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Roundtable – Continent 8’s Leaders and Legends

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Roundtable - Continent 8’s Leaders and Legends
Reading Time: 8 minutes

 

The Continent 8 Leaders and Legends series has been running for several years now, bringing together some of the industry’s biggest names to share their thoughts, insights and experiences on the hottest trends of the moment. The latest Leaders and Legends took place at the KPMG Gibraltar eSummit and saw heavyweights Shay Segev (Chief Executive Officer at DAZN), Joanne Whittaker (Chief Executive Officer at Betfred), Edo Haitin (Chief Executive Officer at Playtech Live) and Vaughan Lewis (Chief Strategy Officer at 888 Holdings) take to the stage to discuss a wide range of topics from the review of the UK Gambling Act to the future of retail in an increasingly digital world.

 

Moderator:

Micky Swindale – Partner, Global Gaming Team – KPMG

 

Panellists:

  • Edo Haitin – Chief Executive Officer – Playtech Live
  • Vaughan Lewis – Chief Strategy Officer – 888 Holdings
  • Shay Segev – Chief Executive Officer – DAZN
  • Joanne Whittaker – Chief Executive Officer – Betfred

 

MS: What changes do you expect to see as a result of the UK government’s review of the Gambling Act? What impact might tighter restrictions have on the market and how are you preparing for them?

JW: We just need to know what is coming. The review is hanging over us and we just need to be able to move on as an industry. We are agile, we evolve. We have heard some of the expected changes around slot stake limits, enhanced affordability checks, the levy and so on but until we know exactly what changes are coming, it is hard to properly prepare. Of course, as a business, we are trying to get ready for what is to come. I think initially there was a bit of panic, but we have got passed that now. We had a significant hit on retail when the FOBT legislation came in a few years ago, but we survived that and when I talk to Fred, he always says these legislative changes come in cycles. So, we are watching, we will respond, and I hope that we are given time to implement the technology changes that will be required. But right now, it’s just a case of wait and see.

VL: I think getting the line right as to where gambling tips over from personalisation, enjoyment and the promotion of great products and offers into something that becomes exploitative is the really challenging area that the review of the Gambling Act is trying to address. For us, we just want clarity about what are the standards that we need to meet. Once operators have that clarity, we then back ourselves to be able to provide a great player experience but with high levels of safety and within the standards set. At the moment, we are not clear on what standards we are trying to meet so our hope is that through the review process we get that clarity. Once any changes from the review have been implemented, we can then refocus on delivering the best player experience.

EH: Coming from the provider side, my perspective is perhaps a bit different. I believe that it is in the product to solve issues around responsible gambling and affordability and to deliver the right player experience. This also needs to be done in a way that the regulator can see that the player is doing so within their affordability. So, it is our responsibility as a provider to give our operators the products to do this. On the flip side, and especially as a big provider, I do feel for smaller businesses as the bar for entry into the market is being set even higher. So, regulators should bear in mind that there are companies making their first move that do need clarity and guidance as to what is expected of them.

 

ML: All jurisdictions, including Gibraltar, are having to quickly adapt to market changes. But what makes Gibraltar such an appealing jurisdiction to companies such as DAZN?

SS: We recently announced that DAZN would be going into betting with the launch of DAZN Bet and that we would be using Gibraltar as the hub for that. Having personally been based in Gibraltar for the last ten years I have found the jurisdiction to be amazing both in terms of the government’s support for the industry and the infrastructure it has provided, as well as the ability to establish a business here. It is also highly respected in terms of its regulatory framework and standards, and the talent that can be accessed here is second to none. This made it a very easy decision for us to set up DAZN Bet in Gibraltar.

 

MS: As the industry continues to grow, we have seen a real wave of M&A activity crash over the sector. With no sign of these mega deals slowing down, is now the right time for smaller businesses to position themselves for a takeover? And what makes for an attractive acquisition target?

VL: We are not seeing any slowdown in the trend of mega transactions. We have been through multiple waves of M&A and deals just keep getting bigger and bigger. We just closed a £2bn transaction but that now seems relatively small. Just before Christmas, Flutter undertook a £2bn acquisition and didn’t even have an investor call to explain it, it’s kind of like a bolt-on for them now. And then a few weeks ago you have the MGM takeover of LeoVegas, which it called “bite-size”. We are definitely in a new phase of the industry where these huge businesses have been created and significant value has been generated, and that is starting to really drive the M&A cycle.

