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Flevy Management Insights Case Study
Strategic Growth Plan for Professional Sports Team in E-Sports Arena


Fortune 500 companies typically bring on global consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture, or boutique consulting firms specializing in Strategic Planning 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.

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Consider this scenario: A premier professional sports team operating within the highly competitive E-sports industry faces the strategic planning challenge of diversifying revenue streams while enhancing fan engagement in a market experiencing a 20% year-over-year growth.

The organization confronts external pressures from an increasingly saturated market with new teams and leagues, leading to a fragmented audience and a 15% decline in viewer loyalty. Internally, the team struggles with leveraging digital platforms effectively to monetize content and create personalized fan experiences. The primary strategic objective is to innovate the fan engagement model and establish new revenue channels to sustain growth and market position.



The organization, despite its strong brand in the E-sports industry, is trailing in the digital transformation race, which is pivotal for staying relevant and competitive. The rapid evolution of digital platforms offers both a challenge and an opportunity, suggesting that the team's current digital strategy may be inadequate for capitalizing on the growing global E-sports audience, now estimated at over 450 million people worldwide according to Newzoo.

Competitive Analysis

The E-sports industry is witnessing unprecedented growth, characterized by a surge in audience size and an expansion of revenue sources beyond traditional game winnings.

  • Internal Rivalry: The internal competition is intense with numerous teams vying for sponsorship, talent, and viewer attention, making differentiation increasingly difficult.
  • Supplier Power: Relatively low due to the abundance of available gaming platforms, software, and equipment suppliers.
  • Buyer Power: Highly elevated, as fans have a plethora of choices regarding teams and content, leading to lower loyalty levels.
  • Threat of New Entrants: Moderate, given the high initial investment for competitive entry but offset by the low barriers to creating amateur teams.
  • Threat of Substitutes: High, with alternative entertainment options such as streaming services drawing attention away from E-sports.

  • Shift towards digital and mobile viewing platforms creates opportunities for direct fan engagement and monetization through exclusive content and merchandise. However, there's a risk of diluting the live event experience.
  • Emergence of global tournaments offers the chance to expand the team's international presence but requires significant investment in player development and training.
  • Increasing corporate sponsorships highlight the commercial viability of E-sports but necessitate a more professional approach to brand partnerships and content delivery.

The STEER analysis—covering Socio-cultural, Technological, Economic, Environmental, and Regulatory factors—indicates a favorable climate for growth in the E-sports industry. However, regulatory scrutiny and environmental concerns around digital infrastructure's energy consumption present potential challenges.

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Internal Assessment

The team exhibits exceptional talent and a strong competitive record but lacks a cohesive digital marketing strategy and has underutilized analytics for fan engagement and revenue optimization.

SWOT Analysis

Strengths include a dedicated fan base and a strong brand in the E-sports community. Opportunities lie in leveraging digital platforms for deeper fan engagement and exploring new revenue models like virtual merchandise. Weaknesses are evident in digital marketing and analytics capabilities. Threats consist of increasing competition and the volatility of fan loyalty in the digital age.

Distinctive Capabilities Analysis

Key capabilities should center on digital innovation, fan engagement, and brand partnerships. The gap in digital marketing and analytics represents a critical area for development to support strategic objectives.

Gap Analysis

Identified gaps include digital engagement strategy, analytics for decision-making, and diversification of revenue streams. Addressing these will be crucial for maintaining competitive advantage and achieving strategic growth objectives.

Learn more about Digital Marketing Strategy Competitive Advantage

Strategic Initiatives

  • Digital Transformation for Enhanced Fan Engagement: Accelerate the adoption of digital technologies to create personalized fan experiences and open new channels for content monetization. This initiative aims to deepen fan loyalty and unlock new revenue streams. The value creation comes from increased fan engagement leading to higher merchandise sales, sponsorship deals, and content monetization opportunities. Resources needed include technology investments and digital marketing expertise.
  • Strategic Partnerships and Sponsorship Diversification: Forge new partnerships with technology companies and expand sponsorship categories beyond traditional E-sports brands. The intended impact is to broaden the revenue base and enhance brand visibility. Value will be created through diversified income sources and enhanced brand equity. This requires resources in business development and partnership management.
  • Analytics-Driven Fan Engagement Strategy: Implement a comprehensive analytics framework to derive insights from fan behavior and preferences. This initiative aims to optimize fan engagement and personalize marketing efforts, creating value through improved fan retention and increased spending. Necessary resources include data analytics tools and expertise.

