GAN Limited (GAN) Q1 2021 Earnings Call Transcript

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Q1 2021 Earnings Call
May 17, 2021, 4:30 p.m. ET


  • Prepared Remarks
  • Questions and Answers
  • Call Participants

Prepared Remarks:


Greetings, and welcome to GAN’s first-quarter 2021 earnings convention name. At this time, all individuals are in a listen-only mode. An issue-and-answer session will observe the formal presentation. [Operator instructions] As a reminder, this convention is being recorded.

It is now my pleasure to introduce your host, Robert Shore, head of investor relations. Thank you. You could start.

Robert ShoreHead of Investor Relations

Thanks, Doug, and good afternoon, everybody. GAN’s first-quarter 2020 earnings launch was issued at this time after market shut and is posted on the corporate’s web site at With me at this time are Dermot Smurfit, president and chief govt officer; and Karen Flores, our CFO. Please word, we have supplied a set of PowerPoint slides that can accompany our ready remarks.

You could entry these slides within the Investor Relations part of our web site. We will begin on Page 2 with our protected harbor disclosure. We wish to remind you that besides of the particular statements made at this time, info contained within the convention name, together with any monetary and associated steering to be supplied, encompass forward-looking statements that contain dangers, uncertainties and assumptions which are troublesome to foretell. Words and expressions reflecting optimism, satisfaction with present prospects, in addition to statements sooner or later tense determine forward-looking statements, however their absence doesn’t imply {that a} assertion will not be forward-looking.

Forward-looking statements shouldn’t be interpreted as a assure of future efficiency or outcomes, as such statements affiliate dangers and uncertainties that would trigger precise efficiency or outcomes to vary materially from these expressed in or urged by the forward-looking statements. Some necessary components that would trigger such variations are mentioned within the danger components part of GAN’s annual report filed on Form 10-Okay at March 31, 2021. Forward-looking statements converse solely as of the date the statements are made. The firm assumes no obligation to replace forward-looking statements to replicate precise outcomes, adjustments in assumptions or adjustments in different components affecting forward-looking statements info, besides to the extent required by relevant securities legal guidelines.

During the decision, there will likely be a dialogue of some objects that don’t conform to accounting rules usually accepted within the United States of America, or U.S. GAAP. Reconciliation of those non-GAAP measures to probably the most instantly comparable U.S. GAAP measures are included within the appendix of the investor presentation and press launch issued this morning, each of which can be found within the Investors tab of our web site.

With that, I’d like to show the decision over — the ground over to Dermot for opening remarks. Please go forward, Dermot.

Dermot SmurfitPresident and Chief Executive Officer

Thank you, Bobby, and good afternoon, everybody. Please be a part of me on the fourth slide of the presentation launched earlier at this time. This was a formidable first quarter of delivering robust high line progress, exceeding our acknowledged steering and executing new consumer wins and launches, along with the closing of the Coolbet acquisition. Today, we’re saying a serious content material distribution take care of Ainsworth, offering unique entry to their confirmed land-based content material.

I couldn’t be any extra happy with what the workforce achieved to this point this yr, enabling us to drive additional progress going ahead. Turning again to the primary quarter. Our high line elevated 260% yr over yr, with our new B2C phase contributing over $14 million out of almost $28 million in complete income. Underpinning our robust progress was Michigan’s launch, which represented an historic achievement for GAN with three simultaneous consumer launches delivered on January 22.

Michigan actually hasn’t upset since, with robust progress in Q1 persevering with into Q2, centered very a lot on iGaming as the most important U.S. sports activities occasions got here largely to an finish. Nearly $28 million of mixed revenues exceeded our steering for a wide range of constructive and sustainable causes. Not simply Michigan, however all jurisdictions worldwide the place GAN operates continued to expertise secular progress because the sports activities betting calendar peaked or the underlying digitization of iGaming continued to drive the true revenue heart of the U.S.

{industry}, which is iGaming. We additionally skilled a tailwind raise within the Coolbet sports activities margin on the finish of the quarter, the place the volatility of sportsbook can generally be onerous to foretell. This first quarter proved but once more our capacity to execute for our B2B shoppers, reinforcing the case for B2C operators to leverage confirmed B2B expertise suppliers corresponding to GAN, that are geared up with the optimized expertise, scaled engineering assets, and particular expertise required to get to market safely on day one among market graduation with a extremely aggressive product providing. Not solely did we launch three B2C operator shoppers in Michigan on January 22, together with the extremely efficiency WynnBET’s product providing, however we additionally executed Churchill Downs’ multistate single-app answer on-line throughout 5 states in good time earlier than their Kentucky Derby, with Tennessee launched on St.

Patrick’s Day, adopted by the launches of Colorado, Pennsylvania and Indiana, all in a single week in April. This is a strong demonstration of GAN’s engineering bandwidth, objectively in contrast to something accessible from competing B2B suppliers at this time. We stay U.S. market leaders in B2B and look ahead to bringing further shoppers corresponding to the long-lasting SuperE-book franchise on-line throughout a number of states later this yr.

We imagine our gross sales pipeline’s near-term platform and tremendous RGS alternatives throughout a number of states stays extremely thrilling. Overseas, we noticed substantial B2B progress within the Italian market regardless of the lifting of COVID lockdowns, which we see as an necessary main indicator for digital gaming right here within the U.S. simply because it was a number one indicator within the first quarter of final yr. We usually are not seeing any proof of slowdown in progress in our actual cash iGaming enterprise right here in America, at the same time as retail casinos reopen and develop their inner capability.

This demonstrates the strong demand for Internet sports activities betting and that iGaming as a mixed providing. And even within the seasonally quieter second quarter, we’re seeing robust progress general, pushed by iGaming now operational in all 4 U.S. states being New Jersey, Pennsylvania, Michigan, and most just lately, firstly of the month, West Virginia. All informed, we have already delivered 10 consumer launches yr thus far, exceeding our complete B2B consumer launches in all of 2020.

