Anton Bernstein, CEO of Pocket Worlds, discusses the intricacies of cosmetics monetization in free-to-play games. Learn about player motivations, game design considerations, primary vs. secondary markets, and cultural differences in monetization strategies. Gain valuable insights on key metrics and best practices for successful cosmetic-based revenue in games like Fortnite, CS:GO, and High Rise. OUTLINE: 0:00 Intro 0:45 Most important topics around cosmetics monetization 2:11 Anton Bernstein background and Pocket World business 3:17 The kinds of games that sell cosmetics well: 6:20 How does Fair to play vs. free to play impact cosmetics sales 11:48 How necessary is high engagement to cosmetics sale? 14:16 How does 1st vs. 3rd person perspective impact kinds of cosmetics sales? 16:38 How does motivation around vanity vs. speculation impact cosmetics sales? 21:00 The best games to study for F2P cosmetics monetization 23:40 ARPU and spend depth for cosmetics sales 27:50 Form of cosmetics sales that perform best: Battle pass, loot box, etc. 31:50 The importance of big IP and scale to sell cosmetics well 35:00 Player motivations behind buying cosmetics 38:55 Cosmetics monetization East vs. West 45:00 Primary vs. secondary markets - developer business model 52:47 KPIs and metrics to watch for cosmetics sales 55:50 Dangers of selling cosmetics 57:32 Final message and contacting Anton 👇 EPISODE LINKS: - Anton Bernstein, CEO of Pocket Worlds: https://www.linkedin.com/in/antonber/ - Pocket Worlds: https://www.pocketworlds.com/ SUBSCRIBE TO GAMEMAKERS: - Spotify Podcast: https://spoti.fi/3Cpyq7i - Newsletter: https://gamemakers.com/
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