What Online Operators Really Want
In my role as a Key Account Manager at Pronet Gaming, I’ve spent years building relationships with operators across the globe. Many of these started as email threads, turned into Zoom calls, and gradually evolved into long-term partnerships. But there’s something uniquely powerful that happens when we finally meet in person, especially at major iGaming events like ICE, SiGMA, or iGB L!VE. These expos are more than just industry showcases – they’re relationship accelerators.
Face-to-face matters
For those of us in account management, expos are invaluable. They give us the opportunity to meet operators we’ve been supporting online for years, shake hands, share a coffee, and have open conversations that deepen the relationship in ways virtual meetings simply can’t. When we get face time with our clients, they see the people behind the product, and we get a better feel for their priorities, pain points, and plans for the months ahead. That rapport makes a real difference.
After these in-person interactions, I’ve noticed that clients are more confident, more collaborative, and more likely to trust us to deliver on their evolving goals. Ultimately, when you build that kind of trust, you’re better placed to help operators hit their targets; whether it’s entering a new market, launching a new brand, or optimising their current setup.
Understanding the Asian market
Over the past year, we have made significant strides in expanding across Asia. What’s been clear to me is that while every region has its nuances, many Asian operators tend to look for three key things: localisation, speed, and flexibility.
Localisation is paramount. Asian markets are incredibly diverse, not just in language, but in player preferences, device usage, and payment behaviours. Operators expect a platform that doesn’t just translate text but truly adapts to cultural and market-specific needs. That means offering everything from regional games to local payment gateways to tailored front-end experiences.
Speed to market is another major priority. Operators in Asia are often moving fast to capitalise on shifting trends or regulatory windows. They want partners who can keep pace without sacrificing quality. Our agile product delivery teams and modular tech stack allow us to go live faster than most, something that has impressed more than a few of our partners in the region.
Lastly, flexibility is non-negotiable. Asian operators don’t want to be boxed in by rigid platform rules. They want control, whether it’s over risk settings, marketing tools, or content configurations. That’s why our platform is built to give operators as much autonomy as they need, while still offering support when and where it’s required.
Endless possibilities
Our offering isn’t just about ticking boxes; it’s about delivering depth. With sportsbook, casino, and our white-label betting exchange product, BetX Pro, we’re giving operators access to a wider ecosystem than most platform providers can offer. And because all three products are live and proven, we’re not selling theory – we’re delivering reality. That variety creates more choice for players, more revenue streams for operators, and more opportunities for us to support growth through cross-selling and retention strategies.
The human factor
At the heart of what operators want is something quite simple: they want to work with people who understand them. And I don’t just mean technical requirements; I’m talking about understanding the pressures of managing player expectations, compliance headaches, and growing a business in a crowded, fast-changing space.
That’s where my role really comes into play. I see myself not just as a liaison between departments, but as a true partner – someone who’s listening, advising, and troubleshooting from the inside. Operators appreciate that. They don’t want to chase updates or repeat requests; they want a partner who’s already thinking ahead.
Looking ahead
As the iGaming landscape continues to evolve, especially across emerging markets in Asia, the fundamentals remain the same. Operators want reliability, responsiveness, and results. They want partners who bring not just products, but insight, flexibility, and a shared commitment to success. Pronet Gaming is proud to offer all of that, and more. And as Key Account Manager, I’m equally proud to be part of a team that delivers real value, not just at the expo, but every day after.