At the medium and smaller end, we are still seeing a lot of activity. These transactions often have one or more characteristics that they share including unique products and content that you just can’t get elsewhere or that you can’t create quickly enough, market access, media convergence and other attributes that drive outsized value. This is where the future focus of M&A will be.

 

MS: The big four operators now account for more than 50% of the UK market share, so these companies can leverage the advantages of scale. But what impact does this have on consumer choice?

EH: We are an entertainment business, and the future of entertainment cannot be controlled by big companies. We see today that the biggest entertainers in the world are individuals that pick up their smartphones and cameras and stream videos on YouTube to tens of millions of followers. That makes them the big force in entertainment. I understand why companies undertake M&A and want to drive scale, but will this stop other businesses from entering the industry, I don’t think so. The nature of entertainment is so fluid that what is popular now will be different in five years’ time and we will most likely consume it differently. Once you work with video and content, you really pay attention to this and when we look at the market and what is in front of us, we see our immediate rivals but also those on the sidelines of the industry. Consolidation might block the immediate entry for some companies, but I do not believe that it will block the variety and versatility of the products that are offered to players.

SS: I think we might also see consolidation between industries with new experiences coming in. Where betting and gaming were perhaps seen as unethical just a few years ago, big businesses from outside of the sector are undoubtedly now looking at it. I think the US opening up has changed perceptions, too. For example, ESPN and Disney have indicated they are considering betting as a potential market for them to explore.

 

MS: The industry is expanding internationally with new jurisdictions embracing licensing and regulation all of the time. But with most taking a state-by-state or province-by-province approach, just how tough is it for operators to be truly global?

VL: If you were to ask all operators and suppliers if you could wave a magic wand and have harmonised rules across the world, I think the vast majority would say that is the dream scenario. It would enable us to really focus on product innovation and development, player protection and ultimately creating a much better consumer experience rather than having to spend time tailoring the platform for each market. We are one of the few operators that have a global, scalable platform that can run in multiple jurisdictions, but we have to tailor that to each market. If you look at the US, the investment we have to put into each state to meet the local tax and disclosure regulations sucks up a lot of time and diverts resources away from other areas that could be much more productive in terms of making great products and really looking after players. The more we can move towards standardised approaches, especially in the area of player protection, the better it will be for all stakeholders.

EH: Any company that wants to enter regulated markets such as the UK really needs to have a strong compliance team in place. This team is not there to scare you but to give you direction when it comes to developing products within the guidelines set. For us, one of the biggest challenges in the US is that we have to create a dedicated studio in each of the states that we enter based on the Wire Act of 1961. At the time I couldn’t understand why we could not just build one studio, but now we are up and running I see it as a good barrier to the competition. Really, you need to embrace regulation and understand the meaning behind it, even if you do not agree with it. For us as a live casino provider business, having to create a studio in each of the states we target is not optimal. But if you can understand the playground you are in and cater to that culture, it is possible to succeed.

 

MS: In all of our talk about online, are we losing sight of the land-based punter? Is it true that once they have gone online, they will never come back to retail betting?

JW: During Covid, it was a real fear for our business. Our retail shops were forced to close which saw our online business grow significantly but now restrictions have been lifted we have seen retail fully bounce back. We are really pleased with how the high street is performing and we can see that our customers are enjoying the betting shop experience and especially the social element. Long may that continue.

SS: You can’t ignore that betting shops are more part of the past than the future of the industry. I do think there is an opportunity to reinvent the betting shop experience, which some operators are doing with things like self-service betting terminals. There is something there but, clearly, it is not on the rise and consumers are transitioning to digital. That said, there is room to create something synergistic between retail and online.

JW: I agree there will not be new betting shops coming but at the turnover level customers are returning and they want to come to the shop. Our digital business has normalised, but we are in a much stronger position than we were pre-Covid. There is a place for the high street; I believe in SSBT and omnichannel but customers still want to come into the retail environment. We are also seeing this in other territories. In our US business, the retail performance is strong in the casinos where we have partnerships and in South Africa, we have a significant retail presence, too, although it is a very different retail offering with a much bigger footprint with 30-40 tills. I understand the importance of digital, but retail will survive.

VL: As an industry, we do not do a great job of standing up and talking about the value of the products we are selling. Retail is back to where it was post-pandemic because people love it, and they go to the shops because it is a fun thing to do. It is similar to the convergence of media and online, so long as we are providing something of value to consumers then that’s great. I think we should be proud of the service and entertainment we provide and for me, retail betting still provides a huge amount of enjoyment for customers. Betting shops never really went away, they just had to close due to the pandemic and they remain a core part of the industry.

