Ask the iGaming Insider: Ian Larcombe, Sales Manager

27 September 2013 By Alastair Cleland

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Welcome to the launch of Pentasia’s Ask the iGaming Insider feature. Each month we’ll interview an individual working in Interactive Gaming to get their take on the industry and what it is like to work within it. This month Ian Larcombe, Sales Manager at iGaming Business, shares an insight into his job and his thoughts on the exciting world of Interactive Gaming.

Since its first issue over 12 years ago, iGaming Business has played an important part in charting the growth of Interactive Gaming. Over the years, the company has become the industry’s biggest publishing house and has expanded its portfolio to offer some of the industry’s biggest events.

Q: What does your role involve?

A:  I head up the B2B (Operator facing) side of the business here at iGaming Business. This involves managing the sales across all of our events, online and printed products. We’ve come a long way since I started seven years ago when we had just one, quarterly magazine in circulation. Now, we have 3 magazines, 2 annual directories, host 8 major events and have numerous online offerings across our new website site, and our daily newsline.

I’m proud to say that we’ve been voted ‘Best Gambling Publication/Portal’ for the past two years at the Gaming Awards, which of course we’re thrilled about.

Q: What is your background?

A: I joined in October 2006, the very same week that the US effectively closed its doors to Interactive Gaming through the introduction of UIGEA. It was therefore a worrying time to join as a Sales Executive but also very exciting one with companies having no other choice but to re-direct their marketing efforts to other regions and markets away from the US and after the Asian interest cooled, the European market was soon the main focus for our clients.

I stumbled across the role by chance really, having worked in the Health & Fitness Industry for a year after graduating. Having met our MD, Alex Pratt, I was quickly sold on the company, the position and the plans he had for the company moving forward, so much so that I’m still here nearly 7 years later!

Q: What's the best part of your job?

A: Probably the fact that I get to talk to a wide variety of different suppliers. Our products are of interest to any company wanting to target operators so our customer base ranges from payment providers and software developers through to hosting providers, regulators, recruitment, SEO agencies and many others. Every day is different which makes it all the more refreshing and we are constantly launching new products.

The company is also a fantastic place to work. I am surrounded by good people with a strong management team in place, and of course getting to travel around the world to conventions is always a big plus!

Q: What do you think are the key skills needed to succeed in a role like yours? 

A: Good listening skills are important and it helps to be approachable, professional, sociable and trustworthy. Asking questions and learning what our clients actually want from their marketing and the events they attend is a vital element of my role.

Q: What do you like about working in Interactive Gaming? 

A: The people. It’s a very sociable industry and it definitely seems to be a case of once you’re in ‘iGaming’ you’re very unlikely to leave! Therefore we always see familiar faces at events, which is great. I also like the fact that most people for the majority of the time are very approachable and willing to speak with you and listen to how you can genuinely help improve their business. That’s quite refreshing as other industries really aren’t like that.

The final thing would be the market itself and the fact that we are in a lucrative industry which is booming, bringing the opportunities and excitement that comes with it. Of course, the gradual regulation of the US market is the next opportunity in the short to medium term future. It makes for a very exciting situation and a drastic change from 7 years ago when I started in the industry.