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2013年8月的第一天,《植物大战僵尸2:奇妙时空之旅》终于在App Store中国区上市,这款厚积薄发的手机游戏的前作集万千宠爱和期待于一身,却在此次的续作上遭遇了前所未有的滑铁卢:植物大战僵尸的官方微博在宣布中国版游戏上线的消息下收获了超过八成以上的骂声,而在App Store里,为其打处一星的人数也在一周之内超过了打五星的人数。

这种恶评甚至蔓延到了PopCap中国区负责人、上海宝开公司总经理刘琨身上,因为下载量的飙升,《植物大战僵尸2:奇妙时空之旅》在上线7小时之后即登顶App Store免费榜第一位,刘琨发布了一条微博,宣称“为宝开中国团队骄傲”,而闻风而至的网友则毫不留情的将其评论区染成了一片负面的灰色,而刘琨不得不关闭了微博的评论,并且停止更新微博。

不过,这些骂名其实都与《植物大战僵尸2:奇妙时空之旅》这款续作的游戏本质无关,作为PopCap四年磨一剑的传承大作,《植物大战僵尸2:奇妙时空之旅》在可玩性上做出了极大的突破,剧情、场景、玩法、乐趣等创新性的体验都颇有可圈可点的地方。

问题出在《植物大战僵尸2:奇妙时空之旅》某种处于运营和盈利方面考虑的设计上。在与海外版本的对比中,部分网友发现中国版的《植物大战僵尸2:奇妙时空之旅》在难度上被有意的提高了数倍——不论是植物的解锁还是增益道具的获取上,中国用户都需要付出比海外用户更多的时间或是金钱才能得到同样的内容,这种中外有别的差异很快让中国网友的情绪从惊讶转变成为了愤怒,这种夹杂了新时代“中国人与狗不得进入”式的屈辱火上加油的给这层愤怒增添了许多额外的感情。

然而,PopCap以及上海宝开,是否真的就做错了?

博弈悖论之一:体验与盈利的平衡

微博上曾流传过这么一个关于网游和手游对比的段子:网游是驱动你花钱然后给予你比别人更爽的乐趣和特权,而手游则是在不赶跑你的极限边缘,逼你花钱改善自己的游戏体验。

这基本上就是手游在盈利模式上所遇到的现实困境:手游因为适配的是碎片化场景,所以休闲型应当是它的本色,但是愈发休闲,网友对待游戏的态度就愈发不会认真,而不认真,则很难激发他们的付费欲望,所以很多手游会在设计上拿出一套完全不符合“休闲”性质的难度,通过使用户受到挫折来驱动他们付费克服这种难度,“出一口恶气”。

《植物大战僵尸》曾是一款收费游戏,用户只需要在下载的时候购买一次,即可互无差异的体验游戏。但是就像点卡网游日渐稀少、免费(内购)网游占满市场的趋势一样,《植物大战僵尸2:奇妙时空之旅》也选择了免费下载、通过内购项目来实现付费的模式,在这点上,中国和海外的运营是一致的。但是,或许是考虑到中国用户在钻研技巧和忍耐限度上的“超常性”,PopCap提升了中国用户的游戏难度,最终导致了《植物大战僵尸2:奇妙时空之旅》中国版在体验上的败笔。

可以想象的是,PopCap在评估这种改动的风险性上,盈利压力大过了对于体验的坚持,而这种考虑也存在着一定的科学性——在网络游戏市场,因为有了攀比因素,所以可以充分发挥“二八原则”的潜力,吸引一小撮“土豪玩家”,养活游戏公司,然后再让那些注定不会花钱的大部分“贫民玩家”陪着“土豪玩家”,进而满足后者的优越感。但是,手机游戏不具备太高的攀比因素,刺激用户付费的最主要方式是让用户通过花钱来“省时间”、“降难度”,但是中国用户恰恰是——在时间效率上阔绰有余的群体。

一款在中国曾经做到在线用户人数第一的网络游戏(就不说名字啦)的运营团队曾跟我说,他们也设计了不少引导用户出手内购的项目,比如许多任务都需要大量的副本材料,而在游戏商城内,则可以付费购买材料掉率翻倍的道具,这样用户就可以通过花钱来节省自己的时间。但是在当初并未想到的是,这种设计反而使不少用户自发的产生了一种远超出游戏运营方想象的行为:他们会同时玩上四、五个游戏角色,然后通过多个次要角色“养”一个主要角色的方式,每天花上四、五倍的时间,用次要角色去刷任务材料,然后转给主要角色,从而实现不花钱也能和付费玩家一样的任务进度。

