Xsolla is a commerce platform focused on supporting video game developers by handling the business of selling games globally. The company was founded with the idea that developers should not be limited by barriers such as payments, compliance or regional restrictions. This approach has developed into a broader system that allows studios to manage transactions, distribution and player engagement without having to build complex infrastructure on their own.

This setup allows developers to operate internationally without needing separate legal or financial systems in each region. By taking on these responsibilities Xsolla reduces the administrative burden on studios and lets them focus on development and content. The company provides tools that support different stages of a game’s lifecycle. These include web based storefronts, publishing support for direct distribution and features aimed at improving player engagement and retention. Its systems are designed to work together allowing developers to adopt only what they need and expand their usage as their projects grow.

Berkley Egenes, Chief Marketing & Growth Officer at Xsolla, spoke exclusively to Business Honor and discussed the company’s approach to game commerce, developer support, and global growth strategies.

Below is an excerpt from the interview.

What inspired you to start Xsolla?  How has your original vision evolved as the company has scaled and the industry has shifted?

Xsolla was founded on the belief that talented game creators shouldn't be held back by technical and operational barriers. The founding vision centered on bridging the gap between developers and global audiences, particularly in markets where traditional systems created unnecessary obstacles. What started as an innovative solution for specific challenges quickly evolved into something much larger: a comprehensive commerce engine designed to unlock opportunities for game developers and publishers of every size. This has shaped Xsolla’s long-term strategy, as the driving motivation has always been to empower creativity by removing the complexities that stand between great games and the players who love them.

What are the core services Xsolla provides to game developers and publishers, and how have those offerings evolved alongside changes in the gaming industry?

Xsolla operates as a Merchant of Record, meaning it is the authorized entity that processes payments, manages tax calculation, handles refunds, and absorbs the compliance burden on behalf of developers. For studios operating across 200+ countries and territories, that's not a small thing. It means you don't need a legal entity in every market you sell. The financial and operational complexity disappears. You focus on building. Xsolla handles the rest.

Commerce:  Web Shop is the #1 web-based storefront solutions for mobile games, with 600+ live shops having generated over $3B in transactions. Studios can launch a branded store in 24 hours with no-code tools, or build fully customized storefronts that mirror their game's UI, complete with LiveOps management, social questing, and rewards campaigns. The result: up to 25% more revenue per transaction, 80% player retention after the first web purchase, and +15% LTV growth over time. Underpinning all of this is the Payments infrastructure, with 1,000+ payment methods across 200+ geographies, local compliance, 99% fraud prevention accuracy, a 60% chargeback win rate, and end-to-end tax management.

Distribution & Publishing: Publishing Suite for studios targeting PC or cross-platform audiences, Publishing Suite handles the full D2C distribution layer. Pre-orders, game keys, virtual goods, and currencies are all manageable without platform intermediaries.

Acquisition & Reach: Partner Network, Offerwall & Metasites Getting games in front of the right players is just as important as monetizing them well. Partner Network enables developers to tap into influencer and brand partnerships at scale, running personalized campaigns that convert. Offerwall integrates directly with Web Shop to monetize non-paying players through rewarded engagement, turning passive audiences into active revenue.

Retention & Engagement: Subscriptions, Rewards & Discord Bot Long-term revenue doesn't come from single transactions; it comes from the infrastructure around them. Subscriptions give players ongoing access to models that drive predictable LTV. Rewards and loyalty mechanics keep players engaged between sessions. The Discord Bot brings commerce and community together, meeting players where they already spend time.

Infrastructure & Identity: Login, Anti-Fraud, Mobile SDK & Launcher. These are the products you don't see but would notice immediately if they weren't there. Xsolla Login handles secure player authentication across platforms. Anti-Fraud protects legitimate transactions with best-in-class accuracy.

Analytics: The intelligence layer and what separates a commerce ecosystem from a collection of tools is the data. Xsolla is the only global commerce company with full Server-to-Server integrations with both AppsFlyer and Adjust, giving studios a complete picture of ROAS and LTV, all visible within the Publisher Account. That means every campaign, every web shop; every payment touchpoint feeds back into a single source of intelligence.

With rapid growth in digital economies, Web3, and AI-driven tools, how is Xsolla integrating new technologies to enhance security, transparency, and monetization opportunities for developers?

The gaming industry is evolving at an unprecedented rate, driven by shifts in monetization models, evolving player expectations, changing regulations, and technological advancements. At Xsolla, our focus is on helping developers not just keep up but stay ahead by providing the tools, insights, and flexibility they need to adapt and grow.

We guide our clients through innovation and education. That means staying on top of emerging trends, such as direct-to-consumer, cross-platform distribution, and alternative payment methods, and translating those shifts into actionable strategies. Our teams work closely with developers to design scalable commerce solutions, whether it’s expanding globally, optimizing checkout experiences, or navigating new compliance requirements.

Equally important is our commitment to partnership. We don’t just deliver technology, we act as strategic collaborators, sharing market intelligence, best practices, and customized growth plans. By combining industry expertise with a developer-first mindset, we help studios of all sizes build sustainable business models and connect with players in new and meaningful ways.

How does Xsolla tailor its solutions for different types of clients, such as indie developers, mid-sized studios, and large global publishers?

Xsolla is built to scale alongside developers. For indie studios, we remove barriers to entry. There are no setup fees, no monthly minimums, and no need for specialized engineers. Developers can quickly integrate tools like Web Shop and pay only when they succeed.

Mid-sized developers benefit from deeper analytics, A/B testing, region-specific payment optimization, and dedicated account management to refine pricing and merchandising strategies.

For large publishers, we provide enterprise-grade infrastructure, custom integrations, dedicated support teams, and negotiated commercial terms. Across all segments, the merchant-of-record model ensures global compliance without scaling internal finance teams.

Looking ahead, what are Xsolla’s strategic priorities or upcoming initiatives for the next 2–3 years?

We’re doubling down on next-generation monetization infrastructure to make it easier for studios of all sizes to sell directly to players across platforms. This includes expanding our direct-to-consumer ecosystem with new SDKs, enhanced checkout flows, and deeper integrations across PC, console, and mobile environments, enabling developers to own their player relationships end-to-end.

We’re also expanding the Xsolla Ecosystem, our curated network of vetted technology and service partners. This reduces friction for studios looking for analytics, marketing, cloud services, user acquisition, live ops support, and more, creating a “plug and play” stack that accelerates development and scaling.

Berkley Egenes | Chief Marketing & Growth Officer

Berkley Egenes is the Chief Marketing & Growth Officer at Xsolla, with over 20 years of experience in brand strategy, growth marketing, and partnership development across the gaming, entertainment, and technology sectors. He has led global campaigns for brands such as Ghost Gaming, NEXTVR, Kellogg’s, TCL, and Alcatel, and has collaborated with major organizations including the USOC, NASCAR, NBA, NFL, Disney, and IBM. He holds a degree in Marketing from Texas A&M University and an MBA from the University of Notre Dame.

“Xsolla is building a brighter future for the industry they love. They are connecting all the tools, systems, payments, and web shops for the video games industry.”