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Case Study: Building and Managing an Indie Game Booths for GDC and PAX

We built a booth for GDC and PAX West for a demo of an indie game called Rooster, a casual puzzle adventure celebrating Chinese culture.

This case study covers the basics of the game, the booth production process, and how indie developers and publishers might build upon a similar foundation.

Background

We produced and managed two gaming event appearances of the indie game Rooster. The game— developed by Canadian studio Sticky Brain—is described as a “heartfelt, story-rich casual puzzle adventure celebrating the best of ancient Chinese culture.”

For the Game Developers Conference (GDC) and PAX West, we designed a booth, provided PR support, coordinated interviews during and after the event, and ran interference at the venue for the game’s developers.

The biggest challenge in building the booth was the game’s non-traditional nature. Rooster is very different from what an average gamer would think a gaming experience should be like. It’s very cozy, wholesome and light. Thankfully, slow-paced and chill experiences have risen in popularity, with titles like Stardew Valley and TCG Card Shop Simulator getting thousands of  Overwhelmingly Positive reviews on Steam.

When a game is different from every booth next to it. Convincing players to get the concept can be difficult. Rooster is a set of short stories told in a series of mini-games, unlike many games that rely on a single narrative or one set of gameplay mechanics.

Keeping that in mind, a solid first impression was critical. For that very reason, we wanted to lean into the visuals of the game because they are unique, compelling, and establish the cozy tone of the game players are about to experience. That coziness and the Chinese culture influences are intertwined with the gameplay experience.

Production

With a limited budget, we produced a professional booth with character cutouts that could be seen from a distance and capitalize on corner booth placement at GDC and make up for a less than ideal booth placement at PAX West. The visibility from afar was eye-catching and interest-building, luring players in when they might not have taken the time to look at a demo screen before.

Many indie studios and startup game booths have only a banner behind them. Their visual presence is not strong enough to bring people in with the booth materials alone. The booth doesn’t need to be over complicated or over the top, but carefully selecting visuals and accounting for the business of a convention floor is critical.

Rooster taps into the Chinese market, one usually underserved by Western studios. By bringing their art style (rooted in the studio’s Chinese and East Asian Heritage) to the forefront, a lot more eyes would focus on the visuals to be then lured into trying out the game.

The developers wanted a hassle-free show experience. That way, they could manage the booth without worrying about anything else. We designed the booth, printed the materials, shipped everything in (and out), and executed setup and teardown. If the team needed help with anything during the event, like complying with ADA (Americans with Disabilities Act) standards, we took care of the details by talking to the right people at the venue and troubleshooting any surprise challenges.

The appearance at GDC was B2B focused, and it was a challenging year for indie developers. The downturn in the industry and the lack of publishing money attracted fewer conversations with possible investors. But with Rooster, the studio had the opposite experience. Because of the game’s premise and targeting, they had multiple interviews and conversations with publishers, distribution partners, and government agencies devoted to culture and heritage, China-specific in this case.

PAX West experience info here?

The developers had a lot of positive and interesting talks with developers, investors, and gamers. The reaction to the game was positive, with people commending its visual identity and uniqueness. A demo was released on Steam for a short period and the game is on track to release in Q1 2025.

Looking ahead

Attracting people to a booth can be complicated. You are competing against AAA studios and brands, trying to attract the eyes of attendees in a busy setting. Understanding what makes an idea unique and expanding on it can help it stand out. 

Leaning on the variety in gameplay and stunning visuals made organic influencer engagement easier to come by. The game now has over 20K wishlists on Steam, with appearances at the (Steam’s) Wholesome Games Festival, and Steam NextFest.

Case Study: Steam Backlog Challenge

Gamers worldwide have a running joke: They keep buying games despite having stacks of unplayed titles in their libraries.

Steam runs weekly sales and a few big sales featuring almost every publisher and game studio on the platform. In 2024 alone, 544.26m games have been sold (both on sale and at market price). Many of those titles sit in users’ libraries, never to be played. 

The Steam Backlog Challenge was a streaming fundraising event benefiting No Kid Hungry. Participants compete–purely for fun–by playing games from their video game backlog (games bought and never played) from their library on Steam.

This case study covers the basics of the event, the production process, and how one might build upon a similar concept.

Background

According to PCGamesN, Steam users have spent over $19 billion on games they haven’t played. We saw an opportunity to appeal to that audience of gamers with dozens or hundreds of games. By focusing on never-played games in Steam libraries, we built an app for No Kid Hungry to track gamers’ unplayed titles to challenge them to play more instead of buying more.

No Kid Hungry was a longtime agency client who we produced more than a dozen fundraising events for. NKH is working to end childhood hunger by helping launch and improve programs that give all kids the healthy food they need to thrive. Through their STREAM initiative, we did gaming events featuring official support from Magic: The Gathering, Sea of Thieves, and Elder Scrolls Online (to name a few). Such fundraisers always featured support from content creators, game publishers, and developers to make the organization’s vision a reality.

