The European Gaming Congress (EGC) returns to Warsaw for 2024 on 15-16 October, and organizer HIPTHER is proud to introduce the conference’s esteemed Sponsors – trailblazing professionals and innovative organizations that help make the magic happen! In this Sponsors Spotlight Interview, we are proud to welcome Vladimir Malakchi, CEO and Managing Partner at Xanada Investments.

Thank you for joining us for this interview Vladimir! Let’s introduce you and Xanada Investments to our readers: What inspired you to create an investment fund with such an ideological and philosophical approach?

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Thank you for having me! The idea for Xanada Investments came from my extensive experience in the industry, where I witnessed firsthand how many promising startups struggle—not just due to a lack of funding, but because they lack proper strategic support and long-term vision. Over the years, I saw how typical investment funds often limit themselves to providing capital, without addressing other crucial aspects of business growth.

This inspired me to create a fund that goes beyond the traditional investment approach. At Xanada Investments, we focus not only on financial backing but on building an ecosystem where startups can grow together, share knowledge, and support one another. Our philosophy is centered on mutual growth. Every project in our portfolio receives more than just capital; they gain access to strategic consulting, a network of industry contacts, expert resources, and development opportunities.

It’s not just about the success of one project—it’s about creating a community where every participant contributes to the overall success of the Xanada ecosystem. Our goal is to ensure that our investments not only help businesses grow but also elevate the entire industry by setting new standards and driving innovation.

Your investment philosophy focuses on mutual growth within your portfolio. Can you share an example of how your approach has fostered collaboration between different projects under the Xanada umbrella?

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At Xanada Investments, we strive to build a diversified ecosystem by supporting projects of different types, sizes, and stages of development. Our current portfolio consists of five projects, all carefully selected from over 150 applications. We invest significant resources in understanding each project and offer tailored support to ensure successful partnerships.

While we maintain an individualized approach for each project, collaboration within our portfolio is key to accelerating growth. By working together, our projects are able to share insights, resources, and strategies, allowing them to achieve significant results faster. This collective effort not only strengthens each project but also enhances the overall ecosystem, ensuring mutual success.

With Xanada Investments primarily focusing on startups within the iGaming sector, what trends do you foresee shaping the future of this industry in the next 2-3 years?

The iGaming industry is going through an exciting period of change, driven by new technology and shifting player needs. One trend we see is the growing use of AI and machine learning to create more personalized gaming experiences. Startups are using AI to make gameplay and marketing more tailored to individual players. Another big focus is on player retention. With more competition, companies are using gamification, social features, and real-time engagement to keep players interested.

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At the same time, there’s increasing attention on following regulations and promoting responsible gaming. As rules become stricter in different regions, startups that can stay compliant while still offering great experiences will have an advantage. The future of iGaming will belong to those who can innovate responsibly while meeting players’ changing needs.

You emphasize the importance of a strong team and leadership in your investment criteria. What are the top qualities you look for in a startup’s leadership team when considering an investment?

No matter how great the idea or technology, at the end of the day, it’s the people behind the project who make the difference. We invest in people—their experience, potential, and vision. The leadership team is the backbone of any startup, and we believe that a strong team is key to a project’s success. We look for resilience and adaptability—qualities that help a team navigate challenges and pivot when necessary in today’s fast-changing market.

We also value experience—leaders who know their industry well and understand how to manage its complexities. They must be hands-on and not afraid to get involved in every aspect of their business. Integrity is crucial, along with a collaborative mindset, both with us as investors and within the broader ecosystem of startups. These are the qualities that set successful teams apart.

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Beyond financial support, Xanada offers strategic consulting to its startups. Can you elaborate on the specific types of support that have the most impact on helping these companies scale?

At Xanada Investments, we understand that successful startups require the right guidance and strategic support to scale effectively. We provide comprehensive consulting services that encompass various aspects of business growth. Our strong network of top industry experts also offers insights in key areas such as marketing, sales, and business development.

This community of experts plays a crucial role in our support system, helping startups analyze their current challenges and develop tailored strategies for growth. We work closely with our startups to create robust business strategies that integrate all critical components, ensuring a cohesive approach to scaling.

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 You’ve expressed plans to invest in 10-15 projects within the next year. How do you prioritize which projects to invest in, and what excites you most about this upcoming batch of investments?

As we look ahead, our goal is to invest in 10-15 projects that will help us build a diverse ecosystem, driving deep, foundational growth for each company. We believe that a robust ecosystem made up of various types of businesses enhances our collective strength, allowing us to offer a range of innovative solutions. We are particularly focused on finding startups in game development, casino operations, and player retention strategies.

What excites me most about this upcoming batch of investments is the talent and creativity we are seeing in these areas. We are actively seeking startups that provide relevant solutions to the iGaming industry, addressing specific pain points and offering viable business models. By concentrating on these critical areas, we are positioning ourselves at the forefront of industry innovation and ensuring our portfolio companies have the resources they need to scale effectively.

