How to build operator trust through honesty and results

ICE Barcelona 2026 was a major milestone the company has been preparing over some months. Was there anything unexpected about how it went?  

Preparing for an event of this scale always comes with its surprises. We experienced some delays on the platform development side in the weeks leading up to it, but we resolved everything in time and arrived ready to represent the company the way we had planned. From the event itself, everything went to plan and, frankly, better than we had anticipated.  

There were no delays, no confusion on the ground. The stand attracted a steady flow of potential clients from across different countries – iGaming operators who came to us with specific, informed questions, many of them driven by real frustrations with their existing platform partners.

That quality of conversation, at a first exhibition, was something we were genuinely pleased with. I am confident each event that follows will build on that foundation.  

What was the most frequent response you heard from potential clients you spoke with at ICE?  

The reactions were consistently strong across several areas. Operators were impressed by the depth and breadth of what we had built as a casino platform provider. 

Time-to-market drew significant attention. When we told operators they could go live in seven to fourteen days, they wanted to understand how, and once we walked them through the architecture, the response was very positive. That moment of realisation was a recurring theme throughout the event. 

Payment infrastructure was another area that resonated strongly. Operators know how broken payments are, and seeing a crypto casino and sports betting platform that handles crypto and fiat simultaneously with fast, reliable settlement infrastructure addressed a pain point they deal with every day. Also, the fact that casino, sportsbook and poker operate as a single integrated system. We received very warm feedback on the stand itself and on the overall quality of our presentation. For the first exhibition, it was an encouraging sign that we had prepared well. 

Your turnkey solution is marketed as end-to-end, and on top of that you’re looking for a global reach – how difficult do you think it is in today’s landscape to be all things to all people?  

It is a fair challenge to raise, and I would not pretend it is straightforward. Competition among iGaming software providers is serious, and every platform will tell you they have the best product. The reality is that meeting the requirements of different markets – each with its own regulatory, technical and operational demands is genuinely complex.  

But I think the framing of ‘everything to everyone’ slightly misrepresents what we have built. We did not design a rigid system and then try to stretch it across markets. We built a modular online casino platform from the ground up – one where market-specific features and requirements can be configured and deployed without rebuilding the core infrastructure. That architectural decision makes global reach achievable in a way it simply would not be otherwise. 

With how fast-moving industry demands are, do you think you gain an edge on competitors simply by being new and unburdened by what’s come before?  

Yes – and I think that advantage is more significant than it might appear from the outside.  

Being new means we are built for the world as it is today. Our iGaming software is founded on an entirely modern architecture, which gives us speed, flexibility and the ability to deploy new features rapidly. When something needs to change, it changes immediately without layers of approval or organisational inertia slowing things down. 

The platform is also mobile-first by design, not mobile-adapted. That distinction matters enormously in the markets we are targeting. Everything we have built points forward – towards where iGaming is going, not where it has been.  

What’s the long-term vision for Instasoft, and if there is an edge from being fresh out of the box, how do you mean to maintain that edge as you become more established and embedded?  

The long-term vision is clear: Global market coverage, built on a foundation of flexibility, stability, and speed. These are not just words – they are the three properties our architecture was specifically designed to deliver simultaneously.  

Our infrastructure brings meaningful strategic and operational advantages: greater scalability, stronger security, optimised performance and significantly faster development and deployment of new features. This means we can integrate new technologies more easily and more quickly than platforms built on older foundations. In a fast-moving industry, that is a critical edge.  

From a product perspective, we are building infrastructure for the next decade of iGaming, not just for today. Our sports betting platform and online casino are designed around forward-looking player engagement mechanics including our own token and blockchain gaming loyalty features – that go well beyond traditional bonus programmes. The goal is to give players a genuine, long-term reason to stay engaged, not just until their next bet. As for preserving the advantage of being new, the honest answer is that we do not intend to stay new. We intend to stay innovative.  

What is the most important thing a company like yours can do to build trust before a hard launch at the beginning of your journey?  

Trust is the most important thing we can offer our clients, and, in many ways, it is the foundation of everything we do as a B2B iGaming company. For a partnership to work well, both sides need to trust each other. And trust is not built with words. It is built with results. 

We are under no illusion about how difficult it is, as a new entrant, to earn that trust. Operators have been let down before. They have signed with casino platform providers that overpromised and underdelivered, waited months past agreed timelines, and launched with technical issues that cost them revenue and players. That history creates a very reasonable scepticism toward anyone claiming to do things differently. Our approach is straightforward; we do not promise what we cannot deliver. If we can do it, we will commit to it fully. If we cannot, we say so clearly. That honesty, we believe, is the foundation of every strong and lasting operator relationship.  

Every client comes with a specific problem that needs solving and our job is to solve it, not to make promises we cannot keep. Trust is ultimately built through results and our results speak for themselves. Just a few months ago, we were still in the final stages of building the platform. Today, we have officially launched, debuted at ICE Barcelona, and have live products in production. The pace of that progression is something that even I could not have predicted with certainty. That momentum does not slow down. It compounds.