Welcome to Las Vegas

Meet us at AppNation & CES!

AppNation in Las Vegas

Team Apptentive is headed to Vegas!

Robi Ganguly, Red Russak, and Ravi Ramkumar will be representing Apptentive at APPNATION VI and CES January 5-9. We’re excited to meet and learn from leaders in the mobile community and share the creative ways we’re helping great customers improve mobile engagement and earn Customer Love.

As such, we’re putting together a customer appreciation dinner, and members of our team will be available for meetings throughout the main conference schedules.

Executive Dinner

Monday, January 5, 2015
7:30 PM – 9:30 PM

If you’re an Apptentive customer or in talks with our team, we’d love to invite you to dinner at Aria’s Julian Serrano. Savor tapas and huevos estrellados at one of Vegas’ premier restaurants with Apptentive CEO Robi Ganguly and the company of a few of our current customers and team members.

This is a a great opportunity to share your thoughts on the current state of mobile engagement, meet with key members of our team you have spoken with, and provide us feedback on how we can help you with mobile customer happiness.

Spots are filling up fast, and we’d love to save you a spot. If you’d like to join us, please contact Kelly Long at

Schedule a Meeting

Want to meet up but can’t make the dinner? Drop us a line, and let’s grab a drink!

AppNation at CES


APPNATION is the largest conference and exhibit in North America focused exclusively on the business of apps and the broader consumer app economy. The theme of this year’s event is: “Discover. Acquire. Monetize”. APPNATION reaches the full long-tail of app developers and publishers from the cool indies all the way up through the largest brands and companies in the world. APPNATION is not a technical conference as our sole mission is to help app developers of all shapes and sizes build great businesses through inspiring keynotes, topical roundtable discussions, and deep-dive workshops that deliver actionable advice and best practices.

Why is APPNATION moving to CES? This is a win-win as it is a great opportunity for our conference to be an official partner event of CES and a great opportunity for developers of all shapes-and-sizes to meet their peers at APPNATION but also have the opportunity to engage with the global consumer electronics industry as CES attracts over 160,000 attendees and thousands of hardware and content companies as well as leading marketers and ad agencies. As you know, virtually all consumer electronic devices will ultimately be “connected” and this is a unique opportunity to bring the global connected device, content, marketing, and consumer app communities together to network, develop partnerships, and explore new business opportunities. And, it’s Las Vegas, and that’s always a plus!


The Importance of Mobile Feedback

Through conversations with thousands of mobile developers, we’ve found that evaluation of the customer experience publishers hope to build into their apps often comes down to simple guesswork without any tested and true ways to gauge satisfaction. You have a steady stream of new installs and fantastic ratings in the app stores. And yet, your mobile customers come and go, with only a small portion continuing to use your app after the first month or even past those crucial first 30 seconds.

Fortunately, it no longer has to be guesswork. Many publishers are taking the first steps when it comes to better evaluating their in-app customer experience. Every day, we work with new CX-centric developers to integrate in-app surveys and customer communication tools into their apps. These tools, seen commonly all over the internet but rarely inside mobile apps, empower businesses to survey their customers. They unlock a wealth of insights in a much greater volume, and of a far more representative nature, than what the limited information in app store ratings seems to convey.

Urbanspoon Mobile Feedback PromptOne such customer – Urbanspoon – used the mobile feedback prompt seen to the right to proactively ask customers for feedback with an in-app prompt. After implementing this feedback forum, Urbanspoon received over 7,000 pieces of feedback. These insights uncovered critical components that helped Urbanspoon in its strive to constantly create a better app for its customers with each new update.

Using in-app surveys to open up a channel for customer communication and gather mobile feedback has allowed Urbanspoon and countless others to save money, prioritize features, learn more about their customer base, receive structured feedback, and engage customers.

Save Money

Mobile apps aren’t cheap. Every new update requires time and money, and lots of it. Mobile app developers have an inherent vision of what they want their app to be, but don’t always consider how the needs of their customers may differ from this vision. As a result, publishers are wasting valuable resources on new features and rollouts that don’t necessarily provide customer value.

However, if you can directly ask your customers what they’d like in an app using in-app surveys, you can be sure that your development time and money is being put to good use and that each new feature will enhance the customer experience. Or better yet, create a minimal viable product and test it in a mobile focus group environment to see if you’re on the right path.

Prioritize Features

As a developer, you have dozens of features on your roadmap that you’re excited to one day get to. But don’t fall into the trap of trying to do too much, too quickly. Collecting mobile feedback and giving your customers with a voice allows you to determine which of your proposed features are most important to them in the context of your app.

Once you’re armed with this knowledge, you can begin to prioritize your roadmap based on what will add the most customer delight. You’ll also be able to determine which of your current features needs a little touch-up to meet or exceed customer expectations.

Customer Love

Better Understand Your Customers

If we’re adamant about one thing, it’s our philosophy of Customer Love — seeing mobile customers as people, not users. Each of your customers has their own likes and dislikes, their own use cases for the app, and that one thing that will really make them love your app.

Using in-app surveys, you can begin to collect valuable demographic and psychographic information to segment your customer base. This research allows your in-app communications to speak directly to a segment’s unique interests. You can also use it segmentation to target your out-of-app marketing to potential customer groups that match one of your current customer personas and likely have common needs and interests that will draw them to your app.

Make Product-Specific Inquiries

You’ve rolled out a new update, only to find that retention is falling. Or you see customers abandoning their purchases half-way through checkout. Do you know what’s causing this behavior?

Once again, collecting mobile feedback can provide you an answer. By proactively surveying customers at key moments throughout their experience with your app (e.g., after they’ve used a new feature for the first time, or after they close out of the shopping cart platform), you can evaluate their experience with, and attitude toward, your product on-the-spot. This allows you to identify and fix any customer pain points early on and intercept negative app store reviews.

