Streaming Media
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In a market defined by subscription fatigue and advertising
reinvention, Rakuten TV is betting that FAST is not simply an add-on to
streaming but one of its defining next chapters.
“The appetite is huge, and it’s growing,” Cedric Dufour, CEO
of Rakuten TV tells Streamingmedia. “We are seeing a real shift in
consumer behaviour and in advertising budgets. The momentum behind FAST is not
just cyclical; it’s structural.”
Rakuten TV was early to the opportunity. Founded in Spain in
2010 as a subscription service before transitioning into transactional VOD, by
late 2019 early 2020 it had pivoted to AVOD and FAST becoming the first
platform to rollout those propositions across 42 countries in Europe.
“Developments in the US had signalled that premium content
could thrive in a free, ad-supported environment,” Dufour explains. “We
realised there was room for free content with ads as a new way of delivering
content. So we invested heavily in AVOD and FAST.”
The platform now distributes approximately 500 FAST channels
across Europe, including around 120 owned-and-operated channels reaching more than 150 million
households. Individual markets typically carry about 100 channels,
balancing Rakuten-owned IP with third-party offerings such as CNN and a range
of sports, news and lifestyle brands.
“Technically, we could offer 250 channels in each country,” Dufour
says. “But consumers already complain about too much content and too many
choices. The priority is quality and curation, not quantity.”
Virtuous circle
The early days were not straightforward. European audiences
were unfamiliar with FAST channels and often confused them with traditional
linear broadcast channels. Studios, too, were cautious.
“There was reluctance,” Dufour admits. “Studios were
concerned that if they opened their catalogue to free ad-supported
distribution, it would cannibalise subscription or transactional revenues.”
The breakthrough came through monetization. “We were able to
demonstrate that FAST could generate meaningful advertising revenue without
eroding other windows. As performance data improved, content supply followed.”
With better monetisation came more catalogue access. “With
more qualitative content came larger audiences. And with larger audiences came
more advertising revenue.”
That “virtuous circle” is now firmly established.
Advertisers are steadily reallocating budgets from traditional linear TV into
connected TV (CTV), drawn by targeting precision, measurable performance and
access to younger viewers.
Recent internal research shows that 70% of TV viewers watch FAST
channels at least once per week. Among those viewers, a significant share —
particularly younger demos— no longer consume traditional linear television.
“If advertisers want to reach younger audiences, CTV is
essential,” Dufour says. “If they stay only on traditional TV, they will not
reach this population.”
That said, Dufour believes CTV is additive to linear. “They
will coexist,” he says. “There is space for both, just as streaming did not
eliminate cinema.”
Ad loads on Rakuten TV’s FAST channels are broadly
comparable to traditional TV, he says, but user perception differs.
“Better targeting, geolocation capabilities and first-party
data (where user consent is granted) allow for more relevant advertising, which
improves tolerance.”
Telcos, once sceptical, have also shifted position. He says,
“Three or four years ago, many operators questioned the need for FAST alongside
hundreds of broadcast channels. Now, they recognise the distinction — and the
incremental value.
“The advertising model with FAST on CTV is different. The
consumption model is different. It reaches new audiences,” he says.
Movies remain
Rakuten TV’s strongest-performing genre, reflecting its origins in film
distribution. Last December for instance it launched its flagship FAST movie
channels (themed around action, romance, comedy and crime) with over 100 hours
of curated on-demand films on French telco provider Free Ciné.
Drama and action also perform strongly. Notably, single-IP
channels have exceeded expectations. Dedicated channels built around series
such as Alerta Cobra and 21 Jump Street
have delivered consistent engagement.
“You might think audiences would tire of watching the same
show continuously,” Dufour admits. “But the performance proves otherwise.”
Local nuance matters. Operating across 42 territories gives
Rakuten TV a substantial comparative data set. Japanese manga performs
particularly well in France and Germany, for example, but less strongly in
other markets. In Poland, the platform operates a dedicated local-language
movie channel to address domestic demand.
“Local content is very important,” Dufour says. “It must sit
alongside global content.”
Partnerships with smart TV manufacturers including Samsung
TV+, LG Channels, Hisense VIDAA, TCL Channels, Xiaomi TV+, Free and Netgem have
secured branded remote-control buttons, home-screen placements and EPG
integrations.
“Our bet from the beginning was on television — because
we’re primarily about movies, and movies are best enjoyed on a big screen. Today,
around 90% of our viewing still happens on TV screens. However, we recognise
growing consumption on mobile and tablets and are adapting accordingly. While
TV remains our core, we aim to be present wherever audiences want to access
content.”
From B2C to B2B expansion
In recent years, Rakuten TV has expanded beyond its own D2C
platform. Through Rakuten TV Enterprise, it now distributes channels and powers
VOD stores for partners.
An agreement announced last week with Prime Video will see
Amazon’s platform carry Rakuten FAST channels in Spain, Italy and Germany.
“We could have said they are a competitor but we do not
decide where users watch content. Therefore, expanding distribution across
multiple platforms - smart TVs, telcos, and streamers - is central to our
strategy. Our own app remains important, but future growth will primarily come
from expanding touchpoints and partnerships across Europe and beyond.”
Telecom partnerships further extend reach. Rakuten TV
operates the VOD store for Orange in Spain and works with Germany’s 1&1. Last December its app became available
on Virgin TV in the UK, “significantly expanding reach across one of
Europe’s most competitive households.”
It has previously funded content, notably as part of its
contractural obligation to operate in Spain, but Dufour says covering
production costs through advertising alone proved challenging. “We scaled back
original production to focus on channel curation and distribution.”
The company is a division – and a relatively smaller one at
that – in Japanese parent Rakuten Group which is valued at US11.05 billion. It
was formed in 1997 and has built a plethora of digital services around its core
online retail platform including fintech, travel and mobile. The group’s scale
also supports cross-platform loyalty initiatives. In France, for example,
Rakuten e-commerce customers can redeem loyalty points for Rakuten TV rentals
or ebooks via the Rakuten Kobo app.
“The strength of the ecosystem is differentiation,” Dufour
says.
For now, Rakuten TV remains focused on Europe, but the US
market is under consideration. “It is very saturated,” Dufour acknowledges. “We
are having discussions around distributing selected channels, potentially
leveraging Spanish-language or movie-focused offerings.
“Beyond that, opportunities in the Middle East and parts of
Asia are being evaluated, subject to rights agreements. In VOD, scale is
everything. If you do not reach scale, content costs are too high.”
ends