Nimbatus - How a free demo got our game funded
On the 2nd of November 2017 we launched a Kickstarter campaign for our game Nimbatus - The Space Drone Constructor, which aimed to raise $20,000. By the campaign’s end, 3000 backers had supported us with a total of $74,478. All the PR and marketing was handled by our indie developer team of four people with a very low marketing budget. Our team decided to go for a funding goal we were sure we could reach and extend the game’s content through stretch goals. The main goal of the campaign was to raise awareness for the game and raise funds for the alpha version.
Part 1 - Before launch
“You must have a community before launching your Kickstarter!”
Is what we believed when we launched our first Kickstarter campaign in 2016. For this first campaign, we had built up a very dedicated group of people before the Kickstarter’s launch. Nimbatus also had a bit of a following before the campaign launched:
~ 300 likes on Facebook
~ 1300 followers on Twitter
~ 1000 newsletter subs
~ 3500 followers on Steam
However, there had been little interaction between players and us previous to the campaign's launch. This made us unsure whether or not the Nimbatus Kickstarter would reach its funding goal.
A few weeks prior to launch, we started to look for potential ways to promote Nimbatus during the Kickstarter. We found our answer in social news sites. Reddit, Imgur and 9gag all proved to be great places to talk about Nimbatus. More about this in Part 3 - During the campaign.
As with our previous campaign, the reward structure and trailer were the most time-consuming aspects of the page setup. We realised early that Nimbatus looks A LOT better in motion and therefore decided that we should show all features in action with animated GIFs.
Two examples:
In order to support the campaigns storytelling, “we built a ship, now we need a crew!”, we named all reward tiers after open positions on the ship.
We were especially interested how the “Navigator” tier would do. This $95 tier would give backers free digital copies of ALL games our company EVER creates.
We decided against Early Bird and Kickstarter exclusive rewards in order avoid splitting backers into “winners and losers”, based on the great advice from Stonemaier Game’s book A Crowdfunder’s Strategy Guide (EDS Publications Ltd. (2015). Their insights also convinced us to add a $1 reward tier because it lets people join the update loop to build up trust in our efforts. Many of our $1 backers later increased their pledge to a higher tier.
Two of our reward tiers featured games that are similar to Nimbatus. The keys for these games were provided by fellow developers. We think that this is really awesome and it helped the campaign a lot! A huge thanks to Avorion, Reassembly, Airships and Scrap Galaxy <3
Youtubers and streamers are important allies for game developers. They are in direct contact with potential buyers/backers and can significantly increase a campaign’s reach. We made a list of content creators who’d potentially be interested in our game. They were selected mostly by browsing Youtube for “let’s play” videos of games similar to Nimbatus. We sent out a total of 100 emails, each with a personalized intro sentence, no money involved. Additionally, we used Keymailer. Keymailer is a tool to contact Youtubers and streamers. At a cost of $150/month you can filter all available contacts by games they played and genres they enjoy. We personalized the message for each group. Messages automatically include an individual Steam key. With this tool, we contacted over 2000 Youtubers/Streamers who are interested in similar games.
How it turned out
- About 10 of the 100 Youtubers we contacted manually ended up creating a video/stream during the Kickstarter. Including some big ones with 1 million+ subscribers.
- Over 150 videos resulted from the Keymailer outreach. Absolutely worth the investment!
Another very helpful tool to find Youtubers/Streamers is Twitter. Before, but also during the campaign we sent out tweets, stating that we are looking for Youtubers/Streamers who want to feature Nimbatus. We also encouraged people to tag potentially interested content creators in the comments. This brought in a lot of interested people and resulted in a couple dozen videos. We also used Twitter to follow up when people where not responding via email, which proved to be very effective.
In terms of campaign length we decided to go with a 34 day Kickstarter. The main reason being that we thought it would take quite a while until the word of the campaign spread enough. In retrospective this was ok, but we think 30 days would have been enough too.
We were very unsure whether or not to release a demo of Nimbatus. Mainly because we were unsure if the game offered enough to convince players in this early state and we feared that our alpha access tier would potentially lose value because everyone could play already. Thankfully we decided to offer a demo in the end. More on this topic in Part 3 - During the campaign.
Since we are based in Switzerland, we were forced to use CHF as our campaign’s currency. And while the currency is automatically re-calculated into $ for American backers, it was displayed in CHF for all other international backers. Even though CHF and $ are almost 1:1 in value, we believed this to be a
hurdle. There is no way to tell for us how many backers were scared away because of this in the end.
Part 2: Kickstarter Launch
We launched our Kickstarter campaign on a Thursday evening (UTC + 1) which is midday in the US. In order to celebrate the launch, we did a short livestream on Facebook. We had previously opened an event page and invited all our Facebook friends to it. Only a few people were watching and we were a bit stressed out.
In order to help us spread the word we challenged our supporters with community goals. We promised that if all these goals were reached, each backer above $14 would receive an extra copy of Nimbatus. With most of the goals reached after the first week, we realized that we should have made the challenge a bit harder.
The first few days went better than expected. We announced the Kickstarter on Imgur, Reddit, 9gag, Instagram, Facebook, Twitter, in some forums, via our Newsletter and on our Steam page. If you plan to release your game on Steam later on, we’d highly recommend that you set up your Steam page before the Kickstarter launches. Some people might not be interested in backing the game but will go ahead and wishlist it instead.
Part 3: During the campaign
We tried to keep the campaign’s momentum going. This worked our mostly thanks to the demo we had released.
In order to download the Nimbatus demo, people needed to head over to our website and enter their email address. Within a few minutes, they received an automated email, including a download link for the demo. We used Mailchimp for this process.
We also added a big pop up in the demo to inform players about the Kickstarter.
At first we were a bit reluctant to use this approach, it felt a bit sneaky. But after adding a line informing players they would be added to the newsletter and adding a huge unsubscribe button in the demo download mail, we felt that we could still sleep at night.
For our previous campaign we had also released a demo. But the approach was significantly different. For the Nimbatus Kickstarter, we used the demo as a marketing tool to inform people about the campaign. Our previous Kickstarters’ demo was mainly an asset you could download if you were already checking out the campaign’s page and wanted to try the game before backing.
We continued to frequently post on Imgur, Twitter, 9Gag and Facebook. Simultaneously, people streamed Nimbatus on Twitch and released videos on Youtube. This lead to a lot of demo downloads and therefore growth of our newsletter. A few hundred subs came in every day. Only about 10% of the people unsubscribed from the newsletter after downloading the demo.
Whenever we updated the demo or reached significant milestones in the campaign, such as being halfway to our goal, we sent out a newsletter. We also opened a Discord channel, which turned out a be a great way to stay in touch with our players.
We were quite surprised to see a decent opening and link click rate. Especially if you compare this to our “normal” newsletter, which includes mostly people we personally met at events. Our normal newsletter took over two years to build up and includes about 4000 subs. With the Nimbatus demo, we gathered 50’000 subs within just 4 weeks and without travelling to any conferences.
(please note that around 2500 people subscribed to the normal newsletter during the Kickstarter)
On the 7th day of the campaign we asked a friend if she would give us a shoutout on Reddit. She agreed and posted it in r/gaming. We will never forget what happened next. The post absolutely took off! In less than an hour, the post had reached the frontpage and continued to climb fast. It soon reached the top spot of all things on Reddit. Our team danced around in the office. Lots of people backed, a total of over $5000 came in from this post and we reached our funding goal 30 minutes after hitting the front page.