Engage Your Audience

The reviews you see on the app store ratings page represent only a small minority of your customer base. This minority tends to be skewed toward either extreme when it comes to their evaluation of your app. These are people who either love or hate your app, with a lesser proportion of those in-between making the leap to the ratings page. You’re getting only the feedback of the vocal few and not feedback particularly representative of your greater audience.

Providing your customers with the tools needed to share their thoughts – without requiring them to leave the app to take a web survey or visit the app store – allows you to unlock a much more precise perspective of customer opinion. Mobile surveys (particularly when done right) let you to quickly poll a much larger portion of your customers and have response rates dramatically higher than their web counterparts and competing market research instruments.

For more on opening up customer communication, check out MobileDevHQ’s Complete Guide to App Marketing, in collaboration with Apptentive’s Ezra Siegel and a panel of industry experts.

Enterprise App Marketing eBook

The Retention Problem

Cutting Costs with Retention Marketing

What Continued Increases in Mobile Acquisition Costs Mean for Developers

Customer acquisition may seem like an easy task. After all, the growth of the mobile market is only accelerating and the mobile internet is predicted to be in the hands of half the world’s population by 2020.

If you build it, they will come… Right?

Not anymore. An increased number of smartphone holders worldwide and an increased demand for apps have created an extremely competitive marketplace where customers almost always have several strong options when it comes to finding that perfect app.

As customers increasingly shop around in the app stores and evaluate their options, mobile publishers are hit with dwindling customer retention rates. According to our own research, only 40 percent of customers continue to use an app they downloaded a month ago – and this number plummets to 4 percent over the course of the first year in the customer journey.

The Retention Problem

The cost of acquiring a loyal mobile customer (defined here as someone who opens your mobile app at least 3 times) is therefore at an all-time high. According to Fiksu’s Cost Per Loyal User (CPLU) Index, the average CPLU increased 34 percent from September 2013 to September 2014.

Between August 2014 and September 2014 alone, the base CPLU rose from $1.86 to $2.25. This 21 percent spike corresponds directly with the unveiling of the Apple iPhone 6 and iOS8. Both of these events led to an increase in demand for mobile devices and apps and a subsequent increase in competition among mobile app publishers vying for attention in an increasingly crowded market place.

Cost Per Loyal User, 2012-2014

As acquisition costs continue to rise, mobile customer retention becomes more important than ever. If done right, mobile retention campaigns can lessen the burden of the much-costlier new customer acquisitions while still allowing you to hit those monthly revenue and active customer goals.

We’ve put together a few, low-cost strategies to boost customer retention and loyalty – in turn, fueling sales, higher ratings, and organic growth through word-of-mouth and customer delight.

Give Your Customers a Voice

Before you can hope to delight, or even retain, your mobile customers, you must open up a two-way conversation where their voices can be heard. App developers constantly strive to create that perfect customer experience, but many lack the tools to evaluate whether or not their assumptions of customer opinion are really on mark.

Sure, there are the ratings on the app stores that can be used to guide future updates, but these are indicative of only a small fraction of your mobile customers – namely, the vocal minorities who either love or hate your app.

But what about the less vocal majority, those with opinions somewhere between those two extremes? This is a group that likely won’t make the journey to the app store ratings page unless they’re truly delighted or peeved. They constitute the bulk of your audience, yet their voices remain largely unheard across the much of today’s app market place.

To fill this void, developers are bringing customer service to the mobile channel – incorporating two-way chat capabilities between customers and publishers and prompting in-app surveys to gauge opinion throughout every step of the customer journey. In addition to allowing them to preemptively address customer issues before they surface publicly as a negative rating, these interactions provide developers with a wealth of data that they can use to shape future updates and delight their audiences.

Use smart, well-timed push messaging and in-app surveys

Opening up customer communication is just the first step in improving retention. Next, it’s time to actively ask for and respond to that communication.

We recommend our customers look for ways to reach out and solicit feedback during key events throughout the customer journey – such as the third time a customer logs in, or the first time someone shares content via the app. Once these events have been triggered, don’t wait for the customer to search through your menu navigation to tell you what they think. Instead, prompt a brief, non-disruptive conversation to gauge customer opinion at the broadest sense before diving into more specific sentiments in the event that the customer wishes to continue the conversation. (For more tips on asking for customer feedback, check out our 5 Tips for Writing Effective Mobile Surveys.)

Let your customers know they’re valued

The surest way to delight customers is to let them know that they are valued – and that means giving thanks and showing appreciation. If customers commonly make a similar request, consider shifting your development schedule to prioritize that need. Likewise, on releasing your next update, give a shoutout to your customers for contributing to a new feature release and remind them that you’re building a customer-first experience where their voices are not only listened to, but highly valued.

Regularly refresh your app with rich content updates

It’s no mystery that creating valuable is key to delighting mobile customers. If customers see new and interesting content each time they open the app, they are likelier to spend more time in your app consuming that content and return to your app frequently to see what’s new.

To really wow your mobile customers, align your content strategy with your customer data provides additional opportunities. For example, use your in-app prompts to suggest relevant content based on your customer communications or reward your returning customers by offering them exclusive discounts or deals out of appreciation for their loyalty.

Understand your app’s customer retention rates

And finally, it’s important to know your numbers – how to calculate retention rates and the revenue generated by each loyal customer. Of course, each app will have different retention and average revenue per user goals and benchmarks, but being able to calculate these metrics will allow you to internally compare both your marketing effectiveness over time and the ROIs of your retention and acquisition strategies to determine what makes the most sense for your business.

Calculating Your App Revenue

We’ve released a few guides to dive further into this concept and help demonstrate the importance of mobile customer retention:

Have a favorite retention marketing tip we missed? Pass on the knowledge by sharing it in the comments section or tweeting us @Apptentive!

Enterprise App Marketing eBook

The Complete Guide to Enterprise App Marketing

With continued increases in mobile customer acquisition costs and the challenges of customer retention in an increasingly crowded marketplace, app marketing may seem like a daunting task.