这就是中国市场带给PopCap的盈利压力,海外玩家可能因为希望“节省时间、提升效率”而产生的购买行为,在中国玩家身上可能完全无法适用,所以《植物大战僵尸2:奇妙时空之旅》不惜“杀敌一千,自伤八百”的破坏自己引以为傲的游戏体验,反过来压迫中国玩家在游戏流畅度上底线:大部分新植物无法通过常规流程来解锁,而是——要么击杀雪人僵尸获得碎片,积攒碎片解锁;要么积攒金币,通过消耗大数额的金币解锁——但是,每次击杀雪人僵尸需要付出5000金币(每日第一次除外),这又直接导致积攒金币解锁植物的方向可见而不可得,这种悖论体现了《植物大战僵尸2:奇妙时空之旅》其他很多设计上,最终引导的目标都是在唆使用户:干脆直接充值钻石解锁吧,别费那个力气了。

博弈悖论之二:中外有别是歧视还是尊重

我们在谈论很多海外企业进入中国市场的失败案例时,会经常遇到一个词,叫做“本土化”,意指这些傲慢的海外企业不尊重中国市场的特殊性,竟然照搬海外经验,最后活该丢盔弃甲。

要说PopCap不重视中国市场,那倒是不太可能——PopCap早在2008年就将亚太区的游戏研发及运营团队设立在了上海,但是2009年就问世的《植物大战僵尸》,在中国地区正式推出则是迟到2011年——没错,的确是2011年,在此之前玩过《植物大战僵尸》的你,都是玩的盗版。

PopCap总部曾经对此“深感震惊”,当自己的游戏被中国盗版得家喻户晓、甚至诞生了品类丰富数量巨大的周边产品(玩偶、贴纸等)时,PopCap竟然无法从中获取半毛钱的收入,这让PopCap和上海宝开都无法接受。

《植物大战僵尸:长城版》是PopCap在中国区的第一次实验,也是让PopCap奠定中国市场商业思维的一场教材式案例。2012年,作为《植物大战僵尸》的中国专有版本,PopCap与腾讯合作推出了《植物大战僵尸:长城版》,这是一个充满了中国特色的典型产品——免费下载,内购增值,更配以相较原作数倍的难度。不仅如此,经过与腾讯“资深运营团队”的沟通,《植物大战僵尸:长城版》成为了PopCap史上第一款“品质”越做越低的游戏:考虑到中国网络的不稳定性,要让用户在最短时间内将游戏下载完毕,所以PopCap全面削减了《植物大战僵尸:长城版》的画质和音效,把游戏容量从72M生生缩小到了8M……

实验的目的是让市场说话——而不是所谓的评论家。如果中国玩家真的不喜欢内购、讨厌低劣体验的游戏,那么数据会给PopCap一记响亮的耳光。但是耳光没有看到,PopCap反倒收获了一份前所未有的大礼:《植物大战僵尸:长城版》在推出后的第一个月下载量即超过300万,而月收入也突破百万级,并在三个月之内成为了EA(PopCap的母公司)全球收入最高Android游戏!(要知道这可是2012年,《植物大战僵尸》早已不在生命周期的巅峰!)

“5年前参加GDC的时候,谁想过我们能在中国取得成功?”2013年GDC(全球游戏开发者大会),PopCap战略开发主管James Gwertzman站在洛杉矶的会场上,自豪的说出了这么一句开场白。《植物大战僵尸:长城版》在商业上的非凡成功,让他将在中国市场里得到的“宝贵经验”带到了美国,向同行们传授其中奥义,在演讲中,他反复强调PopCap和上海宝开的团队“参考了中国游戏市场上几乎所有已经获得成功的模式”,免费搭配内购的模式是唯一的共同点,免费(以及削减游戏品质)是为了降低中国用户的下载门槛,而内购则需要体现在关键道具的贩卖上——比如“以对游戏有利、或者死后复活等道具为核心”。

对于一家商业公司,你很难要求它继续2011年之前那种《植物大战僵尸》席卷中国而分文不取的模式,2012年,PopCap在中国同时推出了高品质、付费下载而无内购的《植物大战僵尸》(经典版)和低品质、免费下载而有内购的《植物大战僵尸:长城版》,结果是后者完胜前者,这给予了PopCap如何的指向,不言而喻。

所以《植物大战僵尸2:奇妙时空之旅》中国版亦是一个彻头彻尾的继承之作,PopCap希望能够将《植物大战僵尸:长城版》的成功经验复制到续作之上,这正是建立在他们对中国市场的深刻教训之上,这就像德国大众曾经很难明白为何在中国奥迪轿车一推拉长版就能热销一样,差异的初衷不仅并非歧视,反而是对中国市场的恍然敬畏和顺势而为。

