Mon. Apr 22nd, 2024

The world of esports is rapidly growing, with millions of fans tuning in to watch their favorite teams and players compete in virtual arenas. This has led to a surge in interest from sponsors looking to capitalize on the massive audience. But how do esports sponsors make money? And what steps can they take to secure profitable partnerships? In this article, we’ll explore the various ways that esports sponsors can maximize their return on investment and create mutually beneficial relationships with teams and players. From brand visibility to product placement, we’ll dive into the strategies and tactics that can help sponsors stand out in a crowded market and achieve their business goals.

Understanding the Esports Sponsorship Landscape

The Growth of Esports

Esports has experienced tremendous growth in recent years, with the industry now boasting a global audience of hundreds of millions of people. The rise of competitive gaming can be attributed to several factors, including the evolution of video games, the emergence of esports tournaments, and the increasing popularity of streaming platforms.

The Evolution of Video Games

The evolution of video games has played a significant role in the growth of esports. As games have become more sophisticated and immersive, they have also become more competitive. Many modern games are designed with esports in mind, featuring tournament modes, ranked play, and other features that encourage competition. This has helped to fuel the growth of esports, as more players have been drawn to the challenge of competing at a high level.

The Emergence of Esports Tournaments

Esports tournaments have also played a crucial role in the growth of the industry. Early esports events were small, local affairs, but they have since grown into massive, international competitions with huge prizes and massive audiences. Major esports tournaments now take place in arenas and stadiums around the world, attracting fans from all over the globe. This has helped to raise the profile of esports and has made it an attractive prospect for sponsors looking to reach a large, engaged audience.

The Appeal of Esports for Sponsors

Esports offers sponsors a unique opportunity to reach a large, engaged audience of young, tech-savvy consumers. Esports fans are often highly invested in the games and teams they follow, and they are willing to spend time and money supporting their favorite teams and players. This presents an opportunity for sponsors to build long-term brand association and to reach a highly engaged audience that is receptive to marketing messages.

Types of Esports Sponsorships

In-Game Advertising

  • Product Placement and Brand Integration:
    • Esports games offer brands the opportunity to place their products within the game’s virtual world, allowing players to interact with them in a realistic setting.
    • Brands can also integrate their products into the game’s storyline or gameplay, providing a more immersive experience for players.
  • In-Game Billboards and Signage:
    • Esports games often feature billboards and signage that can be used to advertise products and services.
    • These virtual ads can be strategically placed in high-traffic areas of the game, ensuring maximum visibility for brands.
  • Virtual Product Drops and Giveaways:
    • Esports games can also be used to promote new products or services by dropping them into the game as in-game rewards or giveaways.
    • This can generate excitement among players and drive interest in the brand’s new offerings.

Tournament Sponsorships

  • Title Sponsorships:
    • Title sponsorships involve brands paying to have their name featured prominently in the title of an esports tournament.
    • This can help to increase brand visibility and association with the tournament, which can be valuable for building brand awareness and credibility.
  • Prize Money and Prizes:
    • Brands can also sponsor prize money for esports tournaments, providing financial incentives for players to compete and potentially increasing the popularity of the tournament.
    • Brands can also provide prizes such as gaming equipment or other products, which can help to further promote their brand to the esports community.
  • Exclusive Broadcasting Rights:
    • Brands can also secure exclusive broadcasting rights for an esports tournament, allowing them to control the distribution and promotion of the tournament’s content.
    • This can help to increase brand visibility and control over the tournament’s narrative, which can be valuable for building brand awareness and association with the esports community.

Team Sponsorships

  • Jersey and Stadium Advertising:
    • Esports teams often wear jerseys with sponsor logos, providing brands with visibility and exposure during games and tournaments.
    • Brands can also advertise in the team’s home stadium, increasing their visibility among fans and potentially generating additional revenue from ticket sales.
  • Player Endorsements and Partnerships:
    • Esports players can also serve as brand ambassadors, promoting products and services to their followers and fans.
    • Brands can also partner with individual players or teams to create exclusive content or events, which can help to build brand awareness and generate interest in their products or services.
  • Merchandise and Apparel Collaborations:
    • Brands can also collaborate with esports teams to create branded merchandise or apparel, providing fans with a way to show their support for both the team and the brand.
    • This can help to increase brand visibility and generate additional revenue for both the team and the brand.

