WEBINAR

DOUBLING DOWN: WINNING OVER YOUR VIP CUSTOMERS

JULY 2015

SCOTT OLSON, VP PRODUCT

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S C OT T OL S ON

V I C E P R E S I D E N T , P R O D U C T

22 years in computer security and risk management

Leads product strategy at iovation

Thought leader in security

AGENDA

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WOULDN’T IT BE GREAT IF…

ONBOARDING NEW CUSTOMERS TARGETING EXISTING

CUSTOMERS

RETAINING YOUR VIP

CUSTOMERS

USE CASE: PAF

Q & A

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W O U L D N ’ T I T B E G R E AT I F … .

YOU COULD OFFER TRUSTED

CUSTOMERS YOUR BEST

PROMOTION?

YOU COULD SLOW DOWN FRAUD, NOT

YOUR VIP CUSTOMERS?

YOU COULD IDENTIFY WHO’S TRUSTWORTHY

FROM DAY ONE?

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T R U S T S E R V I C E – U S E C A S E S

TRUST

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ITS NOT ALL ABOUT THE “BAD GUYS”

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P R I O R I T I ZE R E V I E W S

TRUSTED CUSTOMERSProvide them with the best offers

and highest level of service

98%2%

HIGH RISK CUSTOMERS

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T R U S T S E R V I C E - D E F I N E D

Immediately recognize good, new customers

Predictive value allows you to spotlight good customers even when they are new to your business

The value indicates the Trust rating of the device used for a transaction, the higher the value, the higher the likelihood that the transaction is good and will remain so in the future

Current API and the value for the device is returned with the API response

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ONBOARDING NEW CUSTOMERS

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ON B OA R D I N G C U S T O M E R S

iovation has experience with this customer demonstrated by returned TrustScore 

To entice the visitor to become a paid customer, you offer them favorable betting odds or additional chips on first time sign-up

USE CASE 1 Based on the level of trust for the user, offer better sign-up bonuses

USE CASE 2 Based on the level of trust for the user, Increase Deposit Limits or Convert to VIP status sooner

New visitor comes to your gambling site

iovation has experience with this customer and a high level of confidence demonstrated by returned TrustScore

Automatically convert the new customer to a VIP status or increase spending limits

New visitor comes to your gambling site

TARGETING EXISTING CUSTOMERS

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TA R G E T I N G E X I S T I N G C U S T O M E R S

iovation returns a favorable score

Selectively target customers with limited or specific promotions that would normally be too high risk for those without a score

USE CASE 1 Targeted Marketing

USE CASE 2 Increase Deposit Limits / Convert to VIP status sooner

Existing customer logs into the site

iovation returns a favorable score equating to high trust

Notify the customer of their having reached VIP status

Existing customer logs into the site

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RETAINING YOUR VIP CUSTOMERS

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R E TA I N I N G YOU R V I P C U S T O M E R S

VIP attempts a large bet or to withdraw

money

Business rules or policies trigger indicating an

increased level of risk

iovation returns a favorable score

equating to high trust

Override the business rules or automated

policies based on the score returned

Allow your VIP customer to continue

their actions

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T R U S T S E R V I C E – A N A LY T I C M OD E L

I O V A T I O N ’ S G L O B A L D A T A B A S E D R I V E S T H E T R U S T S E R V I C E M O D E L

RESPONSES

FREQUENCYWhen was the device first seen?

ASSOCIATIONS

HISTORY

How big is the network of associations of the device?

How many allows, reviews and denies has the device received?

?

Has anyone had a bad experience with the device?

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T R A I N YO U R TR U S T S C O R E

W H A T D O E S A V I P L O O K L I K E T O Y O U

Outdated scores aren’t updated – either they used to be good and now they aren’t or the other way around

How closely is the device related to evidence?

Benefits: When anyone else sees that device, they will have an updated score

(so tell your friends to tag!)

The more often you place evidence, the more accurate your trust score is going to be

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E V I D E N C E T Y P ES

FINANCIAL• Credit Card Fraud• ACH/Debit Fraud• Friendly Chargeback• Insufficient Funds• Potential Fraud• Shipping Fraud• Counterfeit Money Order• Click Fraud• Affiliate Fraud• First Party Fraud• Loan Default

MISCONDUCT• Chat Abuse• Spam• Abusive to Support• Promotion Abuse• Policy Violations

• Customer Harassment• Inappropriate Content• Profile Misrepresentation• Solicitation• Code Hacking• Arbitrage Betting• Gold Farming

CHEATING• Collusion• Chip Dumping• All-in Abuse• Trading Restriction

ID THEFT• True Identify Theft• Synthetic Identity Theft• Phishing• Account Takeover

POLICY FRAUD• Application Fraud – 1st Party• Application Fraud – 3rd Party• Claims Fraud – 1st Party• Claims Fraud – 3rd Party

B2B FINANCIAL• Business Identify Theft• Fictitious Business• Business Takeover• Dealer Fraud• Payment Evasion• Business Misrepresentation

OTHER• High Risk• Under or Over Age• Requested Exclusion

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T R U S T S E R V I C E – U S E C A S E S

INCREASE

DEPOSIT

LIMITS

Allow new

customers

to convert to a “VIP” status sooner and increa

se spend

ing limits

for existin

g customers

INCREASE RETENTION

Prevent

customer

attrition by makin

g verification easier – or not

required – for

select customers

INCREASE

SATISFACTION

Offer better sign-up

bonuses

over initial offerings to truste

d customers

PRIORITIZE REVIE

WS

Keep truste

d transactions out of

the revie

w queue makin

g it possible to focus on the riskies

t transactions first

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T R U S T S E R V I C E – I N N OVAT I ON AWA R D

Awarded by gaming industry experts

Recognized for ROI value

Top 20 Most Innovative Gaming Technology Product

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“ ”Using iovation’s trust scores, we found that 13% of denied

transactions from our review queue could have been avoided. Now we can take more income and have better

customer relationships.

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C L I E N T S P O T L I G H T

Paf Reduces Deny Rates 40% and Identifies Valued Clients to Enhance Online Experience

CHALLENGE SOLUTION

No insight into new customers 

Unable to quickly identify trustworthy customers

Held back offering high-value promotions as fraudsters abused them

Ability to have immediate trust information on complete strangers

Predictive scoring provides trust rating on the device by ruleset based on use case

Ability to offer attractive promotions to good customers from day one.

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H O W T O G E T S TA RT E D

Returned in the transaction response

No subscriber side development required

Business rules available – decision in real time

Admin console – displayed and usable right away

Enable the Trust Service at specific integration points to maximize ROI

Easy integration and rapid ROI

Contact info@iovation.com to learn more

Q&A

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