Interview with Thamillin Valery Klen. Strategic Partnerships, Global Expansion and Building Influence in iGaming

How would you describe your professional positioning today?

Today, I see myself much more as an executive and business developer.

I started in affiliate marketing, which gave me a very strong understanding of iGaming from the B2C side. But over the years, through conferences, relationships and different projects, I naturally moved towards B2B, strategic partnerships and international business development.

With TP Growth Partners, the goal is to build a business that connects companies with the right opportunities, partners and markets. Not just making introductions, but helping companies actually develop business and grow.

Why did you move from B2C and affiliate marketing into B2B?

It happened quite naturally.

I started in B2C, but I was always very curious about the business behind the industry. At conferences, I was constantly talking to people, asking questions and trying to understand how different parts of iGaming worked.

Then people started coming to me asking for introductions, partnerships and connections with specific companies or people.

So I saw that there was a real demand for something I already enjoyed doing, and I decided to turn that into a business.

What do you think companies underestimate when entering a new iGaming market?

The local side of the market.

You need to understand regulation, compliance, licensing and the business culture. But you also need the right people around you.

Knowing the market, knowing the companies and knowing who to speak with can save a company a lot of time and mistakes.

For example, Brazil is not only about understanding the Brazilian market on paper. You need to understand the people, the culture and how business is actually done there.

How important are local relationships for international expansion?

Very important.

Having the right product is obviously important, but the product alone is not enough.

You need people who understand the market and can connect you with the right operators, partners and decision-makers.

Sometimes the fastest way to enter a market is not to try to do everything yourself, but to find the right local partner.

Where do you see the biggest opportunities in iGaming today?

For us, one of the biggest opportunities is connecting B2B companies directly with operators.

There are many companies with good products and services, but they don't always have direct access to the right decision-makers.

That is where strategic partnerships can create real value - understanding what a company needs and connecting it with the right person or business.

What do you want TP Growth Partners to become?

The goal is to build a strong international business ecosystem.

I want companies that work with TP Growth Partners to actually get results from those relationships - more business, better connections, new opportunities and international growth.

The best recognition would be when one partner recommends us to another company because they had a good experience and achieved good results.

For me, that is how a business should grow: through trust, results and good partnerships.

How do you communicate with C-level professionals?

I think you need to know how to communicate at that level.

It is not only about what you say. It is how you say it, which words you use, how you approach the person and how you position yourself.

You need to be able to have a conversation as an equal.

And, honestly, face-to-face is still the best way to build a real connection.
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I understand this also because I am a C-level professional myself.

When someone approaches you without knowing how to communicate properly, you immediately notice it. But when someone knows how to position themselves and brings something relevant, you naturally want to listen. At the end of the day, C-level professionals are still people. Good communication, respect and genuine connection matter.

What is the difference between having a large network and having an influential network?

For me, it is quality over quantity.

You can have 10,000 or 20,000 contacts, but that doesn't necessarily mean you have an influential network.

The important part is the relationship you build with people individually.

I have always been very interested in communication, psychology, neuroscience, neurolinguistics and persuasion.

I read and study these subjects because I believe communication is a skill that can always be improved.

But it cannot be only about techniques. People feel when a connection is genuine.

So the goal is not to collect contacts. It is to build real relationships.

How do you identify valuable conversations at iGaming conferences?

I ask questions.

Strategic questions.

Usually, in three or four good questions, you can already understand if there is a real commercial opportunity or not.

At a conference, you don't have time to spend 30 minutes with everyone. You need to understand quickly who you are speaking with, what they need and whether there is a fit.

If there is an opportunity, then you go deeper.

What is the biggest mistake companies make when approaching a strategic partner?

Trying to sell too quickly.

You should first understand the company.

What do they do? What do they offer? What are they looking for? What are their problems?

Then you talk about yourself.

I think good business development starts with listening, not selling.

What makes you say no to a partnership?

Trust.

Before looking at the money, you need to understand if the company is serious, if the product or service is reliable and if the way they operate makes sense.

Your reputation is also involved.

It doesn't matter how attractive the financial opportunity is if working with that company can damage your reputation or your relationships.

Sometimes saying no is the best business decision.

Has your negotiation style changed over the years?

Yes, definitely.

Today, my style is more direct.

But the main focus is still long-term partnership.

Negotiation is something we use every day, not only in business. The more you understand communication, questions, objections and human behaviour, the better you become at negotiating.

I have always been interested in improving these skills, through books, courses and studying communication, negotiation and psychology.

For me, negotiation is not about winning against someone. It is about finding an agreement where both sides see value.

What is the difference between networking and business development?

They are connected, but they are not the same thing.

Networking is about communication and connection.

Business development takes that connection and turns it into commercial opportunities, partnerships, sales and negotiations.

Someone can be very good at networking but not know how to turn those relationships into business.

So, for me, networking opens the door. Business development is what you do after the door opens.

What has recognition such as Most Inspiring Businesswoman of the Year meant to you?

It is a recognition of the work and the results built over time.

Of course, it gives you more credibility and it is always good to see your work recognized.

But I don't see an award as the final goal.

It motivates me to keep building, keep learning and keep creating results.

Hopefully, there will be even bigger recognitions in the future.

Do you believe women are gaining more influence in iGaming?

From my experience, there is a lot of respect for women in iGaming.

I have worked internationally and seen women in important positions, making strategic decisions and building strong businesses.

Of course, there is always room for the industry to evolve. But I believe competence and results speak very loudly.

At the end of the day, if you know what you are doing and you deliver results, people respect that.