And so final yr, the net complete addressable market, or TAM, right here within the U.S. was sub-$3 billion. And within the mid to long run, we see a pathway to $20 billion in annual on-line revenues for our shoppers to seize and GAN to share in. We have shoppers of all sizes at this time and foresee that portfolio of shoppers persevering with to develop as extra states regulate on-line playing.

Our shoppers mixed have already captured 20% market share of current main on-line playing markets. And long run, we imagine there will likely be important range of measurement amongst our consumer base, just like retail gaming, the place the panorama is break up roughly 50-50 between the tribal and business gaming operators of all sizes. With Michigan’s launch, tribal gaming operators are solely now starting to discover the U.S. on-line playing alternative.

Our energy in serving simulated gaming to tribal operators coast to coast will stand us in good stead as extra tribes ponder their choices on the right way to execute towards the net alternative. And we are able to already see a transparent path to main native American on line casino operators partaking GAN as their B2B expertise answer supplier. Coolbet closed on the outset of the quarter and has confirmed to be a well-timed acquisition accomplished at an more and more engaging valuation. The acknowledged technique of deploying their sports activities betting functionality within the U.S.

is enjoying out precisely as we anticipated. And their enterprise continues to impress, which I’ll return to in some element later on this presentation. Let’s transfer on to the following slide, Slide 5. Michigan’s robust market launch attracted almost 700,000 energetic participant base within the first 30 days of market graduation, a number of occasions greater than another U.S.

market launch delivered by GAN and suggesting that the Michigan pre-marketing playbook will likely be adopted in future states. As a fast reminder, Michigan regulators permitted sure B2C operators upon software to start out registering and funding accounts a number of weeks earlier than the January 22 launch. There was additionally that apex U.S. sporting occasion referred to as Super Bowl, simply two weeks after market launch.

All these components performed into the market share we enabled with three operator shoppers to seize. Through intensely centered execution, we obtained all three shoppers to market on day one and carried out reliably at scale since, together with earlier than, throughout and after Super Bowl with an all-time every day report of 14.6 million bets and seamless uninterrupted technical operations. Also set out listed below are any U.S. B2C operators primary priorities as they relate to GAN: get to market first in each state, function reliably at scale, ship a market-leading product providing and deploy monetary capital to accumulate customers effectively and profitably.

These are the explanations, in our view, why optimized B2B platforms corresponding to GAN’s will proceed to win new shoppers and take market share no matter any expressed urge for food for internalizing expertise. Here, I’ll take a quick second to develop on the success of Michigan because it pertains to our enterprise mannequin. If Michigan is replicated throughout future states, we imagine this might rapidly speed up the maturity curve of the U.S. on-line playing TAM, although it’s but to be decided whether or not it will in the end influence the longer-term TAM.

Our forecast for Michigan gross operator income for the primary 12 months was initially $400 million, then we elevated it to $700 million in late March. And now it is trying potential that Michigan will exceed $1 billion on-line in its first yr. So whatever the long-term influence, the acceleration of the maturity curve will in the end profit GAN and in addition accelerating our payback interval from launching new shoppers, which in flip may also speed up our path to gaining working leverage and driving elevated profitability. Coming again to the purpose of the expertise we ship into the market, the challenges related to enablingness can’t be overstated.

And it can get more durable over time as extra states impose after which change their very own technical regimes. The intrastate markets of America are the hardest regulated technical markets for deploying expertise and working efficiently in over time. You want a particular technical platform and skilled specialists at scale to handle the operations for B2C operator shoppers. Other main B2C operators have the property to deal with the general alternative however not the underlying technical execution functionality required both to deploy quickly throughout a number of states or maybe to correctly discover the iGaming alternative.

Owning your individual tech is simple to say however extremely onerous to do and even more durable to do effectively. That’s why we’re, at this time, a important a part of the economic provide chain and can proceed to be the go-to answer for addressing Internet playing within the U.S. for all method of B2C operators. The influence of simultaneous states regulating, lengthy forecast by GAN, is now very a lot right here and enjoying out precisely as we believed it could, highlighting the elevated worth of our scarce expertise and even scarcer confirmed engineering assets required to deploy and function at scale.

Let’s transfer on collectively to the following slide. Right, content material. We’ve spoken to the significance of content material since our NASDAQ roadshow some 13 months in the past. As we entered that course of, we highlighted key sport titles developed in-house by GAN, together with numerous desk video games, video poker variants and a modest portfolio of slots developed initially with Europe’s markets in thoughts.

For U.S. slot content material, we aggregated or plugged into our platform numerous third-party slot content material suppliers, together with most main U.S. on line casino tools producers. Back then, we did not personal or management the all-important machine-based U.S.

slot video games standard on on line casino flooring of America. These slot video games, when transformed for on-line play in America, drastically outperform unknown slot video games sourced from abroad. Based on our current evaluation, the standard B2C operator will generate almost twice as a lot on-line GGR from every American slot sport than from an unknown worldwide slot sport. Ainsworth has almost 80 slots already on-line in New Jersey, with one other 15 in shut improvement.

And these carried out extraordinarily effectively for main B2C operators, and this will likely be prolonged shortly to each Michigan and Pennsylvania within the quick future. Ainsworth has its personal RGS, or distant gaming server, principally a technical field stuffed with their video games designed to be plugged right into a platform corresponding to GAN’s. This RGS has been built-in with the GAN platform proper now and our tremendous RGS and can shortly be made accessible within the market to current GAN shoppers solely by means of a technical integration with GAN. Ainsworth will profit by concentrating on constructing their on-line slots from 80 to just about 200 quantity versus investing in myriad platform-by-platform direct technical integrations.