To remedy this, we’ve worked with some of the best in the business at MobileDevHQ, Apptamin, Leanplum, and AppFlood to shed some light on the strategy and best practices behind app marketing with our new eBook, The Complete Guide to Enterprise App Marketing.

This free, 100+ page guide is tailored specifically to enterprises and designed around Dave McClure’s startup metrics for pirates of Acquisition, Activation, Retention, Referral, and Revenue (AARRR). Each of the five metrics is explained in-depth in terms of their importance to mobile marketing and some tips and best practices that marketers and developers alike can apply to their mobile strategy.

We encourage you to take the first step to improving your mobile marketing strategy by downloading this free eBook and sharing your favorite tips and advice from the guide (or anything we missed!) using the hashtag #AppMktgBook.

Enterprise App Marketing eBook

Apptentive logo

How Mobile Apps Can Recruit From Their User Base

Editor’s Note: The following is a guest post by our colleague, Katherine Wood, at Software Providers.

Companies often use mobile apps to tap into a wider consumer base and sell to a larger audience. While improving mobile app sales is a clever business practice, companies also can optimize by using them to recruit.

There is one major reason for looking to your app’s users when a position opens up: familiarity with the company. People who use the app are likely to know the company and its products or services. Frequent app users may also be passionate about the company or product, and that knowledge can be an advantage when it comes to hiring.

How to Use Mobile Apps for Recruiting

Here are three methods of utilizing your mobile app to recruit to potential job candidates:

  1. Native Job Ads

    The perfect way to alert app users of a job opening is by including native job ads on the app. Not only will this inform users about the position, but it can also provide specific information tailored to attract the right type of candidate. Native ads provide the benefit of catering the job ads specifically to the right type of user. Recruiters can also target ads to individual users based on profile information, app use, and other qualifications.

    Another advantage to using native advertising in your app? It can attract qualified passive candidates as well. By blending into the rest of the app, your job announcement could get more attention from users that aren’t necessarily looking for employment. In a growing passive market, that kind of attention is key. The good news is that 85% of the employed workforce is open to hearing about other job opportunities and weighing their options, so many of your users could want to hear from you.

  2. Social Recruiting

    If your app has a social component (like a built in messaging network), your company can use it to help start a hiring conversation. Using social media to advertise available positions is a common practice among large corporations. In fact, close to 92% of companies use social media in some way to recruit. Instead of simply posting an ad on social media, however, you can start a conversation with potential candidates in your own app and bypass other companies by going straight to the source (Snapchat often does this by messaging users within its own platform)

    If your recruiters use your app’s messaging platform to reach out to candidates, they can gain valuable feedback. Recruiters can use this feedback to get a better idea of what users like about the company, and what might give potential hires pause when accepting a job. With this information, recruiters can better tailor their hiring efforts, and determine the important features to highlight when presenting a job offer.

  3. Mobile-Friendly Career Pages

    Career pages that are found on the company website offer the perfect opportunity connect loyal customers with jobs in the company. A link to your career page can be added to the app so that active candidates can check out employment opportunities in real time. Optimizing your company’s career page for mobile devices can help facilitate the user process and make applying easier and more efficient.

    While the page itself needs to be compatible with Android and iOS devices, it is also important to ensure that applicants can complete the application process on these devices. Potential employees who begin the application on a phone or tablet may be turned off if the information that they enter is not successfully saved and transmitted.

Though in-app recruiting is a new concept, companies can get ahead of the curve by using some of these tactics to get in touch with qualified candidates. Mobile app users can be some of the most informed on a company’s products, but also on the company culture. In an age when many aspects of an HR department can be automated by effective software, there’s always another innovation that companies can use to get ahead. Utilizing your users in the talent recruiting process, therefore, should be a no brainer.

Katherine Wood is Managing Editor at Talent Tribune, a data-driven HR blog powered by Software Providers.


Ratings Prompts Don’t Have To Suck

John Gruber, of Daring Fireball, shared his frustration with the usage of ratings prompts last December:

I’ve long considered a public campaign against this particular practice, wherein I’d encourage Daring Fireball readers, whenever they encounter these “Please rate this app” prompts, to go ahead and take the time to do it — but to rate the app with just one star and to leave a review along the lines of, “One star for annoying me with a prompt to review the app.”

In the following weeks, several other people chimed in on the topic, having a somewhat public, flowing debate about the practice of reaching out to customers for better ratings. A deeper discussion about the app store, consumer decision-making and why ratings matter was touched on, but largely left alone as most focused on the execution of the prompts.

On one side, you had Gruber, Marco Arment and others who were strongly against the practice. On the other side, we heard from Cabel Sasser , Chris Gonzales, Dan Counsell, and Wil Shipley who had arguments in favor of reaching out to customers. Penalizing hard working developers and publishers hardly seems fair when the app store represents such an important piece of the distribution and customer connection puzzle.

Somewhere in the middle, Daniel Jalkut offered a nuanced view of the situation that asked more questions than it answered, challenging us all to explore what is truly best for the consumer. Taken in sum, this was a good beginning to what is a much larger conversation.

Ratings Prompts for Mobile Apps

Ratings prompts, while being the interruption that catalyzed this conversation, represent only the tip of the iceberg. This is about much more than ratings. It’s about more than improving an app’s rankings.

This is about how companies communicate with their customers in the mobile world.

For many companies, mobile is the primary medium of communication with their customers and the number of companies who are mobile first will only grow. Each of us carries a little communications device that buzzes and blinks all day long, alerting us to news, updates, and information. These messages build up – messages from our friends, our family and yes, the companies we’ve allowed into our inboxes, given our phone numbers, and whose apps we’ve installed.

We do not have to guess how this plays out – we already know. There are reasons why developers employ prompts, why websites have numerous pop-ups, and we can only expect to see more of these on mobile. These messages increase revenue, retention, ratings, and customer interaction. Overuse of these tactics is well documented, and while inappropriate interruptions can make a difference to a companies’ metrics, we know that appropriate, non-intrusive, implementation can make a larger one.

