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Q2 2021 Earnings Call
Aug 16, 2021, 4:30 p.m. ET


  • Prepared Remarks
  • Questions and Answers
  • Call Participants

Prepared Remarks:


Greetings. Welcome to the GAN Quarter 2 2021 earnings conference call. [Operator instructions] Please note this conference is being recorded. I will now turn the conference over to your host, Robert Shore, vice president of investor relations and capital markets.

You may begin.

Robert Shore -- Vice President, Investor Relations

Thanks, John. GAN's second-quarter 2021 earnings release was issued today after market and is posted on the company's website at gan.com. With me today are Dermot Smurfit, president and CEO; and Karen Flores, CFO. Please note that we provide a set of PowerPoint slides that will accompany our prepared remarks.

You may access these slides on the Investor Relations section of our website, and we'll start on Page 2 with our safe harbor disclosure. We'd like to remind you that except for the factual statements made today, the information contained in this conference call, including any financial and related guidance provided, consists of forward-looking statements that involve risks, uncertainties, and assumptions that are hard to predict. Words and expressions reflecting optimism and satisfaction with current prospects, as well as statements in the future tense identify forward-looking statements, but their absence does not mean that a statement is not forward-looking. Forward-looking statements should not be interpreted as a guarantee of future performance or results as such statements are subject to risks and uncertainties that cause actual performance or results to differ materially from those expressed in or suggested by the forward-looking statements.

Certain factors that could cause such a difference are discussed in the Risk Factors section of the annual report filed on Form 10-K on March 31, 2021. Forward-looking statements speak only as of the date the statements are made, and the company assumes no obligation to update forward-looking statements to reflect actual results, changes in assumptions, or changes in other factors affecting forward-looking statements, except to the extent required by applicable securities laws. During the call, there would be discussion of some non-GAAP financial measures. A description of these non-GAAP financial measures is included in the press release issued this afternoon.

A reconciliation of these non-GAAP financial measures to the most directly comparable U.S. GAAP measures are included in the appendix to the investor presentation and press release issued as well. Both of which are available on the Investor Capital website. With that, I'd like to turn this over to Dermot for opening remarks.

Please go ahead, Dermot.

Dermot Smurfit -- President and Chief Executive Officer

Thank you, Bobby, and good afternoon, everyone. Please join me on the fourth slide of the presentation released earlier today to discuss second-quarter performance for our consolidated and operating segment results, encompassing our B2B enterprise software segment and the international B2C sports betting segment. I'm very pleased with the momentum we gained in the second quarter, delivering continued and strong top-line growth, which was supported by strong recurring revenues in our B2B segment and expansion of our adjusted EBITDA margin, together with strong execution of new B2B client wins and launches, all reinforced by a standout performance from our B2C segment leveraging the international sports calendar to counter the seasonal slowdown in U.S. sports.

This momentum in both of our segments has continued into the later summer months with continued strength in our B2C segment now well into the third quarter and positive recent B2B developments, including the anticipated expansion into both Arizona and Maryland with an existing client, a new simulated gaming client in Treasure Island on the Las Vegas Strip and a multiyear simulated gaming contract extension in Oklahoma with the regional market leaders, the Chickasaw Nation, and their flagship casino property WinStar World Casino. Our U.S. sales team is in ongoing active discussions with a wide range of new B2B clients for a long-standing core platform offering, our omnichannel GAN Sports solution, and, of course, our new super RGS equipped with exclusive high-value content for which we anticipate client announcements will follow shortly. Before getting into the details of the second quarter, I want to congratulate our entire team for winning three U.S.

B2B industry awards from EGR e-gaming review, including the best full-service technology platform in North America and best North American white-label platform provider. We have the best and most holistic B2B solution in the market today, and I'm very proud of our whole team and very excited of the recognition they've earned from their industry peers with these awards. Turning now to the second quarter. Our top line increased 24% sequentially.

As a reminder, the first quarter included $3 million of patent license fee revenue. Meanwhile, our B2C segment revenue grew 68% compared to the first quarter; and our B2B segment grew quarter on quarter, excluding the first-quarter patent license fee due to strength in U.S. iGaming, bucking the well-established seasonal downturn as major first-quarter U.S. sports events came to an expected end.

