INSIGHT


MALTA OFFICE VISIT BETBY


What's the importance of having an office in Malta? Is it primarily to attract talent or for its proximity to partners?


Malta is the iGaming hub of Europe and has been for a long time. Tere is plenty of talent and experience available in the island's workforce, and from a commercial perspective it's important they have a network. Pretty much everyone in our industry has a presence in Malta because it's a prerequisite for an MGA licence.


I truly believe Malta remains a vital hub that's here to stay. Tere's a lot of networking opportunities here where we can meet with our clients. It's a small island so I really like it on the weekend when I run into our clients. Tese interactions help build connections and relationships.


BETBY certainly gets in the air miles attending industry events around the globe. Are exhibitions and conferences as vital as they once were from a sales perspective?


Yes, absolutely. We see very good commercial performance from the shows we attend. As a young company - we celebrated our fifth anniversary not that long ago - it's important to put our names out there and meet not just our existing clients but also new potential clients. Presenting our products firsthand is crucial to start building trust into relationships.


Recently we shook hands with a new partner just as a conference in Sao Paulo was ending. We had the commercial deal signed in the next few days and now we are going live with their brand. Tat wouldn't have happened had we not been at the conference to showcase our sportsbook solution, and understand how they could benefit in a tangible way by partnering with Betby. Tey wanted to move fast, and they trusted what we can bring them from a product and account management point of view.


Less sales are completed there and then on the exhibition floor than used to be the case because BETBY's partnerships are now often with larger scale B2B and B2C operators. Operators of this size dive deeper into the product portfolio to compare us with other industry suppliers which is something we're happy to do. We're confident with the product we have to offer in the knowledge that we're the best in the market.


Even so, this requires in-depth discussions and demonstrations. In my view, people need to see each other face to face to better understand each other and that's BETBY's focus. We want to see our clients, sit down with them and better


P66 WIRE / PULSE / INSIGHT / REPORTS


Made to Order Betby


After welcoming G3 into BETBY’s Sliema office, Viki Vitanyi, Head of Client Success, explained why


customisability sets the provider’s sportsbook apart from the


competition and the continued importance of face-to-face interactions for building meaningful commercial relationships.


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