What it Takes to Win in the Chinese App Market

WHAT IT TAKES TO WIN

In the Chinese App Market

JUNE 2013

Table of ContentsExecutive Summary..................................................................................................................

Introduction.............................................................................................................................

Research objective and methodology.....................................................................................

App landscape..........................................................................................................................

App discovery and download behaviour................................................................................ u iOS vs. Android.............................................................................................................................

u App discovery...............................................................................................................................

u In-app purchases..........................................................................................................................

What it takes to Win in the Chinese App Market.................................................................... u Fragmented App Distribution......................................................................................................

u Lack of standard payment methods..........................................................................................

u Local social media landscape......................................................................................................

u Need for Localization...................................................................................................................

u Piracy concerns............................................................................................................................

Monetization strategy for China............................................................................................. u Freemium model..........................................................................................................................

u Partnering with a local payment provider..................................................................................

u Know your users...........................................................................................................................

» Ad monetization...........................................................................................................................

Conclusion................................................................................................................................

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EXECUTIVE SUMMARYCould China be the next big marketplace for app developers? While the size of the market has developers salivating, the complexity, fragmented eco-system and privacy concerns are some of the challenges that must be understood and tackled before developers can successfully monetize their apps in this unique country.

In March 2013, InMobi decided to conduct a survey amongst app users in the US and China, to understand consumer behavior in both markets, the factors that influence app discovery and download, and the monetization strategies that could be successful in these markets.

This whitepaper attempts to provide an in-depth overview of the research findingsand also provides several other market specific insights that can help developers craft a successful app distribution and monetization strategy for the Chinese market.

Key results from the survey

1. The US and China are comparable markets in terms of appetite for app downloads and usage. Be it proactively searching for new apps, down loading apps or using apps that were downloaded, the Chinese were found to be heavy consumers of apps.

2. While Chinese users are traditionally perceived to be averse to paying for apps, our research indicates that there is a huge market for in-app purchases in China. Also, many Chinese users revealed that price was less of a determinant in driving their download decisions - contrary to what was noticed amongst American users.

3. Receptivity to mobile ads was found to be high in both China and the US with users in both markets preferring ads that recommended apps to them based on their interests and past web browsing history.

What it takes to win in the Chinese App Market

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RESEARCH OBJECTIVE AND METHODOLOGYIn order to understand consumer behavior around app usage and discovery in the US and China, InMobi recently fielded an on-device survey around the above topics via its global mobile ad network, across both Android & iOS smartphones. The survey was con-ducted with a sample size of over 1000 Android and iOS users (US Smartphone Users N= 510; iOS Users N= 251; Android Users N=259. China Smartphone Users N= 502; iOS Users N= 206; Android Users N=296).

INTRODUCTIONChina is the world’s biggest mobile market in terms of subscriber base, and the fastest growing in the history of telecommunications. According to IDC, in February 2013, China overtook the US to become the world’s largest smart device market, with 246 million devices (against the US 230 million)1 and accounting for 26.5% of all smartphone ship-ments last year.

Concurrent with the growth in smart devices, mobile applications (apps) are also grow-ing at an astronomical rate. While the top 100 countries average an app session growth of over 200 percent, China is delivering more than four times this growth rate (870%), spurred by a massive population voraciously adopting apps.2 In addition, the falling price of the iPhone and the increasingly capable low- to mid-range Android handsets now available have further propelled this growth.

Despite the explosive growth, cultural barriers, piracy concerns, fragmented app distri-bution ecosystems and the need for localization have prevented most app developers from entering this market. The common perception that Chinese app users were not willing to pay for content and that app usage levels were not high enough to warrant investments in heavy marketing, kept most developers away from China.

Today, however, the availability of local payment and carrier billing options with big operators like China Mobile and China Telecom have made it easier to charge mobile app users.3 In addition, the market is witnessing a consolidation of alternative Android app stores. These factors have sharpened the interest of mobile app developers in the Chinese market. Tim Cook, CEO of Apple Inc., has publicly stated that China is going to be Apple’s largest market very soon.

