From Fast-Paced Industries to Focused Growth in Payments: Ivan Milpetrov’s Approach to Business Development

In this edition of CatalystPeople onFocus interviews, we sit down with Ivan Milpetrov, CatalystPay’s new Head of Business Development. With a unique mix of hands-on experience in the iGaming ecosystem and a deep understanding of affiliate models, player behavior, and growth strategies, Ivan brings a sharp commercial edge to our team. We talked to him about what drives sustainable growth in high-velocity industries, how payment strategy fits into the bigger picture, and what he sees as the key opportunities ahead.

Read on as Ivan shares his front-line insights and actionable takeaways.

Let’s start with your journey, Ivan, tell us a bit about your background and what led you to CatalystPay.

IM: You could say I’ve been in payments from the very start, just not in the way most people expect.
I started my journey at Moneybookers (which became Skrill, then Paysafe), working closely with high-value VIP customers, agents, and affiliate networks. I got a front-row seat to how players bet, how casino traffic moves, and, yes, how some people try to abuse bonuses and affiliate programs faster than you can say “risk check.”

While I wasn’t deep in the back-office world of card acquiring back then, I saw firsthand how critical payment flows were to user experience, loyalty, and the survival of high-risk businesses. Skrill and Neteller were lifelines for many players and operators, and it taught me that payments aren’t just about transactions - they’re about trust, speed, and staying live when it matters most.

Fast forward, CatalystPay was a natural next step. It allowed me to combine what I know about player and merchant behavior with the payment infrastructure side, helping businesses not just get paid, but grow in some of the toughest markets out there.

Ivan and Stefan Zisov, COO at CatalstPay, at I-Con, 2025. 

You’ve been deeply involved in the iGaming and online entertainment space for years. What unique challenges do businesses in these sectors face when it comes to payments?

IM: Speed, trust, and flexibility. That’s the holy trinity in iGaming payments.
Players don’t just expect quick deposits - they demand instant access to their winnings. And operators can’t afford delays or friction because one bad payment experience can lead to a high churn rate and damage to brand trust. Add to that the regulatory patchwork, risk exposure, and bonus hunters gaming the system, and you’ve got a payment environment that’s anything but simple.

You need a PSP that understands both the compliance requirements and the human behaviors behind the numbers - otherwise, you're flying blind.

From your experience, what role do payments play in acquisition, retention, and overall customer experience in fast-moving digital sectors?

IM: Payments are often the silent deal-make, or deal-breaker.
Smooth onboarding, local methods that players trust, instant deposits, fast payouts - these directly impact conversion rates, player retention, and lifetime value. You can spend a fortune on traffic, but if your payment flows aren’t optimized, you’re leaking value.

And let’s be honest, nothing kills trust faster than a failed deposit or a delayed withdrawal. Payments are the final step in your funnel and the first step in building loyalty.

 

 “A lot of BD people chase logos - I chase fit.”

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Many of our merchants operate in complex or high-growth environments. What does a strong business development strategy look like in those settings?

IM: It’s about being selective and solution-focused. A lot of BD people chase logos - I chase fit.
In high-risk or high-growth spaces, you need to truly understand your merchant’s business model and challenges. Cookie-cutter offers don’t cut it.

The strategy has to be about building long-term partnerships: multi-acquirer setups, better approval ratios, faster onboarding, fraud mitigation - all while being flexible enough to adapt quickly when their needs evolve.

It’s not about selling. It’s about solving.

Ivan is a passionate runner IRL. He led the latest 5KM CatalystRun, morning run, at iFX Cyprus. 

You’ve been with CatalystPay for a few weeks now. What has stood out to you about our approach and how we support merchants?

IM: It’s refreshing, honestly.
Many PSPs talk about “partnerships,” but CatalystPay actually means it. From the first call, the focus isn’t just on getting a MID live, but on understanding the merchant’s funnel, their risk profile, and how to keep them live and scaling sustainably.

Also, the team’s responsiveness is top-tier - emails don’t get lost in the void, and support doesn’t come with a two-week wait time. It’s a boutique approach, but with the firepower of 30+ acquiring partners behind it.

We often work with merchants who’ve outgrown off-the-shelf PSPs and are looking for more strategic support. What do you believe sets CatalystPay apart in that regard?

IM: We don’t just plug you in and wish you luck.
We sit down with merchants, understand their pain points, and co-create a payment setup that fits. Whether that’s setting up multiple MIDs across acquirers, optimising approval rates, or helping with chargeback ratios - we build with scale and compliance in mind from day one.
And the best part? We’re reachable. No support tickets lost in the abyss. Just actual people, solving actual problems.

Looking ahead, what trends or shifts in the payments and iGaming/eCommerce space do you think merchants need to be paying close attention to?

IM: I would focus on a few things:

• Localisation is king. Merchants that localise their checkout experience - local languages, local payment methods - will win.
• Compliance is no longer a department - it’s a growth driver. The days of treating it as a checkbox are over.
• Faster payouts. Whether it’s SEPA Instant, Visa Direct, or new fintech rails - the expectation is real-time everything.
  
• More fragmentation, not less. There won’t be a single “winner” PSP. Merchants will need smart orchestration across multiple partners.
  

And finally, what’s your message to merchants who are exploring new partners or looking to scale their business?

IM: Choosing a payments partner isn’t just a checkbox. It’s picking someone who will be in the trenches with you when chargebacks spike or when your traffic scales overnight.

My message is Don’t settle for “good enough”. Find a partner who understands your business, can move fast, and who will pick up the phone when things get messy.
If you’re looking to scale in high-risk sectors like gaming, crypto, or high-ticket eCommerce, let’s talk. It’s a tough game, but the right payment partner makes all the difference.

Wrapping Up 

Ivan Milpetrov's journey from the front lines of iGaming to leading business development at CatalystPay underscores a crucial truth: payments are far more than mere transactions - they are the bedrock of trust, speed, and sustainable growth. His insights reveal that in fast-paced sectors, the right payment partner is not just a vendor, but an essential ally.

If you're a merchant seeking to navigate complex payment landscapes, optimize for scale, and find a partner who truly understands your business, CatalystPay offers the strategic approach and responsive support needed to thrive.

Contact us to explore how our solutions can transform your payment strategy into a powerful engine for success and ensure you're never settling for "good enough."