Sergey Ghazaryan on the paradox of trust and transactionality in B2B iGaming
B2B partnerships in iGaming are a constant search for balance between trust and results. Operators demand complete confidence in their technology partners, because one mistake can jeopardise the entire business. But at the same time, relationships are built on strict metrics: GGR growth, conversion, and ROI. Loyalty lasts only as long as the numbers add up.
At the SiGMA Central Europe summit, GR8 Tech presented its Champions’ Rules campaign, dedicated to championship-level partnerships. The campaign focuses on the paradox of trust and transactionality faced by all participants in the B2B iGaming market. In an exclusive interview with SiGMA News, Sergey Ghazaryan, CRO of GR8 Tech, explained how the company builds sustainable partnerships in a highly competitive and results-driven environment.
Trust through results
According to Ghazaryan, in iGaming, trust does not precede results – it arises because of them. When KPIs are built into a long-term model, transactionality becomes the shortest path to a sustainable partnership.
‘We remain involved after launch: from planning to 24/7 risk monitoring and feedback. We scale local success globally: multi-currency, multi-language, compliance readiness and regional presets allow us to launch quickly without rebuilding the platform,’ he explains.
The developer of scalable platforms and business solutions for operators builds relationships with customers based on a key metric: GGR. The company helps track and improve metrics that affect revenue.
Strategic partnership and responsibility
GR8 Tech views a strategic partnership as joint work on a profit and loss (P&L) report and roadmap. As a rule, the developer’s profit depends on the client’s profit. Instead of a revenue share model, the team provides a joint revenue engine built on data, adapted to a specific market and designed for the long term.
Six signs of a balanced partnership
According to GR8 Tech’s vision, long-term partnerships differ from transactional ones in six key ways:
- alignment of interests;
- a unified operating system;
- localisation with scalability;
- speed of decision-making;
- honesty in communication;
- openness to feedback and adaptation.
‘When your partner’s growth becomes your KPI, cooperation becomes natural. When everyone sees the same data, conflicts disappear. And then it all depends on culture: acting quickly, acknowledging mistakes, listening and adapting,’ says Ghazaryan.
Trust and results as a single entity
The Platform for Champions concept is based on the belief that trust and results are not contradictory, but rather reinforce each other. Leading operators focus on smart acquisition, strong retention and healthy margins. A championship partnership is about working together to achieve results, transparency in data and flexibility in strategy.
When trust is backed by performance and performance is backed by trust, you create something that lasts beyond a single contract cycle.
Two-way knowledge exchange
The company’s platform has built-in local expertise based on more than 20 years of experience in iGaming. The creation of each regional preset begins with an analysis of player behaviour, transactions and engagement. It is then refined by local experts, taking into account cultural, payment and regulatory characteristics.
According to Ghazaryan, the company turns every launch into a two-way exchange of knowledge. These insights are fed back into the platform’s architecture and improve its localisation around the world, from Latin America to MENA and Southeast Asia.
What is truly invaluable
Ghazaryan believes that only two resources in B2B iGaming are truly invaluable: trust and time. Trust speeds up decision-making, reduces escalations and increases efficiency. Time is an irreplaceable asset that directly affects profits.
‘Rapid iterations, frequent improvements and continuous learning accelerate growth. Trust removes friction; time amplifies the effect. Together, they transform a supplier into a true partner,’ he emphasises.
The main lesson of 2025
According to Ghazaryan, 2025 was a breakthrough year for GR8 Tech: the company serves more than 100 active brands, providing 99.99% uptime and stable performance worldwide. The main lesson of the year is the importance of aligning expectations and strategy.
‘Operators need launches that “land” right the first time. That’s why we focused on geo-strategy: ready-made configurations with localisation, compliance and AI personalisation,’ he says.
In 2026, GR8 Tech plans to scale its global presence, improve presets, and help operators turn efficiency into leadership at all levels of iGaming.
In conclusion
The iGaming industry requires its technology partners to be both reliable and capable of driving sustainable growth. As GR8 Tech’s experience demonstrates, trust in such partnerships is founded on tangible results, transparency and mutual accountability for key performance indicators.
Sergey Ghazaryan emphasises that in a highly competitive, KPI-driven environment, success belongs to those who can adapt quickly, move decisively, and build relationships that go beyond transactional exchanges.
This article was first published in Russian on 18 November 2025.
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