Measurement first, then growth
Sign-ups were going up. Deposits were the number that mattered.
A major EMEA sports betting operator was optimising against the wrong thing. Measurement across web and app was broken, which obscured what was actually driving revenue, so media was being judged on low-value sign-ups rather than on depositors and repeat transactors.
We rebuilt the measurement framework and data layer first, so bets, deposits and transaction behaviour were tracked accurately. With data worth trusting, we redesigned the digital strategy around the full customer journey and realigned media, messaging and audiences against commercial outcomes. A full-funnel dashboard then put marketing and business data in one place for executives, managers and analysts.