GAMES
CONTRACT EVENT MANAGEMENT
CONVENTIONS
EXPERIENTIAL
ROADSHOWS
EQUIPMENT HIRE
BRAND MANAGEMENT
CONSUMER SERVICES
GAMESERVERS
VOICE SERVERS
DEDICATEDS
COMMUNITY
ENTERPRISE
SERVICES
INFRASTRUCTURE
DEVELOPMENT
HOSTING
SaaS & CDN
MANAGED SERVICES
ESPORTS
PRODUCTION & BROADCAST
TOURNAMENT MANAGEMENT
TALENT SOURCING
PLATFORM SERVICES
CONSULTANCY
What we do
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A large and growing attendee and online Insomnia gamer audience to engage with
A platform from which to launch new gaming events in the UK, Spain and internationally
Specialist eSports and gaming event management team, contracts and experience
Portfolio of digital services and Worldwide digital consumer base
20 years experienceReliability and agility–
proven track record
Media relationships with eSports casters and YouTube networks
Gaming technology infrastructure and digital team for supplier and gamer engagement
What we bring to GAME
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CONTRACT EVENT MANAGEMENT
CONVENTIONS
EXPERIENTIAL
ROADSHOWS
EQUIPMENT HIRE
BRAND MANAGEMENT
NETWORKS
CONSUMER SERVICES
GAMESERVERS
VOICE SERVERS
DEDICATEDS
COMMUNITY
ENTERPRISE
SERVICES
INFRASTRUCTURE
DEVELOPMENT
HOSTING
SaaS & CDN
MANAGED SERVICES
ESPORTS
PRODUCTION & BROADCAST
TOURNAMENT MANAGEMENT
TALENT SOURCING
PLATFORM SERVICES
CONSULTANCY
EVENTS
INSOMNIA GAMING FESTIVAL
ESPORTS
BYOC
EXPO
YOUTUBERS
TRADITIONAL GAMES
What we do
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The Glastonbury of Gaming
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Insomnia 54 – April 2015
Video Coverage
Total unique Stream views: 272kTotal video plays: 495kMaximum concurrent views: 8kMinutes watched: 3.7m
YouTubers Exposure (Event Vlogs & promotion)
Views: 11m Total YouTuber Subs: 45m
eSports Tournaments
Total prize money: £25k Total Teams: 168Total players: 1300
Website
Total visits: 641kUnique visitors: 405kPage views: 1.6mFlickr views: 2.6m
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Insomnia growth
0
200,000
400,000
600,000
800,000
1,000,000
1,200,000
2012 2013 2014 2015 (p)
Annual Ticket Revenue
+56% CAGR
0
20,000
40,000
60,000
80,000
100,000
120,000
2011 2012 2013 2014 2015 (p)
Annual Footfall
+37% CAGR
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Grow the Insomnia brand
Continue expansion in size and scope
Increase B2B spend
Increase share of consumer spend
eSports growth & streaming
YouTube / Twitch partnership
UK Expansion
International Expansion
Store Involvement
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INSOMNIA GAMING FESTIVAL
ESPORTS
BYOC
EXPO
YOUTUBERS
TRADITIONAL GAMES
NETWORKS
CONSUMER SERVICES
GAMESERVERS
VOICE SERVERS
DEDICATEDS
COMMUNITY
ENTERPRISE
SERVICES
INFRASTRUCTURE
DEVELOPMENT
HOSTING
SaaS & CDN
MANAGED SERVICES
ESPORTS
PRODUCTION & BROADCAST
TOURNAMENT MANAGEMENT
TALENT SOURCING
PLATFORM SERVICES
CONSULTANCY
EVENTS
What we do
CONTRACT EVENT MANAGEMENT
CONVENTIONS
EXPERIENTIAL
ROADSHOWS
EQUIPMENT HIRE
BRAND MANAGEMENT
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00
200,000
400,000
600,000
800,000
1,000,000
1,200,000
FY12 FY13 FY14 FY15 (p)
B2B Contract Event Revenue (Excluding Minecon)
ConventionsMineconRunefest
Activity DeliveryEGXGadget Show
Trade ShowsParadoxVersus EvilJagex
Press EventsWarnerParadoxPremier PRIndigo Pearl
eSportsCOD XPGiffgaffIPLWCG
RoadshowsInjustice EU WCG
Stage Production and Broadcast
Existing event services
+50% CAGR
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Growing gaming events
LEVERAGE GAME’S SUPPLIER RELATIONSHIPS TO TAKE GAMING EVENTS FURTHER!
