Karl Grech on turning catalogue breadth into measurable retention
Karl Grech is Head of Business Development at REEVO. With experience in odds compiling, sports trading, risk management and affiliate management, he applies trader‑style discipline to commercial design, ensuring products are engaging, controllable and compliant. In this exclusive SiGMA News interview, he explains how REEVO scales quickly while meeting regulatory requirements, how its dual role as game provider and aggregator shapes strategy, the 2025 milestones that drove growth (including Brazil certification), and the company’s priorities for 2026.
REEVO’s distribution model and time‑to‑market strategy
REEVO sees itself as a hybrid game provider and aggregation platform. Its main aim is to make high-quality casino content easy to deploy globally while keeping compliance and risk under control. According to Grech, the company offers both original titles and a broad multi‑provider catalogue through a single API, supporting an ecosystem of integrated providers, third‑party games and branded titles, with a steady cadence of two new in‑house games released each month.
The team uses two different ways to distribute its products globally. The first is direct operator integration, where the company controls onboarding, testing and post-launch performance to ensure a smooth and reliable start. The second is a strategy of working with other companies and platforms to strategy of working with other companies and platforms to distribute content across multiple brands and markets simultaneously.
As practical examples of this dual route, Grech names fast direct go-lives such as NetBet Romania and a combined Baltic distribution through partners like Betsson Lithuania and Betsafe.
Certification first and operational readiness
Certification should be the first step in ensuring regulatory compliance, states Grech. REEVO prepares a “release-ready” compliance pack for each market and chooses delivery partners whose standards match its own. This means that operators can focus on growth rather than integration issues. Grech has highlighted two important regulatory milestones: Brazil certification for aggregation and in-house games in 2025 and the MGA B2B licence in early 2026. These certifications are very important for regional development.
Operationally, the company makes sure that integrations are done in the same way, automates testing where possible, and maintains documentation and quality assurance processes so that a single integration delivers predictable value after launch. Grech says that having a broad catalogue is beneficial for business, but only if you also have the right tools to help customers and good support for your products after they have been launched.
How B2C and B2B experience shapes go‑to‑market
REEVO’s dual identity, building consumer‑facing games while serving operators, creates a balance between content performance and operational stability. From the B2C side, product teams focus on pacing, volatility, lobby fit and compelling mechanics (for example, Hold & Win), ensuring titles perform in real-player environments. From the B2B side, the emphasis is on clean integrations, safe updates, reporting and low operational burden for promotions.
This combination creates practical product features and partner tools: a Multi‑Provider Promotion Tool for tournaments across different catalogues, Free Round Power for low‑cost incentives, and real‑time analytics to measure retention.
Crypto in iGaming: opportunities and constraints
Grech describes crypto as an emerging distribution channel that can reduce hassle. This can mean faster cross-border deposits and withdrawals, wallet-native journeys, on-chain loyalty for VIP customers, and transparent reward distribution. REEVO is happy to include crypto features that solve real problems, but Grech says that ensuring regulatory compliance and protecting players must be the most important things in the product.
Before this is widely adopted, there are some big challenges to deal with. These include strong anti-money laundering/know your customer (KYC) and sanctions screening, being able to trace funds, dealing with crypto value volatility for players, and having clear regulations for crypto-related products. Grech says the right approach is “regulated innovation”. This means that crypto features must support responsible gaming, strong controls and auditability.
2025 milestones and operational lessons
Brazil represented one of the key milestones in 2025: REEVO’s aggregation platform certification allowed access to third-party content, and then its in-house games could be integrated in the market while following all the relevant rules. They also worked directly with regional operators like betFIRST in Belgium and added more specialist content for live and crash/instant titles, which made the catalogue more appealing.
The lessons they learned in 2025 are all about how to do things in a practical way. If you want to expand in a regulated way, you need to be really prepared, documented, tested and disciplined in how you do things. Just one integration will only be worth it if you can support it well after it’s launched. And if you want to have lots of products in your catalogue, you need to make sure you have the tools and data to get customer retention.
2026 priorities, KPIs and transformational markets
For 2026, REEVO’s main goals are to expand its presence in the regulated market, increase the number of operator partnerships, and keep releasing new products regularly. The MGA B2B licence is said to be very important for growing in regulated areas, and keeping certified and working with local partners in Italy, the Baltic countries and Brazil is still a top priority.
Grech says it’s better to measure how well your partner is growing by looking at how well they’re doing in the real world, instead of just looking at how many followers they have:
‘Ultimately, 2026 is about converting momentum into repeatable execution: faster launches, deeper partner engagement, and a portfolio that demonstrably performs rather than merely looks large’.
According to Grech, the most important things to focus on are:
- How long does it take: the time from when the agreement is signed to when it goes live.
- Content utilisation: a mix of REEVO originals and aggregated supply; partners’ use of tournaments and incentive mechanics.
- Platform performance: how often it is available, how quickly it responds to problems and how stable it is when it is up and running.
On the product side, REEVO makes sure that its catalogue is well organised, with a wide selection but also strict rules about performance and compliance.
Building proprietary games versus sourcing third‑party content
Grech compares the two options: using your own technology offers a different brand image and full control over the way it works and its math models. But it needs investment in production, localisation and getting the necessary certifications. Third-party aggregation is quick and convenient, but it can also make things more complicated.
REEVO applies three filters when deciding which route to take: portfolio need, commercial impact and activation capability. Only content that can be activated and measured is prioritised, whether built in‑house or onboarded.
Commercial offers, risk alignment and ROI measurement
Commercial terms combine a predictable base with performance-linked components, caps/floors and sliding mechanics to protect long-term economics. Grech’s approach to risk management allows the team to limit payouts, have rules to make sure everything is valid, detect anomalies in real time and make sure there are clear commitments under SLA. The company focuses on getting things done quickly, especially when it comes to onboarding, launching products and making sure that KPIs are clear.
The ROI for in-house game development can be measured in three ways: how quickly partners join the project, how many markets the game can reach, and where it is placed in gaming lounges. It can also be measured by GGR/NGR, player volume, and player session duration. Finally, it can be measured by how long players continue to play the game.
Grech’s main piece of advice for studios wanting to expand into international markets within 12 months is to have a release pipeline that is ready for certification:
‘If I had to recommend one operational change for a studio aiming to scale internationally within 12 months, it would be to build a “certification‑ready” release pipeline from day one’.
This means having a system that can be adapted to different local markets, with documents that show the product meets regulations, tests that are done automatically and regularly, and analytics tools built into the product.
Looking ahead
Karl Grech presents REEVO’s strategy as pragmatic and execution-focused. This strategy combines a broad catalogue with operational discipline, prioritises certification and partner execution, and pairs product depth with activation tooling. The aim is to enable operators to turn supply into sustainable retention. The company’s dual B2C/B2B lens, certification‑first posture and measured KPIs are designed to shorten time‑to‑market while keeping regulatory and operational risk under control.
Brazil’s not waiting, and neither should you. BiS SiGMA South America, 06–09 April 2026, brings 18,500 delegates, 250+ sponsors to LatAm’s gaming capital. São Paulo’s bringing more sizzle than a beachside samba. Get in early or get left behind.
