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When EveryMatrix CEO Ebbe Groes spoke to SBC News in May, it was clear that the company’s commercial strategy had shifted. A new global commercial team has been unveiled, tasked with winning tier-one deals all around the world. While each EveryMatrix business unit still has a commercial team each, the focus is now clear; EveryMatrix is in the market for big ticket deals.
That global team will be led by Daniel Clark, EveryMatrix’s Group Commercial Director. Clark joined the company in November 2024 and oversees the group-wide commercial team, which features names such as Mark Schmidt, Ivan Rozic and Richardt Funch.
“It’s quite clear looking at the market that the next phase of growth is going to come from the platform and the strategic deals that we want to try and be a part of,” Clark told SBC News. “And therefore, we made the decision to have the best-in-breed of experience from the existing sales team that we have across the EveryMatrix group; we’ve compiled a team now that we feel can really take us into that direction.”
The shift in EveryMatrix’s approach is visible when considering its long-lasting, all-encompassing deal with the Hungarian Lottery; this is indicative of the type of deal the group wants to do on a consistent basis.
Focusing on lower cadence but higher value customers, Clark says, puts EveryMatrix in strong stead for long-term and sustainable success.
He added: “From a strategic standpoint, the cadence of the tier one deals is much lower and the volume is much lower, so you have to be really efficient in the way that you approach these targeted customers.
“From our standpoint, we want to ensure that we have the best team at hand to go out and deliver. And we see that we’ve got a fantastic track record of growing with operators, and that comes from a variety of different aspects.”
Clark, since coming into his new role, has stressed the importance of being agile in the market. If the company can be agile as well as have the technical capabilities to pull off large agreements, it will be the go-to partner for global tier-ones.
“The further up the food chain you go with the operators, the more agile you have to be. We are able to deliver a pure modular sportsbook should we need to. If operators have their own PAM, for example, we are able to cater for that. If they want a full end to end solution. Again, we’ve got the ability to do that.”
With a newly installed group commercial team, EveryMatrix has lofty ambitions. Having just come off a 40% year-over-growth period, the benchmark has been set. Clark and his team are ready to meet the demands of the biggest operators in global markets to position its solutions as some of the industry’s most desirable.
Talking about targets over the next few years, Clark said: “We’ve been very aggressive in our target but I won’t disclose exact numbers. I don’t think we want to slow down anytime soon. We know where we want to be now. It’s a case of actually asking how we are going to get there.
“The team is very clear on the goals, and you know what we need to do to achieve those. It is about delivering more tier one premium customers that we can service, because we feel that that is ultimately where the revenue is.”*You can watch the full interview with Daniel Clark using the player at the top of the screen, where you can listen to Clark’s career background and what made him want to join the EveryMatrix team, as well as about individual markets.
