Thank you very much, and good morning and welcome to Better Collective's Q3 webcast. My name is, as you just heard, Mikkel Munch-Jacobsgaard, and I'm the Vice President of IR and Corporate Communications here at Better Collective.

I'm joined today by our co-founder and co-CEO Jesper Søgaard and CFO Flemming Pedersen, who will provide today's business update in connection with our Q3 report that was disclosed yesterday. Please follow me to the next slide.

We ask you to pay attention to this slide where we display our disclaimer regarding any forward-looking statements in today's webcast. Please turn to the next slide as I hand over the word to Jesper for the third quarter highlights.

Thanks a lot, Mikkel. Good morning, all, and thank you for joining today's webcast.

Let's dive into the Q3 highlights, and please follow me to the next slide. Overall, we are happy to show good underlying growth in Q3 when normalizing for the sports win margin.

During especially September, the sportsbooks saw player-friendly results, which dampened revenue and earnings by €10 million when comparing to the same period last year. Group revenue reached €78 million, and EBITDA came in at €21 million.

I'm very satisfied with this performance despite the low sports win margin, which is an external factor we cannot control and also that normalizes over time. In Brazil, we continue to see good activity levels in line with recent quarters, with revenue above our expectations, although the market remains affected by the ongoing regulatory transition, dampening our ability to send new customers to our partners.

In North America, revenue share more than doubled compared to last year, further strengthening our base of recurring revenue in the region. Our new KPI, the value of deposits, reached €726 million, up 2% year-over-year.

Considering the continued regulatory transition in Brazil, this stable development is a strong achievement and confirms the solid quality of our underlying player database. On the cost side, group costs continue to trend down, reflecting the successful execution of our cost efficiency programs.

Finally, we maintain our financial guidance for the year and continue our share buyback, which we announced with the Q2 report. Please turn to the next slide.

On this slide, you can see the main factors influencing our revenue performance in the third quarter. First, the sports win margin reached a record low in Q3, impacting revenue negatively by €10 million.

Secondly, the ongoing regulatory transition in Brazil continued to weigh on performance, contributing with €4 million negative impact, although this is better than expected. Thirdly, we had an FX headwind of €2 million.

On the positive side, the North American revenue share doubled, showing €4 million of growth. Furthermore, we saw underlying growth in the business of €9 million.

This was particularly within paid media, sports media, and our talent-led media. All together, this brought us to a Q3 revenue of €78 million.

Please turn to the next slide where we look at the development in EBITDA. EBITDA was largely flat, with key components being: the revenue-related effects just discussed accounted for a €3 million negative impact where the sports win margin had full negative effect; last year's cost reductions included temporary one-off items such as variable pay reversals, which created a €6 million positive effect last year; we also continued to invest in growth, particularly within paid media, where higher activity levels led to €2 million in additional costs; lastly, our cost efficiency program launched in October last year delivered €8 million in cost reductions.

All together, this brought us to a Q3 EBITDA of €21 million. Please turn to the next slide.

Following Q3, our 2025 and 2027 financial targets remain unchanged and are shown here. We remain confident in delivering on our 2025 guidance, with Q4 expected to be our largest quarter of the year, consistent with prior years.

The quarter will be supported by a higher top line in the busy sports season and continued cost discipline as demonstrated in Q3. Please turn to the next slide.

In September, we reached one of the most defining milestones in Better Collective's history with the launch of Playbook, our new AI-powered betting solution. Playbook marks the beginning of a new chapter for Better Collective as we expand beyond customer acquisition to also include user retention and long-term engagement.

This is a vision my co-founder Christian and I have shared since founding the company, to empower fans with smarter, more personal, and more intuitive ways to engage with sports and betting. By using AI to understand intent and context at scale, Playbook transforms fan engagement into real-time, data-driven experiences.

This allows fans to seamlessly make bets directly from the communities and platforms where they already spend time, whether that's on X, in messaging apps, or across our own media brands. Our partnership with X in the US positions us exactly where sports conversations naturally happen, giving us access to unmatched scale, data, and first-party insights.

Within just a few weeks, Playbook has already generated millions of bets placed and shown exponential growth, clearly validating both the product and the vision behind it. Ultimately, for me, Playbook represents the next evolution of Better Collective, transforming how we connect with fans, deepening engagement, and creating lasting value for users, partners, and shareholders alike.

