Canadian Gaming Summit. David Kenyon CFO

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1 Canadian Gaming Summit David Kenyon CFO

2 KAMBI HERITAGE Kambi was established as a B2B subsidiary of Unibet in 2010 Unibet: Is a pioneer in online sports betting since 1997 Is listed on NASDAQ OMX Nordic Exchange Has 6.2 million customers in over 100 countries Reported Gross Winnings Revenue 2011: $242m whereof $94m from sports (39%) Won the European Sports Betting Operator of the year in 2006, 2008 and 2009 at the E-Gaming Awards

3 OUR PHILOSOPHY We believe that an excellent gambling experience can only be achieved by applying a best-of-breed approach in your choices of partners. This cannot be delivered by one single provider. We believe that the operator needs to excel in marketing, CRM and the overall customer experience. This cannot be achieved if the attention is diverted between product development and sales.

4 ONLINE SPORTS BETTING IN EUROPE In Northern Europe online gaming is roughly 35% of the total gaming and growing Mobile betting is growing fast, projected to be more important than the web in Northern Europe within 3 years The fastest growing product is Livebetting, now 60-70% of the total The fastest growing product is Livebetting, now 60-70% of the total sports betting turnover

5 SPLIT BY PRODUCTS For a typical online Sportsbook in Europe you would find the following strategy and product split: Brand positioning Sports betting - is the main acquisition tool A competitive sports betting product will keep the players Use CRM to cross promote other products and increase customer loyalty Casino 40% Poker 10% Other 5% Sports Betting 25% Live Betting 20%

6 THE KAMBI OFFERING 170,000 pre-match events per year 60,000 in-play events per year 65 different sports 240 employees 4 offices (London, Stockholm, Malta and Manila) 24/7 coverage

7 THE KAMBI OFFERING A turn-key sports betting service including: Pricing and settlement Risk management and customer profiling 24/7 support Marketing support Continuous upgrade of the Betting product Web and Mobile clients

8 WEB AND MOBILE CLIENTS

9 SUMMARY A quality solution => loyal customers Outsourcing allows management to focus on driving the business Commission-based fee structure minimises financial risk Small upfront investment lowers the financial commitment Easy integration, and a solution currently in operation, provide for speed-to-market and low project risk Kambi value = Market share increase + Cost reduction + Capex reduction

10 Sportsbook Operations Are You Ready? An Overview of Paddy Power and Recipe for Success of an Online Sportsbook Colm Sevastopulo (Paddy Power Head of B2B Operations) Tuesday 12 th June, 2012

11 Overview of Paddy Power Operating Retail Sportsbook since Shops in Ireland and UK Operating Online Sportsbook for 12 years Listed on London Stock Exchange (PAP.L) Primary markets: UK & Ireland Australia - France B2B with PMU ( Canada B2B with BCLC ( Italy Page 2

12 Paddy Power Strategy: International and Regulated Markets #1 online bookmaker in British and Irish market International customer EBIT as a % of Group EBIT * 74% 2 acquisitions, now 100% owned #1 online corporate bookmaker B2B Partnerships with: PMU, France - second largest betting business in the world 12% BCLC, Canada - only licensed operator in British Columbia * Online and telephone operating profit by geography based on average divisional profit margins Page 3

13 Sportsbook Success Factors Breadth of sports, bet types # LIVE events covered Product 1 2 Pricing Accurate pricing Mathematical models Tightly controlled Closely monitored Risk Management 3 Page 4

14 Sportsbook Product Events Markets 1,000,000 10,000, ,000 8,000, ,000 6,000, ,000 4,000, ,000 2,000, ,000 events per week 200,000 markets per week >50% of Live Betting profits are from bets on markets other than Win-Draw-Win or Match Betting (ie. primary markets) Page 5

15 Paddy Power Live Betting Page Page 6

16 LIVE Betting Page 7

17 Sportsbook Success Factors Breadth of sports, bet types # LIVE events covered Product 1 2 Pricing Accurate pricing Mathematical models Tightly controlled Closely monitored Risk Management 3 Achieved through: Investment in People Investment in Technology Page 8

18 Online & Technology Headcount Investment: People Growth in Absolute Number of Source of New Hires Staff +26% +52% Page 9

19 Payback: Customers paddypower.com sportsbook customers: last two years Acquisition Growth +126% Churn Reduction 31% improvement in new customer retention rate in last 2 years Page 10

20 Conclusion Operating an Online Sportsbook is a complex business with many factors required for success; however, the Primary building blocks for success are: Comprehensive Product Offer Accurate Pricing Tight Risk Management Increased Loyalty to the sportsbook Higher Profit Margins Reduced Margin Volatility Page 11

21

22 Investment: Technology (focus on sports models) Sports Model Lifecycle

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