eSports Marketing: Winning Strategies in a High-Growth Industry

If you’re one of those people who think esports is not a real sport, you might want to stop reading. To us, esports is the present and the future. eSports, or electronic sports, refers to competitive, organised video gaming that has evolved from a niche hobby to a global phenomenon. Professional players, often referred to as “pro gamers,” participate in tournaments for games like League of Legends, Dota 2, and Fortnite, which attract audiences in the millions. Those would be all Greek to you if you’re not into gaming at all but these are the games that caught the attention of Millennials, Gen Z, and Gen Alpha. And if you want to know more about the games, you should talk to your kids or nieces and nephews. With sponsorship deals, prize pools reaching millions of dollars, and events filling arenas, eSports has gained recognition as a major industry in entertainment and sports. Globally, the projected revenue in the Esports market for ASEAN is expected to reach $79.7 million by 2024. It is further anticipated to demonstrate an annual growth rate of 7.63%, resulting in a projected market volume of US$115.1m by 2029. This includes countries like Malaysia, Indonesia, and Singapore, which is particularly notable for its eSports growth, with rising numbers of pro players, events, and enthusiastic fans. So, in this article let’s explore esports marketing strategies and how your brands can be a part of this high-growth industry.

Introduction to eSports Marketing

eSports marketing involves engaging the massive, tech-savvy, and engaged audience that follows competitive gaming. Marketing efforts in this space have grown to include sponsorships, event promotions, and digital advertising on platforms like Twitch and YouTube. The unique landscape allows brands to connect with a predominantly young audience through strategic placements, influencer partnerships, and direct digital engagement.

Brands like Coca-Cola, Red Bull, and even Louis Vuitton have entered the eSports space. Yes, even luxury brands like LV. This is because they realise the potential for increasing brand recognition and loyalty among younger consumers especially among young fans. Razer collaborated with Dolce & Gabbana for a luxury gaming chair and headset. In this article, we will explore how brands can strategically engage with e-sports, the methods that have proven effective, and the emerging trends shaping the industry.

But first, you need to understand who you’re talking to.

Understanding the eSports Audience

eSports fans are typically younger, digitally savvy, and highly engaged online. Most fans are between Millenials and Gen Z, with a male majority, though female participation is growing. They value authenticity, creative marketing, and immersive experiences. They’re not just watching eSports tournaments but are also deeply engaged with related online content, streaming, and communities. Their whole culture is about ‘living digital’. For a deeper understanding of the Gen Z market, read this article.

For brands (like you), understanding this audience means recognising that they’re not just passively consuming content; they’re part of online communities, streaming discussions, and actively participating on platforms like Discord and Reddit. Engaging this audience requires a thoughtful approach that combines entertainment, interaction, and value-driven content. Most of the fans also aspire to be pro-gamers themselves considering the huge monetary prize, brand deals and careers that awaits them. Hence, it is important to also focus on maintaining these aspirations.

5 eSports Marketing Strategies – How to Appeal to eSports Fans

The eSports market is rife with marketing opportunities. But how? Here are a few strategies that would be perfect for this niche market.

1. Sponsorships and Partnerships

Sponsorships in eSports allow brands to become part of the games and tournaments that fans are already invested in. For example, Intel has been a long-time sponsor of the Intel Extreme Masters (IEM) tournaments, providing a unique brand positioning within the gaming community by offering the high-performance processors necessary for competitive gaming.

2. Influencing

eSports influencers—players, streamers, and content creators—are an effective way to reach eSports fans. For instance, HyperX, a gaming peripherals company, partners with influencers across various gaming communities. By teaming up with well-known players, they create genuine, highly targeted marketing that directly speaks to their audience. HyperX partnered with gaming streamer Valkyrae on releasing a new keycap and it was a massive success. Want to know more on planning an influencer marketing campaign? Read here.

3. Event Marketing Experiential Branding

Major eSports events attract global viewership, making them ideal venues for experiential branding or engagement marketing. The Fortnite World Cup, for instance, drew massive online engagement and was attended by celebrities. Here, companies sponsor merchandise booths, offer branded experiences, and engage with fans. In Southeast Asia, tournaments like Garena’s Free Fire World Series and Mobile Legends: Bang Bang Professional League also attract significant attention, presenting local and global brands with prime branding opportunities.

4. In-Game Advertising

In-game advertising has become a popular way to engage users. Platforms like League of Legends and Fortnite offer in-game ad placements that can include interactive brand experiences or virtual product placements. An older, but great in-game advertising example is Obama’s election campaign in 2012, where his image was shown. This subtle but fun approach provides a fun avenue where politics and entertainment collide and make fireworks. This approach keeps the audience engaged while subtly promoting the brand (or in this case, Obama) in a way that feels organic to the game environment.

3 Emerging Trends in E-Sports

1. AR and VR Integration

Augmented and virtual reality are increasingly integrated into eSports events, making for a more immersive audience experience. AR can be used for in-game advertisements, while VR is being adopted to make events more engaging by offering a 360-degree view for fans.

2. Mobile eSports Growth

Mobile gaming is on the rise, particularly in regions like Southeast Asia, where mobile games like PUBG Mobile and Mobile Legends dominate the market. By 2027, the number of Mobile Gamers is expected to reach 157.3 milion users. Brands are beginning to focus more on mobile e-sports marketing by developing campaigns suited to this platform, given that mobile gaming is more accessible and has a broader reach in developing markets. For instance, Knorr, Unox, and Pot Noodle which are all under Unilever are some of the brands that will partner with BLAST, an eSports organisation.

3. Increased Focus on Female Gamers

As the eSports industry grows, so does the presence of female players and audiences. Brands are increasingly tailoring their campaigns to be inclusive of this audience. In 2020, Asian women accounted for nearly 48% of the world’s total gaming revenue. According to Niko Partners, nowadays women make up 40-45% of the Asian gaming population. Razer, a realise this trend as they collaborate with more and more female gamers and streamers, contributing to a more diverse industry. They also have more gears that catered to the female demographic with cute and pink aesthetics with collaborations with Sanrio and Hello Kitty.

Final Thoughts

The eSports industry offers brands a unique opportunity to connect with a highly engaged, youthful, and global audience. By using strategies such as influencer partnerships, in-game advertising, and sponsorships, brands can effectively engage with the eSports community and increase brand visibility. For companies seeking to enter the eSports space, understanding the audience and staying updated on emerging trends is crucial for creating successful campaigns.

If you’re ready to harness the power of e-sports marketing, talk to us. Preferably after a game of Fortnite.