Since launching Playbook in September, we've seen exceptional and rapidly accelerating growth. This measures when a user is directed to a sportsbook after choosing a bet slip suggestion.

Very encouragingly, almost all of these clicks result in bets being placed, which clearly demonstrates the strong user intent and conversion rates of the product innovation. We're very pleased that only a few weeks after launch, Playbook has already generated millions of bets placed with our partners, a very encouraging start for what we see as a long-term growth driver for Better Collective.

Please turn to the next slide, and let Flemming take us through the financial performance for the quarter.

Thank you, Jesper, and good morning to you all. Please follow me to the next slide as we dive into the financials.

As Jesper mentioned earlier, the results ended in a 4% revenue decline to €78 million. However, when we normalize the sports win margin impact, which hits both revenue and EBITDA, the picture changes, and on a normalized basis, we would have seen organic growth.

As Jesper mentioned, we do see fluctuating sports win margins from time to time, and this is something we cannot influence, and it is just dependent on sports results, which in this quarter, and in September in particular, have been in players' favor. Let's turn to the next slide.

A key strategic focus for us continues to be the expansion of our recurring revenue base, which provides a solid and predictable foundation for the business and represents significant unrealized value over time. Year-over-year, recurring revenue declined by around 5% to €50 million.

This was primarily driven by the lower revenue share, reflecting the unfavorable sports win margin in the quarter as well as the ongoing regulatory transition in Brazil, where the market was reset by 1st of January following the new market regulation. Importantly, we continue to send new customers on revenue share agreements.

In this quarter, the ratio was more than 80% of NDCs sent to partners operating on revenue share terms. A significant portion of this revenue is still unrecognized and will materialize over time, further strengthening our long-term earnings potential.

In the last 12 months, we have generated €160 million in revenue share income. Please turn to the next slide.

Continuing on recurring revenue, let's take a look at our North American revenue share development. Back in Q3 2022, we began shifting our US business model towards revenue share agreements, gradually moving away from CPA agreements to the extent possible.

During 2023, parts of our revenue share agreements included upfront components, which temporarily boosted our reported revenue share income to levels similar to what we are seeing today. However, that structure has now almost fully transitioned to pure play revenue share.

Today, the revenue share we generate in the US mainly comes from pure play revenue share and only a small degree upfront payments. This entails a significant improvement in the quality of earnings as it means that the revenue we recognize is fully recurring and directly tied to player performance over time, providing more stability, predictability, and long-term earnings potential.

Due to the nature of the US market where players are often incentivized by large bonuses, it has taken quite some time to get here, but we knew this when we started, and now we are seeing the returns coming. As you can see on this slide, revenue share income in North America doubled compared to last year.

We expect this steady build-up to continue, further strengthening the foundation for our recurring revenue base. Please follow me to the next slide.

Let me then turn the focus to our cost base. Our cost base reached its peak in mid-2024 at €70 million per quarter.

In Q3 2025, costs were 18% lower compared to that peak, now standing at €57 million. This reflects a leaner and more efficient operating structure that positions us well to the future growth.

We have communicated a lot about this in previous quarters, and while we are still focused on optimizing the business, we feel that we are in a good place now with the right organizational structure in place for the coming years. Included in the costs during the past quarters are also investments in new business initiatives, such as the growth investments in paid media, the development and launch of Playbook, as well as a number of new other initiatives.

Please turn to the next slide. EBITDA before special items was largely flat year-over-year, resulting in a margin of 27%.

However, when we normalize for record low sports win margin, the underlying performance is strong and a result of the business' ability to drive new business across platforms and a disciplined cost management. As a reminder, a negative sports win margin impacts both revenue and EBITDA with equal impact.

Please turn to the next slide. Take a look at our free cash flow development.

Starting from Q3 year-over-year EBITDA before special items of €65 million, we saw a positive change in net working capital of €7 million. Net financial expenses and tax payments each amounted to €13 million, €26 million in total.

In addition, we had €14 million in other investments, where the major part is related to our media partnerships. All together, this brings us to a free cash flow of €32 million year-over-year, fully in line with our expectations and supporting our full year free cash flow guidance of €55 to €75 million.

