According to the director and founder of Offsidegaming, Matt Jellicoe, operators have a greater chance at making B2B work than software led companies.
Speaking to iNTERGAMINGi recently, Jellicoe explained that the pure software model is a "relatively easy deployment where the software company charges fees to cover its input and protects itself with ongoing monthly maintenance fees or monthly minimums,"
The reality is, however, according to Jellicoe, that any operator entering European markets in the current time has their work cut out. "Too many suppliers are willing to sell without too much analysis of the strategy of their intended partner," he stated.
"Some of the ‘operator’ led B2B operations have full marketing support, CRM, affiliate support and fraud departments. The chance of success is likely much higher when this kind of resource is brought to bear. An operator (as opposed to a software company) is also much more likely to really question your strategy, as operating profitable gaming markets is their day-to-day business anyway," said Jellicoe.
He added that most companies from the software side will effectively switch off a site if minimums have not been met, whereas an operator is likely to see this differently. "Personally, I think this is where operators have the chance to be better at B2B than traditional software companies. Why do I say this? Well, operators are aligned commercially and operationally and have much more resource to make the relationship profitable."
To read the full article about what it takes to make B2B work, click here