Meanwhile, GAN will deal with distributing these slots in a approach which advantages our present and future shoppers. Following the execution of this take care of main gaming producer Ainsworth, we now have distribution management over their content material in a approach designed to profit GAN, profit Ainsworth and, in fact, to the higher advantage of our shoppers. Our take price on gross operator revenues derived from iGaming within the U.S. is anticipated by us to extend as a direct consequence of this deal, and our CFO, Karen Flores, will supply some further coloration afterward on this name.

We’ve been privileged to work on a multi-month interval with such a progressive set of thought leaders at Ainsworth who perceive the chance on-line at this time is to quickly scale their on-line slot portfolio whereas leaving on-line distribution to GAN to our mutual profit long run. OK. Let’s transfer on to the following slide, Slide 7, please. And so to Coolbet, one of many fastest-growing worldwide sports-led B2C operators worldwide, powered by a formidable vary of distinctive sports activities product options and buying and selling capabilities, enabling them to carve out market share profitably in among the most mature and aggressive markets on this planet.

They have the foresight to carry their sports activities product to Latin America at precisely the correct second. And we see continued secular progress in that area for the following decade and past. Today, sports activities betting represents one-quarter of mixed group revenues, up from 10% in 2019 and an identical proportion in 2020. As the U.S.

sports activities betting licensing income begin and Coolbet continues to develop internationally, we see sports activities betting revenues rising to one-third or maybe much more of mixed complete revenues for GAN in H2 2021 and past. I’ll take this chance to thank the administrators, staff, and shareholders of Coolbet for his or her belief and dedication in becoming a member of forces formally and legally for the closing of the acquisition on January 1. More than 200 extremely succesful workforce members have moved rapidly and effectively to combine their technical and operational functionality, and so they turn out to be key contributors to GAN’s mission right here in America. We very a lot look ahead to demonstrating their distinctive sports activities betting expertise on-line right here within the U.S.

later this yr beneath the B2B model of GAN Sports, with the net expertise to be complemented by a compelling retail providing, which we’re trying ahead to demonstrating at G2E Las Vegas this yr, an occasion we’ll all be relieved and privileged to attend in individual. As a reminder, is the award-winning B2C web site launched in almost precisely 5 years in the past in early 2016, empowered by proprietary technical platform able to rendering distinctive and revolutionary sports activities playing experiences. If you are fortunate sufficient to reside in one of many 9 international locations served by Coolbet at this time, you may have interaction in a extremely social sports activities betting providing designed for each leisure youthful sports activities handlers, in addition to the extra mature veteran sports activities gamblers who worth the transparency provided by Coolbet all through the product expertise. You can watch it dwell stream as sports activities bets are positioned on-line.

You may even see the place bets being positioned. You can observe different individuals, together with standard influencers and even place bets alongside their bets. Social media and social mechanics sits on the coronary heart of Coolbet and have executed since day one, precisely 5 years in the past. Beyond the sports activities betting expertise, there’s a fiercely succesful buying and selling workforce, which continues to supply a novel pregame sports activities betting expertise, providing superior worth and, subsequently, pleasure to sports activities gamblers that is within the generic pregame provided by most rivals.

Recognized management in pregame additionally in lots of main markets represents a big aggressive benefit, with pregame betting representing roughly half of all complete sports activities betting revenues for Coolbet. Beyond pregame buying and selling, Coolbet additionally manages their danger and gives finish customers revolutionary prop bets and function to a level of proprietary in working a dwell betting for flagship sports activities occasions, significantly in soccer and ice hockey, in addition to leveraging dwell advantages from third-party suppliers in widespread with {industry} observe. On the following slide, Slide 8, we set out the important thing efficiency indicators for Coolbet’s working enterprise, which balances its income equally between on-line sports activities betting and on line casino sport. 81% progress in energetic prospects yr over yr and 71% monetization charges symbolize two excellent efficiency indicators.

However, we additionally draw traders’ consideration towards the {industry} outperformance in direct B2C advertising and marketing spend as a share of complete B2C income, standing at simply 14%, in addition to the industry-leading 78% retention and reactivation price. This social sports activities betting product expertise is so good, shoppers suggest fellow sports activities followers to attempt Coolbet. And that sits on the core of their capacity to compete and scale profitably within the markets they serve. These are the aggressive benefits we search to confer on our U.S.

B2B shoppers who’re already solidly engaged in evaluating the GAN Sports proposition. It’s a real privilege to current Coolbet efficiency indicators at this time as we imagine they symbolize the easiest of worldwide sports activities betting expertise, sports activities betting product expertise, and operational sports activities betting functionality, which we’re collectively leveraging to carry on-line right here within the United States later this yr. So let’s transfer on to the following slide, Slide 9, and we are able to spotlight our high priorities for the steadiness of the yr. The outlook for the steadiness of 2021 is constructive.

We’re assured, we’re in management. We’ve resourced our alternative with burstable bandwidth and can proceed to execute for shareholders. This means we’ll carry on board thrilling new platform shoppers, search patent licensing alternatives consequential to elevated IP enforcement. We’ll implement the Ainsworth unique content material deal.

We’ll additionally launch GAN Sports. We’ll additionally launch new multistate consumer SuperE-book. And we’ll get Churchill Downs to dwell of their sixth state, New Jersey. And we’ll carry on the tremendous RGS on-line in varied on-line on line casino markets.

And in fact, we’ll compete onerous within the a number of ongoing RFPs for delivering on-line and retail sports activities betting to main U.S. on line casino operators, which we have been invited to take part in as a direct results of buying Coolbet. As one other useful consequence over the acquisition, we’re additionally making ready to use for a platform supplier license in New York together with current and potential B2B shoppers. We additionally see incremental alternatives for deploying our platform in Ontario, Canada, in addition to Arizona, Florida, and even perhaps Texas as we progress via the steadiness of this yr and into the following.