Strategies for Esports Sponsorship Success

Key takeaway: Esports sponsorships offer a unique opportunity for brands to reach a large, engaged audience of young, tech-savvy consumers. To maximize return on investment (ROI), sponsors must identify the right opportunities by researching the esports market, understanding the demographics and interests of esports fans, and aligning their brand values with esports properties. Additionally, sponsors must measure the ROI of their sponsorships through key performance indicators (KPIs) such as audience engagement metrics, brand awareness and equity, improved brand perception and loyalty, and increased sales and market share. Finally, sponsors must navigate the esports sponsorship landscape by building strong partnerships with esports teams and organizations, working with esports influencers and streamers, overcoming challenges and risks, and identifying future opportunities and trends in esports sponsorships.

Identifying the Right Opportunities

Researching the Esports Market

Esports sponsorship opportunities abound, but to maximize return on investment (ROI), sponsors must identify the right opportunities. The first step in this process is thorough research of the esports market.

Analyzing Player and Team Popularity

Understanding the popularity of individual players and teams is crucial in determining which partnerships will generate the most buzz and exposure. Sponsors should consider factors such as social media following, tournament wins, and endorsement deals. By aligning themselves with the most popular and influential figures in the industry, sponsors can ensure maximum visibility for their brand.

Assessing the Value of Tournaments and Events

In addition to player and team partnerships, sponsors should also evaluate the value of esports tournaments and events. These events provide a unique opportunity to reach a large and engaged audience, but not all tournaments are created equal. Sponsors should consider factors such as the size of the event, the level of competition, and the target audience when deciding where to invest their marketing dollars.

Evaluating Fan Demographics and Interests

Esports fans come from a wide range of demographic backgrounds, and sponsors should evaluate the interests and preferences of these fans when identifying the right opportunities. By understanding the preferences of the target audience, sponsors can tailor their marketing efforts to maximize engagement and ROI.

Aligning Brand Values with Esports Properties

Once the right opportunities have been identified, sponsors must also ensure that their brand values align with the esports properties they are considering. This involves assessing the authenticity and relevance of the partnership, as well as the potential for storytelling and emotional connection with the target audience.

Authenticity and Relevance

A successful esports sponsorship requires authenticity and relevance. Sponsors must ensure that their brand values align with those of the esports property they are partnering with, and that the partnership is relevant to their target audience. Authenticity and relevance are key to building trust and credibility with the esports community, which is essential for long-term success.

Storytelling and Emotional Connection

In addition to authenticity and relevance, sponsors must also focus on storytelling and emotional connection. Esports fans are passionate and engaged, and sponsors must be able to connect with them on an emotional level. By telling compelling stories and creating memorable experiences, sponsors can build a strong emotional connection with the esports community and maximize their ROI.

Long-Term Partnership Goals

Finally, sponsors must have clear long-term partnership goals in mind when identifying the right opportunities. Esports sponsorships are not one-off deals, but rather long-term partnerships that require ongoing commitment and investment. Sponsors must consider the potential for growth and evolution over time, and ensure that their goals align with those of the esports property they are partnering with.

By following these strategies, esports sponsors can identify the right opportunities and maximize their ROI, building strong and successful partnerships that benefit both their brand and the esports community.

Leveraging Esports Platforms and Channels

Esports Tournaments and Events

Esports tournaments and events offer sponsors a unique opportunity to engage with their target audience in a highly interactive and immersive environment. These events can be broadly categorized into three types:

In-Person and Online Tournaments

In-person tournaments are typically large-scale events that attract a significant number of attendees and participants. They offer sponsors the opportunity to showcase their brand and products through physical activations such as branded booths, product demonstrations, and promotional giveaways. Online tournaments, on the other hand, allow sponsors to reach a global audience and provide a cost-effective alternative to in-person events.

Major Esports Events and Championships

Major esports events and championships, such as The International, the League of Legends World Championship, and the Dota 2 Major Championships, are some of the most high-profile events in the esports industry. These events attract millions of viewers and offer sponsors a chance to reach a massive audience through official partnerships, in-game advertising, and broadcast sponsorships.

Local and Grassroots Tournaments

Local and grassroots tournaments are an excellent way for sponsors to connect with the esports community on a more personal level. These events often have a more intimate atmosphere and offer sponsors the opportunity to build relationships with local teams and players. Additionally, these events are typically more affordable than major esports events, making them an attractive option for smaller sponsors.

Esports Media and Content

Esports media and content offer sponsors a range of opportunities to reach their target audience through various channels. Some of the most popular esports media and content platforms include:

Live Streaming and Broadcasting

Live streaming and broadcasting platforms such as Twitch, YouTube, and Facebook Gaming offer sponsors the opportunity to reach a massive audience through in-game advertising, sponsored streams, and branded content.

Social Media and Online Communities

Social media platforms such as Twitter, Instagram, and Discord offer sponsors the opportunity to engage with their target audience through targeted advertising, influencer marketing, and community management.

