Interview with Ian Hutchison, Chief Revenue Officer at Digitain - GI Huddle

Introduction

• Host: Tim (GI Huddle)
• Guest: Ian Hutchison, Chief Revenue Officer at Digitain
• Discussion on Ian's professional journey and current role at Digitain

Ian Hutchison's Career Journey

• Started in 2005 with a .com startup, Connectra
• Connectra was sold to Bet Genius
• Held various roles and ended as Chief Revenue Officer at Bet Genius until 2018
• Now Chief Revenue Officer at Digitain

Role of Chief Revenue Officer

• Responsibilities:
  • Provide direction to optimize growth
  • Oversee commercial aspects: pricing, contract terms
  • Involvement in sales, implementation, and account management teams
• **Comparison with other C-level roles: **
  • Similar to a Chief Commercial Officer but broader
  • Focuses on maximizing value from account managers and strategic sales strategy

Recent Expansion and Office Moves

• Romania:
  • To provide redundancy for teams in Europe and Armenia
  • Recruitment of quality personnel
  • Plan to open multiple functions and grandiose offices
• London:
  • Established as a sales office in a co-working space at SoHo Works
  • Plan to expand into a more permanent location

Market and Regional Focus

• Restructuring Sales Teams:
  • Regionalization for domain expertise
  • Focus on Southeastern and Central/Eastern Europe
• Strategy Considerations:
  • Certification and B2B licenses
  • Interest from operators in these regions
  • Potential partnerships and RFPs

Building Trust with Partners

• Importance:
  • Over-promising vs. delivering
  • Digitain's established processes help transition into regulated markets
• Delivery:
  • Focus on current capabilities rather than future promises
  • Positive feedback from clients on transparency and reliability

Future Goals and Developments

• Key Feature:
  • Example of betting ability based on future odds (e.g., betting on Sweden at specific odds)
  • Ready-to-release functionality for seasoned bettors

Industry Trend: AI and Real-Time Personalization

• AI Implementations:
  • Recommendation engines linked to digital marketing
  • Real-time messaging and personalization
• Importance for Operators:
  • Automation of back-office systems
  • Focus on customer satisfaction through personalized experiences
  • The