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According to a recent article in Tech Crunch, anyway. And we agree.

At least until such time as the singularity is upon us, the point of machines is to serve humans but until now, we have been enduring an early developmental stage in data processing technology – a time when our data processing tools are so primitive that they are like human babies, ruling our behaviour with their need for constant care and attention. We have had to accommodate the needs of our machines but in the future, our technology will be an understanding and supportive partner in our lives rather than an infantile tyrant.

The singularity may still be some considerable time away – but as the Tech Crunch article says, we are already in the era when technology can serve us with a much higher level of understanding of the things that make us human. We just have to design it that way. And we already know a lot about how to do that.

It is just a matter of time before consumer expectations force the investment of capital in humanistic design priorities.

There is a big scam in technology that is almost universally played by platform providers of all kinds – and we pretty much always just go along with it, undervaluing ourselves and making them richer at our personal expense.

It happened to me, just today when my mobile service provider sent me this SMS:

Based on yr last call to us, how likely r u to recommend [us] to a friend/colleague?

Why do they expect me to provide them with this information? Because I probably will. Because most people do (or enough do, to make the results statistically meaningful).

But why would I do that? What’s in it for me?

Well, there are some intrinsic motivations that could drive my response:

  • The will to express myself, to be heard
  • The will to be cooperative
  • The will to feel like I am an instrumental part of something that I am involved in

Great.  Satisfaction of these intrinsic motives does sustain behaviour. The persistence of  platform providers in trading on these motives is evidence of that fact. +play does the same thing in its gamification designs, hitching a ride on things that players are already primed to do by their intrinsic motivations.

But wait.

Presumably, my response is of value to the provider. I doubt that they would go to the expense of asking for it, collecting the response, compiling it, interpreting it, etc., if it was worth nothing to them. And being a business, that boils down to it being worth money to them. So, what is my cut?

My mobile service provider is neither my friend, my family member nor a charity that I support. It does not fall into any category in my life to which I gladly donate my personal property. It is immeasurably financially richer than I am now or will ever be but by asking me help them improve their service, they are expecting me to make a donation to them! They pay their employees to make guesses as to what kind of service I want but they won’t give me any form of extrinsic value for giving them actual facts about it?

I think that is fundamentally disrespectful to me as a ‘valued customer’ and suggests that their view of me is actually just, ‘an asset to be exploited’. I know a mobile service provider is not an app but it reflects a highly prevalent attitude I see in technology providers of all types.

Listen guys, without me (and all your other customers), you wouldn’t exist. If our information and opinions are important to the sustainability of your business, acknowledge that in some meaningful way. We deserve better.

#nosuchthingasafreelunch

 

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Gamification isn’t really anything new in so far as there is no single part of gamification that has not been done before under another name. Even the ground on which gamification is built, the innate human compulsion to play, is as old as mankind itself.

What is new about gamification is the systematic marriage of psychology (particularly the psychology of motivation and behaviour modification), design and data to create powerful systems for engaging people and shaping their behaviour.

But achieving a happy and productive marriage of these different elements is difficult – and success is unlikely to be achieved in the design equivalent of a Las Vegas wedding chapel.

Professor Kevin Werbach from the University of Pennsylvania’s Wharton School of Business and Professor Dan Hunter from Victoria, Australia’s Swinburne University have just published what I think is the first real ‘desk manual’ for gamification design, The Gamification Toolkit: Dynamics Mechanics, and Components for the Win.

Werbach and Hunter lay out in clear, unambiguous and simple detail what needs to go into an effective gamification design process, while emphasising that there are no ‘one size fits all’ solutions in this field. A good design comes from a careful and systematic approach that focuses resolutely on the business goals, end-users and context of the design.

Highly recommended.

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I am just back from representing +Play as part of the Auckland delegation to the 2015 Tripartite Economic Alliance Summit between Auckland, Los Angeles and Guangzhou.

I formed some great relationships through the massive networking opportunities afforded by the Summit, both in Los Angeles and on our home turf of Auckland. We are looking forward to great things coming from the synergies that we have found there. There were many highlights in my two weeks in Los Angeles but perhaps the stand-outs were my talks with ace marketer Steven Seto, who has held senior roles at Starbucks and HTC among others, Richard Davis and Steve Huff at touchscreen entertainment network Scopely, and the opportunity to present some core elements of +Play’s approach to gamification to a meeting of gamification professionals in Santa Monica.

So much of lasting value was gained from this visit to one of the most rapidly developing technology innovation centers in the world – especially getting confirmation that the quality and depth of +Play’s thinking and originality can impress even in that illustrious context. I can’t wait to return!