However, very few western firms have the understanding or knowledge to capitalize on the Chinese opportunity. We decided therefore to conduct a survey to help developers answer the question: “What insights about the Chinese app users can help developers understand this market and launch their apps successfully here?”

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APP LANDSCAPEIn the US today, the Apple App store and Google Play are virtually neck-to-neck with an almost equal number of downloads (50B downloads for Apple vs. 48B for Google Play). However, the situation in China is quite different. While the Apple App Store is the pri-mary store for iOS apps in China, Google Play is virtually nonexistent since access is restricted. However, China has one of the most complex and fragmented Android app store ecosystems in the world, with over 500 stores.

APP DISCOVERY AND DOWNLOAD BEHAVIOUROur survey showed that app discovery and download are similar across both countries (Figure 1), with a near-direct correlation between apps downloaded and apps used in both the USA and China.

Apps downloaded in the past 30 days

Q1. About how many apps have you downloaded in the past 30 days?

Q2. About how many apps have you used in the past 30 days?

Apps used in the past 30 days

10%7%

9%

10%

16%

35%

14%

12%

10%

8%

15%19%

30%

6%

21%

11%

8%

17%

16%

20%

7%

7%18%

9%

11%

19%

16%

19%

Over 30 21 - 30 16 – 20 10 – 15 6 – 10 1 – 5 None


Fig 1: App usage is high in both markets

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In addition, the Chinese have a strong appetite for exploring new apps. A whopping 97% of smartphone users in China revealed that they proactively search for new apps to download, with 37% of them searching on a daily basis (Figure 2). The Chinese also seem to be more determined in their search for new apps, with only 28% of the Chinese rarely or never searching for new apps to download, compared to 40% in the US.

Of Smartphone users in the US have searched for new apps to download

Of Smartphone users in China have searched for new apps to download

Q3. How often do you search for new apps to download?

24% of the US mobile web users search for new apps on a daily basis

24%

24%

10%

32%

9%

37%

25%

9%

25%

3%

37% of Chinese mobile web userssearch for new apps on a daily basis

91.0% 97.0%

Fig 2: App discovery patterns

Daily Weekly Monthly Rarely Never


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A. iOS VS. ANDROID

Fig 3: Apps expected to download in the next 30 Days

Fig 4: Apps expected to download in the next 30 Days

Q4. How many apps do you expect to download in the next 30 days?



None 1 - 5 6 - 10 10 - 15 16 - 20 21 - 30 Over 30

15%

21%

40%43%

14% 14%

10% 10%

6% 7% 7%4% 4% 4%

None 1 - 5 6 - 10 10 - 15 16 - 20 21 - 30 Over 30

10%

4%

21%

28%

17% 18%

14%

17%

9%

13%

16%

8% 9%

17%

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29% of Android users in the US say they search for new apps daily, versus 18% of iOS users (Figure 5). In China, these numbers were nearly equal, at 38% and 37% respectively (see Figure 6). This ties in with research from mobile research firm Canalys, who found that just over half of all apps downloaded in the first quarter of 2013 were for Android. iOS, at about 40 percent share, was the only other big-time player. 4

Of iOS users in the US have searched for new apps to download

18%

27%

10%

36%

9%

91.0%Of Android users in the US have searched for new apps to download

29%

24%10%

27%

8%

92.0%



Of iOS users in china have searched for new apps to download

37%

10%

25%

26%

2%

98.1% Of Android users in china have searched for new apps to download

38%

26%

9%

25%

3%

97.0%




Fig 5: Frequency of Searching Apps to Download

Fig 6: Frequency of Searching Apps to Download

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B. APP DISCOVERY

So, how do users discover apps in these markets? In both the US and in China, browsing the app store is the most common method for both iOS and Android users (Figures 7 and 8). Also, in both markets, word of mouth is a bigger factor for iOS users than Android users. In the US, 42% of iOS users use the recommendations from friends and family to find new apps, vs. 27% of Android users. In China, these figures are 33% and 23% respectively. In both markets, Android users are more likely to look up reviews for apps on mobile websites.

