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Research Outline
Prepared for Philip B. | Delivered June 12, 2020
Customer Acquisition Tactics: Fantasy Sports and Sports
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Goals
To obtain case studies of successful "fantasy sports" and "sports" customer acquisition campaigns. Specifically, the focus is on the customer acquisition tactics used during these campaigns. This research would be used in developing an e-book.
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Early Findings
Fantasy Sports
As social media engagement grew, fantasy sports also followed suit. In 2016, the Fantasy Sports Trade Association (FSTA) reported that an estimated
57.4 million
people played in fantasy leagues. At the time, this represented nearly
20%
of the United States population.
The increased
popularity
of fantasy sports on social media also led to the emergence of fantasy draft sites. Notable examples include DraftKings and FanDuel.
DraftKings uses the following social media tactics to promote its site: It holds
contests
and partners with sponsors; It gives its followers
valuable advice
.
FanDuel uses the following tactics on social media: The company creates
polls
and asks questions; It embraces other current social media
trends
; It creates
nostalgic experiences
.
Case Study: Indus Games
The Challenge:
Indus Games
, an Indian fantasy cricket platform, was launched in June 2017. The platform sought to achieve the following marketing goals: to become a
leader
in the Indian fantasy cricket segment; to brand itself and reach out to the appropriate
target audience
; to establish Indus Games as a leading brand and compete with the established players in the industry.
The Solution: To achieve its aim, Indus Games launched a TVC advertisement campaign on a prominent Indian
sports channel
. This campaign was aired during a famous T20 International league. The brand then "created a posting schedule that matched
real-life games
[in order to] begin interaction with potential users on social media."
Indus Games also created specific
match related Ad campaigns
, encouraging users to visit its website. This was accompanied with "an [
influencer
-driven] marketing campaign throughout the duration of IPL [Indian Premier League] and beyond, which accelerated registrations and enhanced brand visibility."
Indus Games kept
refining
the target audience, creatives, and messaging very carefully to penetrate the market through social media campaigns.
Also,
email
marketing campaigns were deployed based on player profiling. Users were targeted based on their
website behavior
.
The platform collaborated with
influencers
in the cricket industry who could speak about its website. These influencers also encouraged their followers to
register
with Indus Games and play. To track their performance, Indus Games created a dedicated dashboard for these influencers.
The Results: Within
18 months
, Indus Games "went from 0 registrations to
2,04,000+ registrations
." Nearly
40%
of those registrations came through the efforts of online Influencers.
The platform became "one of the [
fastest-growing
] fantasy cricket platforms in India."
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