Meanwhile, abroad, the skilled management at Coolbet will proceed to develop in current markets, to launch in new geographies, and capitalize on the super momentum conferred upon them by their market-leading product choices, options, and person expertise for each sports activities and on line casino. As the Coolbet CEO, Anders Karlsen, remarked to me just lately, 2021 is a yr of which there are anticipated to be extra world occasions to wager on than in any single yr in dwelling reminiscence on account of COVID. And the second quarter is already proving to be an especially busy worldwide sports activities calendar, which counteracts the seasonally quieter U.S. sports activities calendar.

Of explicit word, on the Copa América and the European Championship soccer tournaments kicking off in June with the Copa of explicit relevance to Coolbet’s Latin American enterprise. As you may see and as ever, there’s so much to do and an unbelievable quantity of alternative to seize, which is why we have invested within the engineering functionality within the final two quarters, in addition to consummating the strategic acquisition of Coolbet with that delay simply weeks after saying the deal earlier than Thanksgiving. Importantly, as we’re progressing into the second quarter, we’re not experiencing any proof of slowdown on iGaming because the economic system reopens and retail on line casino patrons return to retail gaming. The compounding progress in iGaming, now throughout 4 states, greater than outweighs any imperceptible discount in demand for iGaming as retail casinos reopen at capability.

And we favor to consider the COVID peak durations final yr as merely an acceleration of iGaming adoption by retail gaming patrons, with persevering with allocation of their accessible pockets spend on gaming to the net channel regardless of their growing capacity to return to the retail gaming surroundings. And so in abstract, our content material technique and launching of GAN Sports is anticipated to allow us to seize increased pockets share of recurring income, and Coolbet represents a significant alternative to take part within the giant worldwide TAM of sports activities wagering. And in fact, we count on to win new B2B shoppers, and our observe report of success positions us favorably in all new market alternatives. Given the runway of progress forward of us and strong B2B consumer demand, we’ve made a strategic determination to put money into our expertise and expertise this yr.

This is the correct determination as new consumer wins and retention of these shoppers will maintain and construct a long-term market management place we have already loved at this time. While we anticipate constructive full-year adjusted EBITDA, it might not be till the fourth quarter that we see a return to normalized adjusted EBITDA margins. As our new consumer cohort scale, we anticipate these investments will generate a powerful return on capital, leading to long-term income progress, profitability, and worth for our stakeholders. With that, I’ll flip it over to our CFO, Karen Flores, to undergo our monetary efficiency.

Karen, over to you.

Karen FloresChief Financial Officer

Thank you, Dermot, and hey to everybody on the decision at this time. Our shoppers’ success has created super demand for our providers proper now. And we’re off to a really robust begin in 2021, with numerous income data set through the quarter. I’m extraordinarily happy with our outcomes, the momentum we’ve within the enterprise, and our progress on strategic initiatives, together with our newly expanded tremendous RGS content material providing with Ainsworth, in addition to closing of the Coolbet acquisition on the first of January, which is now included in our monetary outcomes.

The regular cadence of recent state and consumer launches, in addition to the contribution of Coolbet, drove strong efficiency this quarter, whereas we additionally continued to put money into our expertise and workforce to scale the enterprise and seize this distinctive market alternative. We function in a extremely aggressive surroundings, whether or not because the No. 1 B2B enterprise platform within the U.S. or as one of many fastest-growing B2C iGaming corporations on this planet.

And we imagine the investments we’re making now and our full-stack providing and world group will result in elevated market share and worth creation for all of our stakeholders. Before I bounce into Q1 outcomes, let me briefly summarize key adjustments within the presentation of our monetary statements. You will discover our public filings now embrace two new segments. B2B contains our actual cash Internet gaming and simulated gaming choices, and B2C contains Coolbet’s property and worldwide operations.

Additionally, our consolidated monetary outcomes now embrace the influence of the ultimate buy worth related to the Coolbet acquisition, which was a complete honest worth of the property acquired and liabilities assumed of $218 million. And now turning to a dialogue of our first-quarter outcomes on Slide 11. I’m excited to report we’ve very robust efficiency in each segments, which collectively drove a 263% year-over-year enhance in income to $27.8 million, which incorporates the acquisition of Coolbet within the present yr interval. As disclosed in our 10-Q, income progress on a consolidated professional forma foundation was 88% for the mixed progress, with income growing from $14.8 million within the prior-year interval.

Our B2B income elevated 52% sequentially and 76% comparatively to a report excessive $13.5 million, which exceeds our earlier report of $10.7 million by 27%. Revenue from actual cash iGaming was up 76% sequentially and 68% comparatively to $10.5 million, attributed to each our new companion launches and continued growth, in addition to $3 million of patent licensing income acknowledged within the quarter. Simulated gaming was up 4% sequentially and 114% comparatively with year-over-year progress pushed by the addition of Penn National and different key partnerships launched in 2020. We additionally noticed report income in Italy, which elevated 39% sequentially and 76% comparatively.

Underlying this constructive momentum in our top-line progress have been important positive aspects in our key efficiency indicators. Record complete B2B progress operator income of $214 million, which was up 63% sequentially and 51% comparatively, resulted in report excessive on-line on line casino SaaS income growing 49% and quarter on quarter and 96% yr on yr. Our take price of B2B progress operator income this quarter was 6.3%, down versus 6.7% within the prior quarter and up versus 5.4% within the prior yr. It’s value reiterating that we have just lately noticed volatility in our take price of progress operator revenues as a result of dynamics of taxation and participant bonusing with the brand new markets, unrelated to pricing of our enterprise platform providing for which we earn a income share of web gaming income.

As a consequence, we’re presently working towards offering new, extra insightful, and clear KPIs tied to NGR, which we anticipate rolling out on the following earnings name. On the topic of take price, I’d wish to take a second to additional focus on the unique Ainsworth content material licensing deal. As we first cited, our content material technique is a technique of increasing our take price roughly a yr in the past. Upon the anticipated launch in early Q3, GAN will assume Ainsworth’s recurring content material licensing charges they’re deriving from on-line operations of their RGS.

