Denislav, how would you describe our first participation at the ICE exhibition in Barcelona? What did this event mean for the company?

Our debut in Barcelona was a defining milestone. It was the moment Instasoft moved from a powerful tech secret to a global contender. For the company, this wasn't just about 'attending' an exhibition; it was our statement of intent. We proved that we can stand shoulder-to-shoulder with the industry giants and offer something more agile, more modern, and more aligned with what operators actually need in 2026.

The exhibition was large-scale and highly competitive. How did you feel presenting our platform to so many international operators and partners?

In a sea of legacy providers, I felt a massive sense of confidence. When you know your product is technically superior, competition becomes an opportunity rather than a threat. Presenting to international partners was exhilarating because we weren't just showing them another platform; we were showing them a solution to their pain points. The energy at the booth was electric.

What was the initial reaction from clients when they learned that we offer a complete ecosystem — casino, sportsbook and poker — within one unified platform?

The reaction was one of genuine relief. Most operators are tired of managing fragmented systems with multiple logins and messy data. When they realized our ecosystem is truly unified: one back-office, one data stream, one seamless player experience you could see the 'lightbulb moment.' They recognized that Instasoft allows them to scale without the operational headache.

Which platform features generated the strongest interest among operators? Was it the fast integration, the multi-currency model or the crypto capabilities?

It was the synergy of all three, but our crypto-native infrastructure was a major conversation starter. Operators are looking for 'future-proof' tech. However, the closer was always our speed-to-market. In this industry, time is revenue. Knowing they can have a world-class, multi-currency sportsbook and casino live in record time is a competitive advantage they couldn't ignore.

In your conversations with operators, did you feel a sense of trust toward us, despite being a relatively new player in the market? How were we able to build that trust?

Trust in iGaming isn't built on age; it’s built on transparency and performance. We built trust by speaking the language of the operator. We didn't give them 'sales talk, we showed them a robust, stable, and highly customizable backend. Our transparency regarding compliance and our hands-on approach proved that while we are a 'new' player, our team’s expertise is seasoned and reliable.

Was there surprise from clients when they realized how quickly we can integrate and launch an operator live?

Absolutely. In an industry where 'six months' is the standard answer, our ability to launch a brand in a fraction of that time was met with healthy skepticism followed by total amazement. We turned that surprise into interest by demonstrating our automated deployment workflows. We aren't just faster; we are more efficient.

How would you describe the level of interest and the number of meetings during the exhibition? Did it exceed your expectations?

The volume was incredible, but the quality of the meetings was what truly exceeded my expectations. We weren't just scanning badges, we were having deep, strategic sessions with serious stakeholders. Our calendar was fully booked, and the 'walk-in interest was so high we had to expand our meeting area on the fly. It was a clear sign that the market is hungry for a fresh alternative

Which markets showed the strongest interest in our platform? Did you notice any 

specific trends?

We saw a massive surge from Latin America and emerging African markets, where the demand for mobile-first, crypto-friendly solutions is skyrocketing. A key trend I noticed is the shift toward hyper-localization. Operators no longer want a 'one-size-fits-all' template, they want the surgical precision and deep customization that the Instasoft platform provides.

Following the exhibition, what tangible results can we report — new partnerships, follow-up meetings or advanced negotiations?

The results are tangible and immediate. We have already moved into the technical onboarding phase with several key partners met in Barcelona. Our pipeline for Q3 and Q4 has tripled, and we are currently finalizing advanced negotiations with two Tier-1 operators who are looking to migrate from their legacy providers to our Turnkey solution.

As Sales Director, how exciting was it for you to represent INSTASOFT at its first-ever exhibition at the largest iGaming event, ICE in Barcelona?

It was a proud moment. Representing a brand like Instasoft at the world’s largest iGaming stage, ICE, is a dream for any Sales Director. Seeing the brand we’ve built come to life and watching the industry react so positively to our vision was incredibly rewarding. This is just the beginning Barcelona was the launchpad, and now we are ready for orbit.