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These Are The Top Customer Acquisition Tactics for iGaming Startups

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In a new report, emerging iGaming companies share their strategies for acquiring their first customers.

 

In a new report, emerging iGaming companies share their strategies for acquiring their first customers.

Industry investor Waterhouse VC engaged with a spectrum of companies, both B2C and B2B, to unearth the most effective customer acquisition methods for new startups.

Key insights

  • Seven strategies account for every start-up securing their first customers.
  • 50% of surveyed startups credited only a single strategy for their early traction.
  • High-touch customer engagement is the go-to tactic.
  • Paid ads absent in the list of top tactics for customer acquisition.
  • Tactics deployed to attract initial customers are often significantly different from those used in scaling customer acquisition.

“High-touch customer engagement emerged as the clear front-runner,” says Tom Waterhouse, Chief Investment Officer at Waterhouse VC. “It reinforces the idea that in the early stages, doing things that don’t easily scale can be the key to building a solid customer base.”

Incentivizing early adopters came in as the second most popular tactic, highlighting the significance of immediate customer rewards and recognition.

Tactic B2B Company Examples B2C Company Examples
Leverage Your Network Low6, Circle Squared Sisu Group
Targeted Influencer Marketing   Shuffle, Invincible GG
Strategic Partnerships Caerus Risk Solutions, Low6, Circle Squared  
High-Touch Customer Engagement Kinectify, Circle Squared BetDex, Betting Hero
Incentive-Driven Acquisition Voxbet Novig, BetDex, Invincible GG, Sisu Group (ReSpin)
Market-Specific Localization Checkd Group, Simplebet  
Strategic PR Octoplay, FBastards, Checkd Group  

 

A notable trend observed in the study indicates that B2B startups typically concentrated on one or two strategies, in contrast to B2C startups which tended to adopt two to three approaches. For instance, Shuffle, an online crypto casino, led the way for B2C startups by employing four distinct tactics to achieve their initial growth.

Ishan Haque from Shuffle describes their novel approach: “Instead of participating in traditional acquisition channels like streaming or traditional affiliate marketing, we recognized our edge in finding influencers with a small following, but that following consisted of 1000 true fans.”

In the realm of B2B startups, Checkd Group particularly stood out. Callum Broxton, Head of US Operations, remarks, “For our US launch … we were able to leverage our established UK business to build relationships with North American operators.”

Dublin-based ‘speak-to-bet’ technology company Voxbet focused on offering incentives, in the form of exclusivity, as a way to acquire their first customers.

Jonathan Power, Founder & CEO, remarks, “Typically, we have used exclusivity as the reward for an early adopter. I think this is now more important than ever because if you look at innovation over the last 15 years – betting in-running, cash out and bet builders – in each case once 1 operator proved demand every operator copied within months.”

Tom Waterhouse further comments, “The absence of paid advertising in these early stages reflects a strategic shift towards more organic and relationship-driven growth methods. It’s a reminder that understanding your audience and directly engaging with them is a precursor to scaling acquisition through paid channels.”

 

About Waterhouse VC

Launched in August 2019 by Tom Waterhouse, Waterhouse VC specializes in global publicly listed and private businesses within the wagering and gaming sectors. The fund offers wholesale investors access to the Waterhouse family’s extensive experience spanning over a century in the industry. Since its inception, the fund has delivered performance of over 27x, with a return of +39.5% in 2023.

With an experience of over 8 years in the online gambling industry, as an affiliate, later affiliate manager and consultant, I consider myself a veteran of the industry and can guarantee that you will be served with the most accurate information.

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TEAM VITALITY UNVEILS A SPECIAL EDITION JERSEY AND NEW CAMPAIGN FOR PERFECT WORLD SHANGHAI MAJOR 2024

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  • Leading global esports organization Team Vitality heads to China for the Perfect World Shanghai Major 2024, fueled by the ambition to reclaim their place at the top as the world’s best CS2 team.
  • The team will proudly debut the club’s Shanghai Major Limited Edition White Fan Jersey from the Qualification Stage (RMR) onward. Designed in collaboration with Paris-based contemporary artist Nairone, this special edition jersey pays tribute to Counter-Strike and Team Vitality’s dedicated Chinese fanbase.
  • For the occasion, Team Vitality is proud to present a new campaign titled “The Year of Vitality”.