Our revenue guidance was increased in early July up to a midpoint of $130 million on the range of $125 million to $135 million. And so to put this in some perspective, last year, our full-year revenue was just $35 million, almost exactly what we delivered in the second quarter alone. Our balance sheet remains both debt-free and robust, and we'll hear more details on our financial performance shortly from our CFO, Karen Flores. At the highest level of our shared opportunity, we remain in the early innings of the rollout of the U.S.

market with a total addressable market widely believed to exceed $30 billion between online sports and iGaming expected within just a few short years. This is also newly complemented by the incremental Canadian TAM of up to $5 billion annually in an equally rapid time frame. So North America is where we are and where we will remain focused as a market-leading B2B vendor for many years to come, with B2B market leadership reinforced by the momentum in our B2B segment which continued to deliver growth quarter on quarter, particularly from Michigan where we dominate the B2B platform landscape, as well as from our fourth and most recent iGaming state to launch being West Virginia. In conjunction with the President of our B2B segment, Mr.

Don Ryan, I'd like to congratulate his team for delivering new clients and expanded relationships with existing clients together with the opening of our newest B2B offices in Miami, Florida, where we are continuing to invest in U.S. software engineering capability to best serve our 22 U.S. casino operator clients who together own and operate in excess of 100 retail casino properties coast to coast here in America. Next, in combination with our B2C segment president, Mr.

Anders Karlsen, I'd like to take this opportunity to congratulate the entire B2C team for executing ahead of expectations in their operation of Coolbet.com, our overseas online sports betting business, which accelerated throughout the quarter as major international sports events took place. Higher-than-expected sportsbook margins experienced in the second quarter served as a testament to the capability of the sports trading and risk management teams who have continued that impressive operational sports trading performance well into this third quarter. As many listening know, our long-standing B2B activities are now perfectly complemented by our fast-growing B2C segment. Together, these businesses have collaborated exceptionally well to rapidly localize and deploy our U.S.

B2B online and retail sports betting offering, which we are looking forward to demonstrating in a couple of months' time at G2E. Let's move together on to the next slide, Slide 5. The Super RGS is a key strategic initiative of ours that will enable continued strong growth in U.S. B2B iGaming revenue.

The Super RGS will, firstly, bring in a wide spectrum of B2C operators that are not currently on our platform, thereby creating an entirely new revenue stream. And secondly, this will increase our take rate on iGaming revenues derived from our existing clients' operations. All Super RGS integrations going forward will be direct to platform integrations with any and all aggregator integrations scheduled for sunset within 12 months. I'll touch back now to the exclusive Ainsworth and Incredible Technologies iGaming U.S.

content deals secured recently. Technical execution is progressing well, and we look forward to bringing their impressive combined iGaming content portfolio to the market at scale. Meanwhile, we will benefit from their existing iGaming content licensing revenues derived from B2C operators not already clients of GAN. The Super RGS aggregation platform offers B2C operators a wide library of nearly 1,200 U.S.-certified and compliant game titles, including exclusive gaming content all through one seamless technical integration.

It also positions GAN in the market as an independent one-stop-shop distributor of large iGaming content providers seeking wide and rapid U.S. distribution of their online games in a way that doesn't benefit any slot machine manufacturers with whom they compete in their traditional retail channel. Looking forward, GAN's must-have portfolio of recognized U.S. iGaming content will be complemented by additional content portfolios, and we will remain active in reviewing relevant opportunities commensurate to our balance sheet strength, which remains unburdened by debt.

Moving on to the next slide, Slide 6. The GAN Sports proposition is getting ready for kickoff. Similar to our Super RGS, GAN Sports, firstly, opens up a new client base; and secondly, allows for a bigger piece of the value chain, which thirdly, translates into revenue growth, profitability, and value for our shareholders. And so as the NFL season cranks up, our industry will convene in person at G2E for GAN's first enterprise solution for both online and retail sports will be presented.

Crafted by U.S. veterans of retail sports betting working hand-in-hand with the UI/UX technical innovators in Estonia, GAN will be taking the raps of a U.S.-ready sports betting kiosk and over-the-counter or OTC solution, which redefines the retail consumer proposition just as the GAN Sports mobile experience has been redefining the international consumer experience since 2016. With an attractive full height touchscreen and ergonomic design, the GAN Sports retail kiosk offers rookie and veteran retail sports gamblers alike new features and design optimizations to revitalize and reinvigorate existing retail sportsbooks in America. Multigame parlays offering our B2B clients the highest sports margin opportunities are now presented more attractively than ever with an innovative single-window design, both increasing the uptake and complexity of user-defined parlays.

