EveryMatrix is focusing on long-term relationship building and modular technology deployment as it scales its presence among tier-1 operators across regulated markets, according to Global Commercial Director Ivan Rozić. Speaking to HIPTHER during the EveryMatrix Media Event in Copenhagen on 1 October 2026, Rozić outlined how the supplier approaches partnerships with major operators and why flexibility remains central to its commercial strategy.
The company, which now serves over 400 clients across more than 50 markets in Europe, North America, Africa, and Latin America, has adopted a selective approach to tier-1 business that prioritises strategic fit over volume.
Building trust takes time with major operators
For tier-1 operators, selecting a new technology partner involves complex, multi-year decision processes that span multiple markets, systems, and internal teams. “You don’t sign tier-1 with just a handshake,” Rozić said, emphasising that relationships at this level develop over several years of technical discussions and evolving business requirements.
According to Rozić, operators need confidence not only in the technology itself but also in the teams responsible for implementation, support, and ongoing development after launch. EveryMatrix approaches these opportunities as long-term partnerships rather than traditional sales processes, aiming to understand where operators want to go and what obstacles they face.
Modular approach addresses legacy technology challenges
One of the biggest hurdles for established operators is managing legacy technology built and expanded over many years. A full technology stack replacement carries significant complexity and risk, which is where EveryMatrix’s modular product architecture becomes particularly relevant.
The company allows operators to introduce individual products alongside existing systems, addressing specific pain points without requiring wholesale replacement. This flexibility enables customers to retain areas where they have strong internal capabilities while deploying EveryMatrix technology where specialist solutions can deliver greater scale, speed, or functionality.
Different operator types require tailored solutions
Rozić noted that there is no single blueprint for tier-1 operators. Digital-first brands may prioritise automation and speed to market, while lotteries have distinct requirements around regulation, infrastructure, and long-term planning. Established retail operators moving online face another set of challenges entirely.
EveryMatrix’s broad product portfolio, which includes platform, sports, casino, content aggregation, and lottery solutions, allows customers to engage with the supplier in different ways. Operators can select individual products or pursue wider technology transformation depending on their specific needs.
Selective commercial strategy for sustainable growth
As EveryMatrix has grown, its commercial approach has become more selective. Rozić explained that the focus is not on signing as many customers as possible, but on choosing projects where there is strong strategic fit and where the company can commit appropriate expertise and resources.
This becomes especially important with larger implementations, where relationships can last many years and work continues long after initial launch. Rozić emphasised that while technology may open the door, successful tier-1 partnerships ultimately depend on trust, transparency, and the ability to adapt as a customer’s business evolves.
