[Music] hi adrian thanks for joining us today hi tim thanks for having me it's our pleasure to have you on and today we're going to speak about parry play and a few key topics for the company uh to start off with i wanted to ask you about about yourself and uh how you reflect on your time as party play nd uh over six years in so far uh it's been very interesting and very exciting you know over the six years of me joining the company when i joined the company it was really a fledgling company trying to find their feet um trying to find their business model and later on roughly a year and a half ago the company was purchased by aspire global and of course this has changed the way that we do business a lot and it's very exciting what have been your main kind of learnings and takeaway points in the role i think that the one thing that has been very instrumental in perry plays position today is building a very good management team i think that having a good team of support really understanding the aspects of each part of the business has been probably the biggest learning or sorry bigger success that we've managed to to do as a company and i think that the execution of all the ideas because you know ideas are easy to come up with i think the big challenge is turning these ideas into reality and scaling the business and of course with the right management uh in place this is something that's been made possible in perry play and resulted in in the fantastic growth that we've had on on this same topic but obviously bringing in the fact that you mentioned that the takeover earlier how did the the aspire global kind of uh coming in that influence how did that impact kind of your experience and and you know how things have gone apari first of all aspire has been a fantastic new customer for for perry clay um and and definitely added to the value and i think that putting together the buying power of the group and the support of the group has definitely influenced you know the type of content that perry play can now access and the relationships that we have of course you know having a reasonably sized business behind you definitely gives an impact in in the communication strategies that other companies have towards you so that's had a very big impact in terms of the the strategy of the business uh we've been helped a lot by the various stakeholders on the board represented from this fire group that have definitely impacted on a product level have definitely impacted on a commercial level so the assistance in in support that they've given us on decision making has been fantastic and and i really think it has changed the shape of the business really from going from start-up thinking into a position of how do we think about scaling this business uh going globally and taking on the challenges that we have with the confidence of having somebody like a spire behind us using that platform uh you know i imagine and and you guys have made it clear kind of recently you've got you've got kind of big plans moving forward moving forward what are parry plays main goals and what are the kind of key areas you're looking at so i think that i would i would probably split it into two to be two pieces um how do we take our existing business and continue to scale and deliver upon that and the second piece is where do we see the growth coming from in the future um so i think we're very much a firm believer on the european business so we have no no vision to say we're happy where we are in europe uh let's move on to greener postures so we're still very focused on how do we grow the european business um which operators are we missing in europe how can we engage in them what is required to succeed in the european business from a product perspective uh and from a regulatory perspective of course with all the regulated markets coming about germany being one of them so barry page very very committed to expanding uh the european business we've just been awarded by the way our greek license as well so we're very committed to to growth in europe and of course one of the biggest parts of perry plays growth is of course our service levels so we're very focused on how we can continue to deliver very good service levels while the business is growing at quite an extreme pace um so the big part is is how do we continue to grow in europe and of course outside of europe we have two main opportunities that we really need to support one is this the the purchase of bto bet uh by the aspire group it's a very exciting opportunity for us we're looking very much forward to supporting bto's aspirations supplying them content getting them some new content that perhaps they didn't have access to previously and really helping them make their lives easier on scaling their business as they've joined the aspire group and last of all of course we have magnificent aspirations in the us we're live in new jersey recently we've been awarded the license in west virginia we look forward to going live in west virginia soon we in application are ready for pennsylvania and for michigan and we have as which is probably obvious a lot of discussions going on around how we can continue to to expand our position in the us and uh and become a major player in the us um so i would say that that's probably the main points where we're focusing as an organization yeah absolutely and the us um you know we can't fail to mention the us um obviously you you've touched on your plans there and you know the ball is very much kind of rolling um but how do you kind of how does power play aim to stand out because the competition obviously is is fierce in the u.s and we've had a lot of big names who either still haven't haven't really made their move or are just starting to um and then you have companies who kind of have that uh maybe early early mover advantage as well given kind of all those factors uh you know how are you aiming to stand out so i think i think for perry play we we don't have a secret sauce um you know we don't it's not we have one game that we believe that this game can be a make or break position in the us i think one of the ways that perry play has succeeded in europe very much is simply by grinding away and delivering what we know how to deliver we know how to deliver very very good service you know how to deliver solid reliability and we know how to be flexible on every level better a business level be at a technical level and i think this is why we've managed to succeed so much in europe because companies enjoy working with us we make life easy for companies and we support their growth the the the plan in the us is to execute exactly in the same way i don't think we're going to get 20 operators on day one because we have one killer game i think we're going to get one operator at a time and slowly slowly those operators are going to look at perry play and say what a pleasure it is to work with us and we're going to deliver on the service and we're going to deliver on the commitment that we give to them and be transparent in our business and slowly slowly that business will expand this is what i imagine we are working very very hard strategically to bring some some fantastic content into the us we think through our product which is ignite we can leverage some great relationships that we already have in europe and bring some some european content into the us um to support our ambitions but i think it's for perry play a long term game and and we will continue to grind away at the market