Selling Middleware

Published March 05, 2010
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So a few days ago, we published a video demo of our BioReplicant technology. In particular, we published it without saying much. No explanation of how it works, what problems it solves, or how it could be used. That was a very important and carefully calculated decision. I felt it was critical that people be allowed to see our technology without any tinting or leading on our part. Some of the feedback was very positive, some very negative, and a whole lot in between. I'm sure we'll get an immense amount more from GDC, but this initial experience has been critical in understanding what people want and what they think we're offering.

To a large extent, people's expectations do not align with what BioReplicants actually does. Our eventual goal is to meet those expectations, but in the meantime there is a very tricky problem of explaining what our system actually does for them. I think that will continue to be a problem, exacerbated by the fact that on the surface, we seem to be competing with NaturalMotion's Euphoria product, and in fact we've encouraged that misconception.

In truth, it's not the case. We aren't doing anything like what NM does internally, and all we're really doing is trying to solve the same problem every game has to solve. Everybody wants realistic, varied, complex, and reactive animations for their game. Everybody! And frankly, they don't need Euphoria or BioReplicants to do it. There's at least three GDC talks this year on the subject. That's why it's important to step back and look at why middleware even exists.

The rest of this post is at Ventspace. Probably one of my best posts in a long time, actually.
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Comments

mikeman
I think it's important for you guys to make it very clear to anyone, and most of all potential customers, what it is that you do. What problems you solve and where you differ from your competition. It's probably just me, but I do still have problems understanding what your aims is with this. For example: how your library differs from Euphoria? As far as I know, Euphoria creates procedural animations on the fly, physics based, allowing for dynamic interactions, by modelling muscles and nervous system. I actually had the impression that you do pretty much the same. Would you mind explaining where exactly lies the difference?
March 05, 2010 11:14 AM
Promit
Without going into technical details, the simplest thing I can think of is this.

Euphoria is CPU intensive (ie next gen only), and requires NaturalMotion to do all of the animation work for you because nobody else can use their tech. See this article for a more in depth overview. How many Euphoria based games have shipped? Two, I believe.

BioReplicants are extremely cheap to compute, and will be available late this year as middleware. We're also seriously considering making it free for non-commercial use, although no decision has been reached yet. We can do that precisely because they're easy to use and easy to integrate. Our goal is to be as close to drop-in as possible for any game, without requiring us to sit down and write everything for you.

Now we happen to think we're also capable of a level of interactivity that Euphoria doesn't provide, but that's a separate discussion and difficult to assert for sure because frankly no one seems to have any idea what NaturalMotion has been doing for the past year or so.
March 05, 2010 11:42 AM
mikeman
Hehe! I stand corrected. So Euphoria isn't even middleware you can integrate into your game? The NaturalMotion team must be employed to create the motions? That's certainly a big difference. You guys are certainly technically competent enough to bring the software into a good state, you just have to sell the product by making it very clear, from the first second, what are its strengths. Like 'Developers! The power of human motion in your hands! Create dynamic and interactive animations easily, cheaply, and do it in-house with your own team! Very easy to learn, very easy to do great things with it!'.

I guess now that you've explained it to me, I can see all that information already existing between the lines of what you wrote, but I suggest you make it crystal-clear to everyone. If you can pull it off, a demonstration of the editor in GDC, where you can have the audience create new variations of animations right there, and then see instantly in action what they have created, would be awesome. It will probably blow the competition out of the water instantly :)
March 05, 2010 12:02 PM
Promit
It's been vague partly because it's only around yesterday that I figured it out myself. Thankfully I at least figured it out before GDC, so we have a clear angle to talk up. The live demo for next week is essentially a spruced up version of the video; tools are unfortunately a little ways out. A few months perhaps.

P.S. The guy who wrote that AIGameDev article? We're sitting down with him at GDC [grin]
March 05, 2010 01:40 PM
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