Disciplined growth or fast expansion: What is iGaming's priority?
The global iGaming industry is drifting away from rapid expansion towards a more disciplined model of growth. Rising regulation, market saturation, and tighter advertising rules are forcing companies to rethink how they innovate, scale, and compete.
This is the analysis of Christos Zoulianitis, Chief Commercial Officer (CCO), and Mila Terzi, Chief Operating Officer (COO) of Enjoy Gaming. In an exclusive chat with SiGMA News during the ICE Barcelona Summit in Spain, they said the industry has entered a phase where data, quality, and regulatory readiness matter more than speed to market.
“Over the past few years, companies have become much more focused on data analysis and understanding players. High quality is now the first priority, that’s a big change compared to three years ago,” Terzi said.
Data, AI, and Regulation driving innovation
Artificial intelligence has become central in analysing player data, but Terzi stressed that AI supports human judgment rather than replacing it. “While predictive tools can identify trends, experienced teams remain essential for interpreting results and making balanced decisions,” she said.
Zoulianitis added that innovation today is shaped more by regulation than technology milestones. “In the past, progress was often defined by technical milestones, such as the transition from Flash-based games to HTML. Being first to launch new technology was a competitive advantage. Today, innovation is increasingly shaped by regulation,” he explained.
“It’s not how the market was 10 years ago. You need to have what all the companies have already. And more…always more.”
-Christos Zoulianitis, Chief Commercial Officer, Enjoy Gaming
European markets are now introducing stricter controls and reshaping operations. Germany caps online slot bets at €1, imposes monthly deposit limits, and enforces spin delays, while Greece has detailed certification and licensing requirements. Other countries, including the Netherlands, have set default spending and loss limits or stricter compliance standards.
And so, Zoulianitis emphasised adaptability. He stressed, “You have to be very technology adaptable because we see a lot of regulatory changes, and this is extremely important. Not only does the compliance team need to be ready, but we also have countries like Germany, which changed their badge rules, and Greece, which set a €20 maximum stake. You have to be adaptable to set these limits, not just implement certificate changes. We’re seeing a big regulatory shift with many restrictions, and this is where speed and game innovation come together.”
Partnerships and player experience
Regulatory pressure has also changed how operators choose partners. While exclusivity is still attractive, Zoulianitis said the depth of partnership matters more than short-term gains. “With a growing number of content providers competing for limited operator shelf space, selection has become more cautious,” he said. “They have to choose wisely.”
Scaling responsibly is also crucial. “There is no silver bullet,” Zoulianitis said. “Poor-quality products are often the result of uncontrolled expansion. Maintaining standards is what separates stronger providers from their competitors.” Companies now focus on combining selective hiring with automation and new technology rather than chasing growth at any cost.
In a crowded content market, differentiation depends on the overall experience rather than a single element. “Visuals, sound design, and usability must work together, while development teams spend extensive time testing games internally to assess long-term appeal. Competitor analysis also plays an important role in refining products,” Terzi said.
Advertising restrictions have further reinforced the need for discipline. With tighter controls on affiliates, streamers, and promotions, strong operator relationships and reliable performance in the casino lobby have become critical to growth.
Human interaction is necessary
Looking ahead, both executives expect B2B collaboration to keep evolving, but emphasised that human interaction remains essential, even in an increasingly AI-driven industry. Disciplined growth, built on balance, trust, and quality, will define iGaming’s next chapter.
“Human interaction is what makes us human. AI can be useful in many ways, but this is why we attend events: to interact face-to-face, because it feels different from working behind a camera. Larger ecosystems help providers go live faster, but there are also niche markets where you have to go direct. It may take longer to launch, but it’s the right path to follow,” Zoulianitis concluded.
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