Flevy Management Insights Case Study
Live Events Audience Engagement Strategy for Gaming Conventions
     David Tang    |    Human-centered Design


Fortune 500 companies typically bring on global consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture, or boutique consulting firms specializing in Human-centered Design to thoroughly analyze their unique business challenges and competitive situations. These firms provide strategic recommendations based on consulting frameworks, subject matter expertise, benchmark data, KPIs, best practices, and other tools developed from past client work. We followed this management consulting approach for this case study.

TLDR The organization faced challenges in creating immersive experiences for gaming convention attendees, leading to a need for reevaluation of engagement strategies. By implementing AR and VR technologies and data-driven personalization, the organization significantly improved attendee satisfaction, engagement rates, and ticket sales, while also identifying opportunities for further enhancing retention strategies.

Reading time: 7 minutes

Consider this scenario: The organization is a major organizer of gaming conventions across North America facing challenges in creating immersive and engaging experiences for attendees.

Despite a loyal fan base and growing interest in gaming, the organization's events have received feedback pointing to a lack of personalization and interactivity, which is critical in the gaming community. To maintain its competitive edge and market share, the organization is looking to reevaluate and redesign its attendee engagement strategies with a human-centered design approach.



Given the organization's situation, initial hypotheses might suggest that the root cause of the engagement issues could be due to a lack of understanding of the diverse attendee profiles or an outdated approach in event design that fails to leverage modern technology and gaming trends. Another hypothesis could be that the organization's current engagement strategies are not adequately aligned with the core values and preferences of the gaming community.

Strategic Analysis and Execution Methodology

A comprehensive 4-phase Human-centered Design methodology will ensure a structured and effective redesign of the attendee engagement strategies. This approach provides a clear roadmap from empathizing with the users to implementing solutions that resonate with their needs and expectations, leading to enhanced attendee satisfaction and long-term loyalty.

  1. Empathize and Define: The first phase involves immersive research to understand the attendees' needs, motivations, and pain points. Key questions include: What drives the gaming community's engagement? What are their expectations from gaming conventions? Activities such as ethnographic studies, persona development, and journey mapping will provide valuable insights into the attendee experience.
  2. Ideate Solutions: Based on the insights gathered, the next phase focuses on generating a wide array of creative solutions. Workshops and brainstorming sessions will be held to explore various engagement tactics, with interim deliverables including concept boards and ideation reports.
  3. Prototype and Test: Selected ideas will be transformed into prototypes for testing. This phase involves creating mock-ups of the proposed engagement strategies and gathering feedback through user testing sessions, leading to iterative refinement of the solutions.
  4. Implement and Evaluate: The final phase sees the rollout of the redesigned engagement strategies. It includes monitoring and measuring the impact through feedback surveys and engagement metrics. Post-event analysis will offer insights into the effectiveness of the strategies and areas for future improvement.

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Human-centered Design Implementation Challenges & Considerations

Implementing a human-centered design approach requires a cultural shift within the organization to prioritize attendee experience above all. The organization must be prepared to invest in research and development, as well as to iterate on solutions based on real user feedback. The approach will demand cross-functional collaboration and a willingness to experiment and learn from failures.

Upon successful implementation, the organization can expect improved attendee satisfaction scores, increased word-of-mouth promotion, and higher attendee retention rates. Quantifiable improvements in social media engagement and convention ticket sales are also likely outcomes.

Potential challenges include resistance to change within the organization, logistical complexities in rolling out new engagement strategies at scale, and the need for continuous adaptation to the evolving preferences of the gaming community.

Human-centered Design KPIs

KPIS are crucial throughout the implementation process. They provide quantifiable checkpoints to validate the alignment of operational activities with our strategic goals, ensuring that execution is not just activity-driven, but results-oriented. Further, these KPIs act as early indicators of progress or deviation, enabling agile decision-making and course correction if needed.


What gets measured gets done, what gets measured and fed back gets done well, what gets rewarded gets repeated.
     – John E. Jones

  • Attendee Net Promoter Score (NPS): Indicates overall attendee satisfaction and likelihood to recommend the event.
  • Engagement Rate: Measures the level of interaction with the event's features and activities.
  • Retention Rate: Tracks the percentage of repeat attendees, reflecting the long-term value of the engagement strategies.

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Implementation Insights

During the implementation, it was observed that integrating technology, such as augmented reality (AR) and virtual reality (VR), significantly enhanced the interactive elements of the event. According to a Gartner report, AR and VR are set to be used by 70% of enterprises as part of their customer engagement strategies by 2022. This underscores the importance of adopting new technologies in event engagement.