Our retail kiosk and OTC capability will allow us to participate in stand-alone retail-only opportunities in states where online sports regulation has yet to accompany retail sports. Despite retail sports representing roughly 10% of the overall U.S. sports opportunity, these retail deployments are high-margin opportunities where revenue shares tend toward 50-50 revenue versus 10% in the online channel. Corporate acquisitions have shaken loose many replacement opportunities we are currently pursuing with some gusto.

We cannot wait to show you the offering at G2E and introduce the future of the U.S. sports betting experience seamlessly delivered by GAN across retail and online channels. Let's move together on to the next slide, please, Slide 7. We've delivered a lot this year already, and we have a substantial number of remaining deliverables committed through the balance of this year.

We have the largest Native American casino in Michigan to bring online. That's Soaring Eagle. We have Churchill Downs' sixth state to bring online being New Jersey. We have Super RGS integrations to complete.

We have new simulated gaming clients like Treasure Island to launch. And perhaps the most significant of all, the Wynn Resorts award-winning retail rewards program to reveal within their WynnBET online product, live in Michigan, which relies on our patented hybrid framework just in time for the new NFL season. We expect to be active participants and early suppliers in the Ontario market, which is similar in population to Pennsylvania, the fifth largest U.S. state.

We expect to announce our clients in the coming weeks as deals are formally signed. I do want to briefly mention our decision not to form a capital-intensive consortium in the state of New York, where we spend a lot of time evaluating numerous bid opportunities. In the end, we didn't see a path to a positive ROI for us to invest our balance sheet resources there. So we made the prudent and disciplined decision to remain true to our B2B business model and walk away from the publicized New York consortia in the interim, but remain cautiously optimistic that continuing opportunities to deploy as a platform for commercial operator participants or New York's tribal operators remain open to us in the near term, together with longer-term iGaming opportunities now widely expected to emerge consequent to recent political regime changes.

There is simply so much to do for our B2B clients that this segment will remain at the center of our investment cycle as we continue to invest in the necessary talent and technology needed to capture the maximum share of the North American online gambling opportunity and maximize our shareholders' value. I recently returned from a rather humid Florida, where we just opened our GAN Miami tech hub. Our first new engineers are already onboarded in what we expect to be a vibrant technology recruitment environment, benefiting from a popular shift toward Sunbelt lower tax states. Equipped with the shareholder-approved employee share purchase plan, we're highly confident that GAN can compete admirably with even the largest U.S.

technology employers to attract the most qualified candidates to join us in the earliest innings of a pure play in online sports betting and iGaming here in America. With engineering talent remaining at the center of our need for optimal execution and maximum market share capture, we're proud to be investors in the U.S. software engineering to best complement our already sizable B2B engineering bandwidth centered in Europe. Move on to the next slide, Slide 8, please.

And so during the second quarter, our international B2C operations with their center of gravity in Latin America, served as a perfect complement to our U.S. B2B business. Just as the U.S. sports betting calendar slowed after the NFL and March Madness in the first quarter, the international sports calendar took over.

The success of Copa and Euro soccer tournaments driving Coolbet.com to new heights of customer acquisition, activity, and revenues with more than 100,000 unique customers gambling online during just these two events. Event results were largely favorable to the sportsbook resulting in higher-than-expected sports trading or sports hold, which combined with a strong performance from cross-sell into the online casino. Latin America is widely accepted as one of the few international regions offering B2C operators access to a secular and profitable growth cycle for the next decade or more. With an estimated TAM of $3.1 billion by 2026, up from just $1.2 billion last year, the growth profile for 650 million Latin American residents speaks to the opportunity already being captured by Coolbet.com and its unique mobile sports betting experience.

Increased access to the mobile Internet, increased credit card penetration rates and a favorable regulatory environment bodes well for Coolbet, which has already taken market leadership in more than one Latin American country. Brazil remains an extraordinary incremental opportunity in mobile sports betting, and Coolbet is preparing for market entry in a logical structured manner in the near future, where similar viral marketing dynamics experienced elsewhere in Latin American markets remains a reasonable expectation for future performance. On the next slide, Slide 9. So before moving on to the financial review, I'll set out again the key pillars of our position.

Number one, we have now armed ourselves with proven land-based iGaming content that we are rolling out to new B2B clients we don't already have, as well as clients of our core platform, which will yield a continued expansion of our B2B iGaming take rate. Number two, we are focused on our exciting B2B launch of GAN Sports in the coming months and remain highly confident this product will change American consumers' expectations of any online or retail sports betting experience. Number three, Coolbet.com outside the U.S. remains a highly successful and valuable, indeed, coveted asset to leverage in terms of cash flow contribution, trading, and risk management capability and, of course, industry-leading sports betting technology.