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CONTRACT EVENT MANAGEMENT
CONVENTIONS
EXPERIENTIAL
ROADSHOWS
EQUIPMENT HIRE
BRAND MANAGEMENT
INSOMNIA GAMING FESTIVAL
ESPORTS
BYOC
EXPO
YOUTUBERS
TRADITIONAL GAMES
NETWORKS
CONSUMER SERVICES
GAMESERVERS
VOICE SERVERS
DEDICATEDS
COMMUNITY
ENTERPRISE
SERVICES
INFRASTRUCTURE
DEVELOPMENT
HOSTING
SaaS & CDN
MANAGED SERVICES
EVENTS
What we do
ESPORTS
PRODUCTION & BROADCAST
TOURNAMENT MANAGEMENT
TALENT SOURCING
PLATFORM SERVICES
CONSULTANCY
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Founded in eSports, continues to be a cornerstone of our services.
Custom-built tournament systems for ladders, leagues and cups
Specialist eSports team to consult and deliver for clients
Extensive broadcast experience, including all necessary equipment and plans for a studio
eSports
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DRIVING COMMUNITY ENGAGEMENT THROUGH
ESPORTS
Public Play
Casual Tournaments
Clan Tournaments
Semi-Pro
Pro
Deliver an increasing number of local eSports & gaming events
OTHERS
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eSports – Monetisation through engagement
VIP programmes
All audiences - from casual
to pro
Crowd funding
Reward points for playing
Reward database and
insight
Complete yearly lifetime
customer value
Social community interaction
Targeted CRM, app push
etc…
47%are likely to purchase new
content after attending an event
38%are likely to buy goods or
services from a brand used or showcased
78%are likely to spend money on in-game content within a week of
attending an event
86%feel more enthusiasm for a
game after an event
LIFETIME VALUE
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eSports – The Multiplay / GAME Advantage
WELL PLACED TO BE THE MARKET LEADER OF THE FUTURE ESPORTS MARKET!
A PROVEN SUSTAINABLE MODEL – NOW WITH ROCKET FUEL!
END TO END ENGAGEMENT OF THE COMPLETE PYRAMID
Venues
StoresInsomnia Cinemas
Online Destination
eSports platform
Expertise
20 years in eSports
Audience
Reward card holders
Multiplay database
Established Brands
Flagship events High Street brand
Broadcast
Build out Twitch & YouTube channels
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PUBLISHER FUNDED
1.
CROWDFUNDING
2.
BROADCAST ADVERTISING / MEDIA RIGHTS
4.
TICKETING & SPONSORSHIP
3.
The eSports opportunity
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1. Industry overview
2. The Multiplay business and future potential
3. Conclusion
Increase Insomnia events
Bringing more gaming events to gamers
Deliver local events
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INSOMNIA
EVENTS MANAGEMENT
GAMING SERVICES
CLANFORGE
COMMUNITY
STORES/WEB/APP
LOCK INS
CONSUMER EVENTS
MIDNIGHT LAUNCHES
COMMUNITY
OWNING THE GAMER’S
EXPERIENCE
INSIGHT
Building the most valuable community of gamers
CUSTOMER LIFETIME VALUE
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Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs, Group CEO
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Leveraging our digital solutions capability into new and existing markets
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DELIVERING A CONNECTED EXPERIENCE
CORE OPERATIONAL BUSINESS DIGITAL SOLUTIONS : Enabling technology
CLANFORGESERVER HOSTING
DIGITAL CODE DISTRIBUTIONGAME E-WALLETSCAN IT
SERVICES
GAME Digital Solutions
Working in partnership with agile technology businesses
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Developing an engagement platform
OWN THE GAMERS EXPERIENCE
GAME Servers
Matchmaking services
Forums
Lobby
Moderated Channels
Voice Servers
Tutorials
Self-help forums
Streamed content
YouTube shows
GAME.TV
eSports Tournements
From casual to pro
Online & offline
Community-generated content
Curated content
Reviews
GET HELPPLAY CHAT WATCH COMPETE READ
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Hosting Services – Consumer
150+ games supported
10+ million players per month
28 points of presence across 5 continents
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Drive digital growth – B2C Drive
US32%
GB31%
SE8%
AU5%
DE5%
NL4%
RU4%
CA3%
FR3%
Others5%
Leverage GAME user base
Website development and localisation: DE, FR and ES markets are huge
0
5000
10000
15000
20000
25000
30000
Jan 10 Jan 11 Jan 12 Jan 13 Jan 14 Jan 15
Active Consumer Services% B2C revenue by location
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FY12 FY13 FY14 FY15 (p)
Enterprise Hosting Revenue
Hosting services – Enterprise
Worldwide game hosting NexonEA Bohemia Paradox Hi-Rez
Enterprise hosting IGN EutechnyxChucklefishRobocraftKSP
Design and build consultancy Telefonica EutechnyxIGNBohemia
Cloud integration in progressGoogle Compute Microsoft Azure
+116% CAGR
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Drive digital growth – Fixing Publisher Hosting Pain
“Fix this problem and we could open two new studios with the money we would save”
Don’t guess, automatically scale using Clanforge® technology
Amazon and other cloud services simply do not work for most games. They are also expensive!
