First questions for a sales manager

This document answers the basic questions that usually appear when a person wants to help with TableBonus / Gen3 sales but has not worked with casinos before.

This is an internal document. Its purpose is to quickly explain what exactly we sell, how the commercial model works, where the responsibility boundaries are and what should not be done at the start.

What exactly we sell

We do not sell the first or second generation of the system.

The first and second generations are important as product history and proof of experience: the system has already worked in real casinos, has shown growth in bonus bets and has been tested in practice. But the commercial focus now is Gen3.

Gen3 is the new generation of the bonus and jackpot system for gaming tables. It combines the experience of previous versions and fixes their weak points:

supports Poker-family games, Blackjack, Baccarat, Niu Niu and Tiger vs Dragon;
provides a bonus bet and progressive jackpot;
supports a risk game after a winning combination;
simplifies dealer workflow;
can work without mandatory bet sensors at the first stage;
is designed for simpler remote deployment and support.

The second generation is not currently the product for sale: it is outdated, has extra elements and no longer matches the level required for the new market launch.

This is not a one-time software sale

TableBonus / Gen3 is not sold as boxed software that a casino buys once and then uses independently.

It is more accurate to say that the system is provided to the casino under a regular-use commercial model.

Main models:

percentage of system revenue or turnover;
fixed payment per active table;
mixed model;
pilot period with separate terms.

Terms depend on the country, casino, number of tables, limits and negotiations. Different markets may have different familiar models: some use percentage-based terms, others use fixed table fees.

How revenue is shared with a sales partner

The basic idea is that a partner who brings a casino and supports the deal can receive a share of the revenue from that casino.

Ideal model:

the partner finds contacts independently;
handles commercial negotiations;
decides whom to involve in the deal;
pays own expenses or negotiates how they are compensated;
receives their revenue share;
inside their share, decides how to split it with helpers, intermediaries or local participants.

From the product side, it is important to receive the agreed share and not interfere with how the partner distributes their part, as long as this does not create legal, reputational or operational risks.

In practice, the first deal may require compromises: roles, expenses, legal structure and interaction process may be clarified during negotiations. But the general goal is to separate sales and local relationships from product development and support.

Can other people be involved

Yes, other people can be involved if they genuinely help reach a casino or people who can influence the decision.

Important points:

verbal promises in this field mean very little;
a person may present themselves as important but have no real influence;
casinos often have several internal groups with different interests;
a competing product may win not because of quality, but because of personal relationships or private arrangements;
any expenses and promises should be discussed in advance.

If a sales partner involves helpers, consultants or local contacts, this is the partner's area of responsibility. At the same time, questionable situations should be discussed in advance, especially if they involve large expenses, politically sensitive contacts, law-enforcement or security-related people, unclear intermediaries or reputational risks.

What to do before Gen3 is ready

Until Gen3 and final materials are ready, the second generation should not be actively sold.

Correct actions at this stage:

study the market;
look for potential casinos;
look for people who can reach owners or top management;
check whether casinos already have bonus or jackpot systems;
study competitors;
collect questions that potential partners ask;
prepare for a proper demonstration of the final product.

When Gen3 is ready, there will be materials that can be shown:

website;
product description;
demo videos;
presentation;
market comparison;
commercial models;
answers to typical questions.

Social media is not a priority sales channel.

Casinos rarely buy systems like this because they randomly found a social media page. This market usually works through personal contacts, recommendations, local relationships and direct access to people who can influence decisions.

The website and public materials are not mainly for random traffic. They are a presentation tool: once a contact has already been found, the person can receive a link and quickly understand the product.

A presentation is useful, but it is better to prepare it after Gen3 is ready, so that it includes final visuals, videos, diagrams and clear infographics.

How to understand whether a casino already has a similar system

Sometimes this can be understood before direct contact:

check photos of the casino and gaming tables;
study the website, social media, news and event photos;
check whether bonus bet sensors are visible on tables;
check whether jackpot screens are visible;
search for mentions of bonus bets or progressive jackpots.

Bet sensors often look like round illuminated betting spots on the table cloth. But their presence does not always mean that the system is strong. Even if a casino already has a competing solution, it can still be replaced if our offer gives better player engagement, flexible bets, a stronger jackpot and a more convenient dealer workflow.