Learn more about Value Creation Data Analytics Business Development

Strategic Planning Implementation 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.


If you cannot measure it, you cannot improve it.
     – Lord Kelvin

  • Fan Engagement Score: Measures the effectiveness of personalized content and fan interaction initiatives.
  • Revenue Growth from New Streams: Tracks the financial impact of diversification efforts in merchandise, content monetization, and sponsorships.
  • Digital Platform Adoption Rate: Gauges the success of the digital transformation initiative in terms of fan migration to new platforms and services.

These KPIs provide insights into the strategic initiatives' effectiveness, helping to adjust tactics in real-time and ensuring alignment with the overarching strategic goals. Monitoring these metrics closely will enable the team to capitalize on opportunities and mitigate risks timely.

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Strategic Planning Best Practices

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

Strategic Planning Deliverables

These are a selection of deliverables across all the strategic initiatives.

  • Strategic Growth Plan Presentation (PPT)
  • Digital Transformation Roadmap (PPT)
  • Fan Engagement Analytics Framework (Excel)
  • Revenue Diversification Financial Model (Excel)

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Digital Transformation for Enhanced Fan Engagement

The team applied the Customer Journey Mapping (CJM) framework to better understand and enhance the fan experience across digital touchpoints. Customer Journey Mapping is a holistic approach that visualizes the process a customer goes through when interacting with a brand, from initial awareness to loyalty. It proved invaluable for identifying critical moments that matter to fans and opportunities for digital innovation. The process involved:

  • Mapping out the end-to-end journey of E-sports fans, from discovering content to becoming a loyal fan, including all digital interactions.
  • Analyzing touchpoints for pain points and opportunities, particularly focusing on digital content consumption, merchandise purchases, and community engagement.
  • Designing targeted interventions at each stage of the journey to enhance the digital experience, such as personalized content recommendations, exclusive digital merchandise, and interactive fan communities.

The Value Proposition Canvas (VPC) was another framework utilized to align the team's digital offerings with fan needs and expectations. The Value Proposition Canvas helps organizations ensure that their products and services fit their customers' needs and desires. By using this framework, the team was able to:

  • Identify the jobs, pains, and gains of E-sports fans in relation to digital engagement.
  • Match digital initiatives with fan expectations, ensuring that new features and content directly addressed fan desires and resolved existing pain points.
  • Iterate on digital offerings based on feedback loops established through fan interaction data and direct surveys, continuously refining the value proposition.

The implementation of these frameworks led to a significant enhancement in fan engagement across digital platforms. By deeply understanding the fan journey and aligning digital offerings with fan expectations, the team saw a 25% increase in digital content engagement and a 15% rise in merchandise sales through digital channels. These results underscored the effectiveness of the Customer Journey Mapping and Value Proposition Canvas frameworks in driving a successful digital transformation strategy.

Learn more about Digital Transformation Value Proposition Customer Journey

Strategic Partnerships and Sponsorship Diversification

For this strategic initiative, the Resource-Based View (RBV) framework was instrumental in identifying and leveraging the team's unique resources and capabilities to attract and manage strategic partnerships. The Resource-Based View posits that competitive advantage is achieved by utilizing a firm's valuable, rare, inimitable, and organized resources. The team's application of RBV involved:

  • Conducting an internal audit to identify unique resources, such as the team's brand, fan base, and digital innovation capabilities.
  • Matching these resources with potential partners looking for innovative sponsorship opportunities in the E-sports industry.
  • Structuring sponsorship deals that capitalized on these unique resources, offering partners unprecedented access to engaged, tech-savvy audiences.

Additionally, the team utilized the Network Analysis framework to map out potential and existing partnership networks, identifying key influencers and nodes within the E-sports ecosystem that could amplify the team's reach and sponsorship appeal. This process entailed:

  • Mapping the E-sports industry's network, including teams, leagues, sponsors, and media platforms, to understand the interconnections and influence dynamics.
  • Identifying strategic nodes within the network where the team could insert itself to gain visibility and access to new partnership opportunities.
  • Leveraging existing partnerships to build bridges to new sponsors, utilizing the network effect to enhance the attractiveness of the team's sponsorship proposition.

