B2B Sales in iGaming: Selling to Operators

How suppliers sell to gambling operators, from the first meeting to a growing account. The course covers the operator's buying centre and what each role cares about, why regulation decides which suppliers may compete, segmenting operators and using regulators' public registers as prospect lists, aggregators and platforms as channels, pipeline stages and a qualification scorecard, the commercial models (revenue share on GGR or NGR, fixed fees, minimum guarantees, set-up and dedicated fees, jackpots, exclusivity) as suppliers describe them in their own filings, state lottery RFPs and the supplier licensing and certification path to live, the clauses in real filed supply agreements and what each side concedes, events and relationship selling, and account management, sales metrics and paying a sales team.

Written for commercial people at game studios, platforms, sportsbook and data suppliers, payments, KYC and regtech vendors and media businesses, for operators' procurement and product teams who want to understand the other side of the table, and for people joining the industry in sales or account management. It assumes you know how the industry fits together; The iGaming Value Chain is the companion course.

The through-line: a supplier earns from its operators' results, so selling well means understanding how operators decide, pricing risk honestly, planning around regulation rather than hoping it away, and treating the signed contract as the start of the relationship.