Not shown on this slide, but worth mentioning, is that our operational cash flow before special items was very strong, ending in a cash conversion of 168%, which reflects a healthy underlying cash generation from our core business. Lastly, regarding financing, in September, we entered into a new three-year committed bank facility of €319 million, with an additional €80 million accordion option.

This facility strengthens our financial flexibility and supports our ability to execute on strategic priorities. We're very happy with this strong backing from our main banks.

Please turn to the next slide. Over the past year, we have seen a decline in NDCs, largely driven by the slowdown in Brazil where welcome bonuses remain prohibited.

However, as we mentioned in our previous webcast, while NDCs continue to be an important metric, the value of deposits provides a more meaningful view of the actual performance of our revenue share databases. As shown on this slide, the value of deposits has continued to grow consistently over time, underlining the health and quality of our recurring revenue base.

Even more important to highlight, the value of deposits grew year-over-year, which is a solid achievement considering the ongoing regulatory transition in Brazil. A key driver of growth in the US market, characterized by significantly higher player values compared to other markets, as well as the Brazilian growth in past years.

Please turn to the next slide and hand the word back to Jesper for the key takeaways of today.

Thank you, Flemming, and please turn to the next page. Before we close, let me summarize the key takeaways from the third quarter.

Group revenue came in at €78 million and EBITDA at €21 million, both impacted by the record low sports win margin. Despite that, the underlying business showed solid growth across core markets and businesses.

Brazil remained active, though still affected by the ongoing regulatory transition, while in North America, revenue share more than doubled compared to last year, further strengthening our recurring revenue base. Our new KPI, the value of deposits, reached €726 million, up 2% year-over-year, confirming both the quality and stability of our player database.

Group costs continued to trend down, reflecting the ongoing execution of our cost efficiency program. During the quarter, we launched Playbook, which is a significant milestone for our company.

Finally, we maintain our financial guidance for the year and initiated a new €20 million share buyback program, bringing the total share buyback programs launched this year to €40 million. All in all, we are entering the final quarter of 2025 with a leaner structure, a stronger recurring base, and positive momentum heading into 2026.

Thank you for your attention, and let's move on to the Q&A.

Thanks, Hjalmar. First off, I think what really matters and where this started is that there's great user adoption, we are really pleased with how the sports bettors are utilizing this product and basically are able to place bets more conveniently.

Then on our partner side, we're seeing good feedback and basically, I'm pleased with how then they also engage with this product. I think when you consider the current sort of quality of Playbook is that it makes it super convenient to place a fairly complex bet, say you want to put on a bet on a single game with many different parts of that single-game parlay.

That's very cumbersome to actually place within a sportsbook app, and especially if you have seen on X, where we have partnered, some expert sharing their bet slip with, let's say, 10 different picks, it will take you a lot of time to place that. We really create convenience around placing that particular bet, and for the sportsbooks, these single-game parlays or multi-game parlays are quite attractive due to the margin profile of such tickets.

Obviously, they have higher odds and basically are more like a lottery ticket, but that also leads to an attractive margin profile for the sportsbooks. We really facilitate a higher number of such bets flowing through to the sportsbooks.

It has been well received and, yeah, we are well aligned with the sportsbooks on this product. Thank you.

Just curious about this product. How long have you been working on the development of the product?

Also interesting to hear in terms of your product development, are you looking to do more in terms of products that are focused on retention compared to acquisition? Yeah.

This is actually a product evolution which started with our QuickSlip integrations that we did, and then basically applying AI as the big unlock here, which allows for that context recognition and matching on the sportsbook side. No doubt, we are really excited about this product, and I'm so impressed by our product organization who've done a great, great job of delivering this product in a short period of time, ready for the start of the NFL.

We'll continue to invest in this product and develop it. Ultimately, it's about creating convenience for the sports punters and help them place the bets they want to place, but also in the future, place the kind of bets they probably had not considered and could be inspired by our product.

We're investing a lot into this product, and definitely see still a lot to be done in developing the full vision of Playbook. Thank you.

Also on North America Oh, sorry.

No, I think just to be fair, you also asked the question to monetizing, Hjalmar, and I think you can say we actually, you can say, went slow in the beginning but we have been positively surprised, I would say, about both the adoption, but also the partner engagement. We are already seeing, you can say, that product monetizing.

