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PROFILE Who’s Who Giles Lucas This month: 


What have been the biggest industry changes you’ve seen in your time? Regulation, increased competition and poor operational efficiency are the elephants in the room. These provide both opportunity and/or challenge depending on where one sits in the value chain and the maturity of your business.


What are the biggest positive factors for your sector right now?


A maturing market with increased competition and regulation will drive the need for innovation  industry. This is where quality and differentiation will trump quantity. Kalamba’s underlying strategy capitalises on these market dynamics.


How did you first get involved with the gaming industry?


Having relocated to Malta due to my better half’s career advancement in gaming, I initially became involved in an advisory capacity with a sportsbook start-up that was seeking finance. This took me to my first Sigma and later led to my investment in Kalamba Games and joining the executive team.


What attracted you to this sector? In general terms, the opportunity associated with continued growth within the sector but more importantly identifying experienced and enthusiastic individuals at Kalamba Games with some great new ideas they wanted to bring to market.


Food: Roast Turkey Dinner


What were you doing prior to the gaming industry?


It has been varied to say the least but has largely been underpinned by my foundation in software engineering. Whether developing games as a youngster in the 80s, riding the wave of software consultancy in the early 90s, a .com start-up into the 00s or the array of international business development roles that traced the rise of mobile telecommunications across Europe, USA, Asia, MEA & LATAM.


What are you responsible for in your current position?


In short, the sales and marketing of Kalamba’s games. Whether it be through our existing distribution partners or more recently direct from Kalamba’s own RGS.


82 NOVEMBER 2019 GIO Book: Losing my virginity – Richard Branson


Movie: Where eagles dare


And what are the negatives ones – the obstacles to growth?


Any market driver has a positive and negative depending on which side of the fence one


Favourite…


sits. Regulation may create barriers to entry but likewise provide opportunity for innovation or the emergence of niche market opportunity. Likewise, legacy technology may hinder large gaming groups but provide an opportunity for the nimble start-up to compete. The biggest obstacle to growth is not embracing change and adapting rapidly to the ever-changing landscape.


Looking at your entire career, what do you think was your smartest move? Starting my first company at 24.


And dumbest one? Waiting until 24.


If you’d never embarked on this career, what other line of work would you have liked to pursue? Naturalist, explorer.


Pastime: Yachting


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