Global esports leader Team Vitality proudly announces its participation in the Perfect World Shanghai Major 2024. As one of the most competitive teams in the international esports circuit, Team Vitality is set to make a powerful impact in Shanghai in what promises to be a thrilling tournament.

With anticipation building for this pivotal event in a country full of dedicated Counter-Strike fans, the club will be unveiling a new campaign on its Chinese social media accounts named “The Year of Vitality” This tribute to Chinese culture also underscores the team’s determination to secure a back-to-back victory, solidifying its global dominance.

ALL EYES ON THE TROPHY

Team Vitality’s CS2 roster has consistently delivered strong performances over the past two years, capped by their recent win at Intel Extreme Masters (IEM) Cologne 2024. Having claimed the World Champion title at the BLAST Premier World Finals in 2023 and secured an iconic victory at the BLAST.TV Paris Major, the team has firmly established itself as one of the most dominant forces in competitive CS2. After a conclusive 3-0 qualification at the RMR in Shanghai, Team Vitality is set to reinforce its status on the world stage.

Team Vitality’s dedication to competitive excellence since entering the scene in 2018 has been instrumental in shaping the modern Counter-Strike era. With legends like ZywOo, crowned HLTV’s best player in 2019, 2020, and 2023, and apEx, a seasoned pro with over a decade in the game, the team has set new industry standards in skill, dedication, and leadership. Building on this momentum, Team Vitality is poised to leave a lasting legacy in esports and proudly represent France in Shanghai.

We are thrilled to compete at the Shanghai Major and showcase the team’s hard work against the best teams globally,” says Fabien ‘Neo’ Devide, Chairman and Co-founder of Team Vitality. Growing our global presence and supporting both players and our worldwide community remains a top priority. We’re especially excited for zywOo to deliver a stellar performance in front of our Chinese fans. I am incredibly proud of the team and can’t wait to see them on the big stage with our fans in China!

GEARED UP FOR VICTORY WITH SHANGHAI EDITION OF THE ALTERNATE JERSEY

Team Vitality players will debut a special edition of their newly released Alternate Jersey on the stage, created exclusively for the Shanghai Major. This limited edition features a prominent “V” on the back, with design elements that pay homage to Counter-Strike, Shanghai, and the wider Chinese fanbase. The club released the exclusive jersey in a dedicated video that includes Chinese references, graphics and design.

Crafted in collaboration with Paris-based contemporary artist Nairone, known for his striking black-and-white contrast style, the jersey blends modern streetwear aesthetics with esports flair, making it a standout choice for both fans and players. Team Vitality’s PERFECT video showcases how the 2024 Alternate Jersey can be styled, featuring star players and brand ambassadors, underscoring its unique place in both the fashion and esports worlds.

Available for purchase only online, this special version of the alternate jersey is limited to 150 pieces and costs 89,99€.

TEAM VITALITY UNVEILS ITS NEW CAMPAIGN “THE YEAR OF VITALITY”

Team Vitality is excited to launch “The Year of Vitality,” a campaign celebrating Chinese culture and dedicated to Counter-Strike fans across China. This initiative reflects the team’s relentless pursuit of back-to-back victories on the world stage.

As China hosts this year’s Major, Team Vitality has chosen the dragon—a powerful symbol of ambition and determination—as the emblem of its campaign, representing the team’s commitment to overcoming challenges and dominating the competition. Each campaign visual draws inspiration from Chinese iconography, bringing the Counter-Strike team into this vibrant, culturally rich world.