You recently launched the Xanada Startup Contest. What were the key drivers behind this initiative, and what do you hope to achieve by giving startups this platform?

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The Xanada Startup Contest was created in response to the challenges many startups face in today’s market. We observed that while there are numerous startups with incredible potential, they often struggle due to a lack of resources and proper guidance. This competition was designed to bridge that gap by offering a solution that goes beyond just financial support.

What makes our contest unique is that it provides more than funding—it offers a platform for continuous learning and development. We want to ensure that startups not only receive capital but also the tools, mentorship, and strategic insights they need to maximize their potential. The contest also gives visibility to deserving startups that might otherwise go unnoticed, helping them connect with industry leaders and gain the consulting support they need to scale effectively. Our goal is to create a lasting impact by empowering startups to succeed in the long term.

 Given the challenges faced by startups in securing both funding and guidance, what advice would you offer to early-stage entrepreneurs looking to break into the iGaming sector?

My biggest piece of advice is to focus on building a strong team and a clear, scalable business model. Investors are not just looking for great ideas—they want to see that your startup can execute and grow. Be prepared with detailed financial projections and a solid understanding of your market. Finally, seek out mentors and advisors who have experience in the industry. The right guidance can make all the difference in navigating the complexities of the iGaming space.

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As an investor and former gaming executive, what do you believe is the biggest challenge currently facing the iGaming industry, and how is Xanada Investments positioning itself to address these challenges?

One of the biggest challenges in the iGaming industry is player retention. With so many options available, keeping players engaged long-term is becoming increasingly difficult. At Xanada Investments, we’re positioning ourselves to tackle this by investing in startups that focus on innovative engagement strategies, such as real-time personalization, gamification, and social elements that enhance the player experience. Additionally, we’re helping our portfolio companies optimize their operations and user acquisition channels to stay competitive in this fast-paced industry.

Vladimir Malakchi will be speaking in an exclusive Fireside Chat with HIPTHER’s Co-Founder Zoltan Tuendik at the European Gaming Congress, “Mythbusting Investment in iGaming: Missed Opportunities and Xanada Investments’ Vision for Startup Success”.

Join us in Warsaw and meet Vladimir in person:

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Get your tickets for the European Gaming Congress 2024 Now!

Turnkey and white-label sportsbook provider Altenar has doubled down on its efforts to improve player engagement and retention for customers this year. With the launch of an intriguing line-up of new tools, including their Bet Boost, Rewards System and Proprietary Bet Acceptance product, Alejandro Cazorla, Sales Manager at Altenar, provides insights into why operators should focus on increasing customers’ lifetime value as the price of acquisition continues to rise.

Why did Altenar decide to focus so heavily on their engagement tool offering this year?

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In today’s highly competitive iGaming markets, sportsbook operators must constantly differentiate themselves to attract players. With a number of sportsbooks demonstrating how high costs associated with building their player base can eat into profits, one crucial strategy to combat this is integrating innovative engagement tools that have the power to cross-sell, retain and onboard new players. With the average acquisition costs increasing year over year, these tools are essential to not only enhance the overall player experience but also drive customer loyalty, increase revenue, and foster an engaged audience.

Engagement tools play a pivotal role in creating a more personalised experience for sportsbook users, with widgets such as Altenar’s Bet Boost enticing them to try new markets. By offering a variety of these features, operators can captivate players and even encourage online casino customers to give sports betting a try. Engagement tools have the power to transform a sportsbook into a dynamic platform.

Keeping players engaged during quieter periods and securing their custom during highly competitive sporting events is essential for profitability. How does the Bet Boost widget achieve this?

Tools that enable operators to highlight certain odds and boost winning potential can help drive higher revenues. Our Bet Boost widget enables operators to enhance odds to a selected level for promotional purposes during major events, or to combat losses during quieter periods, to increase bettor engagement. Boosts can be applied automatically or manually within events and provide flexibility and customisation options.

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We developed Bet Boost to enhance competitiveness in the industry, particularly for popular events. By offering boosted odds that significantly increase prizes on specific selections, this tool creates excitement and provides players with the opportunity to win larger payouts. This, in turn, can lead to increased betting activity and higher revenues for our sportsbook partners. Additionally, the tool’s flexibility allows operators to target specific events or markets, tailoring promotions to suit the local audience.

Friction in the user experience can cause even the most loyal customer to become frustrated. How is Altenar combating this?

Most people are familiar with the feeling of having something in their online shopping basket, only for it to refresh and become unavailable. This is a bugbear many bettors have faced with their bet slips, only to get to their final bet and see the odds refresh, forcing them to start over again. With the new Proprietary Bet Acceptance tool, Altenar has created their own algorithm to allow operators to determine the odds and tackle this frustrating hurdle for customers. This limits friction in the wagering process and gives operators an automated technology with which to determine whether to honour the previous odds available or continue to refresh the bet slip if the risk is too high.