Tripartite Economic Alliance Summit Auckland Guangzhou Los Angeles Plusplay

Mayor Chen Jianhua of Guangzhou presides over the luncheon hosted by Guangzhou on Thursday 11th June, 2015

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We’ve been banging on a bit around here lately about what is and is not gamification, so its great to see something published that definitely qualifies as gamification as we know it. The added bonus is that it lays out a general method for gamification design in its pristine glory for all to see. (The devil, of course, is in the detail – you can do all this and still get it wrong. But this is how to go about it with some chance of getting it right).

What specifically does it get right? Well, pretty much everything but in particular we liked seeing:

  1. It starts with people and correctly identifies the over-arching power of interpersonal relationships as something to be recognised, respected and leveraged. Sure, it objectifies people as ‘players’ and ‘personas’ but it does think about their inherent motivations, suggesting Bartle’s useful analysis as a framework. (Amy Jo Kim has some useful things to say on this as well).
  2. It defines objectives. It could do more to specify how these need to be actual, observable player behaviours but I think you can read that between the lines.

Wrap this methodology in a snug blanket of empathy and integrity and you’ve got a good basis for doing some meaningful and effective gamification. Which, of course, does not involve turning everything into a game, or even a game-like experience.

Read Adrish Bera’s sweet little post and enjoy. Thanks Adrish.

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“A rose by any other name would smell as sweet” – Juliet Capulet

Simple Machines by Tinybop is an app for teaching physics that is beautifully executed, with appealing illustrations, sounds and an intuitive interface. User feedback is immediate and multi-sensorial, providing clues, cues and a sense of accomplishment. Most of all, it is fun to play. Yes, play. Simple Machines is no didactic appification of classroom physics demonstrations. It is by all appearances, a game.

And yet Tinybop project lead Colleen Hampton is quoted in a Fast Company article on Simple Machines as saying,

“We don’t include gamification because we’re purposely building open-ended games . . .”

I guess what Ms Hampton is referring to is the absence of points, badges, leaderboards, levels, boss fights and many of the other mechanics of videogames that are often utilised in gamification designs.

I applaud her and her team for leaving these competition-inducing elements out – I think far too much emphasis is placed in education on competition as a motivator and the drive to win can eclipse the drive to learn. Simple Machines does exactly what we believe good gamification should do – subtly reinforce the intrinsic motivation of the user, in this case to achieve competence with a novel task (and learn some physics along the way).

More could be done to make Simple Machines a compelling activity, such as provide the characters that appear in the game with more identity and integrate the various tasks within the game into an over-arching narrative through which the characters proceed as proxies for the users.

But it is still a great app – and a good example of gamification, despite what Ms Hampton says.

 

 

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[The goal of the Learning from Games series of posts is to look at examples in game design from recent videogames that shed light on gamification principles in action.]

In this age of microtransactions and subscriptions it’s clear that many of us are willing to pay for digital products that comprise nothing more tangible than invisible bytes in a data stream. In the case of video subscriptions and downloads – the Netflix and Amazons of the world – we receive a digital product that we can enjoy for a period of time. Likewise for games, but some people are surprised by just how much people are willing to pay for ingame items and why they are drawn to do so.

Among the reasons for this is the desire for significance, or, in Maslow’s hierarchy, esteem.

“Status, achievements, ranks and reputation are some of the most commonly used game mechanics, but they are really nothing more than “esteem in disguise”.”
Science of Social blog

Today I’d like to take a look at a game that is incomplete but has so far raised over 83 million dollars in funding from people buying virtual products they can’t even use yet.

Star Citizen is a game under development by veteran game designer Chris Roberts.

Chris is most famous for the Wing Commander series of games in the 90s (the third chapter of which famously starred Mark Hamill as Colonel Blair) as well as the movie that was developed from the property. Star Citizen is his newest passion project and is right in his comfort zone – like Wing Commander its primary focus so far is on space flight in the future.

As an early backer, customers can purchase a starter package which will give them various items and most importantly a spaceship of their choosing. They can also purchase a spaceship on its own. From day one, people purchased starter packs and went on to purchase standalone ships to build up their collection. Prices for packs and ships range from $30 USD to $15,000 USD (not a typo…).

The kicker here is that they can’t even fly these ships yet. There is no game to experience yet; no universe to fly around in.

What they CAN do is walk around in the hangar where their ships are housed and… look at them.