You don’t boycott a store because a clerk asked if they could help you or become annoyed when a cashier asks if you were able to find everything all right.

What is needed is a better answer to the question: “How can I communicate with my app customers without driving them crazy?” The answer has to come from the app developers and publishers, not the app customers. Nor can we rely on the app stores to make meaningful changes.

Starting a campaign to rate apps 1 star if they prompt for a review or calling developers greedy and desperate are not constructive and don’t take us to a healthier communications environment. You don’t boycott a store because a clerk asked if they could help you or become annoyed when a cashier asks if you were able to find everything all right.

Helping customers at the right moment

Asking people if they need help, at the right moment, can create a delightful experience.

Let’s Start Talking With Our Customers, Together

This is really about companies wanting to talk to their customers in an elegant, helpful, and relevant way without being annoying. So, what is the right way to communicate with customers inside a mobile app?

By working with thousands of companies on these problems we’ve discovered that there are a few clear guidelines that can form the basis of better behavior by apps:

  • Don’t interrupt customers in the middle of tasks or at app launch
  • Identify and enable communication at key moments in the customer’s journey – when they’re happy, frustrated, or lost. Identifying these moments should be a natural part of any app’s design process
  • Instrument your communications activity so that you know what the impacts and outcomes of your messaging strategy are – working with hard coded solutions that don’t make you any smarter about your customers’ preferences is a recipe for disaster
  • Iterate, experiment, and be able to make changes on the fly

Some Myths and A Better Way to Communicate

In the debate about ratings prompts a lot of strong feelings based upon personal anecdote formed the foundation of much of the analysis. Significant assumptions about consumer behavior at scale made its way into commonly held beliefs. What has been sorely lacking, however, has been actual concrete data.

“If you don’t know what happens when you send a message, you might as well not send the message at all.”

Here at Apptentive, we think a lot about customer communication and the experience for the end consumer. For years we’ve instrumented every message and communication we power for our customers, measuring what the outcomes are.

We’ve held ourselves to a standard that says, “If you don’t know what happens when you send a message, you might as well not send the message at all.” This perspective has served our customers and our team well. It helps us to deliver best practices, improve tools, and shed light on an area that is severely lacking in data. For example, we know that:

  • Just asking people to rate the app is ~5 to 10x less effective than starting a conversation about whether or not the consumer is happy
  • The actual words used in the message to the customer can dramatically change the % of ecstatic customers who talk about your app in the app store and impact the % of ratings that also result in reviews
  • Showing a ratings prompt on launch is 50% more likely to result in the app being closed than if it’s shown at any other point in the app
  • Customers who are asked about their opinion with an app who are unhappy are >100% more likely to return to the app than the average app customer. It turns out that being informed that the company actually cares about your opinion can change the dynamic
  • When you give people choices about what action to take, only about 20 to 30% of customers will actually exit the app to do something else.

This week we rolled out many major improvements to our services, which represents over 2 years of working with many of the world’s largest companies. We have a sophisticated communications system focused on enabling you to listen and talk with your mobile customers. Our company is betting on the fact that you, and app publishers everywhere, want to treat their customers well and with respect.

We believe that while in-app communications are inevitable, they don’t have to be annoying, unsophisticated, and a necessary evil. We know that it’s possible to connect with your app customers at the right time and we know many of you truly deeply care about the mobile customer experience. Your passion for the consumer experience is why the ratings debate prompted such strong opinions and discussion in the first place.

It’s Time We All Got Better At Talking With Our Customers

Poorly implemented ratings prompts raised awareness around how easily a mobile experience can be ruined. It’s time to re-examine all of our customer interactions and ask ourselves if we can do better. Are there better places in the app to ask for feedback? Are there places where customers might need help and appreciate a company reaching out?

As we said earlier, this conversation is just the beginning. We know there are strong opinions about this and encourage you to add your thoughts below. Many of you are our customers, colleagues, and fellow app enthusiasts and we value your words. We plan on taking the thoughtfulness and execution behind customer communication to a level beyond where it exists today on mobile and even online. We encourage you all to communicate with your customers the right way as we all work towards creating products that people love.

Apptentive logo

How Mobile Games Can Adapt to Rising User Acquisition Costs

Cost per installs (CPIs) for mobile apps hit an all time high during 2013 and all signs point to a continued cost increase each year. Unfortunately, the average revenue per user (ARPU) is not increasing at the same rate or even close to it. To understand what these numbers mean for app publishers here’s some quick math, adopted from Superdata, to depict what it means to have CPIs increase.

“Let’s say that you’ve just acquired a cohort of 100 brand new users at an average CPI of $2.25 USD. The average conversion rate (from a non-spending to a spending user) in October was 4.68 percent,” the company said. “Each of these players spends $21.45 (average revenue per paying user for mobile in the US). That gives you $100.39 in monthly earnings. With $225 in cost, you’ll need to make sure you keep those users engaged for at least two months before you start making a profit. And two months is an eon in mobile game time.”

If two months is an eon in mobile game time then the opportunity for mobile games to make a profit looks grim for the future. As  acquisition costs continue to rise year after year, customers will need to be engaged longer for the game to have a chance at making a profit. For mobile games (and other apps) there is only one conclusion:

Developers need to start to find a balance between paid acquisitions, and “earned” or “owned” organic acquisition.  Don’t simply dedicated your entire marketing or acquisition budget to paid ads or installs, but rather seek out ways to foster organic consumer behavior that will lead to referrals and fan media activity.

The goal of any customer acquisition campaign is not to simply acquire new customers, but acquire customers that actually spend money.  In an article from VentureBeat, Erlend Christofferson from Supercell and Jussi Laakkonen from Applifier both agreed that the ideal method of customer acquisition isn’t paid, but through word-of-mouth, customer engagement and community development.