Their roster of shoppers contains almost all main B2C operators on-line who usually are not platform shoppers of GAN. In this fashion, not solely can we begin sharing a nonclient on-line on line casino revenues instantly, however we additionally prolong our distribution attain throughout the whole {industry}. This deal is important to our tremendous RGS technique, offers us additional aggressive differentiation with a confirmed U.S. catalog and speed up our seize of content material licensing economics, whereas in parallel, we additionally pursue our personal O&O content material improvement.

We’ve entered into this deal at a extremely engaging estimated return on funding of almost 30% with a base case situation of $50 million in incremental income and $12 million of incremental web revenue over the time period with constructive free money movement starting in 2022. We look ahead to unlocking the worth of this key strategic partnership over the five-year time period. And now returning to our Q1 income outcomes. B2C phase income outperformed our expectations, producing $14.3 million in quarterly income derived from the contribution of Coolbet’s on-line worldwide sports activities betting and on line casino gaming operations.

On a professional forma foundation, Coolbet grew its first-quarter revenues 83% yr over yr as a direct results of growing its energetic buyer base by 81% and rising turnover by over 100%. Key efficiency indicators stay at distinctive ranges throughout the board, and we’re excited in regards to the low acquisition price, extremely scalable enterprise that can proceed to develop now beneath the umbrella of GAN. Turning to adjusted EBITDA. We generated $1.7 million versus $2.5 million within the prior yr.

Our working expense impacting adjusted EBITDA elevated from $5.1 million to $26.1 million, pushed primarily by the addition of Coolbet, our expanded B2B group and public firm and regulatory-related prices. As Dermot talked about, we’ll proceed to put money into our technical functionality and supply, in addition to make investments to fulfill the calls for of recent and current prospects for the quick future. Contributing to our web lack of $4.5 million versus web revenue of $700,000 within the prior yr is increased amortization associated to acquired intangibles of $2.9 million and a rise of $1.2 million in share-based compensation and associated expense. Our steadiness sheet stays robust with a money steadiness of $52.2 million at quarter finish, and we proceed to stay debt-free, granting us a transparent path to deal with high-growth initiatives, securing further market share and delivering the very best platform expertise to the market.

And now turning to Slide 12. We imagine progress alternatives abound and can proceed for the foreseeable future. Our view is that these are the early innings for on-line sports activities and that iGaming. And based mostly on present {industry} studies, we imagine we’ll proceed to see the fast adoption of our iGaming laws.

Near time period, our focus will likely be on capturing the potential alternative of New York regulation. But within the years to come back, we imagine we’ll proceed to have entry to a big pool of potential shoppers throughout main business and tribal operators. And we’re uniquely positioned as the one pure-play B2B operator centered on this huge alternative. Internationally, the B2C enterprise is current in among the most fun areas on this planet, and we look ahead to leveraging Coolbet’s know-how and sports activities expertise to implement our full-service B2B providing within the U.S.

The GAN Sports and tremendous RGS choices are a approach to additional improve our scale and profitability, and we’ve but to see the influence these thrilling investments will carry within the years to come back. Our income has already been extremely recurring, and we imagine these further merchandise will serve to additional scale back our buyer focus, enhance geographic range and allow the next take price of operator revenues. We are confidently executing towards our long-term technique. And with this, we’re growing our income steering from the unique vary of $100 million to $105 million to now $103 million to $108 million.

And I’ll spotlight that the midpoint of this vary is 3 times our 2020 revenues for GAN B2B stand-alone. While we aren’t offering adjusted EBITDA steering, we do count on to generate constructive adjusted EBITDA as we develop and scale our high line and take price whereas enhancing working leverage via managed progress with a deal with environment friendly spend. We hope to develop all these ideas additional at our Investor Day occasion in early October, through the first day of the Global Gaming Expo in Las Vegas, also referred to as G2E. We look ahead to offering a deeper dive into Coolbet’s distinctive capabilities and the long-term scalability of our B2B enterprise, in addition to introduce different senior leaders right here at GAN.

More info on that will likely be forthcoming. I’ll now flip it again over to Dermot to conclude our remarks. Dermot?

Dermot SmurfitPresident and Chief Executive Officer

Thanks, Karen. Turning to Slide 13. Simply put, GAN is in higher form at this time than at any level in its current historical past. There is evident alternative for continued robust progress, profitability and simply successful with our expanded consumer base.

We delivered robust outcomes this previous quarter pushed by our proficient workforce and our unbelievable and scarce expertise providing. These robust outcomes ought to proceed as we effectively arise new B2B shoppers and develop our B2B content material providing to incorporate GAN sports activities and Ainsworth’s unique slot portfolio. B2C will proceed the primary quarter’s momentum internationally as main sports activities tournaments kick off in June, serving to counteract the seasonally slower sport betting calendar within the U.S. and reflecting GAN’s now world attain.

We anticipate that our present execution technique will in the end yield a extremely scalable and recurring enterprise mannequin, which is able to maximize worth for all of our stakeholders. That concludes our remarks, and we’ll now open the road for questions.

Questions & Answers:


[Operator instructions] Our first query comes from the road of Chad Beynon with Macquarie Group. Please proceed together with your query.

Chad BeynonMacquarie Group — Analyst

Hi, good afternoon, Dermont, Karen. Thanks for taking my query. Nice outcomes. Wanted to start out on the steering.

So based mostly on what you are seeing — I suppose, based mostly on what we’re seeing in April out of the general public information in markets like Michigan and New Jersey, the iGaming numbers, as you famous, continued to be very robust. And you talked about that there isn’t any slowdown at this level. So are you able to assist us take into consideration the $3 million constructive revision to your annual steering and the way that – you understand, after which how that works into the $3 million beat within the first quarter? Anything else that we must be pondering out all year long, positives or negatives, that have been completely different to how you considered this on the finish of March once you gave the final annual steering? Thank you.

