Player acquisition through effective branding, positioning, media buys, SEO, analytics and affiliates

1. Market landscape in NJ, NV, DE

2. Marketing opportunities and hurdles

3. Impact of social gaming on RMG operations

4. US gaming market as a whole – alternative product offerings

5. What can we learn from mature European market?

TOPICS OF DISCUSSION

1. Considerations of each market:

• Legislation – impacts on marketing, content, market growth

• Geolocation, content, and payment processing – limitation on market growth

• Population – impacts on appetite for market entry and saturation

• Taxation – profitability and growth

• Marketing – ability to create a balanced marketing ecosystem

MARKET LANDSCAPE

MARKETING HURDLES AND OPPORTUNITIES

2. Marketing hurdles and opportunities:

• Massive impact of online marketing on a digital business

• In launch of NJ market, regulation did not foster a robust online marketing presence

• Size and critical mass of the NJ, DE and NV markets have limited the growth and entry of key digital groups, including Google and affiliates

• A healthy marketing ecosystem involves a balance between above-the-line mass-marketing activities and digital below-the-line niche marketing activities

MARKETING HURDLES AND OPPORTUNITIES

2. Recommended marketing ecosystem:

• Mass market (above-the-line):

TV | Print | Radio | Billboards | Ad networks (online and mobile)

• Targeted (below-the-line):

SEO| PPC| Social media| Affiliates| Email/content marketing

MARKETING HURDLES AND OPPORTUNITIES 2. Above-the-line activities:

• Strengths:

Properties are currently working with their land-based agencies

Ad agencies are actively participating in above-the-line activities and leveraging their experience in the land-based market

Above-the-line activities build general awareness for the market as a whole

• Opportunities:

These activities are not targeted and have not proven to be cost-effective for the online market, and can benefit from complementary below-the-line activities

Improving brand consistency between land-based and online operations through the use of digital below-the-line activities

As online display becomes more targeted, it more closely resembles below-the-line activities

MARKETING HURDLES AND OPPORTUNITIES 2. Digital below-the-line activities:

• Strengths:

Digital marketing channels provide the ability to target specific users with specific preferences

Recent changes in licensing requirements are encouraging digital marketers to enter the market

Digital below-the-line activities create new marketing real estate to reach targeted audiences

Digital marketing channels offer the ability to clearly track and measure ROI of marketing spend

• Opportunities:

Digital below-the-line marketing, previous to the NJ regulatory changes, did not exist

Digital activities have not happened due to the initial regulatory environment

Google has not been an active participant in the market as of yet and is unlikely to enter until a critical increase in opportunity

Optimizing specific content related to regulated online gambling still presents a significant opportunity

2. What can support a balanced ecosystem?

1. Regulation that fosters below-the-line digital marketing activities, including affiliates (third-party marketers)

2. Regulation that encourages email marketing and supports current property database marketing activities

3. Creating a legislative environment that is practical and allows for optimal traffic flow

4. Approval of interstate compacts to generate pooled liquidity

5. The significant growth opportunity for the US regulated iGaming market as a whole will support the development of a balanced marketing ecosystem

MARKETING HURDLES AND OPPORTUNITIES

3. Relationship between social casinos and RMG:

• Social casinos and social gambling opportunities are becoming more and more impactful to the marketplace

• Social casinos offer the casino experience without a requirement to deposit, and no ability to cash-out

• Social casinos exist both within social platforms (such as Facebook), as well as online (web-based) and via mobile (iOS, Android)

• These offerings have positive impacts to both regulated and non-regulated states in the US

IMPACT OF SOCIAL GAMING ON RMG OPERATIONS

3. Relationship between social casinos and RMG:

• Regulated states

• Social casinos are partnering with real-money operators and offering a co-branded experience to players outside the regulated jurisdiction

• Non-regulated states

• Social casinos provide an alternative digital offering opportunity to brick-and-mortar casinos that cannot presently offer a real-money iGaming experience

• Social casinos are being used as a marketing acquisition channel to bringnew customers to the property

• Brick-and-mortar casinos have an additional platform through which they can engage with their customers

• Social casinos can act as an additional revenue source, by offering the same familiar games to customers while they are away from the property

IMPACT OF SOCIAL GAMING ON RMG OPERATIONS

US GAMING MARKET AS A WHOLE

4. Impact of alternative verticals in the iGaming space:

• Horse-betting platforms

• Horse-betting has been prevalent in the US for a number of years

• Key operators such as Twinspires (a Churchill Downs company) and Draft Kings

• Real-money operators have not expressed interest or felt impact of horse-betting offerings in the market

• Fantasy sports

• Fantasy sports platforms have also had a presence in the US market for several years, with Income Access clients including BetAmerica and FanDuel

• Real-money operators are focusing on providing a casino and poker experience to players

• Low regulation is presenting opportunities for growth in thefantasy vertical

5. What experience can we take from the European Market?

1. Growth takes time

2. Importance of cultivating a balanced marketing ecosystem

3. Significance of regulating a single vertical (such as poker)

4. Understanding digital customer behavioral preferences that drive growth

5. Market entrance can be successful with strong branding, content and product

6. Transparency and cooperation between digital operators, regulators, marketers, and suppliers

7. Benefit of effective regulation in maintaining a safe and sustainable market

8. Benchmarking data and metrics

WHAT CAN WE LEARN FROM MATURE MARKETS