EH: I’m going to take the middle ground here. Retail is back and I think part of the reason why players are enjoying going to betting shops is that it was taken away from them for a long time. But I do agree with Shay that reinventing betting shops is an important thing. This includes self-service and other experiences that will drive people to retail as well as online. As a live provider, we are often asked if we are cannibalising land-based by my answer is always no. We are an extension of the business, and I don’t believe we can really replace the experience of going to a casino.

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Interviews

Can’t get no satisfaction – Q&A w/ Mateja Popovic CEO at Fincore

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Can’t get no satisfaction - Q&A w/ Mateja Popovic CEO at Fincore
Reading Time: 3 minutes

 

This is an industry where customer loyalty can be hard to come by, but is this because online sportsbook and casino operators are failing to meet player expectations? Mateja Popovic at Fincore believes so, but suggests that operators can mitigate churn simply by understanding what the customer’s next move will be before they do.

 

Player satisfaction and loyalty remain a challenge for many online sportsbooks and casinos. Why do you think this is the case?

The vast majority of online sportsbooks and casinos are yet to offer a truly personalised experience for each player. This means they are not meeting expectations, and this is why many players are tempted to try other brands. As a result, operators are spending to acquire players that quickly churn which means they are not maximising the full lifetime value of each player. Operators only have a small window of time in which to prove to the player they offer the experience they are seeking, and many brands simply fail to impress from when the player signs up, deposits and makes their first spin, to when they decide to try another site, sometimes just a day or so later.

 

Does this mean that operators need to find a way to predict player preferences so they can be sure to meet them?

Yes, operators need to know the customer’s next move before they do. This is the only way to deliver the right thing (odds, slots, promotions, interactions) at the right point in the user journey and at the right time. By doing this, operators can bring tremendous value and ensure the player experience is so good they will not want to switch to a rival brand because of a sign-up bonus – the operator will already be delivering tailored bonuses when the player expects them. It is how streaming platforms such as Netflix work, serving up content it knows you will want to watch so that you spend more time watching its movies and TV shows.

 

Is it actually possible for operators to be able to know a customer’s move before they do?

Absolutely. Operators generate a huge volume of raw data and cutting-edge platforms that use machine learning and AI, such as Fincore’s Tri, can translate this information into easy-to-understand narratives that can be instantly actioned. This gives operators a deep insight into expected player behaviour, from the likelihood they will churn to the probability they will be a VIP player. The process is real time and can be fully automated, throwing messages directly to the player on the site. Operators can use this information to personalise the player experience – unlocking the highest lifetime value from each player – and to also drive efficiencies when it comes to streamlining marketing – there’s no point in offering big bonuses to a player that is highly likely to churn – and more.

 

What are the advantages of being able to precisely calculate the player’s lifetime value?

There are so many upsides. By modelling player behaviour quickly, operators can determine whether a player is showing signs of leaving the brand. They can then either decide to elevate the experience that the player is receiving through targeted promotions and content or, if they are highly likely to switch alliances, use that budget on a player that is much less likely to churn or that has been identified as being a high roller. Operators can incur significant costs through undesired player behaviour, but by taking a look into the future thanks to the power of data, operators can cut back spending on “red flag” customers and invest more in those that show the characteristics of being loyal. We have helped one operator save more than €1.4m while increasing their revenue in 2023 with this method.

 

Does this combination of data, machine learning and AI also allow operators to identify VIP players?

Data combined with machine learning and AI can spot VIP player characteristics very early in their lifecycle with a brand, giving a probability score as to whether the player will become a genuine high-roller or not. Operators can use this insight to deliver a VIP experience to the player with confidence they will generate a positive return. Most operators generate the majority of their revenues from VIP players, so it’s vital that high rollers can be identified early so that operators can roll out the red carpet and ensure they remain loyal to their brand.

 

Personalisation seems to be the key to meeting player expectations so how does being able to accurately predict player behaviour help operators achieve this?

Consumers expect a personalised experience when engaging with an entertainment option and online casinos and sportsbooks must get better at doing this. With our platform, personalisation can be deep, including pushing particular sports, markets and odds for bettors and casino games for slot players. Bonuses can also be personalised – perhaps the player enjoys table games more than they do slots, so a table games bonus would add true value to their play. This would not be possible without understanding what the player is looking for before they know, and this is why it’s the key to unlocking true personalisation.