Karen FloresChief Financial Officer

Yes. Thank you, David. So we talked about throughout Dermot’s remarks that, you understand, sports activities via now Coolbet being a part of the corporate is 25% of our complete revenues. And we’ve seen that, in fact, the assist facet of B2C may be fairly unstable.

And so we’ve included a base case in our steering. So we’re considering that, in addition to the truth that we’re not fully out of the woods but with respect to COVID. So we’re cautiously watching these issues via the second quarter. Our steering that we simply reiterated is a base case situation.

So we do assume relying on execution of the content material deal, in addition to GAN B2B sports activities, that these are areas the place there might be upside. And in fact, as we have talked about earlier than, we don’t embrace patent licensing in our steering. And so if something have been to occur between now and the tip of the yr from a patent licensing perspective, that may be a rise as effectively.

Chad BeynonMacquarie Group — Analyst

Thanks. Great. And then are you able to present any extra coloration simply when it comes to feedback round investing within the enterprise? You talked about expertise and expertise. That will clearly sacrifice among the near-term EBITDA alternatives.

But, you understand, at what level do you assume you may have form of the total workforce in place? And how are you interested by what’s on the market and if you happen to’re in a position to purchase the expertise that can allow you to place the corporate for the long run? Thanks.

Dermot SmurfitPresident and Chief Executive Officer

Yeah. So Chad, you form of self-answered to a level. So investing in progress and future market share, getting the correct expertise on board, leveling up in sure situations, progress general. This is all about capturing these long-term multiyear relationships to be anyone’s platform at a cut-off date within the {industry} the place we have been stunned at not solely the natural B2B consumer alternatives within the U.S., that are principally a bounce ball for everyone engaged within the market, however extra apparently, current single-state shoppers immediately asking to go multistates, which is a giant checklist internally.

And then secondarily, you’ve got had a reasonably attention-grabbing surge in aggressive substitute alternatives, which I believe, once more, merely displays the comparatively so far as understanding of simply how sophisticated all of these things is to do, whether or not it is in a person actual cash playing state or multistate. And I believe our multistate functionality has actually sat on the coronary heart of that as individuals have form of reevaluated their selection and so really possibly we want an alternate supplier. So GAN has turn out to be somewhat a default go-to answer that is confirmed and never a danger of getting lived rapidly in any particular person or a number of state market. And I believe that is been the incremental surge in B2B platform demand that we’re having to deal with.

And it is completely the correct determination for us to go, you understand what, we’ll want an extra launch workforce, maybe even two over the course of the following quarter or two. It takes time, sometimes six months to have interaction, upskill, and operationally swap on a brand new consumer launch, squad of some kinds. So it is completely about resourcing not simply at this time’s alternative from our current shoppers, but additionally responding and having the ability to seize these new B2B platform consumer alternatives that actually come up for grabs in such a fleeting approach momentarily earlier than they disappear from view once more until you might be prepared and able to bringing them on-line inside, you understand, 4 to 6 months. Just as we did in Michigan, the place you may see us signing a contract a win in September of final yr and getting them dwell in January.

And that was simply one among three main consumer deployments. So actually, it is about guaranteeing that, you understand, we do not miss these extraordinary alternatives. And we’re open for enterprise very a lot so, and we count on to have new B2B shoppers.

Chad BeynonMacquarie Group — Analyst

Great to listen to. Congrats on the quarter. Thank you.


Our subsequent query comes from the road of Ryan Sigdahl with Craig-Hallum. Please proceed together with your query.

Ryan SigdahlCraig-Hallum Capital Group — Analyst

Good afternoon, guys. Thanks for taking our questions. Curious on the Ainsworth settlement, is it an unique distribution settlement? Or are you buying the net IP? And then secondly, you talked about, Karen, you talked about $50 million in incremental income over 5 years. What does that settlement begin? And then how a lot of that contribution is included within the fiscal ’21 steering?

Karen FloresChief Financial Officer

Yeah. Thanks, Ryan. So I’ll let Dermot touch upon among the strategic factors for the deal as effectively. But so far as the start line, you understand, as we talked about, we’re assuming that it launches early a part of the third quarter.

So there’s, as an example, a low single million quantity that is included within the present steering. Again, as we actually get into that deal and get our really feel, if you’ll, once more, there’s potential upside as we’ve a base case included within the steering. So we’ll be actually evaluating that early on within the quarter and may be capable to speak about it extra on the following earnings name.

Dermot SmurfitPresident and Chief Executive Officer

Thanks. Ryan, on the strategic stuff. Yes, it is unique distribution. We’re not buying any of the Ainsworth mental property.

This is an train in mutual back-scratching within the sense that they get to focus all of their tech workforce on simply scaling that on-line slots portfolio, proper? This once more with out getting scaled rapidly with on-line slot portfolios. They’re at 80 particular person titles, lots of them iconic, recognizable, main titles just like the Roaming Reels and Mustang Moneys of the world. And Ainsworth content material is extremely standard and effectively positioned and form of distributed throughout retail gaming flooring within the U.S. And I believe they have one other 15 titles which are near the boat that must be rolled out for the tip of the yr.

And they’ll proceed to construct that out as much as 200, probably much more than that over the course of the deal phrases. So very a lot an unique distribution, particularly right here within the U.S. And we expect it may confer loads of aggressive benefit to our B2B platform shoppers and future shoppers of our tremendous RGS.

Ryan SigdahlCraig-Hallum Capital Group — Analyst

Maybe a follow-up, you understand, on high of Chad’s earlier query on steering, however you raised steering by $3 million on every finish of the vary. You simply beat Q1, your vary by $3 million. You talked about upside on the finish of the quarter within the final week, form of relative to once you gave that, in addition to you simply mentioned a few million right here for Ainsworth incremental, in addition to Michigan principally considerably exceeding expectations. So I suppose what is not going as effectively? Or what are the offsets there that I’m lacking?