Browsing the app store

Recommendation from friends and family

Recommendation from social media

Websites I access through my mobile phone

Advertisements on my mobile phone

None of these

Websites I access through a desktop laptop computer

Magazines and newspapers

Q7. How do you usually find new apps to download to your phone?




Recommendation from social media



None of these



55%54%

57%53%

18% 19%

11%9%

10%10%

8%7%

6%4%

14% 25%

42%27%

35% 44%

33%23%

23% 30%

18%12%

13% 20%

10%4%

5%3%


Fig 7: App discovery in the US

Fig 8: App discovery in China

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The Chinese are also highly proactive in app search and discovery, with 36% of our Chi-nese respondents expecting to download over 20 apps in the next month, compared to 16% in the US (Figure 9).

How do users discover new apps? In both markets, most users (55%) discover new apps in the App store (Figure 10). However, US users are more likely to rely on recom-mendations from friends and family (35%), while Chinese users are influenced by app review websites on a mobile phone (40%). Review websites are key in China, with 27% accessing them through a desktop/laptop computer, as against just 8% in the US.

Over 30 21 - 30 16 – 20 10 – 15 6 – 10 1 – 5 None

6%5%

5%

10%

14%

41%

18%8% 16%

11%

9%

15%17%

24%



Recommendation from social media (facebook & etc)


China Smartphone users

US Smartphone users


None of these



55%55%

17%10%

15% 18%

7%5%

4% 10%

27% 35%

27%8%

40%20%




Fig 9: Number of apps expected to download in the next 30 days

Fig 10: Channels through which users discover apps

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Receptivity to mobile ads is high in both the US and China. In the US, 65% are equally or more comfortable with mobile ads as they are with ads on the TV or on the desktop/laptop; in China this figure is 49%.5 In addition, we found that there was no silver bullet - different mobile ad formats such as static banner ads, rich media ads, interstitials, and video ads are all effective in different situations (Figure 11). That being said, we found that contextual ads are extremely well received - users in both markets preferred ads that recommended apps based on their interests and mobile web brows-ing history.

Banner ads which appear at the top ofthe screen.

iOSUsers

AndroidUsers

iOSUsers

AndroidUsers

Ads which include multimedia contentsuch as games, audio, and pictures.

A full screen ad which appears briefly, while an app is loading.

Q8.When searching for mobile apps to download, which types of advertisements on your mobile phone would be the most helpful?

Q9. When you are deciding whether to download an app, which factors have the biggest influence?

A short video clip

Ads which recommend specific apps for me, based on the website I am browsing on my phone (for ex, ads for sports apps displayed when I visit a sports website on my phone)

28%

25%

18%

22%

34%

23%

29%

27%

16%

29%

18%

24%

20%

17%

39%

24%

28%

19%

14%

42%

Price

App store reviews & rating

App featured by app store

Description and screenshots

US Smartphone users

China Smartphone usersApp is ranked high on app store chart

Recommendation from friends & family

Reviews from magazines or websites

61%37%

51%45%

50% 55%

45%30%

41% 44%

33% 59%

18% 30%


Fig 11: Mobile ads that influence app download

Fig 12: Factors that influenced the download decision

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What factors most influenced the download decision (Figure 12)? Our research showed that in China, price is less of a determinant due to the prevalence of free apps in the market. App store reviews were also considered important by about half the respondents in each market. Interestingly, recommendations from friends and family was less important in China (30% vs. 45% in US), with Chinese users giving far more impor-tance to the app featured by the app store (59% vs. 33% in US). Lastly, the app’s rank on the app store chart was also a factor of consideration in both markets (41% in US vs. 44% in China), and Chinese users gave a higher ranking to reviews from magazines or websites (30% in China, 18% in US).

Contrary to popular belief that Chinese users are less willing to pay for app content, our research indicates that 46% of Chinese have made an in-app purchase as compared to the Americans (37%).

C. IN-APP PURCHASES

Fig 13: In-App Purchases

Q10. When using an app on your phone, have you ever made an in-app purchase?


