From managing global sales to the CBDO role at the company, how did you adapt to this change, and which has been your main contributions to the position?
Transitioning from managing global sales to the CBDO role at GR8 Tech has been a rewarding journey. I’ve been focusing on building relationships and embracing a more collaborative approach to sales. My experience taught me that successful sales aren’t just transactions; they’re about creating genuine connections with clients. One of my main contributions in this position has been fostering thought leadership. I actively engage with clients beyond business discussions, offering insights and support on various projects. I’ve also focused on enhancing the sports betting segment, aiming to shift perceptions among clients, especially those from traditional casino backgrounds. My efforts to demonstrate that a sportsbook can be a profitable venture have started to gain traction, attracting interest from new entrants in the market. This approach revolves around building a strong foundation through active listening, thoughtful insights, and collaborative problem-solving. I’m committed to ensuring that every project we undertake not only delivers results, but also fosters a sense of community and shared purpose among our team and clients.
In an industry as competitive as gaming, it is no longer enough to be the first to reach a market; you also must know how to respond quickly and efficiently to increasing customer demands, as well as anticipate trends. How has GR8 Tech’s business evolved this year at a global level?
GR8 Tech is constantly evolving by staying agile and innovative, responding quickly to changing customer demands and trends. Viewing competitors as potential collaborators rather than mere adversaries has been key to this evolution. By recognizing that the procurement process is intertwined with sales -where selling also involves buying-, GR8 Tech creates opportunities for business development managers to foster mutually beneficial relationships. One of the biggest challenges has been changing client mindsets. Many clients seem engaged, but are often content with their current solutions, staying passive. To help them see the need for change, GR8 Tech focuses on proactive engagement, showing them how the future will be different and urging them to adopt new technologies and partnerships to stay ahead. One key principle we emphasize is that a sportsbook can be a highly profitable business. Many younger operators, particularly from the casino sector, have traditionally viewed casino gaming as sufficient. We work to shift that mindset, showing them that sports betting is a profitable opportunity they shouldn’t overlook. GR8 Tech’s evolution this year is characterized by our active approach to collaboration, our agility in enhancing our platform with cutting-edge features, and our commitment to anticipating and meeting the demands of our clients and the industry at large.
The company has a growing presence in Latin America and a consolidated position in Europe, although you are always looking for new goals there. What will be the proposal to clients at the next industry event?
At our next event, which is the upcoming SiGMA Europe in Malta, GR8 Tech will showcase its comprehensive suite of iGaming products, designed to tackle the major pain points faced by iGaming operators. Our flagship GR8 Sportsbook will absolutely take center stage once again. GR8 Sportsbook addresses challenges like high operating costs, limited platform flexibility, and lack of relevant local sports content. It offers seamless data management, rapid localization, high configurability, and a streamlined set of features, making operations more efficient. Visitors will get a deeper look at the full GR8 Tech ecosystem, including the GR8 Casino and various other modules, aimed at enhancing operator performance and profitability across the world.
You often mention The Miller Heiman sales process as a reference in your work philosophy. Can you please explain more about it?
The Miller Heiman sales process is all about understanding the people involved in the buying decision and tailoring your approach to meet their specific needs. Why I reference it so often is that it’s not just about making a sale; it’s about building relationships. At its core, the process is strategic. You identify the key decision-makers, understand their priorities, and create a customized approach that addresses their specific goals. It’s less about pitching and more about understanding; finding out how you can help them and what they need. Conceptual selling, which is a big part of the Miller Heiman method, focuses on how the client perceives value, not just what you’re offering. In many cases, you may sense that you’re not expected to cross the line of formality, but there’s a strong internal incentive to do so. This is where you can move into slightly more personal discussions, making comments that you might not share in a public setting. After a call or meeting, for instance, taking a moment for one-on-one chat can build rapport. Creating intimate moments is crucial, and it often comes down to recognizing small signs of interest. Many salespeople overlook this opportunity, missing the chance to connect on a deeper level. It’s important to stay open and attuned to these signals, embracing what we often refer to as EQ or empathy. When salespeople possess this awareness, they can forge a strong connection with their clients. The Miller Heiman methodology centers on understanding the buying influences and what drives their decisions. While business goals are important, the real motivators are often more personal. By being genuinely interested in your client and recognizing the right moment to connect, you can build lasting relationships that go beyond mere transactions.
Speed, flexibility, efficiency, customization, innovation. Which of these characteristics operators value the most, and in which way your company is ready to provide solutions that include most of (or all of) them?
Operators value a combination of all these factors, with a specific emphasis depending on their unique needs. GR8 Tech delivers solutions that encompass all these qualities. Our platform is built to be highly scalable and adaptable, allowing operators to quickly respond to market demands while maintaining operational efficiency. Through cutting-edge AI and machine learning, we provide real-time insights into player behavior, enabling faster decision-making and more tailored user experiences. Customization is another key area where GR8 Tech stands out. We offer highly configurable platforms that can be tailored to regional requirements, from payment methods to game selections, helping operators differentiate their offerings. Our continuous updates ensure innovation, keeping operators ahead in an ever-evolving industry. Our tech-forward, data-driven approach guarantees that operators can focus on growth, streamline processes, and stay competitive in the fast-paced iGaming market.