And number four, we are scaling right now to meet the demand from existing and new clients we can see emerging from an extremely active sales pipeline comprising new U.S. market entrants from overseas, domestic retail casinos here in the U.S. looking to move online consequent to regulation and existing U.S. B2C online operators with their own in-house tech looking to lean on our battle-tested platform in selected states as they themselves run short of engineering bandwidth.

OK. Let me repeat that: Existing B2C U.S. online operators with in-house tech looking to lean on our battle-tested platform. On that last point, given the recent wave of M&A in the space, our technology is becoming demonstrably scarcer and ultimately more valuable.

While some of the bigger operators are looking to bring their tech platforms in-house. Given the cost, technical complexity, and regulatory expertise required, we don't see this as a realistic option for most casinos and foresee that some who try will ultimately fail as they have again and again tried Europe's 25-year industrial history, which must serve as a course retail for all who underestimate the challenges here in the U.S. intrastate gambling markets, which remain the high watermark of online regulatory technical complexity anywhere in the world. To wrap up, we have the right team, the right technology, and the right strategy to continue to grow our revenues domestically in North America and abroad in Europe and Latin America.

So with that, I'll turn it over to my fellow executive director and chief financial officer, Mrs. Karen Flores. Karen, over to you.

Karen Flores -- Chief Financial Officer

Thanks, Dermot, and good afternoon. Our strong revenue performance in the second quarter reflects the continued broad-based strength in online gaming and excellent ongoing execution by our teams, which resulted in accelerated growth for our B2C segment and continued elevated activity for our B2B segment, which this quarter delivered almost 90% of its revenue from recurring SaaS revenue. My comments today will be on quarter-over-quarter comparisons for the second quarter given the effect of the Coolbet acquisition on January 1 of this year. For reference, we've provided both sequential and comparative tables in our earnings release and 10-Q filed today.

Starting with our consolidated financial results on Slide 11. We again had impressive performance with a 24% increase in our second-quarter revenues to $34.6 million, in line with our preliminary results announced in early July. As Dermot already noted, we are excited to state that the revenue this quarter was almost equal to our consolidated revenues in all of 2020 of $35.2 million before giving effect to the acquisition. B2C segment revenue outperformed our expectations, increasing 68% to $24 million in the second quarter derived from the contribution of Coolbet's international sports betting and casino iGaming operations.

The results were primarily driven by stronger-than-expected performance in Latin America and Northern Europe as the quarter benefited from strong performance from two major international soccer events. Importantly, we view the strength in Coolbet as sustainable. In perspective, the Copa and Eurocup accounted for less than 15% of turnover in the quarter. So while a clear positive contributor to the growth, there is broader underlying strength in the business.

B2B segment revenue of $10.6 million was down $3 million sequentially or roughly flat, excluding $3 million of patent licensing revenue recognized in the first quarter. We are pleased with the elevated levels of online activity that we observed in the first quarter were sustained in the seasonally low second quarter, including for simulated gaming in Italy, which were both relatively unchanged from the prior quarter. Operating expenses increased 15% to $36.4 million. The largest drivers of which were increased personnel expenses related to investments in talent, technology, and corporate infrastructure to meet the strong demand environment, as well as increased marketing spend in support of Coolbet user acquisition and retention.

Global head count increased 15% during the second quarter to 591 worldwide. With revenue growth and margin expansion outpacing the growth in our cost structure, our operating margin improved to negative 5% versus negative 14% in the first quarter, and our net loss was reduced by 39% to $2.7 million. Adjusted EBITDA increased 173% to profit of $4.6 million. The balance sheet remains strong with a cash balance of $52 million at quarter-end.

And we continue to remain debt-free, granting us a clear path to focus on high-growth initiatives, securing additional market share, and delivering the best platform technology to the market. Moving on to our key performance indicators on Slide 12. B2B gross operator revenue from our clients increased 3% to $221 million. Total U.S.

iGaming gross operator revenue increased 5%, for which GAN's relative market share is 21%. Trends in iGaming have remained strong even as casinos have reopened across the U.S. And GAN's position as the No. 1 B2B supplier to this market remains equally strong with 59% supplier market share in the second quarter versus the next closest competitor to supplier market share is approximately 10%.