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Sponsors Spotlight: Pixpel Makes Crypto Games Safe and Fun for Players and Developers in Web3

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Sponsors Spotlight: Pixpel Makes Crypto Games Safe and Fun for Players and Developers in Web3
Reading Time: 5 minutes

 

Ahead of the highly-anticipated Prague Gaming & TECH Summit, organizer HIPTHER is thrilled to introduce and put the spotlight on the companies and people that help make the magic happen: our conference sponsors! These innovative, accomplished professionals and teams make magic happen everyday, and they will be joining us at the Prague Gaming & TECH Summit 2024 taking place on 26-27 March, to share insights, network and collaborate with you! Get to know them, connect, and meet them in Prague!

In this Sponsors Spotlight Interview the #hipthers meet Mariela Rojas, Community Builder & Social Manager at Pixpel.io, Delegates Bag Sponsors of the upcoming Prague Gaming & TECH Summit. Mariela will be a Speaker at the Summit, offering valuable insights at the panel about “Navigating the Future: Integrating iGaming, AI, Fintech, and Advertising with Compliance and Data Privacy”.

 

Dear Mariela, it is a great pleasure to meet you, and have Pixpel as a Delegate Bag Sponsor at the Prague Gaming & TECH Summit! Could you please take a moment to introduce yourself and your role in Pixpel to our readers?

Hello everyone! Thanks so much for having me. I’m Mariela Rojas, Community Builder and Social Manager at Pixpel.io.  I’m thrilled to be here, although I have to admit – this is my first time as a speaker at a Web3 summit! A little nervous, but mostly excited to be part of the conversation.  I’ve been with Pixpel since May 2023, and building our community has been an incredible journey.  Looking forward to connecting with all of you!

 

Can you share with us the inspiration behind the founding of Pixpel and how does its multiplatform work?

Pixpel’s story began with a real-world challenge. In 2021, our founder, Juan Vivas  fell victim to a rug pull, a common issue in the early days of Web3. This experience fueled his passion to create a more secure and trustworthy Web3 environment.

That’s why Pixpel offers a safety NFT warranty, protecting your assets and bringing peace of mind to the community.

But Pixpel goes beyond security! We’re building an entire ecosystem that’s easy to navigate and accessible to everyone.  Imagine a user-friendly platform integrating Fintech, iGaming, data privacy, and compliance – all rolled into one! It’s like having a next-generation gaming console for the Web3 world, ready to take your experience to the next level.

 

Pixpel is known for pioneering secure and accessible gaming experiences. How does the company ensure both security and accessibility for gamers and developers within the Web3 ecosystem?

Sure, that’s a great question. At Pixpel, we believe security and accessibility are two sides of the same coin. On the security side, we offer a first-of-its-kind NFT warranty system.  Think of it as a safety net for gamers’ in-game assets, protecting them from scams and fraud.  This builds trust and allows players to focus on enjoying the games they love.

We also prioritize building on secure and established blockchains ( Layer-1 Concordium Blockchain and Zetachain Blockchain). This leverages existing security measures that have been thoroughly tested over time.  Additionally, we implement secure transaction protocols to further minimize the risk of hacks or fraudulent activity within the platform.

On the accessibility front, we recognize that navigating Web3 can be daunting for newcomers. That’s why we’re developing a user-friendly platform that’s easy to navigate, even for those new to the world of Web3. Our application offers intuitive usability for users of all experience levels.

 

As the Community Builder & Social Manager at Pixpel, you play a crucial role in fostering engagement and trust within the community. Can you elaborate on your strategies for building and maintaining a strong and vibrant community around Pixpel?

Absolutely! As the Community Builder at Pixpel, even before launch, fostering engagement and trust is crucial.  Transparency and open communication are at the forefront of our strategy.  We regularly share updates on our vision for the future,  the problems we’re aiming to solve in Web3 gaming, and the exciting solutions we’re developing.  We actively seek feedback on our ideas and concepts,  listening closely to the needs and pain points of our potential community. This two-way dialogue is essential for building a product that truly resonates with the people who will use it.

Creating a welcoming and inclusive environment is also key.  We want Pixpel to be a space where everyone feels comfortable asking questions, sharing their thoughts, and being a part of something bigger.  Early on, we’re focusing on building relationships with potential users and fostering a sense of belonging.  This can involve hosting online discussions, AMAs (Ask Me Anything) sessions with the founders, or even interactive polls and surveys to gauge interest and gather valuable insights.  By engaging with potential users early and often, we’re laying the groundwork for a strong and vibrant community that’s invested in Pixpel’s success.

 

Could you share some insights into Pixpel’s approach to security and safety within the Web3 space, particularly in addressing the concerns surrounding DeFi platforms?