Esports News and Press Coverage

Esports news and press coverage offer sponsors the opportunity to reach a highly engaged and informed audience through official partnerships, press releases, and sponsored content. Sponsors can also leverage esports news and press coverage to build their brand and establish thought leadership in the industry.

Measuring the ROI of Esports Sponsorships

Key Performance Indicators (KPIs)

Audience Engagement Metrics

  • Viewership and Attendance Numbers: A key indicator of the success of an esports sponsorship is the number of viewers and attendees at events. This includes not only the total number of people who tune in or attend events, but also the demographics of those viewers and attendees. Understanding the demographics of the audience can help sponsors determine the effectiveness of their targeting and tailor their marketing efforts accordingly.
  • Social Media Interactions and Engagement: Social media is a critical platform for esports fans to engage with teams, players, and brands. Therefore, tracking the number of likes, shares, comments, and other interactions on social media can provide valuable insights into the level of engagement and the effectiveness of sponsorship campaigns.
  • Merchandise Sales and Website Traffic: Another important metric is the sales of merchandise and the traffic on the team or league’s website. Sponsors can track the number of website visitors, the pages visited, and the length of time spent on the site to determine the effectiveness of their marketing efforts. Additionally, merchandise sales can indicate the level of brand loyalty and fan engagement.

Brand Awareness Metrics

  • Recall and Familiarity: Sponsors can measure the level of recall and familiarity of their brand among esports fans by conducting surveys or focus groups. This can help sponsors determine the effectiveness of their branding efforts and the extent to which their target audience is aware of their brand.
  • Brand Mentions and Associations: Another important metric is the number of times the brand is mentioned or associated with the team or league. This can be tracked through social media, online forums, and other online platforms. This metric can provide insights into the level of brand recognition and the effectiveness of the sponsorship.
  • Consumer Perception and Sentiment: Sponsors can also measure the consumer perception and sentiment towards their brand by conducting surveys or focus groups. This can help sponsors understand how their brand is perceived by the target audience and identify any potential negative sentiment that may need to be addressed.

Overall, by measuring these key performance indicators, esports sponsors can determine the effectiveness of their sponsorship and make data-driven decisions to maximize their return on investment.

Return on Investment (ROI) Calculations

Direct Measures of ROI

Return on investment (ROI) calculations are an essential aspect of measuring the success of esports sponsorships. The primary objective of these sponsorships is to generate revenue and achieve cost savings. Esports sponsors must, therefore, calculate the direct measures of ROI, which include:

Revenue Generated from Sponsorships

Esports sponsors can measure the revenue generated from their sponsorships by calculating the total amount of money earned from the partnership. This can include direct revenue, such as the amount paid by the partner, as well as indirect revenue, such as increased sales or market share. By calculating the revenue generated from sponsorships, esports sponsors can determine the financial success of their partnerships and whether they are achieving their goals.

Cost Savings from Partnerships

Esports sponsors can also measure the cost savings achieved through their partnerships. This can include reduced marketing costs, improved operational efficiency, or reduced staffing costs. By calculating the cost savings achieved through partnerships, esports sponsors can determine the financial benefits of their sponsorships and whether they are achieving their goals.

Indirect Measures of ROI

In addition to direct measures of ROI, esports sponsors must also consider indirect measures of ROI. These include:

Brand Awareness and Equity

Esports sponsorships can help build brand awareness and equity. By measuring the increase in brand awareness and equity, esports sponsors can determine the impact of their sponsorships on their brand image and reputation. This can include metrics such as social media engagement, website traffic, and brand recall.

Improved Brand Perception and Loyalty

Esports sponsorships can also improve brand perception and loyalty. By measuring the impact of sponsorships on brand perception and loyalty, esports sponsors can determine the effectiveness of their partnerships in building positive associations with their brand. This can include metrics such as customer satisfaction, brand sentiment, and brand loyalty.

Increased Sales and Market Share

Finally, esports sponsorships can lead to increased sales and market share. By measuring the impact of sponsorships on sales and market share, esports sponsors can determine the financial success of their partnerships and whether they are achieving their goals. This can include metrics such as revenue growth, market share, and customer acquisition.

In conclusion, measuring the ROI of esports sponsorships is critical for esports sponsors to determine the success of their partnerships and maximize their profits. By calculating direct and indirect measures of ROI, esports sponsors can evaluate the financial and brand impact of their sponsorships and make informed decisions about their future partnerships.