In a tribute to Chinese tradition, the campaign combines gold and red to signify not only the country’s national colors but also the passion, energy, and unyielding drive to win. The design aims to honor Chinese fans’ enthusiasm and capture their hearts as Team Vitality battles to bring home another title.

Join us online to get behind-the-scenes content, exclusive updates, and the chance to celebrate each milestone with the team as they strive to secure their place at the top!

 

The post TEAM VITALITY UNVEILS A SPECIAL EDITION JERSEY AND NEW CAMPAIGN FOR PERFECT WORLD SHANGHAI MAJOR 2024 appeared first on European Gaming Industry News.

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Saroca Unveils the Transformational Leadership Program for 2025

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Saroca Reimagines Leadership Development for the Gaming Industry

Saroca, a leader in professional development for the gaming industry, is proud to announce its Transformational Leadership Program, launching February 2025. Building on the success of the 2024 LeadHERship Program—a pioneering initiative for women in gaming—the new program expands its reach with two distinct cohorts: one exclusively for women and another open to all genders.

The Legacy of LeadHERship

The 2024 LeadHERship Program achieved an exceptional Net Promoter Score (NPS) of 90, with participants citing transformative growth. With participants like Clemence Dujardin citing it as a “game-changer”. Confidence in leadership abilities rose by 46%, resilience increased by 27%, and imposter syndrome diminished by 39%.

Participants praised the program’s focus on emotional resilience, feedback mastery, executive presence and communication all in a supportive community.

Leadership Development: A Game-Changer for Gaming

In a rapidly evolving and diversifying industry, strong leadership is essential. Saroca’s programs go beyond skill-building to foster resilience, trust, and inclusivity—key traits for thriving in the global gaming market.

“We believe leadership is not about hierarchy—it’s about transformation,” said Emily Leeb, CEO of Saroca. “The Transformational Leadership Program reflects our commitment to cultivating leaders who will shape the future of gaming.”

Transformational Leadership Program Highlights

The program builds on the proven curriculum of its predecessor, featuring:

  • Two Cohorts: A women-only cohort and a new all-gender cohort to enrich perspectives.
  • Eight Modules: Covering topics such as emotional intelligence, self-advocacy, and radical candor.
  • Community and Growth Tracking: Strengthening connections and measuring individual progress.

Registration Now Open

The Transformational Leadership Program begins in February 2025, with limited spots available. Scholarships are also offered to ensure accessibility. For more information, visit Saroca’s website or contact [email protected].

About Saroca

Saroca is a leader in leadership development for the gaming industry, committed to empowering professionals through inclusive, high-impact programs that drive personal and professional growth.

The post Saroca Unveils the Transformational Leadership Program for 2025 appeared first on European Gaming Industry News.

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Play’n GO announces partnership with Austrian state lottery operator Win2Day

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Play’n GO, the world’s leading casino entertainment provider, has today announced a partnership with Austrian state lottery operator Win2Day.  

This partnership sees legendary titles from the Swedish-founded gaming giant, such as Reactoonz, Rise of Olympus, and Rich Wilde and the Tome of Madness live on Win2Day’s platform for players to enjoy.  

As of November 2024, Play’n GO offers a portfolio of over 350 premium titles in over 30 jurisdictions worldwide.  

Tove Aldefors, Head of Regional Sales Central and Western Europe at Play’n GO, said “It’s exciting to launch our games with the Austrian state lottery, and Win2Day are the perfect partner for our brand. They share our beliefs about a regulated, sustainable, player entertainment-led industry. We’re looking forward to many years of success working together.” 

Georg Wawer, Managing Director win2day, added “We are the only licensed operator in Austria. Therefore our objective is to provide all major igaming operators on our platform. Play’n GO is one of the international powerhouses and therefore we are delighted to be able to offer their content on our platform. We view Play’n GO as a competent and responsible partner for win2day and we’re confident this partnership will prove fruitful.” 

The post Play’n GO announces partnership with Austrian state lottery operator Win2Day appeared first on European Gaming Industry News.

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