Integration

Integration is the most underestimated cost in B2B iGaming relationships. Even a "standard" supplier integration (game studio onto an aggregator's RGS, PSP onto a cashier, KYC vendor onto a PAM) requires technical work on both sides, testing across edge cases, certification per market, and ongoing maintenance. A major platform integration (PAM, sportsbook) can take months to years and consume substantial engineering capacity on the operator side. Integration economics shape commercial decisions. The cost of integrating a new supplier is high enough that operators typically resist switching even when commercial terms are better elsewhere. The cost of integrating multiple suppliers in the same category is high enough that operators rarely run more than two or three vendors in any given category. The lock-in effect is real and is part of why major B2B suppliers have outsized commercial leverage with their installed base.