博弈悖论之三:声誉和收入哪个更重要

《植物大战僵尸》系列的制作人Matthew Lee Johnston曾经分享过PopCap的游戏设计理念:“整个游戏体验就是一个漫长的、逐渐熟悉的线性教程,教会玩家各种植物怎么对付僵尸。这是一段连贯又平衡的体验。根据许多发行商的标准,这款游戏本可以比我们实际完成的时间提前一年发行的,但在那一年里,我们不断改进,卓有成效,最终成就了游戏的成功——我三岁的孩子和我祖母都会玩”。

PopCap十分重视“信任”这个词,它被视为连接产品与用户之间的纽带,在关于如何使免费游戏也能带来足够的盈利问题时,Matthew Lee Johnston代表PopCap的回答是:“我们不能破坏游戏体验,但我们也必须确保我们与玩家之间建立一种互惠互利的关系……我经常使用的一个比喻是,想像游戏设计是一场面对面的谈话——如果在谈话中提到钱,我既可以亲切地要求玩家用钱交换价值,也可以微笑着把钱从玩家的兜里骗出来。这个交易点可能是谈话中最重要的部分,这是人们最挂心的时候,也是他们最敏感的地方。我们要非常恭敬地对待此事——它必须是这种关系中的积极成分。我认为人们会信任Popcap……”

但是自从2011年美国著名游戏厂商EA斥资13亿美元收购PopCap之后,“信任”在PopCap的词典中出现的频率越来越少了。PopCap在温哥华、柏林、西雅图均遭受到了裁员行为,而且其创始人之一George Fan也被EA宣布解雇,《植物大战僵尸2:奇妙时空之旅》也背负了“可玩度有余、新鲜度不足”的舆论口碑,捆绑用户的收费方式更是惹得争议不断。

当《植物大战僵尸2:奇妙时空之旅》让“3岁的孩子和高龄的祖母”甚至手指敏捷的青年群体都玩得抓狂、使用“不给钱就挡不住僵尸”式的勒索对话来与用户建立“信任”,只会给PopCap带来品牌上的伤害,亦不乏忧心忡忡者声言这是在“毁灭性开采PopCap最宝贵的财富”。

但是……或许在游戏厂商看来,品牌声誉可能比不上营业收入要来得更重要。

游戏行业有个说法,是讲背负品牌美誉的游戏厂商会承受比竞争对手更大的压力,品牌“太好”的游戏厂商在双刃剑下行事反而会畏首畏尾——一个典型的例子是暴雪,为了维持粉丝眼中的“暴雪出品,必属精品”,暴雪需要付出相较同行更多的研发周期和资源投入,而且还要在盈利行为上处处考虑如何不得罪“忠实粉丝”们。于是,盛誉之下的暴雪年年亏损,而那些被骂作“泡菜快餐”的韩国游戏厂商却活得一个比一个滋润。

依靠结果说话的市场经济就是如此残酷,你不能一边惋惜现实书店的消亡,一边兴致勃勃的下载着网络上的电子书。更何况手机游戏更是一个重产品而轻品牌的行业,产品周期短、迭代块、竞争多,这让用户的注意力只够停留在游戏本身上,对于游戏背后的品牌乃至其声誉,用户的关注度可能并没有想象中的那么高。

不过,过多的负面声音可能会让新用户“望而却步”,这对PopCap来说不是一个好的信号。目前,《植物大战僵尸2:奇妙时空之旅》仍然是App Store中最受欢迎的游戏项目之一,但是其评分已经由上线初期的接近五星下滑到了两星左右,成为免费版及畅销榜前30名中评分最低的游戏。

加上媒体的曝光和放大,PopCap必须要面对这场关于作品红利和用户恶评的终极博弈了——按照中国俗话所说的,“闷声赚大钱”才是最优的商业模式,争议过多,始终不是一条安稳的道路。

最后,我也要说一些不那么“政治正确”的话。

《圣经》记载,法赛利人将一名行淫的妇女带到耶稣面前,要求耶稣按照摩西律法答应将她用石头砸死。耶稣回答:“你们中间谁是没有罪的,谁就可以先拿石头打他”,人们沉默者一个一个的都离开了。

跳脚大呼“PopCap公然抢劫”的中国用户,又有多少不是纵容这个盗版国度的帮凶?一边将自己的国家改造成一个特殊的环境,一边在遭人特殊对待时惊诧歧视,哪有这么好的事儿?下面这张图,是国内某知名小游戏站点的搜索结果:

数以百款盗版“植物大战僵尸”系列的网页游戏,没有任何廉耻的逐款陈列,不仅法律对其没有任何效用,用户也对此见怪不怪,作恶以及纵容作恶的报应,就是用户永远也无法得到自己想要的“尊重”。

美国某博客曾经发布了一张照片,显示中国街机游戏厅内上十台未经授权的山寨“植物大战僵尸”游戏机,无论是大人还是小孩都在上面玩得津津有味,该作者在照片下评论:他们永远也无法体验到游戏真正的魅力,而我们则不会错过任何东西。

注:本文首发自网易科技


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