A former sell-sider with experience in corporate access talks to IR Magazine about his move into IR, what investors will want to know about the Gambling.com equity story and his love of the great outdoors.
What excites you most about your new role?
The people and the market opportunity for Gambling.com Group. The company has focused on building a phenomenal culture and attracting a great mix of top-tier talent that will contribute to long-term success. The online gaming affiliate marketing market is also growing rapidly and the company is extremely well positioned to take advantage of that growth.
You’ve worked on the sell side and in corporate access. How have you seen those roles change in recent years? Are there any dos or don’ts you can give the IR community from your time in these positions?
From my point of view, the sell side (corporate access) has grown in importance in the last five years. This is primarily due to the regulatory environment and the value the buy side continues to attribute to engaging with corporate C-suites.
In terms of dos and don’ts, one thing I strongly advise is to embrace and engage in difficult conversations with investors. Whether it’s a short-seller or frustrated investor, there is an opportunity to listen and potentially correct misperceptions.
Why did you decide to move into investor relations?
I have been interested in an IR role for years. When the opportunity to work with the team at Gambling.com came about, it was an easy decision to join. I see this as an elegant way to share lessons learned from my previous positions with an organization on an amazing growth trajectory – which, in turn, will provide me with exciting new experiences.
What are your priorities – externally and internally – going into the position?
My internal near-term priority is to learn the business inside and out. Once I am fluent in the business, my main external priority is to reach out directly to institutional investors and tell the story of the company and the growing market opportunity.
What do you expect the key themes of conversation to be with investors and analysts over the coming 12-18 months?
I believe the key themes for the near term will continue to be:
1. Macroeconomic challenges
2. States legalizing online gaming
3. Understanding the value proposition that affiliate marketing offers online gaming operators.
You’ve already talked a bit about your past experience: what areas of your career do you expect to lean on most in your new role?
Honestly, I think it will be my experience in institutional sales. My focus will be on direct outreach to institutional investors. My past experience in sales and having regular direct communication with investors will be key.
Finally, what do you think you’d be doing if you didn’t work in corporate finance?
That’s a tough one. Something outdoors… forest ranger!