Security is paramount at Pixpel. We understand the concerns surrounding DeFi platforms, and we’re taking a multi-pronged approach to ensure a safe and reliable experience for our users within the Web3 space:

  • Focus on Established Blockchains: We’re carefully considering building on well-established blockchains with a proven track record of security. These blockchains have robust security measures in place, having been battle-tested over time.
  • Innovative NFT Warranty System: Pixpel offers a first-of-its-kind NFT warranty system. This acts as a safety net for in-game assets, potentially protecting users from scams and fraudulent activity.  It’s still under development, but the goal is to provide an additional layer of security and peace of mind for gamers.
  • Secure Transaction Protocols: We’re committed to implementing secure transaction protocols within the platform. This helps minimize the risk of hacks and fraudulent activity, further safeguarding user assets.

It’s important to note that Pixpel’s specific features and functionalities are still under development. However,  we prioritize building a secure and trustworthy environment  by leveraging established technologies and innovative solutions.  We’ll continue to adapt and evolve our approach as the Web3 landscape continues to develop.

 

Your background includes experience in marketing for a law firm in Mexico, which provided exposure to blockchain law. How has this prior experience influenced your role at Pixpel, especially in terms of compliance and regulations in the Web3 landscape?

Absolutely! My background in marketing for a law firm specializing in Mexico actually proved to be incredibly valuable in my transition to Pixpel.  While there, I gained significant exposure to the emerging field of blockchain law.  This gave me a foundational understanding of the legal and regulatory landscape surrounding this new technology.

At Pixpel, this knowledge comes in particularly handy when it comes to compliance and regulations within the Web3 space.  The world of Web3 is constantly evolving, and the regulatory environment is still taking shape.  However, my experience with blockchain law  allows me to stay informed about the latest developments and  potential regulatory hurdles.  This awareness helps us  proactively navigate the complexities of the space and ensure Pixpel operates with the utmost compliance.

It’s not just about following the rules – understanding the regulations also helps us  build a more trustworthy and sustainable future for Pixpel and the Web3 gaming community as a whole.

 

Considering Pixpel’s work, its milestones, and your experience at the forefront of compliance and blockchain law, what is the general message you wish to share in your panel discussion about “Navigating the Future: Integrating iGaming, AI, Fintech, and Advertising with Compliance and Data Privacy”, and with the Summit’s participants?

Imagine a world where secure and seamless gaming merges with the power of Fintech, iGaming, and cutting-edge AI – all wrapped in a user-friendly console for the Web3 era. That’s the future Pixpel is building! But with such innovation comes the responsibility of navigating the ever-evolving world of compliance and data privacy.

At Pixpel, my legal background keeps me at the forefront of these challenges. It’s thrilling to see how blockchain law can be a bridge, not a barrier,  as we integrate these powerful technologies.  Here’s the key takeaway I want to share: compliance isn’t a roadblock, it’s the roadmap to a thriving Web3 future.

By embracing strong compliance practices and prioritizing data privacy, we can build a secure and trustworthy ecosystem where everyone can enjoy the benefits of iGaming, AI, Fintech, and more.  This Summit is a fantastic place to explore these ideas together.  I’m excited to learn from the experts and collaborate on building a future where innovation meets responsibility in the Web3 space!

 

Thank you for this informative interview, Mariela! We look forward to meeting you at the Prague Gaming & TECH Summit, and hearing your valuable insights on Integrating iGaming, AI, Fintech, and Advertising with Compliance and Data Privacy.

Join us in Prague to connect with Mariela and the Pixpel Team: Get your Tickets to the Prague Gaming & TECH Summit Now!

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Sponsors Spotlight: NSoft “Crashes” Compliance Challenges and Cashes on Gaming Experience

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Sponsors Spotlight: NSoft “Crashes” Compliance Challenges and Cashes on Gaming Experience
Reading Time: 9 minutes

 

Ahead of the highly-anticipated Prague Gaming & TECH Summit, organizer HIPTHER is thrilled to introduce and put the spotlight on the companies and people that help make the magic happen: our conference sponsors! These innovative, accomplished professionals and teams make magic happen everyday, and they will be joining us at the Prague Gaming & TECH Summit 2024 taking place on 26-27 March, to share insights, network and collaborate with you! Get to know them, connect, and meet them in Prague!

 

In this Sponsors Spotlight Interview the #hipthers meet Zlatan Omerspahić, Head of Legal and Compliance at NSoft, Pen and Paper Sponsors of the upcoming Prague Gaming & TECH Summit. Zlatan will be a Speaker at the Summit, offering valuable insights at the panel about “Compliance Challenges and Opportunities in the Balkan Gambling Industry”.