We focus on creating engaged users. We believe an engaged user is more likely to tell his friends about our games, and more likely to monetize. – Erlend Christofferson, Supercell

The new way for games coverage, like everyone says, is a friend showing another friend a game. “Hey, you have to play this.” That’s the best way for a consumer to find a game. – Jussi Laakkonen, Applifier

Recently, I had the chance to talk with with Jon Kimmich, the founder and CEO of Software Illumaniti. We spoke about the rising costs of acquisition for mobile games and why it is critical for mobile game developers to employ other methods in lieu of paid acquisition. He had this to say:

Mitch Lasky (of Benchmark Capital) really hit the nail on the head when he said, ‘Developers will need to consider offering a high-quality community experience within their games.  At their best, games are single-purpose social networks’.  It’s one thing to build moment-to-moment gameplay engagement, but the most engaged and committed fans don’t stop there, they create commentary and content that extends and (in some cases) transcends the game or app experience, and as a developer you need to both nurture and provide means of expression in support of this activity.  To fail to do so is tantamount to leaving engagement (and money) “on the table.”

Even though paid acquisition seems like a necessary evil to compete with other mobile apps, taking steps to increase your organic downloads can be more valuable.

Facebook’s app advertising is often heralded as the best channel for paid  acquisition. In a recent report from Localytics, installs from Facebook hold a slight edge over organic installs in the total number of times an app is used over the first 60 days. However, that slight edge ends after the 4th use. Organic installs result in a higher percentage of 6+ uses over 60 days.

Organic and Paid Downloads

As described by Christofferson, highly engaged customers are the most likely to monetize and tell their friends. Based off the chart, organic downloads tend to bring in more highly engaged customers over time than Facebook.

So instead of increasing your budget for paid installs, it makes more sense to focus on your organic installs.

Organic App Downloads

1. Community Influencers

Take advantage of the influencers in your niche. According to the Ayzenberg Group, the most powerful form of digital marketing today is based on how we seek out information in the digital world. We look to the online experts who share our interests and heed their advice over any other form of marketing and corporate advertising.

Spend time finding and connecting with the online bloggers, social media stars, YouTube contributors, and other digital experts who fit your niche. Develop relationships with them and run campaigns utilizing their networks. These “new influencers” are proving extremely effective and yielding better results than previous online marketing tactics.

2. Interact With Your Customers

Turn your mobile app into a conversation platform and learn what drives your mobile customers to leave or return to your app. You can incorporate in-app communication tools to help provide in-app support, receive feedback, and interact with customers.

Creating a place where customers feel heard and listened to as part of the app experience increases customer engagement. Customers trust problems will get solved and feel better supported when they can talk directly to someone. The positive customer experiences that stem from the support, feedback, or other conversations you have with customers go a long way to powering those positive word-of-mouth exchanges that every app covets.

Lastly, providing one final frontier to capture information about bugs instead of learning about them on the app store is very meaningful. Negative reviews are powerful deterrents for new downloads. Having customers come talk to you directly instead of the app store decreases the likelihood of receiving low reviews.

Customer Acquisition Strategies for Mobile Games

Building a great game is by far and away the most critical component of having a successful mobile app, but in crowded app stores even great games need help to be noticed. Cultivating communities in-app and online are powerful acquisition methods that are more sustainable, relatively inexpensive, and gain customers with a higher lifetime value than paid channels.

As you plan your acquisition strategy or look to tweak the one you already have, don’t ignore your app customers and fans in your niche online. It will take a little more time and effort than just paid advertising, but it will have the greater reward.

If you have any suggestions of other methods of customer acquisition that can help mobile game developers combat rising acquisition costs please share below in the comments.

Welcome to Message Center - Apptentive's In-App Feedback & Conversation Inbox for iOS and Android

5 Reasons Your Mobile App Needs In-App Surveys

Apptentive Mobile App SurveySurveys have proven to be incredibly powerful tools for market analysis and driving customer insight. Restaurants and auto shops have surveys asking “How did we do today?” and retail stores often have their cashiers ask “Did you find everything you were looking for?” These may seem like simple questions to the consumer, but to a business these questions are crucial for understanding how to improve.

For online businesses, surveys have quickly become the best way to get insight into a customer base to determine who their customers are, how their customer feel, and what their customers truly want. All of which is very useful information! Originally conducted with paper and pencil, surveys are now commonly found all over the internet, but rarely inside mobile apps. Mobile apps are like any other business and stand to benefit from surveying customer and potential customer bases.

5 Reasons Why Your Mobile App Needs to Use Surveys

1. Save Money

Mobile app development is expensive. Every new feature and functionality costs additional money. Playing guessing games about what to create next can be incredibly costly and end up sinking your app. Never assume you know what your customers want because you will often be surprised what they will write when given the chance. Using an in-app survey can cut costs and much of the guess work from mobile app development.

From the beginning, incorporate a survey in your minimum viable product to capture responses about what your developing and what your customers would like to see. It is never too late or too early to use surveys as a channel to better understand how your customers feel and think about your app.  Having these answers can help you save money as you create what your customers want instead of what you think they want.

2. Prioritize Features

Creating a mobile app can be extremely exciting, especially when you get caught up in the fervor of  “we can build this, and that, and oh we can do this too.” However, trying to do too much too fast or in the wrong order can hamper the success of your app. Spending time on a feature that really isn’t all that great can waste valuable time and resources. It’s important to be able to prioritize your features and plan a product roadmap with confidence.

Enter surveys. Surveys are perfect for figuring out not only what your customers want, but also what is most important to them. Give your customers a voice to aid you in your product roadmap and you can be confident that you are spending time on the correct path to grow your mobile app business.

3. Who Are Your Customers?

A few simple questions can provide a treasure trove of insight on your customer base. Collecting demographic information such as age and gender is important data for future app development and can even aid you in choosing the correct ad agency or in getting the right partnership.

Demographic surveys can also include questions about customer likes and dislikes, problems they have, and address areas not directly related to your app. The more you can understand about who your customers are, the easier it will be able to create something that they love to use.