We have always created events for audiences interested in different genres or “feels” in gaming. For this event, however, connecting to a broader public was vital: the entirety of the PC gaming community. The Steam Backlog Challenge wasn’t a celebration of a video game genre or an IP, but a way to entice people to play some of those games they bought on a Steam sale. 

Production for the Steam Backlog Challenge

We built an app that reads a player’s game library and flags played and unplayed games. Every game was assigned a different set of points based on how long it had been sitting in their libraries gathering figurative dust. 

The longer it had been sitting unplayed on their digital shelves, the more points players gain for playing. The leaderboard on https://www.summerbacklogbattle.com/ shows player names, scores, and their most recently played title. In doing this approach, we integrated directly with the Steam API, and we thought from a player’s perspective about potential concerns around privacy and security, baking that into the final product and how we presented it. 

Our long-time developer partner, Echo Gate Tech, helped on that front by providing best practice expertise and production support. That meant we only pulled the bare minimum of information from users’ Steam Library to protect users, the client, and ourselves. Because we used the Steam log-in functionality, we never read, tracked, or stored anyone’s credentials. We used the Steam API to pull only the information we needed for the app and nothing extra.

On the User Experience front, we decided early on what variables impacted the leaderboard. We ran thought experiments and considered different types of players. Our initial concern was that people with the oldest libraries would have the most considerable advantages. But even people with 2-year-old libraries had an extensive enough library to join the event (thanks to the numerous sales with deep discounts Steam does weekly).

We installed a leaderboard on the event’s website so that anyone could see what other people were playing.

We partnered with game developers, and subreddits (such as r/GameDeals and r/Steam) to promote the event and to give away keys as donation incentives. Donors could give $10 for a random game or $25 for three random games.

Over 250 gamers joined the event. Participation varied, representing a larger cross-section of PC gamers than we anticipated. Some people played a lot of games. Some played only one game. But every participant was engaged in their own way, and they played from a big pool of games, with almost no repeats of game titles in the “Recently played” section of the leaderboard.

Looking ahead

Building upon the concept of the Backlog Challenge to feature more platforms, such as Playstation, Nintendo, and Xbox, would allow us to bring together more gamers.

We see potential partner opportunities for a new iteration of the event as well. Publishers and developers could have their games be worth more points through bounties to further drive interest in their titles and sponsorship dollars for the client. Retail sponsors could provide prizes for individual challenges or more points to place competitors higher on the leaderboard.

Furthermore, with content creators directly attached to the event, we could feature a board of bounties with curated lists of games to tackle, chosen by those notable personalities. By completing a list, players could earn more points. Curated content of this kind could also enhance players’ experiences by leading them to hidden gems.

This event shows that nonprofits can leverage huge platforms indirectly via their API and community tools, capitalizing on their audiences without needing direct support. We should note we did talk with Steam directly prior to this event to ensure we respected their ToS (Terms of Service) completely, confirming we had developed the concept in accordance with their public guidelines. This extra step was diligence for the client that confirmed our initial concept was well within the ToS. 

Sure, official support from big names in the industry can usually provide a massive boost to any event, but there are always creative ways to utilize what’s available for public use to reach out to gamers in fun and innovative ways.

Case Study: Peggy Lou and the Quest to Save Your Honkers

Peggy Lou and the Quest to Save Your Honkers was a livestream fundraiser benefiting the American Cancer Society, featuring the titular Peggy Lou, a character by Luxie Games who primarily plays American Truck Simulator.

This case study covers the basics of the event, the production process, and how one might build upon a similar concept.

Background

The American Cancer Society (ACS) is one of our charity fundraising clients interested in livestreaming and in forming game publisher and studio partnerships. By the time we got to the Peggy Lou event, we had completed several charity events for ACS (e.g., a custom Fortnite racing map to make their Road to Recovery® program better known to the Fortnite audience). 

Usually, we brainstorm potential ideas that include content creators, games, and potential partners–such as developers or publishers. This time, the main focus was on content creators who produce innovative content and directly interact with their viewers. 

Luxie is an exciting personality on Twitch with over 100K followers. Her success comes from a creative and novel idea in the livestreaming space: she roleplays as a truck driver. Peggy Lou, her trucker persona, is a quirky, sassy, plainspoken, outward, and funny driver who constantly has fun with their audience. We saw an opportunity to work with Peggy to celebrate the Truckverse community with an interactive charity event.

By building on the trucker theme, we built a Tiltify-integrated overlay that simulated decorating the dashboard of a big rig.

Production for “Peggy Lou and the Quest to Save Your Honkers” event

We built an app to manage all the moving parts for a trucker dashboard overlay, with items like bobbleheads, air fresheners, coffee cups, plushies, and action figures. The app gave us (and Peggy) the freedom to animate, rearrange, and change parts of the overlay as we saw fit. Most excitingly, that functionality made the already interactive Peggy Lou streams even more interactive, letting viewers directly impact and modify Peggy Lou’s big rig through their donations to ACS.

What stood out the most during the fundraiser was Charles, a raccoon who accompanied Luxie through the event. Donors could choose to donate to change Charles’ clothes or have him do tricks and different poses. Charles and the rest of the graphics on the overlay had simple animations to bring them to life without breaking our budget.