 

Hello Zlatan, thank you for taking the time for this interview. We are thrilled to get to know you and introduce you to our readers! Can you tell us a bit about yourself and your role at NSoft, as well as what excites you most about being a part of the iGaming industry?

Hello, and thank you for having me! My name is Zlatan Omerspahić, and I’m the Head of Legal and Compliance at NSoft, a leading technology company specializing in software solutions for the gaming and betting industry.

In my role, I oversee the legal and regulatory aspects of our operations, ensuring that our products and services not only meet but exceed industry standards from legal and compliance perspective.

What excites me most about being part of the iGaming industry is the dynamic and innovative nature of this field. It’s an area that’s constantly evolving, with new technologies and regulatory challenges emerging all the time.

This keeps us on our toes and requires a proactive and forward-thinking approach to navigate the landscape successfully. Additionally, the opportunity to work on a global scale, adapting to diverse legal and cultural environments, is incredibly rewarding.

Being part of NSoft means I’m directly involved in shaping the future of gaming and betting, making it safer and more enjoyable for users around the world. The pace of change and the impact of our work on the industry and its participants make every day exciting and fulfilling.

 

NSoft is one of the most successful iGaming and Sports Betting Software companies in the industry, boasting a long history and a variety of betting solutions. What strategies or innovations do you employ to ensure compliance in the iGaming industry, and what sets NSoft apart in this area?

NSoft stands at the forefront of the iGaming and sports betting industry, thanks to our relentless commitment to innovation, quality, and, most importantly, compliance. In an industry as dynamic and regulated as iGaming, staying ahead of the curve in compliance is not just a necessity but a core aspect of our business strategy.

One of the key strategies we employ at NSoft to ensure compliance is our proactive approach to regulatory changes. We closely monitor emerging regulations and trends in every market we operate in, ensuring that our solutions are not only compliant at the time of deployment but are also designed with the flexibility to adapt to future regulatory shifts. This foresight allows us to provide our partners with products that are sustainable and compliant in the long term.

Furthermore, NSoft invests heavily in technology and people to maintain our compliance standards. Our compliance team works in tandem with our product development teams to integrate compliance requirements seamlessly into our software solutions from the ground up. This integration ensures that our products are not only innovative and user-friendly but also adhere to the highest compliance standards.

What sets NSoft apart in this area is our holistic approach to compliance. We view it as an integral part of the user experience and product design, rather than as a separate or external process. This approach ensures that compliance is embedded in the DNA of our products and services, making them inherently compliant and reducing the compliance burden for our clients.

Additionally, our commitment to responsible gaming is unwavering. We continuously develop and integrate features that promote safe gaming practices, ensuring that end-users can enjoy our products responsibly. This commitment to responsible gaming not only reinforces our stance on compliance but also builds trust with our partners and their customers.

 

NSoft is an omnichannel betting and gaming software provider, covering both land-based and online betting. Are there any notable differences between the regulatory frameworks for land-based and online gambling, and how does NSoft navigate these differences in its omnichannel approach?

Navigating the regulatory landscapes of land-based and online gambling is indeed one of the most intricate aspects of providing omnichannel betting and gaming solutions. The regulatory frameworks for these two sectors can vary significantly not only between different jurisdictions but also in terms of the specific compliance requirements within each domain.

In the realm of land-based gambling, regulations often focus on the physical aspects of gaming, such as the location and operation of betting shops, casinos, and gaming machines. These regulations can include zoning laws, operational hours, and specific requirements for hardware and software used in gambling operations.

When NSoft first started, our primary focus was on the Balkan market’s land-based sector, which provided us with deep insights into the nuances of operating within tightly regulated physical environments.

As we expanded into the online and global markets, we encountered a different set of regulatory challenges. Online gambling regulations tend to focus more on digital security, data protection, and consumer safeguards, such as responsible gaming measures and anti-money laundering (AML) protocols.

The digital nature of online gambling also introduces complexities related to cross-border service provision and jurisdictional overlaps.