Still it's in the early phase, of course, and as Jesper said, it's focused on user adoption, but I can say from my chair, we are quite pleased with that already. Sounds good.

Also good to see some really strong revenue share income in North America. I just wanted to hear if you can maybe elaborate a bit.

If you compare North America, if I understand it correctly, compared to Europe, it's maybe not always the same length or lifetime of a contract. How do you think that will evolve over time?

I guess it is still a long time before that make an impact, but, yeah, if you can comment anything on how we should view that compared to Europe, for example, if you understand my question? I think for revenue share in the US, as I also mentioned, it has taken us a long time where we have been sort of not seeing a lot of revenue from all our investments we have made sending revenue share players, if you like, because of the nature of the market where bonuses are so big in comparison to other markets, it takes a long time before the player becomes profitable.

Now we are seeing that, you can say, coming into the positive territory, and of course, that's very pleasing to see, and also the player values that we assessed in the beginning, we are also happy with what we are seeing eventually. Got it.

A final question just on the costs there. You see continued good progress on cost savings, and it also looked like the staff cost was down quite a bit compared to Q2 this year sequentially, and also the number of employees.

Is that something temporary in Q3, or is it more like costs that will remain even going into Q4? I think it is a, you can say, a reflection of the cost efficiency program we have been running, I think that's just, you can say, the new base, basically.

Thank you very much.

Thank you.

Great. Thank you very much taking my question.

It's just primarily on guidance, and I'd be interested if you could just unpack what is baked into both the low end and the high end of guidance for fiscal 2025, both on revenue and for EBITDA margins, and just to understand that bridge, because obviously the guidance is unchanged, but it leaves quite a wide range of outcomes for the single quarter of Q4. Any comments there would be appreciated.

Thank you.

Thank you. Flemming here.

You can say the guidance will basically be that we perform as expected in what is our biggest quarter by seasonality. If you look at the Q4 last year, it sort of more or less in line with that with bit of growth.

We are pretty confident on that. Of course, there's also, you can say, to the higher end, sports win fluctuations.

Now we have seen a very low sports win margin in September, you can say within that range, there's of course also the win margin fluctuations. I think that's the comments I can make to that.

Thanks.

Yes, thank you. I have two questions coming back to the Playbook.

Could you put a little more color on how it works if a client go onto X and accept a suggestion for a multi-bet, and that bet is then placed at a non-partner at a sportsbook where you have no agreement, is still go on, but is it then your intention to show these in the future that you generate traffic and then make a deal? Then second, if he's not a registered player at a sportsbook, then you will see revenue from those new players maybe in two years.

Is that the way we should understand?

Hi, Paul. Thanks for the questions.

There are actually different monetization models in place, and starting with the last one, we obviously have sort of the normal affiliate deals in place with our partners, if we send a new customer to them, that player is being tagged to us. Then we also have sort of more retention-based models where it's based on volume and where we can also make money from players that we have not sent in the past.

Of course, there are different models in place, and we work with several sportsbooks on this, there are basically different models in place. I think overall, we are quite pleased with sort of the ways we can monetize this product, and also basically just gaining a lot of very attractive and interesting data insights on this particular audience.

Thank you. The second question is about the prediction markets.

That has been putting a lot of pressure on the betting companies during October and into November. Are you totally neutral so you don't care if it's one or the other who wins that game, and you're just happy that it will create more competition and therefore improve your value?

Are you having partnership across the full space, or that's question number one. Then second is on Flutter yesterday saying that they are going to launch prediction-based betting nationwide in December.

If you could put some views on that.

Sure. I can do that, Paul.

I think it is of course a very big thing right now, the prediction markets, and clearly a win-win for us. At a high level, prediction markets are gaining traction in the US because they give a real-time view of what people actually think will happen, not what polls or headlines suggest.

They let people express their expectations in a transparent way. This isn't new territory for us.

I can say personally, I've been betting with Betfair for more than 20 years, and Betfair has been a customer of ours, we're very used from the European side of our business to the prediction markets where you have betting exchanges. From a US sports industry perspective, the growing attention around prediction markets underlines a very strong underlying demand for bet-type products.