4. Specific Customer Feedback

All customer feedback is valuable, but sometimes you need feedback about a specific item. If you’ve released a new feature or entirely overhauled your app design you may want to learn what your customers think of the updates. Do they hate it?  And if so, why? You may be curious why customers stopped watching an instructional video halfway through or why they abandoned their purchase partway through the check-out process.

Using a mobile survey can give you insight into how your app is faring, whether it is a game, retail, or entertainment. Getting specific feedback can tell you how a feature was received and why customers are abandoning their carts. If a new update results in unhappy customers it’s essential to find out quickly to help avoid an onslaught of negative reviews in the app store. These reviews seldom go away even when the problem is fixed as people rarely update their reviews.

5. Engage Your Customers

The amount of people who provide feedback in-app or in the app stores is a very small percentage of your entire audience. Encouraging the rest of your audience to share their thoughts is important to get the full perspective of your customer base and not just the vocal customers. Surveys are a proactive tool that can help you reach and get responses from a larger portion of your customer base.

Surveys tell your customers that you are dedicated to improving your app and provides them with specific questions to answer which is often easier for most people than creating their own feedback.

In-App Surveys for your Mobile App

Apptentive Android SurveyAs businesses increasingly use mobile apps to drive their futures, native optimized mobile surveys will be incredibly important for engaging and understanding a mobile customer base.

As with any app feature, it takes time and money to developer surveys that fit seamlessly into your mobile app. Apptentive’s in-app surveys are developed for native apps, optimized for mobile devices, and allow you to target segments of your customer base.

Whether you use a service or create your own, surveys are a powerful tool to drive your business and beat your competition. The app that is first to build what their customers want, knows who their customers are, and understands what their customers think is the app that will come out on top.

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Welcome to Message Center - Apptentive's In-App Feedback & Conversation Inbox for iOS and Android

The Power of the Follow-Up Message

Want to know one of the easiest ways to turn your customers into evangelists? The answer may already be sitting in your inbox. If you’re an app developer, then you are probably well aware of how important customer feedback is in shaping your product. Anyone familiar with the lean methodology of building a startup company also knows that collecting feedback is essential to the measurement cycle. While much is said about the importance of feedback as a tool for building better products, little is said about its importance in setting the tone of community engagement. Customer feedback is one of the most effective tools you have at your disposal to not only inform product decisions, but also to turn the inquiring customer into an evangelist. What’s the secret sauce? Follow up with them.

canary appDuring the last week of September, my company launched Canary to the App Store, a calendar app for iPhone that simplifies scheduling meetings and calendar management for Google Calendar users. In less than a week, we secured 3 press features in Business Insider, TechCrunch, and LifeHacker. With the press came a flurry of feature requests that no one on the team anticipated — people asking everything from why we didn’t integrate into iCal (a common question) to when we planned on adding a landscape view. In addition, the launch of iOS 7 was just around the corner and we knew an upgrade was inevitable. I immediately went to work fielding questions and compiling the feedback to prioritize what to build next.

We soon realized that the iCal situation had to be addressed with a quick solution (one that couldn’t involve engineering at the time due to the scope of the challenge), so we created a guide for syncing iCal to Google on our blog. The tipping point came when I received a particularly abrasive email from a user who was extremely upset that he couldn’t get his iCal events on Canary. I apologized and sent him the link to the post. No response. Then a few days later I decided to follow up with him asking if everything had worked out. Suddenly, the previously frustrated user had transformed into an extremely thankful one. He had been completely won over by our willingness to follow up and was appreciative enough to try out our tips, successfully becoming an ardent supporter of our app!

I immediately realized that this incident provided a very valuable opportunity for us and decided to see how I could replicate its success with the ongoing conversations we were having about features with our other users. I began by grouping them across email and social media based on the similarities in their feature requests. Once we prioritized what would be ready for the next release, I went back to the users who had made the requests and let them know what to expect in the upcoming launch. Then, on the day of the next release, I let them know that the feature they had requested was now available for download. The responses to my emails and tweets were amazing. Almost every user responded and every single one of those responses was extremely gracious and appreciative of having their voices heard in the development process. Sending a follow-­up email turned what is often a unidirectional, static interaction into one that conveyed attention to detail, and an actual interest in discourse. After two successful release cycles, I’ve realized that following up with your customers during the feedback process is effective for a number of reasons:

1. It’s the perfect way to close the feedback loop with your customers — especially in a public forum.

People will always be armchair developers. There’s no stopping that. However, it’s important to recognize the good ideas and suggestions that make your product better and provide closure for the initial concern or idea that initiated the discussion. Following up about a bug fix or a new feature is a sign of your willingness to get to a resolution and it demonstrates that you value your customers’ opinions to everyone who witnesses that interaction.

2. It gives people a sense of ownership over your product’s growth.

When people feel that their voices are not only being heard, but are actually a part of the conversations that influence product decisions, they will feel a much deeper connection to everything that your team produces. They are more likely to tweet about you, feature you in their blogs, and recommend you to their friends and family.

3. It makes your customers more willing to do things for you.

Need to administer a survey? Want a customer’s perspective on a new feature? Need beta testers? Reach out to those people with whom you’ve followed up. They are more likely to answer your questions, engage with your content, and test new things after you’ve already established a relationship with them that says, “I’m actually listening.”

This type of communication has had a powerful impact on our company’s culture, arguably more than the content that we’ve produced. More importantly, evidence of it on our social media channels, our App Store reviews, and the speed at which we’ve been able to improve Canary lets potential users know that we’re a team willing to listen and collaborate. Think about how you’re connecting with your customers through feedback and how you can make those relationships more valuable to the community that you’re building. It’s worked for us!

About the author:
Ralph Bouquet is the co­founder of Canary, a calendar app for iPhone that lets Google Calendar users simplify how they schedule meetings and manage their calendars. Canary is available for free on the App Store.