NSoft’s omnichannel approach is designed to adeptly navigate these differences by ensuring that our solutions are versatile and compliant across all platforms. We achieve this through several strategies:

  • Modular Software Design: Our products are built with modular designs, allowing us to easily adapt and configure them to meet the specific regulatory requirements of both land-based and online operations in any jurisdiction. This flexibility is key to our ability to provide tailored solutions that comply with local regulations.
  • Continuous Compliance Monitoring: We have dedicated teams that continuously monitor regulatory developments in all markets we operate in. This proactive approach ensures that our solutions remain compliant as regulations evolve, whether they pertain to land-based or online gambling.
  • Integrated Compliance Features: Our software includes integrated features that address the common regulatory denominators in both sectors, such as player identification and verification, transaction monitoring, and responsible gaming controls. These built-in compliance features simplify the process of meeting regulatory requirements for our clients, regardless of the channel.
  • Local Partnerships: Understanding that local knowledge is invaluable, we engage with local partners and regulatory bodies to ensure our solutions meet the specific needs and compliance standards of each market. This collaboration is particularly beneficial when adapting our solutions to new jurisdictions or sectors.

By leveraging these strategies, NSoft successfully delivers compliant, cutting-edge betting and gaming solutions that serve the diverse needs of the land-based and online sectors, ensuring a seamless and secure experience for operators and their customers alike.

 

Speaking of land-based gaming, NSoft recently announced the exciting “Crash Cash” title designed for brick-and-mortar betting shops. Can you share more about it and discuss the regulatory challenges associated with its implementation?

We’re indeed excited about our latest addition to the NSoft portfolio, “Crash Cash,” which is designed to bring a fresh and engaging experience to players in brick-and-mortar betting shops.

Crash games are usually created for online gameplay where players must cash out before the aircraft crashes. We are embracing this popular online concept and giving it a fresh twist in the land-based environment with the Crash Cash game. Retail players must predict and select a multiplier below which they believe the crash will occur.

We’re not only excited about introducing “Crash Cash” to our portfolio but also thrilled about the unique way we showcased it at ICE London 2024. To bring “Crash Cash” closer to the audience and let them experience the thrill of the game firsthand, we organized a prize contest that was nothing short of spectacular.

Participants at the event had the opportunity to play “Crash Cash” by filling out a ticket and placing it into a box for a random draw. This interactive experience allowed participants to engage with the game directly, adding an element of real-world excitement to the virtual gameplay.

The stakes of the contest were high, with the winner taking home a technological marvel – the T-1000 PRO betting terminal, valued at 5,000 EUR. This prize is not just a piece of equipment; it’s essentially a bet shop on its own, encapsulated within a stunning metal frame design. The T-1000 PRO represents the cutting edge of betting terminal technology, combining sleek aesthetics with robust functionality to deliver an unparalleled user experience.

This contest, centered around “Crash Cash,” was more than just a promotional activity; it was a testament to NSoft’s commitment to innovation and engagement. By allowing participants to experience “Crash Cash” in such an interactive and high-stakes format, we highlighted the game’s potential to captivate players and add value to brick-and-mortar betting operations.

When it comes to implementing new games like “Crash Cash” in land-based settings, regulatory challenges are a significant consideration.

These challenges primarily revolve around ensuring that the game complies with the specific regulations governing physical betting operations in each jurisdiction. This can include rules related to game randomness and fairness, payout ratios, and the physical security of gaming terminals.

To navigate these challenges, NSoft adopts a comprehensive approach that includes:

  • Certification and Testing: Before launching any new game, including “Crash Cash,” we ensure it undergoes rigorous testing and certification by accredited gaming laboratories. This process verifies that the game meets all regulatory requirements related to game fairness and integrity.
  • Customizable Game Settings: Recognizing the diversity of regulatory environments, “Crash Cash,” like all NSoft games, is designed with customizable settings. This allows operators to adjust the game parameters, such as payout ratios and bet limits, to comply with local regulations.
  • Training and Support: We provide comprehensive training and support to our partners, ensuring that they understand the regulatory requirements and how to operate “Crash Cash” within those constraints. This support extends to assisting with compliance documentation and liaising with regulatory bodies if necessary.
  • Responsible Gaming Features: In line with our commitment to responsible gaming, “Crash Cash” includes features designed to promote safe gambling practices. These include self-limitation options for players and mechanisms for operators to monitor and intervene if problematic gambling behavior is detected.

Everything mentioned above is based on clearly and fairly partnership with our clients.

By proactively addressing these regulatory challenges, we ensure that “Crash Cash” can be seamlessly integrated into land-based betting shops, providing a new and exciting game option that is both compliant and engaging for players.

 

Your panel at the Prague Gaming & TECH Summit will explore “Compliance Challenges and Opportunities in the Balkan Gambling Industry.” Could you provide our readers with a sneak peek into some key discussion points or insights they can expect?

