Winning tier-1 trust: how EveryMatrix is scaling across regulated markets

Winning tier-1 business is about much more than having the right product. For major operators, changing core technology can be a complex, long-term decision involving multiple markets, systems and internal teams.

Speaking to HIPTHER during the EveryMatrix Media Event in Copenhagen, Global Commercial Director Ivan Rozić discussed what it takes to build trust with some of the industry’s biggest operators, how EveryMatrix approaches legacy technology and why flexibility remains central to its growth.

Watch the full interview with Ivan Rozić below to hear more about EveryMatrix’s tier-1 growth, legacy technology, lotteries, omnichannel opportunities and what operators expect from their technology partners.

Building trust takes time

For tier-1 operators, choosing a new technology partner is rarely a quick process.

“You don’t sign tier-1 with just a handshake,” Ivan says.

For Ivan, that simple point sums up the reality of working with the industry’s largest operators. Relationships at this level are built over time, sometimes across several years of conversations, technical discussions and changing business requirements.

Operators need confidence not only in the technology they are buying, but also in the teams that will implement, support and continue developing it long after the initial launch.

That is why EveryMatrix approaches these opportunities as long-term partnerships rather than traditional sales processes. The aim is to understand where an operator wants to go, what is holding it back and how EveryMatrix can support that journey with the right combination of technology, expertise and flexibility.

Modernising without replacing everything

One of the biggest challenges for established operators is dealing with legacy technology.

Many have systems that have been built and expanded over years, making a full replacement both complex and risky. This is where EveryMatrix’s modular approach becomes particularly important.

Operators can introduce individual products alongside their existing setup, addressing specific pain points without having to replace their entire technology stack at once.

That flexibility also allows customers to retain areas where they have strong internal capabilities while using EveryMatrix technology where a specialist solution can deliver greater scale, speed or functionality.

The same approach applies across different types of customers, from large online operators to lotteries and omnichannel businesses, all of which have very different requirements.

Different businesses need different solutions

There is no single blueprint for a tier-1 operator.

A digital-first brand may prioritise automation and speed to market, while a lottery may have very different requirements around regulation, infrastructure and long-term planning. Established retail operators moving further online face another set of challenges again.

For EveryMatrix, the key is being able to adapt its technology to each of these environments rather than applying a one-size-fits-all model.

The company’s broad product portfolio means customers can work with EveryMatrix in different ways, whether through individual products or a wider technology transformation.

Choosing the right partnerships

As EveryMatrix has grown, its commercial approach has also become more selective.

Ivan explains that the focus is not simply on signing as many customers as possible, but on choosing projects where there is a strong strategic fit and where EveryMatrix can commit the right level of expertise and resources.

That becomes especially important with larger implementations, where relationships can last for many years and the work continues long after launch.

Ultimately, technology may open the door, but successful tier-1 partnerships depend on trust, transparency and the ability to adapt as a customer’s business evolves.