The strategic application of the Resource-Based View and Network Analysis frameworks significantly broadened the team's sponsorship portfolio, resulting in a 30% increase in sponsorship revenue. These frameworks enabled the team to strategically position itself within the E-sports ecosystem, attracting a diverse range of sponsors interested in the unique value the team offered.

Analytics-Driven Fan Engagement Strategy

Implementing the Data-Driven Decision Making (DDDM) framework allowed the team to leverage analytics in shaping its fan engagement strategies. DDDM involves making decisions based on data analysis rather than intuition. It was particularly effective in optimizing fan engagement through actionable insights. The team's approach included:

  • Gathering and analyzing large volumes of fan interaction data across various digital platforms to identify patterns and preferences.
  • Using these insights to tailor content, marketing campaigns, and fan interactions, ensuring they were aligned with fan desires and behaviors.
  • Measuring the impact of these tailored strategies on fan engagement metrics, using the results to further refine and personalize the fan experience.

The Predictive Analytics framework was also employed to forecast future fan behaviors and preferences. This proactive approach enabled the team to stay ahead of trends and continuously evolve its engagement strategies. Implementation steps included:

  • Developing predictive models based on historical fan data to forecast future engagement trends and content preferences.
  • Applying these models to guide content creation, digital platform enhancements, and community building initiatives.
  • Continuously updating models with new data, refining predictions, and adapting strategies in real-time to maintain high levels of fan engagement.

The use of Data-Driven Decision Making and Predictive Analytics frameworks transformed the team's approach to fan engagement, leading to a 40% improvement in overall fan satisfaction scores. These frameworks enabled a more nuanced understanding of fan needs and a proactive approach to engagement, resulting in deeper, more meaningful connections with fans.

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Key Findings and Results

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

  • Increased digital content engagement by 25% through the implementation of Customer Journey Mapping and Value Proposition Canvas frameworks.
  • Boosted merchandise sales via digital channels by 15%, aligning product offerings with fan expectations.
  • Achieved a 30% increase in sponsorship revenue by leveraging the Resource-Based View and Network Analysis frameworks to attract diverse sponsors.
  • Improved overall fan satisfaction scores by 40% utilizing Data-Driven Decision Making and Predictive Analytics frameworks for personalized fan engagement.

The strategic initiatives undertaken by the E-sports team have yielded significant positive outcomes, particularly in enhancing fan engagement and diversifying revenue streams. The 25% increase in digital content engagement and the 15% rise in merchandise sales underscore the effectiveness of the Customer Journey Mapping and Value Proposition Canvas in creating a more personalized and engaging fan experience. Similarly, the 30% growth in sponsorship revenue highlights the successful application of the Resource-Based View and Network Analysis frameworks in identifying and capitalizing on unique sponsorship opportunities. The 40% improvement in fan satisfaction scores further demonstrates the impact of a data-driven approach to understanding and meeting fan needs.

However, while these results are commendable, there are areas for improvement. The reliance on digital strategies, while successful, may risk alienating less digitally-savvy fans or those who prefer live event experiences. Additionally, the focus on digital engagement and sponsorship might have overshadowed the potential for revenue generation through live events and experiences, an area that remains underexplored. Alternative strategies could include developing hybrid engagement models that blend digital and live experiences to cater to a broader fan base and exploring untapped revenue streams such as exclusive live event merchandising or premium fan experiences.

Given the successes and areas for improvement, the recommended next steps should include a balanced focus on both digital and live fan engagement strategies to ensure a comprehensive fan experience. This could involve investing in technologies that enhance live event experiences or creating exclusive in-person events for digital subscribers. Additionally, exploring new revenue models that leverage the team's brand and fan base in innovative ways, such as through collaborations with non-endemic brands or venturing into emerging markets, could further solidify the team's financial stability and market position.

Source: Strategic Growth Plan for Professional Sports Team in E-Sports Arena, Flevy Management Insights, 2024

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