I’m truly looking forward to participating in the panel discussion at the Prague Gaming & TECH Summit, where we will delve into the intricate world of compliance challenges and opportunities in the Balkan gambling industry.

The region presents a unique set of regulatory landscapes, each with its distinct nuances, which makes it a fascinating case study for anyone interested in the global gaming and betting sector.

Here are some key discussion points and insights attendees can expect from the panel:

  • Diverse Regulatory Environments: The Balkans consist of multiple countries, each with its own legal framework governing gambling. We’ll discuss how these varying regulations impact operators and service providers, and how businesses can navigate this complex environment effectively.
  • Emerging Trends in Regulation: We’ll explore recent regulatory trends in the region, such as increased emphasis on responsible gaming, digital identity verification, and anti-money laundering measures. Understanding these trends is crucial for staying compliant and competitive in the market.
  • Technology’s Role in Compliance: The panel will also highlight how technology can be leveraged to address compliance challenges. From sophisticated player verification systems to AI-driven tools for detecting problematic gambling behaviour, technological innovations are at the forefront of compliance solutions.
  • Cross-Border Challenges: Given the geographic proximity and cultural connections between Balkan countries, cross-border gambling is a significant topic. We’ll examine the challenges and opportunities that arise from cross-border betting and how operators can manage them.
  • Opportunities for Growth: Despite the challenges, the Balkan gambling market is ripe with opportunities. We’ll discuss how operators and service providers can capitalize on these opportunities by adopting innovative approaches, forging strategic partnerships, and staying ahead of regulatory changes.
  • Case Studies: Expect to hear real-world examples and case studies demonstrating how businesses in the region have successfully navigated the compliance landscape, highlighting practical strategies that can be applied across the industry.

The panel aims to provide a comprehensive overview of the compliance landscape in the Balkans, offering valuable insights not just for those operating in the region but also for global stakeholders interested in understanding the dynamics of a diverse and rapidly evolving market.

 

As NSoft’s Head of Legal & Compliance, what advice do you have for betting operators, both new and seasoned, when it comes to selecting game providers and titles to ensure compliance and maximize success?

As NSoft’s Head of Legal & Compliance, I’ve seen firsthand the critical importance of compliance in ensuring the longevity and success of betting operations.

My advice to betting operators, whether they are new to the industry or seasoned veterans, revolves around a few key considerations when selecting game providers and titles:

  • Rigorous Due Diligence: Before partnering with a game provider, conduct thorough due diligence to assess their compliance track record. This includes reviewing their licensing status, previous regulatory issues, and the robustness of their compliance programs. A provider with a strong compliance ethos will significantly reduce the risk of regulatory complications down the line.
  • Alignment with Regulatory Requirements: Ensure that the game titles you select meet the specific regulatory requirements of your operating jurisdictions. This involves not only the current legal landscape but also an awareness of potential regulatory changes. Game providers that offer flexible and adaptable solutions will be valuable partners as regulations evolve.
  • Commitment to Responsible Gaming: Choose providers that prioritize responsible gaming and integrate features that promote safe gambling practices within their games. This not only aligns with regulatory expectations but also fosters trust among your customers and contributes to a sustainable gambling environment.
  • Technical Standards and Certifications: Verify that the game providers adhere to high technical standards and that their games are certified by reputable testing laboratories. This ensures the fairness and integrity of the games, which is crucial for maintaining customer trust and meeting regulatory standards.
  • Transparent and Open Communication: Opt for providers that maintain open lines of communication regarding compliance and regulatory matters. A collaborative approach to compliance can help anticipate and mitigate potential issues, ensuring a smoother operational flow.
  • Innovative and Engaging Content: While compliance is paramount, it’s also essential to select game titles that are innovative and engaging to ensure commercial success. Providers that balance regulatory compliance with cutting-edge, appealing content will contribute most to your success.
  • Consider Local Market Preferences: Understand the preferences and trends of your target market. Game providers that offer localized content and are adaptable to the cultural nuances of your operating regions can significantly enhance player engagement and retention.

By prioritizing these considerations, betting operators can forge successful partnerships with game providers, ensuring not only compliance but also a compelling and responsible gaming experience for their customers.

The synergy between compliance and commercial success is critical, and selecting the right game providers is a pivotal step in achieving that balance.

 

Thank you for this insightful interview, Zlatan! We look forward to meeting you at the Prague Gaming & TECH Summit, and hearing your valuable insights on Compliance Challenges and Opportunities in the Balkan Gambling Industry.

Join us in Prague to connect with Zlatan and the NSoft Team: Get your Tickets to the Prague Gaming & TECH Summit Now!

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