As we look forward to the launches of Super RGS and GAN Sports, we see a meaningful opportunity to greatly expand our access to the larger addressable market, displace existing providers, grow our wallet share of the value chain and deliver an unmatched product to our clients. Turning to B2C. Key performance indicators remain at exceptional levels across the board with active customers up nearly 70% to 187,000. Congruent to the growth in active customers, we view marketing spend as a percentage of total revenue and cost per acquisition as critical measures of performance and profitability.

Our B2C segment scaled customer acquisition throughout the second quarter while seeing significant improvements in these metrics. The total marketing spend ratio declined to just 12% of revenue and cost per acquisition fell 60% to an astounding $30 per new depositing customer. These enviable KPIs speak to the social engagement, features driving viral and low-cost customer acquisition, as well as the geographic makeup of our customer base. There is a tremendous growth opportunity in Coolbet ahead of us as we focus on large and growing markets, with industry tailwinds and a best-in-class award-winning mobile sports offering.

We continue to execute against our long-term strategy. It's been just over a year and a half since I joined the GAN team. And in that time, we have accomplished an amazing amount financially and strategically. I'm now even more optimistic about the growth path ahead for the company with our upcoming Super RGS and GAN Sports B2B product launches and the secular B2C growth trends internationally.

We continue to be the No. 1 B2B enterprise platform in the U.S. based on market share and one of the fastest-growing B2C iGaming companies in the world. The GAN team continues to rise to the challenge of competing and competing well in an incredibly dynamic market environment.

We are reiterating guidance that we provided the market early July with our preliminary results. We expect revenue of $125 million to $135 million. The growth in the second half of the year will be more weighted on the fourth quarter given new B2B customers coming online and seasonality in both B2B and B2C. While we aren't providing adjusted EBITDA guidance, we are continuing to ramp our talent and technology in the near term with operating margins expected to progressively improve on an annualized basis.

As a reminder, we hope to see many of you at our investor event on October 4 during the first day of the Global Gaming Expo in Las Vegas, also known as G2E. We look forward to providing a deeper dive into Coolbet's unique capabilities and the long-term scalability of our B2B business, as well as introduce other senior leaders here at GAN. More information on that will be forthcoming. I'll now turn it back over to Dermot to conclude our remarks.


Dermot Smurfit -- President and Chief Executive Officer

Thank you, Karen. Wrapping up, we delivered sequential growth in B2B U.S. gross operator revenue. We demonstrated the excellence of our B2C international operations and are investing to accommodate growth and demand for our B2B technology and services right here in the U.S.

These strong results should continue as we move through the balance of the year as we ramp through the key NFL sports betting season, launch into Canada, and stand up additional clients such as Superbook in New Jersey and Colorado and Soaring Eagle in Michigan, with anticipated expansions into Connecticut iGaming and mobile sports betting in Arizona. Continuing to execute on our stated strategy has put GAN on a path to deliver a highly scalable and recurring business model, which will maximize value for all of our stakeholders. That concludes our remarks. We'll now open the line for questions.

Questions & Answers:


Thank you. At this time, we'll be conducting a question-and-answer session. [Operator instructions] Our first question comes from Chad Beynon with Macquarie. You may proceed with your question.

Chad Beynon -- Macquarie Group -- Analyst

Hi. Good afternoon. Thanks for taking my question. Nice results.

Dermot, with respect to your implied guidance, Karen, you noted that you're assuming more revenues in the fourth quarter. But I think you guys also noted that July has started off pretty strong. Could you just kind of help us think about what's going into your assumptions for iGaming? There's some debate out there in terms of if it will hold or if some of the stimulus checks will wear off and the fact that people are getting back out of their homes. Just trying to get a better sense of how that went into your thinking.

And then also, can you help us think about the normal Coolbet seasonality? Thank you.

Karen Flores -- Chief Financial Officer

Yes. Thank you, Chad. So relative to the last comment, I think the information for both New Jersey and Michigan was just released into the market. And for the month of July, we're seeing very positive results in terms of, again, those continued elevated levels of online activity.

So we were very happy to see that. And of course, just understanding within the B2B business, the way that I would characterize it is that we feel like we've hit our stride for the rest of the year. I think it's extremely positive that the revenue results for the second quarter are primarily that recurring SaaS revenue. So the revenue for the remainder of the year is highly predictable, low risk.

