How OutCheese brought 8 iGaming operators into integration for a high-risk PSP in 2 months
Client Snapshot
P
High-risk PSP
UAE / Indonesia
Goal: Find licensed iGaming and forex merchants for local payment methods in Asia, LATAM and Africa
"In just two months, OutCheese brought us 18 qualified leads, and almost half of them are already integrating with us. They found our merchants in places we weren’t looking, moved fast and were easy to work with"
CEO, Mikhail S.
RESULTS: The first two full months of outreach:
18 SQLs: 14 iGaming operators and 4 forex brokers, out of 45 qualified leads handed to the sales team
8 iGaming operators (14 brands) moved to integration, 44% of all SQLs
Telegram brought 56% of SQLs and 6 of the 8 integrations
32% reply rate on Telegram
3 of 4 forex SQLs came from event campaigns, plus 3 in-person meetings at Forex Expo Dubai
To back up these numbers, you can message the CEO, Mikhail, directly
What Made Our Approach Work
Telegram as the main channel, sourced from private chats
In iGaming, a lot of business happens in closed Telegram chats. We collected contacts from private industry chats and made Telegram the main channel, not an add-on. It brought 10 of the 18 SQLs
Outbound built around events
We ran pre- and post-event campaigns for Money Expo India, SiGMA Mexico and Forex Expo Dubai on LinkedIn, email and the event apps. These campaigns brought 3 of the 4 forex SQLs, and the team arrived at Forex Expo Dubai with meetings already booked
Filtering by intent signals
Not everyone in a chat is a buyer. We filtered members by what they had written: open requests like "looking for payment methods in Pakistan" or searches for a PSP in a specific market
Targeting by player geo, not company geo
Clients's methods matter only if a merchant's players are in Asia, LATAM or Africa. An operator licensed in Curaçao or Malta tells you nothing about that. We read player geos from operators' affiliate programs: the markets an operator recruits affiliates for are the markets its players come from
ICP We Chose
Licensed merchants, typically $100K+ in monthly volume, with users in Asia, LATAM and Africa
01
iGaming operators
02
Forex brokers
03
Adult
Buying Intent Signals
A direct request in industry chats: openly looking for payment methods or a PSP for a specific market, e.g. "looking for payment methods in Pakistan"
Players in target geos: affiliate programs aimed at Asia, LATAM or Africa
Event presence: attending or exhibiting at regional events such as Money Expo India, SiGMA Mexico or Forex Expo Dubai
Messaging Strategy
We ran two kinds of campaigns side by side:
Regular campaigns
Event campaigns to attendee lists before and after Money Expo India, SiGMA Mexico and Forex Expo Dubai, with the event as the reason to talk
RESULTS: on LinkedIn, event campaigns got 36% replies against 16% for regular ones, 2.3x more. The best one, Money Expo India, reached 48%
What Didn’t Work
LinkedIn for iGaming operators. More than 1,500 invites produced just one lead.
Forex brokers did engage on LinkedIn, but iGaming conversations rarely went anywhere.
Lesson: for iGaming, LinkedIn is a supporting channel at best. The main effort belongs in Telegram
Key Takeaways
In high-risk payments, Telegram is the main channel for iGaming, not an experiment. 10 of the 14 iGaming SQLs came from it
Match the channel to the vertical. iGaming converts in Telegram, forex converts around events
Reply rate isn't the metric that matters. Email had about 2% replies, yet it brought a third of all SQLs, including the largest operator with 6 brands