EVE Online: Customer acquisition and retention in an 8 year old MMO

Nikola Cavic, Senior Sales Manager at CCP Games


Despite being released in May 2003 and facing increasing competition from new titles, EVE Online continues to grow its player base, year after year. In this presentation, Nikola Cavic explains the performance of the game’s acquisition channels in the past eight years and the effectiveness of retention methods against the churn rate. The presentation will be supported with various data driven examples of successful practices that have been employed by CCP Games.

Intended audience and prerequisites:

The primary audience for this session is sales, marketing and business development specialists in the MMO industry.

Session takeaway:

Attendees of this session can expect to walk away with in-depth understanding of tactics of successful customer acquisition and retention that have been battle tested over the past 8 years in EVE Online.


December, 7th. From 11.30am to 12.20pm + Workshop (50 minutes)




Nikola Cavic is the Sr. Sales Manager at CCP Games. He joined the company in 2008 and has been a key driver behind EVE Online’s aggressive subscriber growth. Nikola has been involved in a number of international projects with global leaders in the gaming industry. He is currently managing all aspects of digital and retail distribution at CCP Games. CCP Games is the developer and publisher of EVE Online, one of the world’s most innovative and critically acclaimed MMO games. Nikola holds a Bachelor’s Degree in Marketing from the University of Iceland and an M.S. degree in International Business & Marketing from the University of Reykjavik.

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