Actually, they can do a little bit more now than they could at launch – there’s a module to fly around in; a “practice space” of sorts, to allow them to get used to the flight mechanics of the game as it develops. But from day one, the hangar was all they had. And still people purchased the ships in droves.

Here’s a video showing a typical user reaction. He explains the appeal to users from his own perspective before taking you into the hangar proper to have a look at his proud purchases.

YouTube Preview Image

What can we learn from this?

The simple lesson is that people can and do attach significance and importance to things that don’t exist in the real world. Our desire for esteem can be satisfied to some degree by the ownership of virtual items that we can proudly display to others.

What this means for gamification is that you can create virtual objects to interact with your digital engine that have their own inherent value of worth to the player. They don’t necessarily have to be expensive assets like the spacecraft in Star Citizen – they might even be something as simple as a digital representation of a collectible playing card. We’re experimenting with that very thing in our flagship product here at PlusPlay. We are creating a digital card system of sorts that will have value to the user as a representation of their real world experiences.

In developing a gamification solution I would suggest that it might be of great benefit to consider whether the interactive virtual “things” in your system might be adapted in some way – whether aesthetically, technically or game-mechanics-wise – to increase their perceived value to the users.

If users see value in the virtual assets of a system, that value translates to engagement and returned value to you. Your system may not raise 83 million dollars for you but the engagement will go a long way to achieving your ultimate goals!

 

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Boston Retail Partners’ 2015 CRM/Unified Commerce Benchmark Survey released earlier this month shows that gamification is a target methodology for retailers, who are focused on winning business by offering a stellar experience to customers.

74% of retailers surveyed indicate that customer experience is one of their top three CRM priorities and 87% will have implemented gamification within the next five years.

BRP_Exhibit5

 

BRP’s definition of gamification seems to be narrowly focused on PBLs for customer retention but the report refers to many other CRM goals that are all addressed by a quality gamification design:

  • Customer identification
  • Customer segmentation
  • Customer engagement
  • Customer analysis
  • Personalised selling
  • Real-time analytics

The report also talks about the importance of social media as a CRM tool – and addressing social motivations is an important consideration in good gamification design.

Even more encouraging than all this enthusiasm for gamification is that businesses are allocating budget to marketing technology – up 9.42% over the previous year, at the expense of print media spend.

We see gamification as being an obvious methodology for retail. The balance of power has shifted in favour of customers, who are better informed and more able to access alternative suppliers than ever before. Retailers now have to work as hard as game developers to get and hold people’s attention.

First things first, right?

So, you have a great idea for a new service/app/whatever – let’s call it a ‘product’. What is the most important element to begin development with?

Why do I think that is the correct answer? Because that is where your idea connects with the actual customer, on the customer’s terms. It requires you to think about how and when the customer would use your product – and working through this is likely to get you thinking about why they would use it as well.

The most important thing in the world is people. This is obvious but often seems to be forgotten in a focus on material wealth. But without people, there would be no wealth; without customers, you do not have a business. If an app is listed on the app store and no-one downloads it, is it still an app?

Understanding (or at least having a theory about) how your product will fit into your customers’ lives will make a big difference to the sustained use of your product. Branding, marketing and distribution will all affect the rate of initial uptake but if the product does not fit the customers’s lives, meet their needs and expectations, they will not continue to use it unless they have no real choice (in which case, they are prisoners and will have a very dysfunctional relationship with you/your product).

I think the key concept here is empathy – understanding what it is like to be in the customer’s shoes when they are using your product. Research has found that both satisfaction and loyalty increase when you build empathic relationships with customers. The experience of being treated without empathy, being objectified, varies from mildly unpleasant to traumatic, depending on the nature of the relationship. But it is never a compelling experience.

Think about customers as people, make a serious effort understand their perspective and needs, and you will be well on the way to the sustained success of  your product. Treating customers as people is good for business.

Workplace communication and collaboration startup Slack is putting the user first with their new SAAS pricing model – giving credit for reduced use of their service.

Slack-credit

Because it’s not the norm yet, good user-centricity can still surprise and delight and in this article Steven Forth describes exactly that result arising from Slack’s new policy.

I was surprised and delighted to be working with a company that automatically gave me a credit for reduced use. It makes me more loyal to Slack, and more willing to commit to higher levels of subscription, as I trust they will be flexible and act in my best interests. [Emphasis mine – D]

It’s the Age of the Customer and companies who put their customers first will engender greater loyalty and trust. Slack have set the bar at a new level and I look forward to seeing more companies realise the value of delightful initiatives like this; it would be nice to see increasing competition over who can provide the most value to their customers.