Most of the major launches that we had on the B2B side of the business occurred in the first half of the year with Michigan with all of the multistate launches associated with Churchill. So even though we have over $10 million of revenue coming in this year just from all of the new launches combined in terms of the contribution in the second half of the year, it really is low single-digit millions. And so from a B2B perspective, we're really sort of in that stride for the remainder of the year, all things held equal, relative to the market. But again, I think we're seeing a lot of that favorable activity continue with the July results.

On the B2C side of the business, I would say the same thing. Obviously, tremendous, tremendous success with the soccer tournaments that started in the month of June. There's always an inherent swing factor there in the sports business specifically around the hold. And so there could be some volatility there.

We've taken that into consideration in the guidance. And it's, again, just the sheer execution ability of that team is what is giving us confidence. And I would say there's a little more volatility, of course, just by nature on the B2C side of the business, but we've taken that into consideration and feel very comfortable with the revenue range right now.

Dermot Smurfit -- President and Chief Executive Officer

It's worth adding as well, Anders Karlsen told me not that long ago don't forget to tell everybody that there are more international sporting events taking place in this calendar year than in any other year in living memory. So seasonality, what seasonality? You're bouncing from one major sporting event to the next to the next.

Chad Beynon -- Macquarie Group -- Analyst

That's great. Thanks. And related to that, I know for U.S. sports betting, a lot of the companies just focused solely here have talked about a really high customer acquisition period in the fourth quarter, and they're going to be spending a lot in marketing given that Coolbet's reach is a little bit different than some of the U.S.

names here. On Slide 12, when you talked about marketing spend around 12%, I think last year was 14%, should we assume that, at any period, it gets back into these heavy customer acquisition period quarters like we're seeing from some of the others? Or do you think the goal for that business is to keep that marketing spend as low as possible, at least in the near term, and it won't go through any major quarters where it's just all about acquiring customers at whatever cost? Thank you.

Dermot Smurfit -- President and Chief Executive Officer

Yes. You've already hit the nail on the head there, Chad. The Coolbet team are outperforming industry metrics that the international industry certainly pays a lot of attention to. They are doing things differently with a vastly superior product, which results in people -- customers recommending the product to others.

We think that's going to continue for the foreseeable future. And accordingly, existing cost of acquisition and percentage of revenues and marketing will be well within the range that's already been established. There may well be an exception next year as Brazil games look like launching, there may well be some investment in a quarter related to preparation to launch in Brazil, which is such a huge opportunity that we take it extremely seriously and the team is progressing extremely well in terms of preparations. But that said, that's very much at the earliest summer, fall of next year.

Chad Beynon -- Macquarie Group -- Analyst

Great. Thank you very much, guys. Nice quarter.

Dermot Smurfit -- President and Chief Executive Officer

Thank you.


Our next question comes from David Katz with Jefferies. You may proceed with your question.

Cassandra Lee -- Jefferies -- Analyst

Hi. This is Cassandra Lee on behalf of David. I just want to ask about the strategy in Canada. How do you consider the B2C opportunity versus B2B opportunity there?

Dermot Smurfit -- President and Chief Executive Officer

Yes. So the B2C business we have in Canada is relatively de minimis. It's a pretty small percentage of overall revenues, low single digit across the enterprise. So it will transit into the regulated market environment, but it's not a marketplace that we will be investing in proactively.

It's really about keeping what we have as opposed to aggressively investing in that market. Equally, we have a highly exciting B2B opportunity in Canada for a battle-tested U.S. platform, and a lot of the things that have been developed specifically for the U.S. from a regulatory technical framework standpoint and compliance standpoint are immediately relevant and immediately deployable in Canada, which makes us a very attractive technology system to choose if you're eyeing up the provincial Canadian opportunity starting with Ontario on the 1st of December.

Cassandra Lee -- Jefferies -- Analyst

Got it. Thank you. And can you provide a little bit more color on the outlook around NFL seasons? We know that many states are looking to go live around that time. And there have been some glitches or blackout during the Super Bowl weekend this year due to surge of volume.

So do you anticipate any challenges in the upcoming months to handle the elevated volume?

Dermot Smurfit -- President and Chief Executive Officer

I think we're the only guys out there who didn't have any problems in the last three Super Bowls that took place here in America in the regulated market environment. So I'll put with the usual industrial health warnings, but I would say our CIO and the entire technology team is extremely confident that we will not be experiencing any material technical issues in our U.S. platform delivered to our clients. That's a brave statement to make.

