Martin Ivanov, Chief Operations Officer at CT Interactive, shares key insights into the company’s operational priorities when entering new markets, strategies for managing global compliance, and how CT Interactive balances innovation with quality.
In this in-depth interview, Ivanov also reflects on standout markets like Peru and Romania, and offers a look into what’s ahead for the company in 2025.
When launching in a new jurisdiction, what operational priorities do you focus on first — such as partnerships, technical compliance, or local player engagement — and why?
Martin Ivanov: When entering a new jurisdiction, our top priorities are establishing strong local partnerships and ensuring full technical compliance with regulatory standards.
These elements form the foundation for a smooth market entry and long-term success. Only once these are secured do we focus on tailoring our offering to effectively engage local players.
Managing simultaneous compliance requirements across different regions can be demanding. What strategies or tools have you found most effective for streamlining these processes internally?
Martin Ivanov: To manage compliance across multiple regions, we’ve implemented centralized internal processes supported by automated regulatory monitoring tools and cross-functional compliance teams.
This allows us to stay agile, quickly adapt to jurisdiction-specific requirements, and maintain consistency across all markets. Regular audits and close collaboration with legal partners further strengthen our ability to respond efficiently to regulatory changes.
CT Interactive has a broad and expanding portfolio. How do you prioritize which games or features to push in different markets, and what KPIs guide your post-launch evaluations?
Martin Ivanov: We prioritize games and features based on thorough market research, player preferences, and historical performance data from the region.
Post-launch, we closely monitor KPIs such as game performance, player engagement, and partner feedback to evaluate success and refine our strategy. This data-driven approach allows us to align our portfolio with local demand and maximize impact.
With aggregators playing a larger role in distribution, what’s your operational approach to managing those relationships and ensuring visibility for your titles?
Martin Ivanov: We treat aggregator partnerships as strategic alliances, maintaining close communication and providing custom-tailored business support to ensure our titles receive optimal visibility. Our dedicated account management team works proactively to align release schedules, optimize positioning, and track performance metrics across platforms. This collaborative approach enables us to maximize our reach and strengthen our brand presence within competitive markets.
How do you balance game development velocity with quality and compliance — especially when scaling across markets with differing technical standards?
Martin Ivanov: To balance game development velocity with quality and compliance, we integrate regulatory and technical requirements early in the production cycle and align with players’ preferences. Our QA team operates in close alignment with the other teams to ensure each release aligns with both internal benchmarks and local compliance requirements.
Which current markets are performing strongest from an operational ROI standpoint? Are there emerging regions where you’re investing more heavily this year?
Martin Ivanov: Our strongest operational ROI currently comes from established European markets—particularly Bulgaria, where our headquarters are located, and Romania, as well as from Latin America, with Peru delivering standout performance. We’re also seeing strong strategic interest in Brazil, where we’re increasing our investments to capture growth opportunities and build a long-term presence.
Can you share any upcoming operational milestones or internal initiatives CT Interactive is pursuing in the second half of 2025?
Martin Ivanov: In the second half of 2025, in parallel with our regular product releases, we at CT Interactive are actively developing new offerings and enhancing our existing product lines to drive continuous innovation and meet evolving market demands. Additionally, we are launching strategic partnerships aimed at entering new regions and investing in advanced analytics tools to optimize business performance and the satisfaction of partners and players.
What’s your approach to operational leadership in a high-growth environment like iGaming? How do you keep cross-functional teams aligned and agile?
Martin Ivanov: Operational leadership in a high-growth iGaming environment requires clear communication, agile processes, and empowering teams with the right tools. We foster a culture of collaboration through regular cross-functional meetings and transparent goal-setting, ensuring everyone is aligned on priorities. By embracing flexibility and continuous feedback, we maintain agility while driving consistent execution across all departments.
You’ve likely overseen several market launches and regulatory transitions. Is there one particular rollout or project that challenged you personally or left a lasting impression on how you lead today?
Martin Ivanov: Last year, Peru—one of our top five most important markets—transitioned from an unregulated to a regulated environment. This brought significant challenges: we had to quickly adapt to a new and complex regulatory framework, ensure full compliance with all legal requirements, and carefully select the right games to certify and launch across all operators.
The process required a great deal of energy, coordination, and agility from the entire team. Thanks to strong teamwork, clear communication, and a shared commitment, we not only met all regulatory deadlines but also achieved market growth compared to the previous period in an unregulated Peruvian market. This experience left a lasting impact on how we operate. It demonstrated the importance of trust, adaptability, and teamwork, especially in fast-evolving and highly regulated environments.
The iGaming space demands constant adaptation. What habits or routines help you stay focused, energized, and sharp in such a fast-paced operational environment?
Martin Ivanov: Maintaining focus and energy in the fast-paced iGaming environment requires time-to-market management, referring to quicker revenue generation and better response to trends or regulatory changes to deliver a competitive advantage in fast-paced industries.
