Presentation given on March 21st, 2011in Bath, UK
App distribution and monetisation - the only things more important than lines of code
Raam is currently co-founder and CEO of Touchnote, an m-commerce start-up selling photo postcards cards. Touchnote recently announced a distribution deal with Sony Ericsson that will see the app embedded on multiple handsets and integrated into the camera and gallery.
Raam's previous varied experience is in strategy and management consulting – in London, Washington DC and Central America.
[2024]Digital Global Overview Report 2024 Meltwater.pdf
App distribution and monetisation opportunities
1. App distribution and monetisation - the
only things more important than lines of
code
Raam Thakrar
@raamthakrar
2. There is a massive opportunity in
apps if you can combine thinking
around product, proposition, and the
problems that the “gatekeepers” are
facing
1
Confidential. Copyright Touchnote 2011.
3. How to make money as a
(brand-less) developer
2
Confidential. Copyright Touchnote 2011.
5. Back to basics
• Key questions that we all should be thinking
about:
– “Why does a consumer buy a phone?”
– “What part do I play in this decision?”
– “How can I make a little more money?”
OEM
Operator
OS
Software
Retailer
4
Confidential. Copyright Touchnote 2011.
6. The view from where I’m standing
• Handsets are increasingly the same
• Operators are all pretty similar – ie I get signal
• The OS across handsets is identical – eg
Windows Phone 7 on multiple OEMs
• Software is one of the best ways to differentiate
Adopting a me-too strategy will not
differentiate you
5
Confidential. Copyright Touchnote 2011.
7. So, what are most of the “distributors”
doing?
• Not paying for content anymore
• Pushing the ubiquitous apps that are now “hygiene
factor”
• Not making any money out of this
• Not differentiating from competitors
• Not communicating, clearly, what they
– want from developers
– are willing to give in return
6
Confidential. Copyright Touchnote 2011.
8. Developers – it’s a hard world
• App developers do not make an ROI on their
time
• Why not?
– It’s very difficult to get distribution
– Real monetisation models are very rare
7
Confidential. Copyright Touchnote 2011.
9. Mobile developer deserve to be
treated like rockstars…
• Application Systems Architect w/ 5 years experience
8
Confidential. Copyright Touchnote 2011.
10. Well, at least as much as bankers do
• Private Banker w/ 5 years experience
9
Confidential. Copyright Touchnote 2011.
11. So, if you’re a developer what are
your options today?
• Develop for a big brand
• Develop your own stuff in your own time on the chance
that you strike gold (by chance)
• Err, that’s it
10
Confidential. Copyright Touchnote 2011.
12. So developers, what would I
do if I were you?
Note – I am you.
11
Confidential. Copyright Touchnote 2011.
13. Here’s what we do
“We’ll give you the world… if
you give us distribution”
12
Confidential. Copyright Touchnote 2011.
14. Specifically, Touchnote gives…
• Fanatically happy customers
• A tangible and emotional way to show off the
phone’s hardware
• Money. We have a revenue model. Which
means we have margin to share.
13
Confidential. Copyright Touchnote 2011.
16. “There is a fundamental shift to a
new software paradigm where apps
and content have become more
important for success in smart-
phones and tablets, away from
hardware alone”
- Shaw Wu, industry analyst, Kaufman Brothers San Francisco
15
Confidential. Copyright Touchnote 2011.
17. Developers – this smells like
opportunity
• If you can leverage this new paradigm
– OEMs and operators should pay a lot of attention to
you
– There are a lot of phones to get pushed onto
– You can impact revenue
indirectly
directly generating money
16
Confidential. Copyright Touchnote 2011.
18. If you successfully identify big
picture trends, it “only” comes
down to timing and execution
17
Confidential. Copyright Touchnote 2011.
19. In mobile, much more than on
web, distribution is everything
18
Confidential. Copyright Touchnote 2011.
20. "It has to look better than it works.”"
- Russell Beattie, Strategic Technology Marketing Manager, Nokia"
19
Confidential. Copyright Touchnote 2011.
21. Developers, think big!
1. Develop an app that consumers love and thus
influences consumer choice
2. Get in the way of money - provide the big players
with a revenue stream
3. Develop apps that make phones look relevant
(and incredible)
eg made-for-mobile (Layar, Shazam)
4. Forget niche
20
Confidential. Copyright Touchnote 2011.
22. Conclusion – apps can have a much
bigger impact than “your little world”
21
Confidential. Copyright Touchnote 2011.
23. Building a product that really sorts out other
people’s problems could be highly lucrative
22
Confidential. Copyright Touchnote 2011.
24. Making an ROI on apps is very difficult
without the help of a distributor
23
Confidential. Copyright Touchnote 2011.
25. Know your customer / customers. It’s probably
not just the end user.
24
Confidential. Copyright Touchnote 2011.
26. If you can’t smell money, go and find
someone to help you that can
25
Confidential. Copyright Touchnote 2011.
27. We’re recruiting –
awesome devs of all
shapes and sizes
26
Confidential. Copyright Touchnote 2011.
28. Thank you
@raamthakrar
27
Confidential. Copyright Touchnote 2011.
Editor's Notes
If there’s only one thing you remember, it should be this….
So, what am I going to talk about today? Let’s be clear, this isn’t about this stuff as a hobby. This is about making money. And you lot, self selecting audience that is here on a Monday morning to be at a mobile dev conference, are not interested in mediocrity. Rule the world of go home and let someone else do it.
Who are we? This is the 30 secs to give you an idea of who we are and what we do.
Take it back to basics – what are the fundamental drivers of this business. What are the different powerful players thinking about? Remember the value chain – ie who are the different players that build the products that go into people’s hands. What situation are they in, what are they worried about?
So, some opinions – this is how we at Touchnote see it. So for us developer types it’s really important to understand what these distributors are thinking about – and in part, I’m lumping together OEMs and Operators.
End of OEM & Operator sympathising and bashing. Now, let’s look at developers
I know that you’ll use examples such as Angry Birds to prove that it can be done right. Note – Angry Birds was Rovio’s 52 nd title. The company had been trying and trying to find a hit since 2003. Really, no disrespect to Rovio, but I’d much rather find my hit in less than 50 products. So – let’s think of you as individuals…
As Cheryl says, you’re worth it. You people are in demand. Much as I might not like it – err, we employ mobile devs – supply and demand means that you make an impressive amount of money. Note – these figures are from salary.com and assuming that you’re based out of Washington DC in the USA.
- for the distributors you can generate Revenue (ie both initial purchase of phone and contract and ongoing loyalty) - Directly generating for the distributors
And a few more points for you to factor in
There are too many people who just don’t think about distribution when coming up with the concept of their product