The growth of online gaming is no longer measured by how creative the user interface is or how many titles a provider can launch. The real competition is in reaching operators at the exact moment they are evaluating new technology partners. In a market where global online gambling revenues are projected to reach USD 105.5 billion in 2025 and accelerate to USD 286.4 billion by 2035 (CAGR ~10.5%), every missed introduction means millions in lost recurring revenue.
This is why actionable sales intelligence matters from the first step. It transforms outreach from broad, generic attempts into precise, role-specific conversations with the people who actually decide on compliance, payments, and back-end technology.
But before moving ahead, let’s understand -
What defines the online gaming industry today?
The iGaming ecosystem has evolved into a full stack of integrated services: casino games, live dealer streams, sports betting, payment gateways, compliance frameworks, and end-to-end player management. Providers are no longer selling games alone; they are selling the operational backbone of digital entertainment.
According to a recent report, online gambling revenue worldwide is expected to reach US$449.67bn in 2025, growing at a CAGR of 3.21%, reaching US$510.16bn by 2029. This demand is fueled by mobile adoption and cashless payments. Yet competition is intensifying as operators seek partners who can balance speed, compliance, and reliability.
So, what challenges do gaming software providers really face when targeting large operators?
Casino software suppliers and iGaming platform providers rarely lose business because of weak technology. Their biggest hurdles are structural:
- Identifying decision-makers: Operators manage layers of responsibility such as compliance officers, payment directors, tech leads, and regulators. Without clarity, sales teams spend months navigating the wrong conversations.
- Outdated contact data: Many firms still rely on static bulk lists. These degrade quickly, leaving sellers chasing people who have already moved roles or companies. This is where sales intelligence for CRM data enrichment becomes crucial.
- Compliance scrutiny: As regulators in Europe and North America tighten oversight, providers must show they understand governance as much as game design.
- Intense competition: With 250+ active providers integrated into platforms like SoftGamings, the noise level is overwhelming. Reaching the right desk first is what sets one vendor apart from another.
But, why can’t iGaming firms rely on guesswork to reach decision-makers?
Because the cost of a missed connection is too high. In a $150B+ global iGaming market, the winners are not just those with superior products but those who consistently reach the right buyer at the right time.
And, guesswork results in:
- Proposals buried in the wrong inbox.
- Sales cycles dragged out by months.
- Marketing campaigns that never meet qualified eyes.
The myth that “good products sell themselves” collapses in a regulated, high-velocity industry. Accurate and efficienttargeting with B2B sales intelligence is the only way to sustain growth in the online gaming industry.
How does actionable contact intelligence accelerate scaling?
Unlike static databases, contact intelligence is dynamic. It maps organizational structures and captures buying signals such as:
- Who the real buyers are - from compliance directors to heads of payment integration.
- What organizational changes are happening - such as mergers, leadership shifts, or new market entries.
- Which signals indicate readiness to buy - including product launches, regulatory approvals, or expansion into new geographies.
With this intelligence, outreach changes from cold to contextual. Instead of generic emails, providers engage with timely, relevant insights. This aligns perfectly with research showing that companies responding to leads within 5 minutes see 9x higher conversion rates compared to slower responses.
Here, contact intelligence acts as the bridge between raw data and meaningful B2B engagement, showing how sales intelligence helps in account-based marketing.
What impact does this have on conversions and growth?
The difference is measurable:
- Higher response rates: Targeted outreach to verified roles can increase engagement compared to generic campaigns.
- Shorter sales cycles: Direct connections reduce back-and-forth, helping close deals weeks or even months faster.
- Stronger ROI: Every marketing dollar is spent reaching people who actually influence vendor selection.
- Faster entry into verticals: Suppliers entering sports betting or live dealer markets can focus immediately on operators expanding those segments. A recent report projects online sports betting alone will show an annual growth rate (CAGR 2025-2029) of 5.30%, resulting in a projected market volume of US$94.89bn by 2029.
This is not just operational efficiency; it is a competitive moat in a market where operators are inundated with pitches. It is exactly why benefits of sales intelligence for sales teams are often cited as critical in high-growth industries.
What opportunities lie ahead for intelligence-driven providers?
Growth of the online gaming industry is shifting toward emerging markets such as:
- Brazil’s online gambling market is forecast to grow at ~16.51% annually from 2024-2028.
- Africa’s online gambling was estimated at USD 1.85 billion in 2024, with some countries showing annual growth rates around 6-10% depending on regulation and internet infrastructure.
- The Latin America online gambling market generated USD 5,330.9 million revenue in 2024; expected to grow at a CAGR of 11.9% from 2025-2030.
Early movers with intelligence-driven strategies will identify the right operators, understand local compliance needs, and establish partnerships before competitors arrive. For online gaming software providers, the path forward is clear: spend less time chasing leads and more time building trust.
Actionable sales intelligence makes that possible.
Frequently Asked Questions (FAQs)
1. How does contact intelligence differ from standard contact list databases?
Databases degrade quickly. Actionable sales intelligence is continuously updated, enriched with buying signals and organizational context, ensuring outreach always aligns with the real decision-maker.
2. Why is this critical for casino software providers in regulated markets?
In Europe or North America, regulators and compliance officers are gatekeepers. Direct access to them shortens approvals and lowers compliance risks.
3. Can smaller suppliers benefit, or is this mainly for large firms?
Both. Smaller suppliers often benefit more, since sales intelligence companies level the playing field and allow them to compete directly with established providers.
4. How does this approach support expansion into new regions?
It highlights who the regional decision-makers are, maps compliance requirements, and reveals early operator activity, providing a roadmap before market entry.
5. Does this reduce sales costs?
Yes. By eliminating wasted outreach, suppliers convert more with fewer resources, maximizing ROI.
6. What is the ultimate benefit of adopting actionable contact intelligence?
It ensures every pitch, campaign, and conversation lands with the right person at the right moment - boosting conversions and long-term growth.
See what high-conversion contact data looks like. Get a free sample from BizKonnect.