We all know the tsunami of demand that's coming down of people opening accounts, depositing to play in the online casino, all while things ramp up to that all-important Super Bowl kickoff. But we went through this year's Super Bowl flawlessly, very, very happy with the massive step-up in activity in the platform year on year. And we're looking forward to delivering the same flawless performance in Super Bowl early next year for all of our B2B platform clients. So no concerns at this point.

We've learned a huge amount over the last Super Bowls. And I really think that that points toward the scarcity value of GAN technology platform and the sheer confidence that clients can have in choosing GAN as their platform because we have driven through success of Super Bowls again, flawlessly. So great question. Hopefully, a reasonable answer.

Cassandra Lee -- Jefferies -- Analyst

Got it. Thank you very much.


Our next question comes from David Bain with B. Riley. You may proceed with your question.

David Bain -- B. Riley Securities -- Analyst

Great. Thank you, and nice performance in 2Q, and Dermot, very interesting M&A comments in your remarks. We concur with those, by the way. In discussion so far with the existing customers and prospective customers have, the exclusive content, the offerings that you've now tucked in or going to tuck in, have they shown to be strategically beneficial to the larger business even anecdotally? Or does it need to launch first before we see something like that? And then just any kind of update on launch timing for both Ainsworth and Incredible would be great.

Dermot Smurfit -- President and Chief Executive Officer

Yes. No problem. I'll take the second and last if you don't mind. So Ainsworth, the physical integration is now done.

We're talking about launching Ainsworth in either the very end of this quarter or early next quarter in the additional states. So Ainsworth content is only live in New Jersey today. And all of the existing integrations Ainsworth has done for their RGS will sunset within the next 12 months. So we will, if you like, take over the reins of the existing single market they're present in -- operationally present in.

So we'll expand into Michigan, West Virginia, and Connecticut reasonably quickly as the next few months roll out. Similar story for Incredible Technologies, maybe two to three months incremental to Ainsworth. And then when you ask about has it improved our market position as a platform, I would say anecdotally, yes. However, it's really the response that we've received to the Super RGS proposition enhanced with Ainsworth and Incredible Technologies has been overwhelmingly positive.

So hence, our statements in the prepared remarks that we believe the vast majority possibly with one or two exceptions, but the vast majority of the B2C operators today and in the future here in the U.S. will be taking the Super RGS as a service in order to get access to what I'd broadly describe as must-have iGaming content for America. And that's a statement that's been validated by many of our existing B2B clients of our platform.

David Bain -- B. Riley Securities -- Analyst

OK. Great. Perfect. And my second question on the kiosks.

The kiosk installation to the operator, are there crossover opportunities with the online platform? Is there an additional strategic opportunity there? Or will these just be stand-alone? Then the picture relative to CAM or SG Digital, is there like -- I think you spoke to expanded wagering options. Maybe you can give us an idea of what makes your offering different from a couple of the others. That would be fantastic.

Dermot Smurfit -- President and Chief Executive Officer

Yes. Great question, David. So historically, up until this point, the retail sports opportunity in retail only states where they've only passed legislation to enable retail sports betting to take place inside casinos, that's been a bit of a stand-alone part of the industry. And that is being served by really one or two major providers of stand-alone sports betting tech, broadly describable as plugging in a microwave.

So we're experiencing a very different and superior technology system where people can do retail sports betting and mobile on-premise. So really, when we deploy the kiosks, what we're actually deploying is the ability for people to attend the casino, place a bet on the kiosk if they wish, and equally pull out the mobile phone and place that same bet via the mobile phone. So it is very much leveraging our online capability to infiltrate a very lucrative corner of the industry.

David Bain -- B. Riley Securities -- Analyst

OK. That's awesome. Thank you very much.


Our next question comes from Greg Gibas with Northland Securities. You may proceed with your questions.

Greg Gibas -- Northland Securities -- Analyst

Dermot and Karen, thanks for taking the questions, and congrats on the Q2 results. I wanted to clarify the -- how much of the sports betting margin benefit you got in the quarter and maybe where you're forecasting that margin going forward.

Karen Flores -- Chief Financial Officer

Yes. We did have a higher-than-normal margin on sports for the quarter. It was close to 10%. And we typically would expect and the way that we forecast it for the balance of the year is closer to 8%.

One of the things that Coolbet does very well, of course, is compete on price. And so it was a little bit of a higher benefit. We did mention in our prepared remarks that the total amount of revenue from the quarter relative to the tournament was 15% of total Coolbet revenue. So you can kind of do the math from there in terms of the incremental benefit.