Mobile Shopping

Don’t Lose Your Customers With Poor Mobile Customer Service

Mobile Shopping

Customers want the best deals and do not have second thoughts about switching to new companies to get what they want. They’re even quicker to switch if given a poor experience or by being frustrated with customer support. In a global survey conducted by Accenture, over 91% of respondents expressed frustration with mobile customer support. The study illustrated many expectations that customers have for their mobile experience:

  • 56% expect more options for obtaining service and support by phone, online and at store locations via mobile devices.
  • 50% find it frustrating having a company’s online channels for customer service and support not be optimized for mobile phones or tablets.
  • 47% during the actual buying phase find it frustrating not being able to access the information, make purchase or make payment using a mobile device at the time and place they want.
  • 45% would have been prevented from switching companies if they offered them better service and support via mobile device.
  • 38% of consumers globally who use online sources to learn about the company’s products and services, access the sites at least half of the time through their mobile device.

*Source: MobileShopTalk

There is ample opportunity here for the companies that devote resources to providing support optimized for mobile devices to capitalize on customers looking for a positive mobile experience. Acquiring more customers seems to be a common theme for companies, especially during the holidays, but I advocate for focusing on your current customers.

Newly acquired holiday shoppers spend 15%-50% less than repeat customers and are worth less overall to your company. It doesn’t make a lot of sense to spend the majority of your budget on acquiring customers when they spend less and are more prone to leaving. Instead, focus on improving your mobile experience with a heavy focus on mobile support. Word gets out when companies take their customer support seriously. Take a look at Amazon, Zappos, or Nordstrom and you can see how great support can affect a customer base. And if you’re still caught up on acquiring new customers, creating an amazing service or product that people talk about is one of the best acquisition strategies there is. Make your current customers happy and news ones will come.

Being Mobile During the Holiday Season

Customer service and support is clearly important to mobile customers and unhappy customers have no second thoughts about moving on. This should be thought of an opportunity for companies, not a problem. Providing an amazing mobile customer experience is not difficult and it doesn’t need a creative mastermind to come up with something new. Here are a couple of suggestions on how to provide mobile customer support that will retain your customers:

  • Be available for your customers wherever they are. This is a staple of customer support and it’s surprising how many companies simply don’t have an in-app solution for communicating with their customers. It should be a priority to make it incredibly easy for your customers to reach you, wherever they are. This is one of the most apparent problems with mobile support, or lack there of inside an app.
  • A human response. Customers want to feel taken care of. A response from a Justin or Katie is a better experience than “the team” or a “noreply” address. We strive for personalization and having a person who is there just for you generates a stronger feeling that the company is working to make your experience positive.
  • Be honest and communicative. A problem with many customer support approaches is the lack of setting expectations for customers. It’s essential to let customers know it may take a week to solve the problem, and not that a fix is coming soon. Be forthcoming about mistakes instead of covering them up. If something will not or can not be changed take the time to explain why. This goes a long way to creating trust with your customers.

There are many other suggestions for giving awesome customer service that you can apply to your mobile support. With the holiday season looming, great support could be the advantage you need over your competitors. Of course, creating an overall positive experience for customers starts with creating a great mobile product. If you’re interested in other ways to make your app more successful, I wrote a post with simple mobile app success tips to employ to make your app a better experience for the holidays and year round.

This year, holiday shoppers are 50%-150% more likely to make purchases from mobile devices. The mobile experience is fast, easy, and comfortable and when there is a problem consumers are looking for timely support. There is still a lack of support for mobile, but customers DO realize and appreciate when companies make an effort to provide helpful assistance.

The current frustration in the mobile market is leaving opportunities for any company up to the challenge of being thoughtful about how they communicate with their customers. There is still time before the holiday rush to add a mobile solution that can help retain your repeat customers. If the holiday season is important (or even if it’s not), take the time to make the customer experience as flawless as possible, even when problems arise.

Have you made an changes to your mobile app to anticipate the holiday rush? Any suggestions to fellow readers on how to succeed during the holidays? Please share in the comments below.

iPhone Localization

Localization and Mobile Apps: The Start of a Beautiful Friendship

LocalizationIf you’re able to read this sentence, chances are English is your native or second language. It is a common misconception that English takes priority over other languages, especially in the online and tech world. This is of course not true.

What we forget is that we live in a world amongst 7 billion people, which is said to increase up to 10.9B by 2050. According to the U.S. Census Bureau, as of 2012 the population of the U.S. is 313.9 million. So if you think about the fraction of the U.S. versus the world it’s essentially an ant on an ant farm.

As of 2010, there are an estimated 445 million Chinese, 154 million Spanish and 99 million Japanese language users online. It is estimated that fast-increasing language users, such as Chinese, will fully dominate and replace English as the top online language users within a matter of time. What does this entail for app developers and brands?

Well, in order to reach a higher audience for your app, you must localize it or risk being left out in the cold. English has not always been taught as a second language so we must keep our prior generations in mind, as well, when increasing a broader market for online applications. If the user doesn’t understand what your application does, chances of them downloading it are slim to none.

An article in the MIT Technology Review states, “Mobile computers are spreading faster than any other consumer technology in history.” In January 2013, Facebook reported that for the first time the majority audience was coming from mobile devices rather than personal laptops. Mobile technology is currently our leading source and therefore we must see the importance of localization and translation for mobile apps.

Many successful companies have made their apps available on a global scale, but more often than not, it has come at a steep price. Usually professional translation services can cost big bucks, sometimes as much as $.20 or $.30 per word. Traditionally, this would lead to only big companies or individuals who can afford this extra expenditure to offer multi-lingual content.

As a relatively new alternative, machine translators have since helped to provide free translations for everyone. However, for anyone who has used Google Translate, Bing Translator, or any number of the free machine translators available online, they know the results are rarely, if ever, accurate. While some might say, “something is better than nothing,” the truth is that having poorly translated content can actually have the inverse effect on your company. Many people will be turned off by the bad grammar or unintelligible content, and may actually think your company or app is poor quality and not worth downloading, regardless of the functionality or game play. That’s a big price to pay for merely trying to expand your market.