Karen FloresChief Financial Officer

Yeah. So once more, you understand, once we take a look at steering, we’re additionally trying on the potential danger relative to the sportsbook. And we simply closed on the Coolbet acquisition on January 1. So it is one thing we’re persevering with to observe.

When we’re within the midst of it and we’re it form of on a week-over-week foundation, we perceive that there is usually a good little bit of volatility there. And in fact, for the primary quarter, it resulted in our favor. But we’re going into the equal March Madness occasion with Copa within the June time-frame. And so we’ll be that, the traits related to that, and the way that’s managed to actually achieve extra consolation across the volatility that would exist within the sportsbook.

So that is simply, once more, just a little little bit of a hedge there, and we take a look at it proper now from a base case situation. With respect to Ainsworth and among the different objects that you just talked about, you understand, Ainsworth is the deal that we have been engaged on for a very long time. So it was included once more in our authentic projection. I will not go into all of the ins and outs of what is in our projection.

But in fact, we assume new enterprise once we initially put out the steering of $100 million to $105 million on the primary quarter. So once more, we’re persevering with to observe it, and we’ll replace the market on the following name.

Ryan SigdahlCraig-Hallum Capital Group — Analyst

And then simply switching over. Curious how you concentrate on Wynn interactive, the chance there, given its current spin-out merger with the SPAC, they’ll have considerably extra capital to speed up advertising and marketing and market share positive aspects, and so forth. They additionally talked about proprietary in-house tech so much. They have Back Bull.

They additionally use Scientific Games in a number of different states. Just form of the places and takes there, the way you view that relationship and alternative to develop in different states?

Dermot SmurfitPresident and Chief Executive Officer

Yeah, extremely constructive, Ryan. Thanks for the shout-out on that. We’re really within the means of integrating the entrance finish. I believe once they speak about proprietary expertise, they speak in regards to the front-end cellular app that is very well-known and revered for.

And that is been built-in to sit down on high of the GAN platform simply because it has been in different states that Wynn has already launched. And really, I do level out numerous components of Wynn. The first and most necessary one is that they licensed our patent as a part of the contract deal in September of final yr. That’s to combine the rewards program.

They’ve been speaking up the 13 million reward members in a database. We’ve seen this model actually within the on-line on line casino outperform any of the opposite on-line casinos we have launched for another B2C operator shoppers in another state. I imply this model is a particular model. When it involves the monetary capital that they’ve raised to go after the chance and have a run to the rostrum, you understand, the numbers are within the public area.

It’s a really important warfare chest they’ve. But another remark past that may be for Wynn’s executives to supply to the market, and it would not be applicable for me to remark at this place.

Ryan SigdahlCraig-Hallum Capital Group — Analyst

Yes, that is useful. Yeah, they’re actually going to get extra aggressive. Curious, are you able to remind me what’s included within the patent license with Wynn, how lengthy it was, what states that features, the way it was quantified? And then if there’s upside in the event that they get extra customers, then what was form of a part of that preliminary settlement?

Dermot SmurfitPresident and Chief Executive Officer

Yeah. It’s a 10-year deal commencing from launch. So we launched in January of this yr. The patent license extends solely to Michigan and the contract phrases solely embody operations in Michigan.

I might hope they might converse kindly of us. And actually, we have enabled them not simply to be there on day one, however to take a fairly attention-grabbing share of the market fairly rapidly out of the gate. So very, very robust relationship of collaboration at this level, and we’re excited to see what occurs subsequent.

Ryan SigdahlCraig-Hallum Capital Group — Analyst

Great. Thanks, and good luck. I’ll hop again in queue. Thanks.


Our subsequent query comes from the road of David Bain with B. Riley FBR. Please proceed together with your query. David Bain, your line is open.

David BainB. Riley FBR Inc. — Analyst

I’m sorry for that. Sorry, I used to be on mute. Congratulations on the quarter and, in fact, Ainsworth. Understanding Ainsworth as one of many bigger gamers, can we anticipate continued distinctive content material, both tuck-ins or exclusives going ahead as both an opportunistic or perhaps a core technique? And understanding you are not disclosing precise acquired proper buy quantity, are you able to give us some coloration on construction, like, you understand, upfront money part with some ongoing break up? Is that form of what we must always take a look at both with this deal or one thing going ahead?

Karen FloresChief Financial Officer

Yes. Thank you, David, and I will not name you Chad.

David BainB. Riley FBR Inc. — Analyst

I need to be Chad on weekends.

Karen FloresChief Financial Officer

I do know. Yes, in fact. You know, we acknowledged a yr in the past that we’re going be centered on content material technique and progressing that so far as we need to take it. We do see that the M&A valuations out there are, we expect, overheated just a little bit.

And so actually, we’re taking an alternate method that would not essentially embrace, at the least for now, M&A. So, you understand, it’s undoubtedly centered on, you understand, smaller tuck-ins, potential acqui-hires options the place we are able to begin constructing out the O&O content material, after which we’ll proceed to be opportunistic relative to licensing offers that we expect are engaging. And, you understand, a giant piece of what we’re with content material, I’ll simply reiterate this, is that we wish the content material to be confirmed within the U.S. market.

So there’s loads of content material that’s accessible internationally, however we do not assume it essentially resonates. And so we do have a really centered technique on U.S.-proven content material. So with respect to the Ainsworth deal particularly, sure, there are money commitments related to it. It’s over the course of the deal.

We’re not going to disclose these phrases particularly. But once more, I might simply say we expect a really excessive return on the funding there.

David BainB. Riley FBR Inc. — Analyst

Right. OK. Great. And then my follow-up could be simply greater image on hybrid.

