Are Crypto Casinos Too Focused on Getting Players Instead of Keeping Them?

During AffPapa Conference Madrid, our host Surya Palli spoke with Davit Khutsishvili, CMO at FortuneJack, for Episode 77 of iGaming Real Talk.

The conversation looked at how FortuneJack has stayed in the crypto casino market since 2014, why trust matters for player retention, and how operators can avoid wasting money on streamer and affiliate partnerships that bring little long-term value.

What made the discussion interesting was that Davit applied the same thinking to players, streamers and affiliates.

Here's what stood out.

Staying in the market is becoming an advantage of its own

Crypto casinos are not exactly difficult to find anymore.

New operators continue to launch, often competing for the same players through promotions, streamer deals and acquisition campaigns.

But building a player base is only the beginning.

FortuneJack has been operating since 2014, making it one of the longer-established brands in the crypto casino space.

When Surya asked Davit what had helped the company keep players over the years, his answer was simple.

“First of all, it is trust. And we always wanted to build trust with our customers.”

Davit explained that FortuneJack focuses on maintaining relationships through VIP managers, loyalty programmes and regular customer communication.

The company also tries to introduce new products and experiences, something reflected in its tagline, Expect More.

For Davit, these efforts are part of keeping players engaged with the brand long after their first deposit.

And in a market where players have plenty of alternatives, that relationship becomes important.

More players do not always mean better business

One point came up repeatedly throughout the conversation.

FortuneJack would rather focus on the quality of the players it attracts than simply increase acquisition numbers.

“We always look quality over quantity.”

Davit made it clear that this thinking goes beyond player acquisition.

The same principle applies to the streamers and affiliates FortuneJack chooses to work with.

An operator can bring in large volumes of traffic, but the important question is whether that traffic creates value beyond the initial campaign.

Surya also pointed out how some newer crypto casinos spend heavily on marketing without looking closely at what they are actually getting in return.

That becomes particularly relevant when the acquisition strategy depends on influencers and streamers.

Streamer numbers are not always what they seem

This was one of the more practical parts of the conversation.

Streamer marketing can look attractive on paper. A creator might show impressive viewing figures, large audiences and screenshots of previous campaign results.

But those numbers need to be checked.

Surya raised the problem of fake views, bots and promotional funds being recycled to make activity look bigger than it really is.

So how does FortuneJack decide which streamers are worth working with?

Davit explained that the company has a dedicated streamer management team.

The team uses digital research tools alongside manual checks of views, impressions and audience activity before deciding whether a partnership makes sense.

It is not just about taking a screenshot or a media kit at face value.

For operators putting significant budgets into streamer campaigns, understanding the audience behind those numbers can make a difference.

The biggest streamer may not be the right streamer

Even when a streamer's numbers are genuine, that does not automatically make them a good partner.

Davit explained that FortuneJack looks for creators whose audiences and positioning fit the brand.

A streamer might be very successful but still not represent the image the operator wants to build.

For FortuneJack, that image is closely connected to trust, innovation and reputation.

This is also why the company prefers longer-term streamer relationships.

Davit said FortuneJack generally tries to build partnerships lasting at least six months.

The idea is to understand how the creator communicates, who follows them and how the partnership can work for both sides.

A large audience can generate attention. But the right audience may be more valuable to the business.

Affiliate deals need to become more than transactions

The discussion eventually moved to CPA and RevShare, two commercial models that continue to shape operator-affiliate relationships.

Surya asked whether these models could become obsolete as the market changes.

Davit does not think they are going away.

But he believes the relationship surrounding those deals needs to develop.

“From a transactional model, we should go to a relational model.”

For him, affiliates should not simply be treated as another traffic source.

Operators need to understand their partners' markets, audiences, promotional approaches and business models.

Davit explained that he encourages his affiliate managers to identify what each partner actually needs before creating an offer.

That could mean adapting a campaign to a particular geography or developing an activation that fits the affiliate's audience.

The commercial model may still be CPA or RevShare.

What changes is the thinking behind the partnership.

FortuneJack is looking at the whole relationship

What stood out across the conversation was how closely Davit connected the different sides of the business.

Players need reasons to trust an operator.

Streamers need to represent the brand in a way that makes sense.

Affiliates need partnerships that support their own businesses as well.

Davit described these groups as part of one ecosystem around FortuneJack.

And the longer an operator wants to remain in the market, the more important those relationships become.

That does not mean acquisition campaigns, promotions or big streamer partnerships have no place.

It means operators need to look beyond the initial numbers and understand what happens after the deal is made.

What stood out to us

1. FortuneJack has operated since 2014 and sees its established reputation as an advantage in a crowded crypto casino market.
2. Trust, VIP management and loyalty programmes are central to its approach to player retention.
3. High acquisition numbers do not necessarily translate into long-term player value.
4. Streamer views, impressions and promotional activity need verification before operators commit their budgets.
5. A successful streamer is not always the right partner for a casino brand.
6. FortuneJack prefers longer-term streamer relationships, generally aiming for at least six months.
7. CPA and RevShare may remain common, but affiliate partnerships need more attention to individual markets and business needs.

What stayed with us after the conversation was that the same problem seems to exist across player acquisition, streamer marketing and affiliate partnerships.

Everyone wants bigger numbers.

More players, more views, more traffic and more deals.

But those numbers only tell part of the story.

FortuneJack's approach raises a useful point for newer operators. Getting attention may be easier than building a business that people continue to trust.

And perhaps that is where the real competition begins.

Are crypto casinos spending too much on bringing in new players while overlooking the ones they already have?

As part of the 4th edition of The Real Roadshow 2026, Episode 77 of iGaming Real Talk was recorded at AffPapa Conference Madrid, featuring Davit Khutsishvili, CMO at FortuneJack.

This episode is brought to you by Evoverse, providing custom crypto casino and source code solutions, and Wicked Games, creating slot games that slap.

iGaming Real Talk is a podcast, media platform and WhatsApp community dedicated to open conversations with iGaming experts and industry leaders. Join our community to connect with founders, operators, affiliates and industry professionals for discussions, insights and networking opportunities.