As the rest of the industry leans on bonuses, gamification, and constant offers to retain players, Pinnacle has quietly built one of the most loyal player bases in iGaming, with almost none of those things.
According to Phil Kornyshev, Head of Commercial at Pinnacle, the key isn’t more promotions, it’s better fundamentals. In this 15M Mastery episode, Kornyshev shares how Pinnacle’s stripped-back, experience-led model retains high-value players year after year.
Why Players Stay Without Incentives
While most operators bombard players with offers, Pinnacle takes the opposite approach. Kornyshev believes that simplicity and clarity, especially around pricing, build far more long-term trust than flashy bonuses ever could.
“What keeps players returning is odds,” he says. “We’re not chasing a large number of players, we’re trying to stay visible in communities that care about price, about value, about sharp betting.”
This visibility isn’t random. Pinnacle maintains high visibility on odds comparison sites, programmatic ads, and forums used by arbitrage bettors and price-sensitive players. The goal? To remain top of mind in ecosystems where the sharpest players spend their time.
Creating Loyalty Without Gamification
Even without public-facing loyalty schemes, Pinnacle runs a private cashback system tied to volume.
“It’s volume-based commission,” Kornyshev explains. “No matter if you win or lose, you still get it. That resonates with what Pinnacle is, we just want your volume.”
This approach rewards consistency without inflating player expectations. Over time, players come to understand that Pinnacle values their play not through flashy gifts, but through ongoing, measurable value.
Shifting Away From Bonus Culture
For operators looking to pivot from bonus-heavy strategies, Kornyshev offers a clear starting point: focus on education and transparency.
“You need to build your core first. Teach players from the beginning that you’re not going to bonus them every time,” he says. “Stick to rules about what you will and won’t do, and don’t set expectations you can’t keep.”
This also means offering a strong product from the outset, not layering incentives on top of weak foundations. At Pinnacle, the retention model begins with the sportsbook itself.
Measuring Real Retention
Kornyshev stresses that retention isn’t measured by one metric. At Pinnacle, they go deep into behavioural data, especially for VIPs.
“We look at wagering patterns, deposits, withdrawals, what methods they use, what they’re betting on. You need to take five to ten minutes and really understand what this player is doing.”
This depth of understanding helps Pinnacle spot both risks, like fraud or account selling, and opportunities to strengthen relationships.
Education Over Enticement
Rather than trying to gamify retention, Pinnacle leans into price sensitivity as a long-term educational tool. From evergreen content to betting calculators, they help players understand how odds work and why betting with Pinnacle creates more value over time.
“We’ve shown players how much more they would have won betting a whole season on their favourite team with us,” says Kornyshev. “That kind of insight really lands with price-conscious players.”
Three Tactics Any Operator Can Use
For operators who want to improve retention without relying on bonuses, Kornyshev offers three key takeaways:
- Start with product focus – Offer fewer things, but do them well. Don’t try to be everything at once.
- Proactively manage bet limits – Identify valuable players early and give them more room to play, even before they ask.
- Optimise the first-week experience – Cut back on messaging noise and focus on only the most relevant and valuable communication touchpoints.
Service Still Matters
Beyond mechanics, Kornyshev credits much of Pinnacle’s retention success to basic, but consistent, service quality.
“Our VIP managers are always on top of failed deposits, cancelled bets, KYC issues. It’s not about interfering, it’s about making sure things go smoothly.”
It’s this attention to detail, combined with restraint, that creates an environment where high-value players feel understood, and stick around for the long haul.
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