Kambi's new motto signals 'a really big shift'

And it's only about midday, so we're really excited to be here. ICE is obviously always a big event for us to meet potential customers and our existing partners, so we're really excited.

Yeah, so it's a bit of a departure for us, 'Together We Are Limitless,' but we're really excited about it. It's really meant to demonstrate that we've had quite a big shift in Kambi in that we've expanded our product portfolio, some through M&A and some through expansion of our existing products. But we now have several group companies supporting different kinds of spaces in the industry. So we have the Kambi Sportsbook brand, a well-known established product, but we now also have Abios, an esports company that supplies standalone esports products. We have Shape, a front-end specialist company, and we've just recently launched Tesseract, which is a new group company in Kambi that's built out a multi-sport AI-driven model so that we can deliver more cutting-edge offerings.

Yeah, I think historically we've been very well known as an end-to-end sportsbook, and that obviously doesn't fit everyone's needs. What we tried to do over the last few years is really to create a more flexible offering, so creating, like I said, modular products across our group companies, but also really creating more flexibility within the sportsbook, so creating optionality around front end, around pricing, around how we set up that technology. So I think we've come a long way over the last four years to really develop the product to be much more flexible and bespoke for specific operators.

Yeah, I think that's very dependent on specific markets, but most, you know, tier-one operators are looking for a good amount of flexibility, a good amount of control of their product. And again, that's what we set out to do when we set up these modular products: to be able to service more of those tier ones that may only want pricing for a specific sport, or may only want a front end, or may only want esports from us. So we're much more flexible to be able to deliver those independently outside of the sportsbook.

Yeah, I think we've seen that AI is, you know, a big kind of theme in the industry around being able to provide AI-driven pricing and things like that. We took this strategic decision a few years ago to look at, well, where do we think the sportsbook space is going? We know that we now have much richer data sets. You know, historically we were really focused on main markets, 1x2, etc. Now we can see across our network and our operators that player-specific markets are becoming incredibly popular. You know, next shot on target is one of our most popular markets on our sportsbook. So we made the strategic decision to build out a unit or a business around that and build out a really multi-dimensional model that allows us to price much more efficiently and be able to do those hard-to-price markets: player-specific markets, exotic markets, micro markets.

Yeah, I think so. We had a really successful year last year. We obviously signed Val spensive spill and LiveScore within 2023, so a really busy year for our commercial team. I think the way that we won those deals is a lot of the things I've spoke about: enhanced flexibility and control for the operators. You know, all of those operators are tier-one operators in their market, so they wanted to be able to ensure that their technology choices supported their marketing ambitions and their strategic ambitions for their product. And I think our sportsbook product is now able to do so with that enhanced flexibility.

Yeah, I mean, I think we're still really focused on the sportsbook solution. I mean, that's our bread and butter. That's where we are still looking to sign up, you know, the large tier-one customers and market leaders in their markets. But now we have this enhanced focus around selling modular services. So I think my team's focus this year is looking to drive sales for Tesseract, you know, being able to sell independent modular odds feed products to customers that are looking for a really advanced offering in certain sports. So very busy.