Navigating the Esports Sponsorship Landscape

Building Strong Partnerships

Collaborating with Esports Teams and Organizations

In the esports landscape, teams and organizations play a crucial role in shaping the industry’s reputation and influence. As such, partnering with these entities can help sponsors establish a strong presence in the esports market. The following steps can help sponsors build a strong partnership with esports teams and organizations:

Identifying the Right Partner

When seeking to collaborate with an esports team or organization, it is essential to identify a partner whose values and goals align with those of the sponsor. Factors to consider when selecting a partner include the team’s or organization’s reputation, audience demographics, and geographical location. Additionally, sponsors should consider the team’s or organization’s competitive track record, as this can impact the team’s or organization’s ability to attract and retain fans.

Establishing Clear Goals and Expectations

Once a sponsor has identified a potential partner, it is crucial to establish clear goals and expectations for the partnership. This includes setting specific, measurable, achievable, relevant, and time-bound (SMART) goals that can help both parties assess the success of the partnership. Sponsors should also communicate their expectations regarding the level of exposure, activation opportunities, and the use of intellectual property rights.

Developing a Long-Term Strategy

A successful partnership with an esports team or organization requires a long-term strategy that considers the team’s or organization’s growth trajectory and future plans. Sponsors should work closely with their partners to develop a comprehensive strategy that leverages the team’s or organization’s strengths and addresses potential challenges. This may include identifying new marketing opportunities, exploring alternative revenue streams, and building brand loyalty among fans.

Working with Esports Influencers and Streamers

Esports influencers and streamers have a significant impact on the industry’s popularity and influence. By partnering with these individuals, sponsors can reach a broader audience and enhance their brand’s exposure. The following steps can help sponsors work effectively with esports influencers and streamers:

Choosing the Right Influencer

When selecting an esports influencer or streamer to partner with, sponsors should consider factors such as the influencer’s or streamer’s audience demographics, engagement rates, and relevance to the sponsor’s target market. Additionally, sponsors should assess the influencer’s or streamer’s reputation and credibility, as well as their ability to deliver high-quality content that aligns with the sponsor’s brand values.

Establishing Trust and Credibility

Building trust and credibility with esports influencers and streamers is crucial for a successful partnership. Sponsors should be transparent about their goals and expectations, communicate regularly with their partners, and provide clear guidelines for collaboration. Additionally, sponsors should ensure that their partnership agreements are fair and equitable, with terms that are mutually beneficial for both parties.

Monitoring and Managing Relationships

Finally, sponsors must monitor and manage their relationships with esports influencers and streamers to ensure the partnership remains successful. This includes tracking key performance indicators (KPIs) to measure the success of the partnership, providing regular feedback to partners, and addressing any issues or challenges that arise. By monitoring and managing relationships effectively, sponsors can build long-lasting partnerships that deliver a strong ROI.

Overcoming Challenges and Risks

Balancing Short-Term and Long-Term Goals

Esports sponsorship can offer significant rewards, but it is important for sponsors to balance short-term and long-term goals to ensure maximum return on investment. While immediate results can be gratifying, it is crucial to recognize that the esports industry is continuously evolving, and sustainable success often stems from long-term investment.

The Challenge of Short-Term Results

The allure of short-term results can be tempting, especially in the fast-paced world of esports. However, focusing solely on short-term gains may lead to missed opportunities for building lasting relationships with teams, players, and fans. This approach may also limit the potential for brand exposure and may not align with the long-term vision of the esports sponsor.

The Importance of Long-Term Investment

In contrast, long-term investment allows sponsors to establish a strong presence within the esports ecosystem. By nurturing relationships and fostering a sense of loyalty among teams and fans, sponsors can create a positive reputation that extends beyond individual tournaments or events. Long-term investment also enables sponsors to leverage the growth of the esports industry, as well as the potential for new revenue streams and innovative marketing opportunities.

Navigating the Evolving Esports Industry

In addition to balancing short-term and long-term goals, navigating the evolving esports industry requires a keen understanding of trends and developments. Sponsors must stay informed about the latest news, technologies, and competitive landscapes to make strategic decisions that align with their objectives.

Staying Updated on Trends and Developments

To remain competitive, sponsors must be proactive in monitoring trends and developments within the esports industry. This includes staying informed about changes in gaming technology, new game releases, and shifts in the competitive landscape. By keeping a finger on the pulse of the industry, sponsors can adjust their strategies to capitalize on emerging opportunities and mitigate potential risks.

Adapting to Changes in the Esports Ecosystem

The esports ecosystem is constantly evolving, and sponsors must be prepared to adapt to these changes. This may involve revisiting their existing partnerships, reevaluating their marketing strategies, or exploring new opportunities within the industry. By remaining flexible and open to change, sponsors can maintain a competitive edge and ensure their investments continue to yield positive results.

