pain points might be. Te potential client might be satisfied with their existing provider but there isn't a business out there which is happy with all their processes and products. What brings us a lot of value in talks is that we go across the board. If they have a proprietary sportsbook product that they're happy with and is on an upward trajectory, that's not the end of the story. We can then discuss the platform, casino, payments, affiliate tools, live casino, etc.


We're also trying to break out our sportsbook so it's not a take-all or nothing. Not all operators need an entire sportsbook, but they might be interested in a couple of things to improve their existing solution such as a feed solution or bet simulator product.


As a sales team we’re always trying to see if we can be a good fit. Tis can mean the sales cycle is a bit longer, especially for bigger operators where any change is sensitive.


For example, with a recent state lottery the whole process took 15 months with two RFI and RFP rounds, as well as dozens of questions. When you get selected out of 28 companies after the RFP phase (likely double that number in the RFI phase) and you come out on top it really brings satisfaction to what you do.


How does the sales approach differ between markets?


We have a regional approach which is something we didn't have back when EveryMatrix was siloed into different business units. We've learnt our lesson in the value and importance of having specialists across the world. Being educated in a market makes local operators more likely to want to speak to you. Tis is why we're currently building out a team in Latin America. You can read all you want about what's going on in Brazil, Chile and Peru, but if you aren’t in the market you're too far away to understand.


How are you integrating the sales teams of FSB into this structure?


We acquired FSB because we like the people and the technology, but we weren’t satisfied with the end-product. We didn't want to maintain a different tech stack and live with it for years to come. Legacy will always bite you in the ass one day.


We're building on the knowledge within FSB because all products you ever see are based on people’s experience. It isn't easy to integrate people culturally, yet alone the technology side of things, so it's a long process but one I feel we’ve been doing quickly in the right manner.


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