Inês Ramalho from Xsolla discusses direct-to-consumer (D2C) strategies in gaming, arguing that D2C has evolved from a trend into an essential go-to-market strategy. She highlights benefits like higher margins, player data, and stronger relationships, while noting challenges around payments, player education, and community trust.
A short editorial from the VEONIB team on why this content matters.
D2C is a core go-to-market strategy, not a trend. Owning the channel gives studios margins, data, and direct player relationships.
Most coverage focuses on fees. SEONIB highlights first-party data and AI-driven analytics as the strategic advantage.
Publishers and indies should test a D2C web shop and use player data to refine it.
Direct-to-consumer strategy in games, selling to players through studio-owned web shops.
A plan for reaching and engaging target players; D2C is now an essential channel.
A studio-run storefront for game items and currency that bypasses app store platforms.
The commission charged by platforms that D2C web shops help developers avoid.
Insights from direct sales that let studios understand player behavior and spending.
The confidence players need to purchase from unfamiliar direct web shops.
Creating engaged player communities via Discord, social platforms, and trusted voices.
A smooth, seamless payment experience that reduces drop-off in D2C stores.
Is D2C just a trend?
No, it is now a core go-to-market strategy that studios use to reach audiences and build revenue streams.
What does D2C mean for game studios?
It means selling directly to players through owned web shops, reducing reliance on app stores.
How does D2C increase profit margins?
By avoiding app store commissions and growing incremental revenue through direct, repeat purchases.
Are app stores pushing back on D2C?
There are discussions about monetizing link-outs and varying fees, but D2C markets are still evolving.
What are the main D2C challenges for studios?
Payments, legal, regulatory operations, player education, and building trust in the checkout process.
Why is player education important in D2C?
Players need to feel safe and understand they are going to a trusted official web shop.
How does D2C help with user acquisition costs?
It does not eliminate acquisition costs, but it improves monetization of existing users through direct relationships.
Is D2C only for big studios?
No, all sizes can adopt it, but small studios may need more support to manage complexity.
What makes a D2C web shop successful?
Frictionless checkout, transparent data, trust-building, and strong community integration.
What advice does Xsolla give to studios?
Build a community, listen to players, and scale globally by understanding local markets and behaviors.