Mitigating Risks and Uncertainties

Finally, it is crucial for sponsors to identify and mitigate risks and uncertainties within the esports industry. This may involve conducting thorough research, engaging with industry experts, and assessing the potential impact of various factors on their investments. By proactively managing risks, sponsors can minimize potential losses and maximize their return on investment.

Future Opportunities and Trends in Esports Sponsorships

Esports sponsorships are rapidly evolving, with new opportunities and trends emerging as the industry continues to grow. In this section, we will explore some of the future opportunities and trends in esports sponsorships.

Expansion into New Esports Markets

One of the most significant trends in esports sponsorships is the expansion into new markets. This includes exploring regional and local tournaments, as well as emerging esports genres and titles. By targeting these markets, sponsors can reach new audiences and tap into untapped revenue streams.

For example, in 2021, the Call of Duty League expanded to include franchises from major cities around the world, such as Paris, Toronto, and Shanghai. This expansion provided new opportunities for sponsors to reach a global audience, as well as for teams to secure lucrative partnerships.

Another trend in expanding into new esports markets is the growth of mobile esports. With the rise of mobile gaming, there is a significant opportunity for sponsors to target the mobile esports market. In 2021, the Mobile Legends: Bang Bang Professional League (MPL) saw a massive increase in viewership, with over 50 million viewers tuning in to watch the MPL Finals.

Exploring Regional and Local Tournaments

Regional and local tournaments are also an attractive market for sponsors. These tournaments often have a more focused and engaged audience, which can make them an excellent opportunity for brands to reach a niche audience.

For example, the North American Academy League (NAAC) is a popular tournament for college-level Overwatch players. In 2021, the NAAC partnered with Coca-Cola for a nationwide tournament, which provided an opportunity for the brand to reach a highly engaged audience of college students.

Emerging Esports Genres and Titles

Another trend in expanding into new esports markets is the growth of emerging esports genres and titles. For example, battle royale games like Fortnite and Apex Legends have seen massive growth in recent years, providing new opportunities for sponsors to target a rapidly growing audience.

In addition, games like Valorant and Rainbow Six Siege have also seen significant growth in viewership and popularity, with major tournaments like the Valorant Champions Tour and the Rainbow Six Siege World Cup attracting millions of viewers.

Expanding into Non-Endemic Sponsorships

Finally, there is a trend towards expanding into non-endemic sponsorships. Non-endemic sponsors are companies that do not have a direct connection to the gaming industry but see the value in reaching the esports audience.

For example, in 2021, the Philadelphia 76ers became the first NBA team to acquire an ownership stake in an esports team, acquiring a majority stake in Team Dignitas. This move demonstrated the value that traditional sports teams see in the esports market, and it is likely that we will see more non-endemic sponsors entering the industry in the future.

Overall, the trend towards expansion into new esports markets provides significant opportunities for sponsors to reach new audiences and tap into untapped revenue streams. By targeting regional and local tournaments, emerging esports genres and titles, and non-endemic sponsorships, brands can maximize their ROI and secure profitable partnerships in the esports industry.


1. What is esports sponsorship?

Esports sponsorship refers to the partnership between a company or brand and an esports organization, team, or event. This partnership can involve financial support, product placement, or other forms of promotion in exchange for brand visibility and exposure within the esports industry.

2. How do esports sponsors make money?

Esports sponsors make money through a variety of methods, including product placement, advertising, and brand visibility. Sponsors may also benefit from increased sales and revenue as a result of their association with a successful esports team or event. Additionally, some sponsors may see a boost in their brand reputation and recognition within the esports community.

3. What factors contribute to a successful esports sponsorship?

A successful esports sponsorship requires a clear understanding of the target audience and the esports industry as a whole. Effective communication and alignment of goals between the sponsor and the esports organization or team is also crucial. Additionally, creating engaging and relevant content that resonates with the esports community can help maximize the return on investment for the sponsor.

4. How do esports sponsors evaluate the success of their partnerships?

Esports sponsors typically evaluate the success of their partnerships by tracking metrics such as brand awareness, social media engagement, and sales or revenue generated as a result of the sponsorship. These metrics can help sponsors determine the effectiveness of their partnership and make informed decisions about future investments in esports sponsorships.

5. What are some common misconceptions about esports sponsorship?

One common misconception about esports sponsorship is that it is only relevant for gaming or tech companies. However, the esports industry is diverse and has a wide range of sponsors from various industries, including consumer goods, entertainment, and financial services. Another misconception is that esports sponsorship is a quick or easy way to make money. Successful esports sponsorships require a strategic and well-executed plan to be effective and profitable.

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