37.0%of smartphone users in

the US have made an in-apppurchases

46.0%of smartphone users in

China have made an in-apppurchases

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WHAT IT TAKES TO WIN IN THE CHINESE APP MARKETAt first glance it seems as if the Chinese app market is ripe for the picking. However, effectively market-ing apps in China is far more complex due to several challenges, as outlined below.

FRAGMENTED APP DISTRIBUTION: In the US, the apps market is a two-horse race, dominated by the App Store and Google Play, both being able to meet app distribution needs. In China, Android currently holds a 70% market share, which is expected to increase to 75-80% by the end of this year. However, since access to Google Play market in China is restricted due to political reasons, it is a relatively minor distribution channel. China has one of the most complex and fragmented Android app store ecosystems in the world, with over 500 stores. With most Chinese Android apps downloaded from one of these app stores, apps developers necessarily have to distribute their apps via third party stores. Some of the largest app stores include Anzhi, AppChina, Gfan, Hiapk, Mobile Market, Nduoa, Snappee, Tencent, Wandoujia, Baidu App Store (run by the Chinese search engine giant), Opera Mobile App Store, and Pandaapp. We strongly recommend marketing your app through one or more of the large stores listed above.

LACK OF STANDARD PAYMENT METHODS: Credit card penetration is low in China, and hence alternative payment methods play a huge role in enabling the in-app purchase market. Recently, big operators like China Mobile, China Unicom and China Telecom have come up with local payment and carrier billing options, making it easier to charge mobile app users. We suggest partnering directly with carriers or device makers for pre-install deals. Several top develop-ers such as HalfBrick and Rovio have benefitted from such arrangements.

LOCAL SOCIAL MEDIA LANDSCAPE: Social media has a great influence on app download decisions amongst consumers in China (Figure 3). While Facebook and Twitter are fixtures of daily online use in the West, the Chinese have no access to these sites; local cousins such as Sina Weibo, Tencent Weibo, Renren and Douban dominate the social media landscape here. Developers must promote their apps heavily on these local social media channels to drive downloads in China.


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NEED FOR LOCALIZATION:

A Distimo report - The Impact of App translation (September 2012) revealed that 73% of free downloads amongst the top 200 most downloaded free applications in China were localized in Chinese, far outstripping other language-sensitive markets like Korea and Japan. In fact, China is the only country where localized apps generate more downloads than English apps. 6 In addition, close to 50% of the Top 25 most downloaded apps in China have Chinese names.

Figure 14 shows how important it is to customize apps for the Chinese market. While translating apps into Simplified Chinese is essential, localization should be beyond simple translation – it is important to connect with user emotions and culture. Custom-izing with Chinese avatars and timing launches with Chinese festivals is a good strategy. For instance, HalfBrick’s popular app Fruit Ninja was introduced as a Chinese version with Chinese zodiac images among other customizations. In just 3 months, the Chinese edition reached 40 million downloads, and racked up $6 million in sales!

PIRACY CONCERNS The Chinese market is notorious for piracy, and laws in China do not safeguard against innovative ideas. Without Google Play to regulate the market, pirated games and malware are rampant in the Android app space. A recent report from the Data Center of China Internet indicated that almost 35% of Android apps pull user data unrelated to the app. Many developers claim that almost 100% of their pirated users are either from China or use Chinese devices. One way to overcome this is by using a freemium business model as against paid monetization. Frequent updates to the app are also recommended, which will make it difficult for hackers to keep up. Small app developers should also consider partnering with larger companies who are better positioned to handle piracy, given their access to more resources.