Microsoft Azure and Google Compute both interested in our technology and making it work on their platform. Azure has no tools for games!
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Delivering a connected experience
EASE OF TRANSACTION
DISCOVERY
RELEVANT RANGE
CUSTOMER ENGAGEMENT
IN STORE
ONLINE ON THE MOVE
EVENTS
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GAME Digital Solutions
Code DeliveryAt Till
Code Delivery By Email
Content Discovery
Interactive Customer Experience
QR Scanning At Till
Secure payment solution for digital
content
Curated Android App & Tablet Store
Integrates With Wallet And App
DIGITAL CODE DISTRIBUTION
SCAN IT! GAME WALLET GAME DROID
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Digital code and fulfilment
Engaged with key partnersPUBLISHER/SUPPLIER
GAME CODEBANK
GAME DIGITAL SERVICES
END CONSUMER
STORES E-COM M-COM APP
CUSTOMER REWARDS CUSTOMER INSIGHT
WAYS TO PAY
GAME WALLET
TRADE IN
CASH
CREDIT / DEBIT
REWARD POINTS
20+ million codes sold
5,000+products in catalogue
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Trade ins
Reward
Cash
Gift Card
WALLETTHE CURRENCY FOR GAMERS
In store
E-comm
M-comm
App
Multiplay events
GAME Droid
Partner platforms
GAME Wallet – a secure payment solution
Magic button
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Integrated into all channels*
Over 500,000 Registered users
*Online in April 2015
Our GAME Wallet customer base
£27.7 millionCustomer total credit value (UK)
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Our GAME Wallet offers a unique proposition
Trade inPay in store
Pay online
Full insight
Store in Wallet
NFC REWARD
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PUBLISHING PARTNERS
NON-CONSOLECONTENT
PLATFORMS & PAYMENT GATEWAYS
MOBILE
BUILDING PARTNERSHIPSNEW GLOBAL PARTNERSHIP
Humble Bundles are a series of collections of digital games that are sold and distributed online at a price
determined by the purchaser.
Our GAME Wallet offers a unique proposition
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World’s largest product augmented reality solution with over 2,500 products
A key engagement tool within the GAME app to promote brands and products
Over 750,000 scans to date – each scan tracked and feeding insight
LAUNCHED OCTOBER 2014
Scan It – Bringing content to life
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Internal partnerships
External opportunities
Scan and Pay
New product ranges
3D scanning
Scan It theatre
FURTHER OPPORTUNITIES
Scan It – Bringing content to life
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GAME’s innovation area to trial out new concepts
Focused on finding digital solutions for retail and improving customer experiences
Scan It Digital movies
GAME Tech Lab - our centre of innovation
PRODUCTS TO DATE IN PROGRESS
I-beacon in stores
Marketplace in store
In store personalisation
Digital signage
One Account
CodebankAppScan itDroidMarketplaceGame Wallet
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Market and Strategy Update Martyn Gibbs, Group CEO
UK Retail Charlotte Knight, UK Retail MD
Insight and Customer Strategy Fred Prego, Insight and Marketing Director
Digital Solutions Andy Grainger, CTO
eSports and Events Craig Fletcher, CEO & Founder of Multiplay
Closing Remarks and Q&A Martyn Gibbs, Group CEO
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Retail Events & eSports
Market share growth in core markets
Digital growth
Omni-channel journey
Go beyond retail
Champion gaming technology
Grow number and size of Insomnia events
Tech development to enable business growth
Innovation to increase engagement and monetisation in core business
License existing IP to 3rd
parties
Stra
tegi
c Pi
llar
Bring more gaming events to gamers
Deliver local events
Develop our range and offer
Optimise all channels
Increase customer engagement
Digital Solutions
Priorities by Division
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Understanding GAME
DRIVING CUSTOMER RECRUITMENT AND LIFETIME VALUE
The gaming market
BUILDING THE MOST VALUABLE COMMUNITY OF GAMERS
Black Friday and Peak opportunity
Virtual Reality and Nintendo
eSports and events
Digital solutions
Global supplier engagement
Insight from Big data
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BUILDING THE MOST VALUABLE COMMUNITY OF GAMERS