"We are excited to be back in person at ICE London" - Sarah Robertson, SVP of Sales at Kambi

Hi, nice to see you again. Nice to speak with you again. I'm doing well. We're getting very excited for more things opening up and more events happening and kind of summer months coming ahead. At Kambi, as you can see, we're back in our offices, which is really nice as well. Yeah, it's good to be back in the office after all this time. Yeah, it's really nice to see team members and to just be back with the kind of energy of being in a busy office. We obviously have a large office here in London where I'm based, that is full of traders and commercial and account management, so it's great to see all the teams together again. Yeah.

Yeah, so we'll be exhibiting at ICE in London, and I think we're going to have a team of our executive management and a lot of our partner team and commercial team there. We're really excited. It's going to be really nice to be back in person in front of customers and potential customers to talk about what we've been up to over the last few years. Obviously, the virtual events that have been held over the last few years have been excellent, but it's just different to be able to sit and be face to face with your customers and have longer sessions to be able to talk about their strategic directives and, like I said, what we've been doing in terms of our product and our strategy at Kambi for the last few years. So it'll be interesting because it's being held in April, which is different for ICE. It's usually held earlier in the year, but I think that's nice. We're going to have nice weather, and I'm hoping that we'll see a lot of familiar faces and be able to really celebrate everyone's successes over the last few years while we're there as well.

Yeah, so I think 'We know what it takes' really is about the fact that we've been working in this sports betting space for almost 20 years, which means we have an incredible amount of industry knowledge around how the industry works, but also around product and within our organization. So we really understand how hard and how complex it can be to build a really high-performance sportsbook, and we've spent years defining that and refining that to make sure that we're coming to the market with a really strong product that's going to be able to achieve the strategic directions or strategic objectives of all of our different partners. So that's really the overarching message around it. And I think it's one of our favorite kind of build-up messages that we've had because I do think it really captures what we're trying to achieve as a business.

I think, well, I think our history has really positioned us to be in a really strong place where we are now. As you know, we spun off the back of Unibet, and the whole vision around Kambi was making sure that we had a scalable sportsbook that could work in highly regulated and diverse markets. And that's been something that has been the core ethos of how we built the product, making sure that everything that we build has the end consumer in mind. So that's really put us in a really strong position as we've seen a really heightened global initiative around regulation, and each regulation across many different territories looks really different. So you do need a scalable solution to be able to launch with speed and efficiency as new markets regulate. And again, the way that our technology is built has really allowed us to help our partners achieve that.

Well, I think there's a few things that make us stand out, and again I think a lot of it comes from our history and our experience, but also that we were built from the ground up by bettors, by users. So again, everything that we do is built with the end user in mind. We also are a specialist sportsbook provider, so we're not muddying our view by looking at trying to do lots of different things. We're really specialists in what we do, and we've done that by design, so that everything that we do in terms of product development is focused on the best experience for a sportsbook user, not looking at casino, not looking at platforms, etc. I also think that we've been at the forefront of being a visionary in terms of understanding, like I said, what it takes to be able to be a competitive sportsbook. We have really driven, or been at the forefront of driving, product development in the space, and again that's really come from the top down in our organization. Our executive team really understand the requirements to be a competitive supplier in the space. And then finally, I think which is iterative and we'll continue to build on, is really our network of data. Because we are a global supplier, because we supply so many different types of operators that have different objectives and are working in very different regulated markets, that really allows us to build out everything we do from risk management, player profiling, product development, BI intelligence. Everything that we do is built on this kind of network model: we hold all this data, let's utilize that data to drive the business. So I think that's a really core piece to how we look at the unique value of Kambi.

I think we're going to expect a lot of really great talking points. As I said, we have a huge amount of knowledge within our organization, and we're really going to open up that knowledge base to be able to share that with our customers and our potential customers. So it's not just about a kind of sales pitch around why Kambi is great, it's about here's the things that we understand about the space that will help operators build out their strategy. So it's really about a knowledge share. We're going to have lots of different people within the organization speaking, but I think people outside of the organization will join panel-like events as well. We're really excited about it. I'll be speaking at the Festival of Sportsbook. We're going to have sessions that are going to be built out around different regulations, so sessions specific to the US, specifically to Canada, sessions specific to LatAm, et cetera. So it'll be a lot of very bespoke content for lots of different operators.

I mean, I think we've got a lot in store. It's going to be a really exciting year for us, and I think it's going to be a year where we're really building off a lot of foundational blocks that we've put in place over the last few years of the pandemic. We've been working really hard behind the scenes to build out a lot around our product, and we recently, in the last NFL season, went out with a same-game parlay, or an event combination product, that's incredibly competitive in the space, and it's built from the ground up, so it's kind of limitless in terms of what consumers can combine within the sportsbook. This year we're going to be rolling that out to lots of other sports, specifically to basketball in the NBA, we've just rolled out to NHL, we're building out on top around international soccer, et cetera. So I think you're going to see a lot of quick succession of product development from Kambi. Again, that's based on the work that we've done for the last few years. But also we're really looking forward to regulation. I mean, we are prepared for go-live in Canada. Ontario is going to be a really big and competitive market, and we feel that we're really well placed to be able to support our partners in achieving success in that market. And on top of that, obviously there's lots of US states that are regulating, but also a lot happening in Latin America, and in Europe, I should say. So we've got a busy year ahead. I think we're really looking forward to attending a lot of events in person, but also really getting our core message out around the developments that we've had at Kambi and the developments that will be coming out for 2023 et cetera. So it'll be a very exciting year, I think.

Thanks for having me. It's always a pleasure to speak to you and the team, and we're looking forward to seeing everyone at ICE as well.