I do know you spoke to this with Wynn on that dialogue just a little bit. But is there a steadiness — or what’s the steadiness between levering, you understand, that patent for incorporation of core applied sciences for value-add for the consumer and GAN versus, you understand, straight patent licensing? And are you gauging now extra acknowledgment of the patent in your dialogue with operators that they proceed to see what’s – you understand, see wagers coming from on-line and make investments extra?

Dermot SmurfitPresident and Chief Executive Officer

Yeah. Well, there’s been loads of information factors even yr thus far, enhancing, if something, the understanding of the worth that the patented iBridge framework delivers to B2C operators already energetic in a number of states who’ve comparatively just lately applied that functionality. We assume the rewards program of retail casinos has at all times and can proceed to at all times sit at their capacity or on the coronary heart of their capacity to compete aggressively towards online-only gamers. So it is an extremely necessary and strategic mind property asset of ours.

I believe it is vitally well-known throughout the {industry}. And patent licensing is at all times a balancing act, you understand, that there’s a must implement mental property right here within the U.S. in an appropriately balanced and measured approach. And we intend to proceed to press the deserves of licensing the mental property on individuals who could or might not be infringing on it even at this time.

So we’re very conservative. We’re very cautious. We know the improved precise worth. We priced it and licensed it at a market price, and we’ll proceed to reply to the alternatives with an actual diploma of flexibility.

But for positive, that is most likely an important piece of patented technical functionality that exists within the crossover world between retail and on-line playing at this time.

David BainB. Riley FBR Inc. — Analyst

Awesome. OK.


Thank you. [Operator instructions] Our subsequent query comes from the road of Greg Gibas with Northland Securities. Please proceed together with your query.

Greg GibasNorthland Securities — Analyst

Hey, guys. Good afternoon, Dermot and Karen. Thanks for taking the questions, and congrats on the robust outcomes. I suppose, you understand, you talked about the B2C providing or Coolbet outperforming your inner expectations.

Just questioning, I suppose, if you happen to might focus on just a little bit extra about what drove that outperformance, possibly to what diploma, after which whether or not you count on that better-than-expected energy to be sustainable going ahead.

Karen FloresChief Financial Officer

Yeah. So the secular progress that they are seeing, significantly in Latin America, it is simply — it continues to outpace the place we had initially thought that it could be. So they’re doing nice. They have an extremely social product, low acquisition price mannequin, and so they actually do a wonderful job of successfully scaling that enterprise.

So we’re simply seeing loads of plurality, loads of traction within the markets that they are competing in. And, you understand, once more, they’re — when it comes to the way in which that they handle the sports activities margin particularly, it labored out in our favor on the finish of the quarter. And in order that’s actually what sort of put us excessive with that. But once more, you understand, we’ll — as we get additional into it, we’ll take a look at the waters there and be sure that we’re comfy that they are managing the chance appropriately.

And we’ll information in response to a base case related to it.

Greg GibasNorthland Securities — Analyst

OK, nice. And if I might observe up on steering. You know, I do know you do not need to be too particular right here, however, you understand, you talked about constructive adjusted EBITDA this yr. I used to be simply questioning if you happen to might possibly focus on the way you count on working bills to pattern going ahead and possibly what are the notable drivers or adjustments that you’d see this yr.

Karen FloresChief Financial Officer

So we count on working bills to as we’re speaking about additional funding and loads of that’s actually round staffing further launch groups to entrance run the calls for that we’re seeing. So it takes us, usually talking, about six months to totally workers the launch workforce. And due to what we’re seeing, the place there’s a slight shift within the gross sales pipeline the place, I might say, even a number of months in the past loads of the alternatives that we have been speaking about are, you understand, possibly single-state, now we’re seeing extra of a shift towards multistate offers, that are far more technical, far more sophisticated. And it simply takes extra assets.

And so we wish to have the ability to meet these calls for. Again, these usually are not simply new alternatives that we had initially envisioned or set out for the previous couple of months. These are alternatives which are coming our approach which are additionally substitute platform alternatives. So we really feel prefer it’s actually necessary to proceed to faucet that.

We are going to see the working bills tick up just a little bit. But as I mentioned, we’re additionally centered on environment friendly progress, managed progress relative to that head depend. So we’re managing these prices appropriately as we glance to probably staffing in new labor markets that we’re not in at this time. So it is one thing that is beneath analysis to ensure it’s an environment friendly use of spend.

And we do count on it to degree off towards the tip of the yr.

Greg GibasNorthland Securities — Analyst

Sounds good. I recognize the extra coloration. Thanks.


There aren’t any additional questions within the queue. I’d like handy the decision again to Mr. Smurfit for closing remarks.

Dermot SmurfitPresident and Chief Executive Officer

No drawback. Thank you all for becoming a member of us at this time for our first-quarter earnings. We’d wish to thank our traders who backed our U.S. market management place.

We now have a deeper secure of long-term shoppers who’re successful B2B market share and have diminished our B2B consumer focus. We’ve obtained agency visibility of our home and worldwide progress and strong management over our enterprise going ahead, which is now good for each a powerful steadiness sheet and the burstable bandwidth and engineering assets required to proceed delivering for all of our shoppers. Accordingly, we look ahead to persevering with with the robust execution within the first quarter as we progressed via one more thrilling yr in America’s younger on-line playing {industry}. Looking ahead to talking with you all once more in August.

Thanks to your time. Be effectively.


[Operator signoff]

Duration: 55 minutes

Call individuals:

Robert ShoreHead of Investor Relations

Dermot SmurfitPresident and Chief Executive Officer

Karen FloresChief Financial Officer

Chad BeynonMacquarie Group — Analyst

Ryan SigdahlCraig-Hallum Capital Group — Analyst

David BainB. Riley FBR Inc. — Analyst

Greg GibasNorthland Securities — Analyst

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