As these platforms become more visible, they can help push momentum for broader regulation of online sports betting in more states. I have probably one particular state in mind, like California being the single biggest opportunity in the US, and that would be very positive for the whole ecosystem, including us, if we were to see any progress there.

As said, for Better Collective, this is clearly a win-win. We already work with the key players in prediction markets and monetize traffic in states where online sports betting is still not regulated.

If prediction markets help accelerate regulation of online sports betting, we benefit from that as well. Regardless of which way the market develops, we're in a strong strategic position to capture value on both sides.

Also alluding to Flutter that you mentioned, they are also signaling increased spend related to this ecosystem, and I think bookies have been speaking to increased spend related to this ecosystem, and obviously, I do believe suppliers will benefit from that.

In the prediction part, is that revenue share as well?

In general, we have affiliate models in place, and the way we monetize this is not something we specifically comment on. Then

the final one, just clarification about the headwind of 10 million in revenue share. Is it fair to assume that more or less all of that is coming from Europe and rest of world, as the US was already very low last year?

Flemming here. Thanks, Paul.

It's basically on both sides of the Atlantic, if I can put it that way, that we have seen headwinds. To also to be transparent, you can say on a normalized win margin, you can say we would have seen a €7 million decline, actually we had some tailwind in the previous year's Q3.

Hence why the year-on-year comparison is a bit bigger. It was basically both on US and rest of world.

If you only had 4 million in the US last year, then there is a limit on how much you could lose over there.

You can say it is growing and more and more partners are coming into positive territory, hence where we see the impact. You don't see the impact on a partner where you are in negative revenue share territory.

That's sort of the shift. I think, you can say, going forward, we will include the win margin comments.

We have only done that when we have seen sort of exceptional moves, to put a bit more color on that.

Thank you.

Thank you. We have a few online here, if we start with one here, I guess for you, Jesper.

What is the reason for the NDC trend, and last quarter you reported a split for the NDCs in Brazil and rest of world, why is that not shown this quarter?

First off, we don't intend to show that every quarter, but I think the main message from that was the impact of Brazil and no sign-up bonuses, and we're seeing a similar picture in Q3. Then obviously also last year with Copa América and the Euros also NDC drivers.

I think more or less it's as expected in Q3 what we are seeing from NDCs.

Thank you. Then we're getting a few questions that I'll bundle into one in terms of what the expectations are for sports win margin heading into Q4, and what normally also happens when you have such a low sports win margin in one quarter.

I can take that. Normally, we forecast sports win margin on historical basis, and that's also the case for Q4.

No extraordinary, you can say, in that for the full year forecast.

Thank you. Then we have a bunch of questions related to Playbook that I think have already been answered earlier on in the call in terms of monetization and partners and so on.

I think we'll leave it at that. We do have a question on the guidance as well also.

I think that was also answered. I think Ed asked us that question from Cantor in terms of Q4 and what our guidance expectations were.

Then there's a question related to prediction markets more specifically, in terms of new depositing customers, whether that's something that we're seeing already now, and at what levels.

Yes, we can confirm that we are sending NDCs also to prediction markets.

Then there's a question related to our NDCs and the mix between revenue share and CPA, and that was around 80% for this quarter, I'll take that one. There's also a question, I guess, for you, Flemming, related to cost savings.

We're being congratulated on the work, and it seems like the question is about whether staff costs will stay where they are or if we have more expectations for those going forward, any expectations for the staff costs.

I think we have sort of also in connection with Q2, we stated that now we have sort of ended our cost efficiency program, now we are sort of seeing a normalized level of cost, and that is also what we have built into our future guidance.

Thank you. Then we have a question, I guess, for you again, Jesper, turning back to prediction markets and whether we expect both to work with prediction market platforms and sportsbooks wanting to work with prediction markets.

Yes, I think right now it's quite clear that the entire market is being embraced by all participants, both in sports betting and actually also more on the financial side. As I alluded to earlier in the a bit lengthy reply to Poul's question about prediction markets is that it's essentially a win-win for us as we can work with all of them.

When you look at the audiences we have across our big brands in the US, this is key audience for these products, and we also have significant audience from all states in the US on our platforms.

Thank you. There are no further questions online, thank you very much for showing interest in Better Collective.

Have a nice day.