% of iPhone apps w/ Local Language Names inNational Top 25 of monthly free downloads

Switzerland

Germany

Spain

Italy

France

Russia

Japan

China

Taiwan

Korea

Spain

Japan

Russia

Switzerland

Italy

Germany

Taiwan

Korea

France

China

% of iPhone apps w/ Local Language Names inNational Top 25 of monthly free downloads

0% 10% 20% 30% 40% 50% 60% 70% 0% 10% 20% 30% 40% 50% 60%


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A. FREEMIUM MODEL

While developers in general have been moving away from paid apps to freemium apps (apps that are free to download but allow users to upgrade to the full version upon purchase), the freemium monetization model tends to work well particularly in China for the following reasons: u Paid apps are easily pirated, especially in Chinau Chinese users like to try out the product before they actually make a purchaseu The trust of the Chinese user must be earned before payment

B. PARTNERING WITH A LOCAL PAYMENT PROVIDER Given the low credit card penetration in the Chinese market, partnering with a local payment provider such as Alipay is critical. While in the US, users are open to signing up for a subscription service and having their credit card charged every month, automatic recurring payments (subscriptions) are usually not a viable option in China right now. In China, users must deposit money into their Alipay account before any payments can be processed, and have to reauthorize their payments every month. It is therefore evident that Chinese users have to make a conscious decision each time they pay for a service.

C. KNOW YOUR USERS

While marketing your app in China, do bear in mind the profile of users and how they map to your app. For instance, online mobile games are known to appeal to middle aged and young adults in the country, while Casual games appeal to low income, low education groups and to children. Knowing who your apps will appeal to, will help you target users and customize your marketing strategies appropriately.

D. AD MONETIZATION

Given the large user base, ad-based monetization can be a viable source of revenue. However, the Chinese ad network space is quite fragmented, with over 70 competing ad networks. Given the stiff competition, many networks resort to misleading reporting and other unscrupulous practices to lure developers. Hence developers must conduct due diligence and pick a trustworthy partner who can offer both performance and scale to make ad monetization work for them.

MONETIZATION STRATEGY FOR CHINA


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Unlike the U.S, where Apple's App Store and Google Play dominate the app market, the fragmented Chinese app ecosystem has hundreds of third-party app stores, making it difficult for overseas developers to reach a wide enough audience. In addition, fears of piracy and payment concerns have prevented many developers from choosing to explore the Chinese app industry. Do app and mobile game developers from the West stand a chance? While China is no easy market for app developers, the huge potential of this market can make it very lucrative for developers who adopt the right strategy and take the trouble to under-stand the Chinese market. It is important to understand the similarities and differences between the US and the Chinese markets, and be willing to work with the Chinese cul-ture and economy to be successful in this market. We hope our research report has given you the data and the insights on how to craft your app strategy to not only succeed but also thrive in the burgeoning Chinese app economy.

CONCLUSION


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REFERENCE

1. http://blog.flurry.com/bid/94352/China-Knocks-Off-U-S-to-Become-World-s- Top-Smart-Device-Market

2. http://paidcontent.org/2011/11/02/419-mobile-apps-seeing-astronomical-growth-in-china/

3. http://techcrunch.com/2013/04/05/china-app-makers/

4. http://techland.time.com/2013/04/16/ios-vs-android/

5.http://www.inmobi.com/press-releases/2013/02/27/59-ofglobalmobile-web-users-are-now-as-comfortable-with-mobile-advertising-

as- they-are-with-tv-or-online-advertising-2/

6. http://chinaappmarketing.com/


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InMobi has been recognized by MIT Technology Review as one of 50 Disruptive Companies of 2013. InMobi platforms enable the world’s leading brands, developers, and publishers to engage global consumers. InMobi builds mobile-first technology platforms that leverage advances in big-data, user behaviour, and cloud-based architectures to simplify advertising. Agencies and advertisers leverage InMobi platforms to create HTML5 rich media ads and engage 691M consumers across 165 countries. Developers and premium publishers use InMobi platforms to acquire users and monetise their mobile apps and their mobile websites globally. With offices in multiple continents, InMobi provides global reach with local service and support. InMobi is venture-backed by investors including: SoftBank, Kleiner Perkins Caufield & Byers and Sherpalo Ventures.

Developers can start monetizing instantaneously by downloading our SDK- www.inmobi.com/SDK

To learn more, please visit www.inmobi.com, follow us on Twitter @InMobi, or discover the latest mobile insights at www.inmobi.com/insights/

Want to know more about InMobi Developer Solutions contact: [email protected]

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What it Takes to Win in the Chinese App Market

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