Arturs Korolkovs: “Radical Transparency Is Our Strategy”

Media 24 Head of Sales, Arturs Korolkovs, recently sat down for an exclusive interview with EuropeanGaming, to talk about ways to build long-lasting partnerships in iGaming, what’s his approach to attending industry events, deal structures, listing fees, and many more.

Here are some highlights from the interview:

When did you join Media 24 and how has your role evolved since then?

I joined the company in 2020, right in the middle of COVID. It was a time of big changes for a lot of people, both in work and in life. I was actually the company’s first employee, and together, we worked on launching our first website.

In the beginning, I had little formal experience in sales or partner management, so I was doing a bit of everything. Uploading content, editing videos, handling social media. But as the company grew, so did my role. Over time, I transitioned fully into partner management, starting as an account manager and working my way up to the Head of Sales.

You attend many conferences and industry events throughout the year. What are your main priorities and how do you measure success there?

In the early days, conferences were more like hunting. Pure acquisition mode, trying to get our name out there and sign initial deals. Now, it’s a far more strategic play. Maintaining relationships, gaining new insights, and staying ahead of industry trends. Conferences aren’t just about sales. It’s an opportunity to gather valuable information that helps both the company and my own professional growth.

How we measure success has shifted too. It’s not solely about the number of contracts signed right there and then, though we certainly track leads that convert into long-term partnerships. We evaluate success by asking: Did we meaningfully strengthen ties with our top-tier partners? Did we gain specific, actionable insights – perhaps about competitor moves or regulatory shifts that will impact our strategy? And did we initiate promising conversations that lay the groundwork for valuable, long-term collaborations? That deeper, strategic ROI is what defines a successful conference for us now.

What’s your approach to building long-term relationships with partners?

Radical transparency. We’re open about our traffic sources, our methods, and even potential challenges we foresee. And we expect the same from the operator. Hiding bad news does more harm than good in the long run.

Beyond that, it’s important to proactively add value. By sharing market insights, providing constructive feedback, and maintaining regular meaningful contact. It’s about creating a relationship where both sides feel invested in the other’s success. The more open and proactive the communication, the stronger the partnership.