EveryMatrix's B2B strategy for Tier 1 and lottery growth, with Ivan Rozic

EveryMatrix has deliberately repositioned itself to focus on Tier 1 operators, says Global Commercial Director Ivan Rozic, who has been with the supplier for more than five years. He spoke to Maria of Hipther and Eastern European Gaming at EveryMatrix's media day in Copenhagen about how it picks partners, serves lotteries and builds modular technology.

In this episode

• Rozic says the company made changes to be "100% focused on tier one operators", and is now "careful" about picking projects (1:28, 2:21).

• Many recent deals were in the making for a long time, with some operators in talks for years; he says more are coming by the end of 2026 and early 2027 (2:30, 2:54).

• EveryMatrix does not use presentations in operator meetings: "we come in more as consultants than as salespeople", and is "saying no more than ever" (4:57, 5:36).

• Its solutions are built modular and "API first", aiming for "a box of Legos"; he cites ATG adding EveryMatrix's jackpot engine on top of its own tech (10:00, 10:36, 11:03).

• He says national lotteries are more risk averse, so the company attends every lottery event, year after year; some of its biggest partners are now from the lottery space (13:09, 13:27, 14:05).

• Growth will come from a "healthy mix" of niches; EveryMatrix agrees a timeline before signing and turns down even lucrative projects it cannot deliver on time (14:32, 15:42, 16:08).

Episode from Hipther TV by HIPTHER, published on YouTube.