Hardware

One gaming table usually needs:

mini PC;
dealer touch screen;
player-facing screen;
connection to the server;
table and visual setup.

As a rough estimate, hardware may cost around USD 700-1,000 per table, but the exact amount depends on configuration, country, screen quality and casino requirements.

At the first stage, Gen3 can work without bet sensors. This lowers the cost and simplifies deployment: there is no need to immediately modify tables and install sensors into the cloth.

Possible hardware payment models:

hardware is purchased by the supplier or partner;
hardware is purchased by the casino;
hardware cost is compensated from future casino payments;
mixed model.

If the casino is ready for installation and signing, hardware money is usually a solvable issue: with normal table activity, these costs can be recovered quickly.

Deployment and support

The goal of Gen3 is to make deployment as simple as possible.

Ideally, constant personal presence of the developer on site should not be required. The system can be deployed remotely or with the participation of local technical staff, who receive instructions and training.

This approach has already been used in practice: casino technical staff can be trained to work with the system, and most support issues can be solved remotely.

The absence of sensors at the first stage makes deployment simpler: less hardware, less table work and fewer points of failure.

How the casino pays

The commercial model depends on the country and agreement.

Possible options:

percentage of bonus system revenue or turnover;
fixed amount per active table;
pilot period;
compensation of hardware cost from future payments;
mixed model.

The contract structure also depends on the jurisdiction. In some countries, it is possible to start with a simple agreement or pilot agreement; in others, a local legal entity, licensed supplier or separate contractual structure may be required.

At an early stage, a pilot is possible: the casino receives the system for a limited period, and after the result is confirmed, the parties move to a full contract.

Why the casino cannot hide real figures

The system includes licensing protection.

System operation must be periodically renewed. To renew it, the casino generates a request that contains system usage statistics. Based on this data, actual activity, bet volume and correctness of payments can be checked.

If the casino stops following the agreed terms, the license is not renewed and the system stops working.

This protects the product from a situation where the casino uses the system but hides real figures or does not pay the agreed share.

Main sales risks

Casino sales should not be treated as a simple task.

Typical risks:

a person has no real influence, even if they present themselves as important;
the casino has several internal groups with different interests;
a competing product is promoted through personal arrangements;
an intermediary asks for money in advance;
the casino delays negotiations without a real decision;
legal requirements differ from country to country;
the market may have high political or reputational risks.

The main rule: do not transfer large amounts in advance to unverified intermediaries and do not build a deal only on verbal promises.

If hardware, commission, local representative, legal entity, pilot or unusual payment structure is required, it should be discussed separately and in advance.

Which markets should be approached carefully

Some markets may look financially attractive but carry increased risks:

sanctions risks;
reputational risks;
criminal environment;
unclear market entry rules;
strong dependence on private arrangements.

Such markets are not necessarily fully excluded, but they should not be the first priority without a clear reliable partner and a clear way to protect our interests.

What to say to a potential contact

Short version:

TableBonus / Gen3 is a bonus and jackpot system for gaming tables in land-based casinos. It adds a bonus bet, a large progressive jackpot, a risk game and advertising screens to existing games. The casino receives additional revenue from already operating tables, and players receive more interest and a chance for a large win.

It is important not to say that we "sell an app". We offer a B2B system that is installed in a casino and works under a regular commercial model.

What to show now

Before Gen3 is ready, the old version should not be actively sold.

Now it is possible to:

study the market;
look for contacts;
collect questions;
check who has connections with casinos;
see which casinos already use bonus systems;
prepare the ground for demonstration.

When Gen3 is ready, the final product and materials should be shown:

TableBonus website;
demo videos;
presentation;
market comparison page;
commercial model description;
answers to typical questions.

Responsibility boundaries

The sales partner is responsible for:

finding contacts;
first communication;
local relationships;
understanding who really influences the decision;
organizing the commercial process;
own expenses and helpers;
local arrangements within their own share.

The product side provides:

system development;
demo materials;
technical description;
product support during negotiations;
deployment;
training;
remote support;
reporting and license control.

If a non-standard situation appears, it should be discussed separately. At the start, it is normal to ask any questions: it is better to clarify boundaries in advance than accidentally create a legal, financial or reputational risk.