For these reasons, there has been a large push in the translation and localization field to come up with even more alternatives to help solve the language gap issue. As a member of Ackuna, a recently launched translation service, we find that the best solution for us is utilizing crowdsourcing to power localization to another level. Ackuna markets toward app developers as well as companies wishing to translate their web content. Instead of relying on inaccurate machine translations, Ackuna utilizes crowdsourcing amongst their online members to translate the content. The service is completely free and the process is a lot more accurate than any machine translation out on the market. Think of it as a translation machine powered entirely by humans.

Bottom line is that the online world is quickly becoming more globalized. The fewer language options you provide, the fewer downloads. However, what you use to translate your content matters greatly. If you have the extra money to spend on a professional translation company, by all means you should do so. Quality translation is an investment, just like any other marketing venture. However, there are new alternatives being developed which are worth exploring if money is a significant factor.

About the Author: 
Irina Usharenko is a marketing intern at Ackuna. Irina is expected to graduate this
year with a B.A. in Marketing Management from Baruch College, Zicklin School of Business. She plays a quartzy game of scrabble and has a passion for innovative technology.

Mobile Customers

Do You Know Your Mobile Customers?


Jason Fried, the founder of 37signals, posed the question “Do You Really Know Your Customers?” For most of us with digital businesses the answer is no. We would not recognize them on the street, nor have a casual conversation with one of them as a small storeowner would. However, customers are our lifeblood whether we interact with them or not. Fried urges us to ask ourselves, “How much better can we be if we know our customers for real, not just as data points?” 

I’d have to say MUCH BETTER. Listening to your customers, valuing them, and really spending time to get to know them is the way we are supposed provide service. We should all be more proactive in understanding how we can really help our customers. There are useful tools such as Google Analytics, Flurry, and MixPanel that can give you robust data on the behavior of your customers. These tools are helpful, but there is so much more to know about your customers that these tools cannot tell you.

Whether you have an app you consider successful or not, do you wonder if it could be done better? Companies that have been extremely successful may shrug their shoulders and consider that they are doing enough. Not knowing customers is an all too often scenario in today’s digital world. Digital technology has changed the way we communicate and has made it so that in most circumstances not having a relationship with a company whose product you use all the time is normal.

I believe there is a huge amount of value for both businesses and customer to develop relationships and get to know one another. With this in mind, here are 5 reasons why we should talk to our mobile customers to get to know them.

1. When you talk to your customers, they talk back.

Customer feedback is one of the most essential resources for any company with a mobile app, and the best way to get it is by asking. Feedback serves as a tool to help prioritize features for roadmaps, improve your product, and understand how your customers are using the app. With feedback, companies can make quicker decisions faster and with more confidence that their customers will be happy with the changes.

Not all feedback is positive, but that negative feedback provides even better opportunities to learn and improve. If you develop relationships with your customers they will talk to you when there is a problem instead of you learning a week later about the issue. You can then fix it quickly so other customers don’t experience the same issue.

In general, feedback is the basis of conversation between you and your customers. Listen to what they say and you will have a better idea of what they want and how to improve your app.

Spend a lot of time talking to customers face to face. You’d be amazed how many companies don’t listen to their customers. –Ross Perot

2. Talking is the best form of customer support

Part of talking with your customers is to give them a good experience. The simple process of listening and responding to customers can go a long way, especially because in today’s app ecosystem most people are under the impression that apps don’t care about customer support. Having simple conversations can go a long way to providing a positive experience that customers want to share with their friends and family.

At 360iDev, Joe Cieplinksi gave a great presentation on “Customer Support: Building Apps for the Long Haul.” He points out numerous reviews and messages they received where customers were pleasantly surprised because the team behind the app cared to respond. We need to change these expectations as a whole, but support is a great channel for communication, learning, and that customer “wow.”

One customer well taken care of could be more valuable than $10,000 worth of advertising. -Jim Rohn

3. Happy customers make you feel good

How often do you hear from customers who love your product? If you’re in a customer-facing role you may here it often, but as a developer it may be rare that you receive praise for your hard work or are even aware that people appreciate your efforts.

I recommend everyone in a company to interact with customers at some point. Having the experience of interacting with your customers can make you feel good, motivate you to continue working hard, and even provide inspiration on what to do next. Meeting the people who you help everyday can be as good for you as it is for them.

Don’t underestimate how important your own happiness is.

Revolve your world around the customer and more customers will revolve around you. -Heather Williams

4. Unhappy customers create an amazing opportunity

Did you know that most unhappy customers never say anything at all? That means you should cherish the ones that do all the more. There shouldn’t be anyone more important to talk to and get to know than an unhappy customer.

If you’ve ever wondered why people stop using your app or never use a certain feature, these are the best people to talk to so take a moment to have a conversation and find out. Unhappy customers can be your greatest evangelists when you listen to what’s wrong and work to solve it.

Your most unhappy customers are your greatest source of learning. – Bill Gates

5. Trust is built through relationships

People who talk to you trust you more.” We believe in this quote at Apptentive and always have channels open for our customers to talk to us. We enjoy spending our time talking with customers, understanding their pain points, and what we can do to solve them in the most simple, effective ways possible.

Building a relationship should be at the core of how every company focuses on its customers. Customers are the most important person in a company, and developing relationships are essential to building a customer base that trusts you.

Every company’s greatest assets are its customers, because without customers there is no company. – Michael LeBoeuf

Do you know your mobile customers? No? Well, it’s time that changed. If we take the time to talk to our customers we can learn a lot, and in the end you may appreciate it more than they do. Start taking efforts to make digital technology a positive channel for interacting with your customers rather than a wall. It’s hard to know exactly how much better we could all be if we knew our customers but it definitely wouldn’t hurt anything if we tried.

Do you think it is important to know your customers as more than just data points? What are some of the best examples of companies making an effort to know their mobile customers in the digital world?