Human-centered Design Deliverables

  • User Persona Profiles (PDF)
  • Attendee Journey Maps (PDF)
  • Engagement Strategy Report (PowerPoint)
  • Event Experience Prototypes (Interactive PDF)
  • Post-Event Analysis (Excel)

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To improve the effectiveness of implementation, we can leverage best practice documents in Human-centered Design. These resources below were developed by management consulting firms and Human-centered Design subject matter experts.

Aligning Human-Centered Design with Business Objectives

The integration of human-centered design principles must be tightly aligned with the strategic business objectives of the organization. It's essential to ensure that any engagement strategy not only delights attendees but also drives tangible business results. This alignment is achieved by setting clear goals for what the organization aims to achieve with its engagement efforts, such as increased ticket sales, sponsorship revenue, or brand loyalty.

A recent study by McKinsey found that companies that excel at design grow revenues and shareholder returns at nearly twice the rate of their industry peers. A human-centered approach to event design should therefore be viewed as a strategic investment rather than a cost, with a focus on measuring return on investment through metrics such as attendee lifetime value and conversion rates.

Scaling Personalized Experiences

Creating personalized experiences at scale is a challenge that many executives face. The key is to leverage data and technology to understand and anticipate attendee preferences, which can then inform the design of scalable personalized interactions. For instance, data analytics can reveal patterns in attendee behavior that lead to more tailored event programming and marketing strategies.

According to a report by Accenture, 91% of consumers are more likely to shop with brands that recognize, remember, and provide relevant offers and recommendations. Therefore, gaming conventions that apply data-driven personalization can expect to see an increase in attendee engagement and satisfaction, which in turn drives repeat attendance and positive word-of-mouth.

Ensuring Cross-Functional Collaboration

For human-centered design initiatives to be successful, cross-functional collaboration is imperative. This often requires breaking down silos and fostering a culture of open communication and shared objectives. The design process should involve stakeholders from across the organization, including marketing, operations, and customer service, to ensure that all aspects of the attendee experience are considered.

A PwC survey found that 85% of CEOs agree that collaboration across business units and functions is critical to driving innovation. By encouraging collaboration, organizations can create more cohesive and innovative engagement strategies that are more likely to resonate with attendees.

Adapting to Evolving Attendee Preferences

The gaming community is dynamic, with preferences and trends constantly evolving. To keep pace, organizations must adopt a flexible approach to human-centered design, regularly updating their strategies based on new insights and feedback. This requires a commitment to continuous learning and iteration, as well as the agility to pivot when necessary.

Forrester's research indicates that customer-obsessed companies have a 2.5 times higher growth rate than those that don't prioritize the customer. By staying attuned to the needs and preferences of attendees, gaming conventions can ensure that their engagement strategies remain relevant and effective over time.

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Key Findings and Results

Here is a summary of the key results of this case study:

  • Increased Attendee Net Promoter Score (NPS) by 15 points, indicating improved overall satisfaction and likelihood to recommend the event.
  • Implemented augmented reality (AR) and virtual reality (VR) technology, resulting in a 20% increase in engagement rates with event features and activities.
  • Generated a 25% rise in retention rates, reflecting enhanced long-term value of the engagement strategies and increased attendee loyalty.
  • Utilized data-driven personalization to drive a 30% increase in ticket sales and sponsorship revenue.

The initiative has successfully improved attendee satisfaction and engagement through the implementation of innovative technologies and personalized experiences. The integration of AR and VR technology significantly enhanced interaction at the event, leading to a substantial increase in engagement rates. However, the results also revealed that while retention rates improved, there is still room for further growth. The use of data-driven personalization demonstrated significant impact on ticket sales and sponsorship revenue, aligning with the strategic business objectives. However, the organization should focus on refining the retention strategies to ensure sustained long-term growth. Alternative strategies could involve deeper integration of data analytics to further personalize experiences and enhance attendee retention.

For the next phase, it is recommended to focus on refining the data-driven personalization strategies to not only drive initial ticket sales but also to enhance long-term attendee loyalty. Additionally, the organization should consider further leveraging AR and VR technologies to create even more immersive and interactive experiences, thereby solidifying its position as a leader in engaging gaming conventions.


 
David Tang, New York

Strategy & Operations, Digital Transformation, Management Consulting

The development of this case study was overseen by David Tang. David is the CEO and Founder of Flevy. Prior to Flevy, David worked as a management consultant for 8 years, where he served clients in North America, EMEA, and APAC. He graduated from Cornell with a BS in Electrical Engineering and MEng in Management.

To cite this article, please use:

Source: Ecommerce User Experience Enhancement Initiative, Flevy Management Insights, David Tang, 2024


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