Experienced iGaming leader, strategist, marketer and Chief Commercial Officer at PMI.
Monday, 15 May 2023
Knowledge in iGaming is a closely guarded secret and rarely shared. I’m breaking that pattern by sharing insights from my 15 years in the industry on marketing, business strategy, growth, market entry, leadership, and building high-performance teams.
My passion: Increasing GGR and building a stronger iGaming community.
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Inspired by layoffs in my current company and the industry overall, I’ve created a list of all the job opportunities currently available in iGaming.
Monday, 17 April 2023
Market entry work is often described as a licensing exercise, and licensing is only the first column of it. A licence establishes that an operator may take a bet in a territory. It says very little about whether the operator can take payment, resolve a dispute, advertise, or reach a player in a language they read comfortably.
Monday, 3 April 2023
Three deal shapes cover almost all affiliate activity in this industry, and each moves risk to a different side of the table. Revenue share pays a percentage of the value a referred player generates over time. Cost per acquisition pays a fixed amount once a referred player meets a defined qualifying action. Hybrid deals pay a smaller fixed amount plus a smaller share.
Friday, 31 March 2023
Gross gaming revenue is the simplest number an operator produces: everything staked minus everything returned as winnings, before anything else is taken out. It is a measure of how much play a product held, and nothing more than that. Because it sits so early in the chain, it moves with volume, with margin on the games in the mix, and with luck over short windows, which is why a single week of it tells almost nothing.
Monday, 27 March 2023
When retention numbers fall, the first instinct is usually to increase bonus spend. That instinct treats a lifecycle problem as a pricing problem, and it tends to buy a short recovery at a permanently higher cost, because players who return for an increased offer have been taught what returning is worth.
Read on: Retention Is A Lifecycle Problem, Not A Bonus Problem
Monday, 20 March 2023
Safer gambling is frequently organised as a compliance function reporting on whether required tools exist. Deposit limits exist, self-exclusion exists, reality checks exist, and the report is complete. That framing describes availability rather than effect, and availability is the easier half.
Monday, 13 March 2023
Most operators settle into one of two shapes. The first organises around function: acquisition, retention, product, payments, compliance and support each run as a central group serving every market. The second organises around market: each territory runs its own small version of the whole operation, with a thin central layer holding the platform.
Monday, 6 March 2023
Licensing regimes differ far more in their ongoing obligations than in their entry requirements, which is the opposite of how they are usually compared. Entry costs and timelines are published and easy to put in a table. The obligations that follow are where the operating cost actually sits.
Read on: Licensing Jurisdictions And What Changes Between Them
Monday, 27 February 2023
Payment acceptance is the quietest reason a market launch underperforms. The product works, the advertising works, players arrive, and a meaningful share of them fail to complete a first deposit because the methods offered are not the methods they use. The failure looks like weak demand in the funnel and is nothing of the sort.
Monday, 20 February 2023
Job advertisements in this industry share a vocabulary that can obscure what the role involves. The same title covers materially different work depending on whether the employer is an operator, a supplier, an affiliate business or a platform provider, and the advertisement often does not say which.
Monday, 13 February 2023
A list of openings maintained by the people who read it has one advantage that no automated aggregator matches: entries arrive from people who know the market, often before a role reaches a general job board, and the obviously wrong ones get corrected quickly because someone reading the list recognises the problem.
Monday, 6 February 2023
A brief that specifies the execution removes the reason for hiring the team. A brief that specifies only the target removes the ability to judge the work before it runs. The space between those two failures is narrower than it sounds, and most briefs land in one of them.