Stanislav Silin, CEO at Altenar, reflects on a successful year for the sportsbook software provider, which saw it obtain key licences with the Malta Gaming Authority (MGA) and UK Gambling Commission (UKGC), and defy challenging conditions in both Italy and Sweden to launch four regulated customers across the two markets.
SBC: What are the key highlights for Altenar from 2019?
SS: Without revealing the numbers, I can say that we’ve done quite well, and reached what we had planned and even hoped for in 2019. This year has seen us obtain both an MGA B2B licence in Malta, and a UKGC provider licence.
We’ve also obtained several software approvals, amongst which there is Italy and Sweden, where we have successfully launched four regulated customers despite both territories being quite challenging markets for sports betting.
Additionally, we’ve just launched our sportsbook product in a retail environment, where we partnered with a lottery and betting operator in Jamaica. Our team has worked very hard, and everyone feels pleased with the results.
SBC: You mention these four new regulated customers; how important is finding the right internal balance between chasing new clients and developing new products for existing clients?
SS: There is certainly a balance to strike. We are still actively seeking new customers, but we also have a number of interesting internal projects that are focused on helping our existing customers grow.
This strategy has, in the past, worked brilliantly with Wplay.co, and we hope to invest in some more effort in that direction. After all, it’s a lot more rewarding to help existing customers grow, rather than pursue contractual minimums and cycle new leads.
SBC: As a technology partner, what is the reputation you crave amongst your clients?
SS: We want to be known as a trusted provider of choice for sports betting operators, that not only delivers a flexible, stable and compliant software, but does not compete in the B2C space with operators it offers services to. We will, therefore, never pose the threat of competition with our own clients.
We present ourselves as a company that is increasingly gaining a reputation as a reliable technology partner that our customers can trust through stability of our service, flexibility in our approach, and through software that holds a variety of B2B licences and regulatory approvals.