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Anticipation is a feeling commonly associated with online casino players. How can operators recreate this emotion for the sports-betting vertical?

The feeling of anticipation and reaching rewards is a familiar and welcome experience for online casino players, with progress bars and promotional tools encouraging longer or more frequent gaming sessions. With the introduction of our new Rewards System, Altenar takes bonuses to the next level by offering players a chance to win a progressive prize from a pool.

Operators can decide when the jackpot is hit, for example if a certain footballer scores during a game, or if the prize pool reaches a predetermined amount. The winnings can go to a single bettor, or smaller prizes may be shared between multiple players. The promotional tool is configured by the operator and is a powerful cross-selling tool, offering familiarity to casino-only players.

European Gaming talks to Liam Mulvaney, Founder of Bigly.

Bigly is the latest studio to have launched into what is a hugely competitive space. What makes you stand out from the crowd?

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You’re absolutely right when you say this is a crowded market. Today, there are more than 750 studios providing in excess of 38,000 games to operators and players. But Bigly is not just another game studio. We will be producing thrilling and entertaining content for our partners and their players, but we are positioned to be much more than just a content provider. We consider ourselves a marketing studio that happens to provide assets in the form of slots.  Our unique commercial model means operators can access our games for a reliable and predictable cost, which in turn means they can ramp up marketing activity behind the titles that best meet the preferences of their players AND keep the lion’s share of the revenue each game generates. As costs rise and margins fall, Bigly is exactly what operators need to ensure sustainable success.

Tell us more about your unique commercial model.

So Bigly allows operators to access content for a capped monthly fee instead of the standard commercial model used by other studios where they work to a revenue share format. For the operator, this means if a game performs well, they hand a significant chunk of the revenues generated back to the studio. This ultimately has a knock-on effect as to the games that operators push to players and how they allocate marketing resources – this is why you often see the same slots from the same providers at the top of casino lobbies or used for promotional activity. But with our commercial model, which is sort of hybrid between a revenue share and a fixed cost system, operators have much greater flexibility over the games they give top lobby positions to, and how they market those games to players. Of course, they also know that if the game performs well, they get to keep the majority of the revenues made.

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How does Bigly’s commercial model help operators beyond cost savings on content?

Our vision is to provide more opportunities for operators to push their own brand rather than Bigly. A quick example is that Bigly will not brand our games’ loader screens, but operators are free to feature their own logo if they wish. This means more brand presence from the operators. With Bigly, operators and their marketing teams can get super creative with their campaigns knowing the cost of accessing the game (or games) is fixed so the better the game performs, the more money the casino makes. In fact, the bolder the casino is in its marketing activity, the bigger the returns they will likely enjoy.

How do operators access your content?

There are a couple of ways. The first is directly through our remote game server, which is provided by our technical partner, Reelsoft. This is our preferred method of integration as it allows us to foster incredibly strong relationships with our operators while ensuring the smooth and seamless delivery of our content into markets across the world. Operators will also be able to get our games through aggregation platforms although the commercial relationship will be with Bigly – the aggregator will simply be a technical partner in the same way that Reelsoft is. This approach allows us to offer our content – and unique commercial model – to operators in the vast majority of jurisdictions from the get-go.

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How does this approach to commercials and your wider business model benefit Bigly?

It gives us a major point of difference from the 100’s of other studios in the market, that’s for sure. And there’s something nice about bringing a product to the market that disrupts the status quo and genuinely revolutionises a major part of the industry. Ultimately, our approach and commercial model mean that we can provide the games and financials that operators are seeking, and, over time, this will see us become a major player in the content provision space. Of course, our approach works both ways – while our games are a predictable cost for our partners, they are a predictable income for Bigly and this really helps when it comes to establishing, growing and future-proofing the business. This can be really tough for new studios given the competitive nature of the market and the need for their games to be played at scale which of course requires top lobby positions and operator marketing activity, both of which are hard to secure for a new developer.  It is important to note that the vision of this studio is for this approach to be the lifetime model for Bigly, a new way of selling and consuming content.

Your USP is your commercial model, but what about your games?

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Our games are a crucial piece of the puzzle. Our commercials can be super attractive, but if our games are tosh then players just won’t play them. This is why I’ve been tapping into my extensive network to assemble an incredible team of designers, mathematicians, developers, testers and so on, as we will live or die by the quality of our content. The first games of a studio are always tough but we are confident that our slots will hit the mark in terms of quality and playability. Our first slot is Deep Sea Treasure and takes the cascading reels format, with symbols tumbling as players dive into the underwater abyss in search of big wins. I’ll be giving people a sneak peek at the SBC Summit in Lisbon, so flag me down if you want to see it in action.