How to move a number

Tom Farrell
February 22, 2024
4 mins

When we’re talking to operators we nearly always lead with a simple claim:

“We increase the number of your customers who will successfully complete and pass financial checks”

It helps that we are telling the truth, but it often leads to a conversation about what percentage is achievable. Most operators are currently hovering somewhere between 5 and 10% for this number. As a result, they sometimes express surprise when we say that some of our customers are enjoying a 45% check completion rate, of which 75% are then passed by the operator.

Is it really possible to get to those numbers? The short answer is ‘yes’, but the slightly longer answer follows (if you haven’t got time for the slightly longer answer, feel free to contact ClearStake immediately and we can talk you through it in person.

Moving a number involves thinking about the whole challenge

I’m desperately trying to avoid using the word ‘holistic’ here, but sometimes it’s the only thing that really fits: when we have any challenge that involves moving a number, we take an integrated view of the challenge and proceed accordingly.

We do that for registration to deposit, for example, and indeed for deposit to first bet or tenth bet. Why would the percentage of financial checks successfully completed be any different? The answer, of course, is that it shouldn’t.

Ultimately there are all sorts of elements to the broader challenge of ‘getting customers to complete financial checks’, and to get that number up towards 50% then you have to be doing everything, or nearly everything, right.

Doing one or two things in isolation won’t get you all the way there. Indeed, even speaking as the representative of a product company, I wouldn’t pretend that adopting a single product (even one as amazing as ClearStake) will make all the difference. When you instead think of the whole problem, a variety of interesting possibilities and questions open up, including:

  • Are we measuring this number and monitoring improvement? What gets measured gets managed. If you