For every item, we relied heavily on Peggy Lou lore, inside jokes, terms, memes, and references to Luxie’s content creator friends to choose what to put in her trucker dashboard. Peggy was involved at every stage to ensure that what we built fit her brand and community.

We worked with an illustrator who could create hand-drawn art that fit with Peggy Lou’s existing aesthetic, ensuring our activation felt like a natural extension of what her community loved already. 

We wanted the event to feel like a crossover between the organization and Peggy Lou. Peggy is funny, quirky, outgoing, and loves loud colors. We adhered to the organization’s brandbook with the promotional graphics layout, brand colors, and logos, but made sure to put Peggy’s personality into the event’s name, font, and overlay graphics. 

We leaned heavily on bobbleheads for most characters’ proportions. Peggy’s Truckverse friends, such as RIP Mika, Ashley Roboto, and Katskratchh, joined the event, so we made bobbleheads in their image as well).

During the dashboard brainstorming process, we discussed giving donors more reasons to donate. By adding physical items as donation incentives, we strived to elevate the digital experience. That way, the audience could wear a piece of what Peggy Lou would choose for her daily drives. 

Among the physical items were a trucker jacket, a short-sleeved shirt, fuzzy dice, bumper stickers, air fresheners, and a ‘Thank You’ postcard. Additionally, we had a 22-dollar incentive for a digital Steam code to the base game of American Truck Simulator, donated by the developer [SCS Software] via Swift Transportation, an event sponsor.

Peggy had help from her streamer friend to promote the fundraiser and be part of the streams. To further boost the event, we secured Swift Transportation as a sponsor for the American Cancer Society. They did a live trucking stream, getting feedback from an actual, professional trucker. 

To further promote the event, we took advantage of ad credits donated to ACS to produce a commercial for Twitch.

Every single one of the twenty nine dashboard items (or trinkets) was unlocked via donations well before the event’s completion. With that alone, we know that the audience was engaged and having fun because they would not have donated so frequently otherwise.

Looking Ahead

Based on the engagement we saw, the next evolution of this concept might include truly animated art, to entice people to interact more consistently with the trinkets. We had to respect timelines, budgets, and bandwidth, but with all the technology already developed, it’s a matter of allocating more resources into the art than on the app itself. 

Charles was a big hit. Having the chance to do more outfits, keeping him fed, and adding other Tamagotchi features like emotional reactions and words would further enhance the event’s interactivity.

The custom overlay is a concept we would like to build upon. Other Truckerverse streamers using similar versions of the overlay would make the event more entertaining for more than Peggy and her friends’ audiences.

More graphics for the project can be found HERE.

7 Days of Gaming for Good

Over the course of 7 days, we ran three charity events.

Indie Games Make It Better

The first event, Indie Games Make It Better, celebrated indie games and indie developers who champion LGBTQIA+ inclusion in their games and in their work. We collaborated with Playtra Games and Gayming Magazine to invite developers to the games showcase, and then we recruited streamers, built the event website, distributed stream kits, and coordinated the marathon itself.

All proceeds went directly to the It Gets Better Project to support their work with LGBTQ youth around the world.

Elder Scrolls Online: Give a Sweetroll!

Working directly with the Elder Scrolls Online at Bethesda to bring this event to life, this weekend event featured a relay of official ESO streamers and a bevy of supporting streams from other volunteer content creators. The ESO team also contributed prizes and incentives and a generous direct donation. All proceeds benefitted No Kid Hungry’s efforts to fight childhood hunger.

Sea of Thieves: Pineapple Plunder

In collaboration with Rare, Microsoft, and the esports production team Status Effect, this fundraiser revolved around the promotion of “charity sails,” buyable cosmetics within Sea of Thieves. To drive more awareness to the sails, we worked with Status Effect to host a 48-hour relay that featured dozens of the top Sea of Thieves streamers, and then we followed that event with a week of volunteer streamers. As of this writing, the event is still going with proceeds going to No Kid Hungry.

Marketing Monday: The Click Economy

Every click is a point of friction for your prospect. If you reduce the complexity of your buying process, even if that means eliminating one extra click, your conversion rates will improve.

Marketing Monday: Marketing Through Experiments

Good marketing is not just about getting results today. It’s about laying the groundwork for results tomorrow, and that means using your marketing to gain new insights about your customers, your platforms, and your industry.

Marketing Monday: Marketing Potholes

A small problem in your marketing will get worse over time (becoming a big problem), but here’s the real trap: Fixing that problem means getting back to where you were before you can make real progress again.

Case Study: Twitch Fundraising with Retro Games

A quick case study from a project we got to work on: Based on channel engagement history we predicted a fundraising return of $15,000 from this Twitch event. We ended over $19,000. This is another great example of the power of Twitch and how going above and beyond to engage your target audience can lead to big results.

Marketing Monday: UX for International Audiences

If you are marketing outside of your native language, you need to do more than just translate the literal meaning of your message.

You need to reimagine the entire experience of receiving that message.

Design and user experience matter in all languages, and your new audience may have different UX preference than your current audience, especially if their language of choice uses different layout conventions.

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