But just overall, it's a combined effect essentially of not only the soccer tournament but just the Latin America growth story that we're seeing, which is going to be sustained with Coolbet moving forward.

Greg Gibas -- Northland Securities -- Analyst

OK. Great. And I guess -- I apologize if you already mentioned this, but do you kind of expect that D2C strength on the international side to kind of carry over into Q3, I mean, maybe with some international events like the Olympics? Or is it primarily a function of those two large events that you mentioned in Q2?

Dermot Smurfit -- President and Chief Executive Officer

Yes. I think I touched on it in an answer to an earlier question, Greg, that yes, it's a -- per the international sports calendar being absolutely jampacked for the events this year, in part because of delays from COVID impacted last year and pushing the events into this year. But you can't really move with that coming across the international sports event. You've got the Olympics.

You've got the soccer seasons in Europe already recommenced. It's a very exciting time to be in this particular market with this particular team and product offering.

Greg Gibas -- Northland Securities -- Analyst

Great. Thanks for clarifying. Appreciate it.


[Operator instructions] Our next question comes from Ryan Sigdahl with Craig-Hallum Capital. You may proceed with your question.

Ryan Sigdahl -- Craig-Hallum Capital Group -- Analyst

Good afternoon, Dermot and Karen. Congrats on the strong B2C results this quarter. 

Dermot Smurfit -- President and Chief Executive Officer

Thank you. 

Ryan Sigdahl -- Craig-Hallum Capital Group -- Analyst

Curious, you announced -- on Coolbet, you announced the customer, an unnamed customer back in January for launch in Virginia. Curious if you can give an update on who that customer is and then any progress there with that customer and then any other cross-sell.

Dermot Smurfit -- President and Chief Executive Officer

Yes, the curse of B2B remains in place. We cannot disclose the identity of our B2B client until they are comfortable with us doing so and the license has been in place. They were not successful in getting the first wave of Virginia licenses. They're being pushed out to the second wave.

As far as I understand it, it will be a launch at some point in the first half of next year. But of course, we look forward to updating everybody hopefully by Investor Day. On the 4th of October, we'll be in a position to be a little bit more transparent. But again, such is the nature of the B2B vendor side of the industry.

So please accept my apologies on behalf of the entire industry.

Ryan Sigdahl -- Craig-Hallum Capital Group -- Analyst

And then curious, you announced a lot of nice wins in the quarter. I didn't see Wynn in there. I know they've launched a couple of new states in the quarter. Any update with progress with Wynn outside of Michigan?

Dermot Smurfit -- President and Chief Executive Officer

We are in continuing conversations with all of our clients almost simultaneously. So we are very excited to talk about Arizona and Maryland and Canada and Connecticut, of which three of those four are launching this side of the year-end. But beyond that, I'm really going to have to redeflect your question over to the Wynn Resorts management team as and when you can.

Ryan Sigdahl -- Craig-Hallum Capital Group -- Analyst

Great. That's impressive. Thanks.


At this time, we have reached the end of the question-and-answer session, and I will now turn the call over to Dermot for closing remarks.

Dermot Smurfit -- President and Chief Executive Officer

Thank you for joining today for our second-quarter earnings. We now have the complete product offering required to further deepen our stable of long-term B2B clients to include the vast majority of the B2C operators active here in the U.S. We will also deploy rapidly for platform clients into additional states as they regulate and believe we are well-positioned to increase our take rate on gross operator revenues by leveraging our Super RGS and exclusive iGaming content. We have firm visibility over our domestic and international growth and solid control over our business going forward, which is now equipped with both a strong balance sheet and a burstable bandwidth and engineering resources required to continue delivering for all of our clients all of the time.

Accordingly, we look forward to continuing with the strong execution in the current third quarter as we progress into the seasonally strongest period in America's growing online gambling industry. We look forward to hopefully seeing many of you in person on October 4 during our Investor Day in Las Vegas, and look forward to exciting developments in the interim. Stay say wherever you are.


[Operator signoff]

Duration: 44 minutes

Call participants:

Robert Shore -- Vice President, Investor Relations

Dermot Smurfit -- President and Chief Executive Officer

Karen Flores -- Chief Financial Officer

Chad Beynon -- Macquarie Group -- Analyst

Cassandra Lee -- Jefferies -- Analyst

David Bain -- B. Riley Securities -- Analyst

Greg Gibas -- Northland Securities -- Analyst

Ryan Sigdahl -- Craig-Hallum Capital Group -- Analyst

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