and just deliver what we know how to deliver and that will result in us taking our position in the u.s and our share in the u.s market sure just to expand on that point um if that's okay you mentioned kind of the consistency and strategy is there anything you're going to be doing strategically that will be kind of quite different because obviously europe and us um you know it's it's a gambling market but obviously there are differences so we we will be delivering our portfolio of tools into the us which will have a an added value uh i think that the the position of the platforms in the us is a little bit less sophisticated to that of europe so we're we do have a fantastic tournament tool um some of the operators in europe has have developed their own tools and set of retention tools where in the united states it feels that those platforms are a little bit a little bit behind and these tools i think can be a fantastic fantastic offering for them and really help them engage with their players so we will be delivering the suite of tools and you know i talk a lot about the service and the the ease of working with perry play in europe the service and the ease of working with parry play is more based on uh technical restrictions it could be that certain operators that we have um have a little bit more legacy platforms and it's a little bit more difficult for them to launch content some of them it may be on a on a an employee level you know they're a new operating to the business and you know taking care of some of the qa and some of the operational processes i think the secret for the us for perry play will be on overcoming the regulatory challenges that the operators have today there are a lot of challenges in terms of launching a game launching a vendor uh launching any kind of promotion there is a lot of regulatory work around this we will be working extremely hard to try and find a secret source can perry play take some of that weight off the operator and can we carry that weight for them and i think if we can nail there that will be the the secret sauce that perry play will bring to the operators in the market that's the perfect segue really into my next question because i i was going to ask as a supplier um how do you overcome the challenges posed by meeting you know different regulatory requirements different markets and of course that's a question that applies in the u.s state by state but also of course in europe where you know you have two two markets uh same maybe the same product even but very different regulatory requirements sometimes so the answer is based on two different aspects first of all you have the technical side and second of all you have the operational side and and the probably the operational side of plaza a little bit more in the us but if we if we focus on europe one of the things that that we've done is we all of our technology is is i'm just trying to think of the right word um it's pretty dynamic that's probably the word that i'm looking for so for us to to implement some of these regulatory changes especially in europe you know where you have for example uh spin time limit limitations messaging soft messaging hard messaging you know the important thing is how easy is it for you to implement something on a multi-game level or on a limited to a specific market level and the way that we've built our technology both for our games and for our aggregation platform is everything is extremely modular so for us to implement these changes it's extremely easy for us i'm very happy to say that we've never had to shut down a game in any regulated market we have a solution even for new upcoming germany that will allow us to still engage all of our content our entire portfolio of games which is fantastic and we've always managed to do it in time even though we're a pretty small team and this is because of our technological superiority and extremely modular build up that being said it's only half of the the puzzle because at the end of the day you do need to apply for licensing in a lot of these jurisdictions you do need to apply certain policies for example in switzerland you need to be iso compliant which is not something easy in other markets you need to submit every game in other markets you need to have every relationship approved such as gibraltar so you do need to have the operational pieces in place in order to support this and to be seamless and that's something that i think that we've done a fantastic job we have an amazing management team as i mentioned before everyone has a great relationship and we really simply just flow you know we just know how to get stuff done we're very we're very much startup-minded you know if something's lying on the floor somebody's got to pick it up and run and we do that really really well so going into the us i i think it's more operational um but you know the size of our team really tells me that we're succeeding you know we have a compliance team of two or three people and a product compliance team of one or two people and we've managed to to have everything approved in new jersey seamlessly we get feedback from the regulator that perry plays an absolute pleasure to deal with um we've never had to to face any challenges so i think that we're good i don't think that we perfect i think we can always improve and it's something that we aspire to to do on a daily basis to always see how we can get better but dealing with these regulatory changes we seem to have managed to fund a good place for perry play that we regulated in every market in europe we approved in canada we're now approved in the us we've got games live in colombia and we just really exploding in all the regulated markets along similar lines and i understand this is you know this is a little bit different for a provider as opposed to an operator but uh how can you ensure um your products allow for kind of responsible and safe game i think that it's you know based on two things first of all from a from a game's perspective the best that we can do is follow the laws and not try and circumvent the laws and and respect the concept of responsible gaming so when certain requests come in on messaging and things like that we always support that we also don't try and come with secret tricks of how we can abuse players we don't we just we're just not that kind of company we don't think to ourselves you know how can we exploit people we just try and build great games we try and build great products follow the law and you know give great service and and that recipe works for us um on the product side we are really thinking outside the box so on our tournament tool uh we've done some great things one of the things that we did is we understood that we don't want to give a benefit to players that spend more you know most of the tournaments that are running or other based on on bets uh or on play volume the more you play obviously the more you you you would win in terms of spending so what we did in our tournament tool is we built a feature that would take the bets and divide it by the winds which means if a vrp was spending 100 100 pounds and winning 50 and a newbie was spending one pound and winning 50 pence they effectively would get the same point um and this really averages out out uh the opportunity for players so you know this kind of thinking that says how can we make it as fair for everybody and trying not to give an edge to people that spend more this is this is really what we do within our products you