SPORTS BETTING OPERATOR
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VOLUME 002 ISSUE 003
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EDITOR’S LETTER
Our first issue of the year is released in time for ICE London 2020, addressing issues within the UK and the global Sports Betting industry. Topics cover the status of Sports Betting legislation as well as newly released information on leading suppliers and directors in this ever evolving market. Bill Miller, President and Chief Executive Officer of the American Gaming Association takes a look back at Sports Betting in 2019. At the start of last year, eight states offered live, legal sports betting, a remarkable jump considering there was only one operational state in 2018. By December 2019, that number had grown to 14. Already this year, at least 10 states have introduced sports betting legislation. Damien Connelly speaks with Per Winderstrom, CEO of Fortuna Entertainment Group about building a Responsible, Sustainable Customer Experience. With a wealth of experience, they have proudly staked a claim as the leader in regulated OmniChannel Betting and Gaming in the CEE. Geoffrey Bough, Vice President of Interactive Marketing at Parx Casino has a chat with Peter White about his experiences in the gaming industry, and the significant growth the property has realized in its short time in Sports Betting. With Sports Betting recently legalized in Pennsylvania, they are forecasting continued growth in sports betting revenues for the foreseeable future. In a feature on the States of Play, Victor H. Royer covers the status of Sports Betting legislation in America’s states – those that have legalized sports betting, and those who have either repealed or adopted legislation in recent months. In another feature, we also discuss a related issue, that as online gambling legalization expands, so do scams and sportsbettingoperator.com
ABOVE: Bill Healey, Editor, Sports Betting Operator
regulatory issues. Rachel Swann, Commercial Director of 3radical discusses the latest legislation in the UK to ban the use of credit cards in online gambling transactions. Though designed to protect the problem gambler’s overuse of credit cards, she highlights how operators and brands can minimize the effect of the ban on their business. Kate Chambers, Managing Director of Clarion Gaming joins us to discuss ICE North America and how its All About the Future. She sets the scene on May’s ICE North America, providing an outline for the new business-centric opportunities that are in store for the expo’s delegates. Two features on Ganapati, PLC as they team up with the world’s fastest man, Usain Bolt, using his imagery to create the very first official Usain Bolt online slot game. The firm also introduces Juliet Adlestein as their new CEO. Betinvest’s COO, Max Dubossarsky discusses the firm’s VR Slots and SportsBook as a Service. Their leadingedge technology will be on display in London at ICE 2020 for partners and their target audience to experience. Sports Betting Operator Magazine appreciates your readership, and wishes you the best in the New Year at both ICE UK and ICE North America. 3
CONTENTS VOLUME 002 - ISSUE 003 3
Editor’s Letter
6 Guest Comment Bill Miller, President and Chief Executive Officer of the American Gaming Association 16 Responsible Sustainable Customer Experience Per Widerstrom, CEO, Fortuna Entertainment Group. Interview by Damien Connelly 15 Parx Casino Geoffrey Bough, Vice President of Interactive Marketing at Parx Casino. Interview by Peter White 24 States of Play Sports Betting in America by: Victor H. Royer
CONTACTS Publisher Peter White Managing Editor Bill Healey North American Associate Editor David McKee International Editor Damien Connelly Tel: 44 (0) 1892 740869 E: peter@odminternational.com W: www.sportsbettingoperator.com
28 UK Credit Card Ban By: Rachel Swann, Commercial Director of 3radical 30 Why ICE North America is All About the Future Interview with Kate Chambers, Managing Director, Clarion Gaming 35
ICE London Preview By Rebecca Green • Ganapati • BetInvest • Vermantia
Editorial Policy: The views and opinions expressed in Sports Betting Operator remain principally the views of contributors and do not necessarily reflect those of the editor or publishers. The publishers wish to avoid inaccuracies and, whilst every precaution has been taken to ensure that information contained in this publication is accurate, no liability is accepted by the editor or publishers for errors or omissions, however caused.
42 Betconstruct Redefining Esports Betting with Winners.Bet
Unless otherwise stated, articles appearing in this publication remain the copyright of the publishers and may not be reproduced in any form without the publisher’s written consent.
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GUEST COMMENT
LOOKING BACK ON SPORTS BETTING IN 2019 As we enter a new year, with a handful of state legislatures already back in session, it’s hard to not be amazed by the speed at which legal, regulated sports betting spread across the U.S. in 2019. At the start of last year, eight states offered live, legal sports betting, a remarkable jump considering there was only one operational state in the year prior. By December 2019, that number had grown to 14, providing more Americans than ever before the chance to wager on their favorite games in a safe and regulated manner. These states, plus another seven jurisdictions that had legalized but not yet launched by the end of the year, developed diverse frameworks to meet the needs of their constituencies. Since the invalidation of the Professional and Amateur Sports Protection Act (PASPA) in May 2018, bettors have legally wagered more than $16 billion on sports nationwide, generating $1.12 billion in sportsbook revenue and $146.9 million in tax revenue to state and local governments. 2019 was a record year for sports betting on many accounts. As of writing, the most recent numbers available, from November, show clear growth. Nationwide, bettors wagered $1.86 billion in November, making it the fourth month in 2019 to surpass $1 billion. What’s more, all but one commercial sports betting state posted an alltime record monthly handle. Nevada continues to dominate the market, becoming the first state to surpass sportsbettingoperator.com
RIGHT: Bill Miller, President and Chief Executive Officer of the American Gaming Association
a monthly handle of $600 million in November. Intrastate mobile sports betting drove the market throughout the year. Where mobile betting is authorized, it is consistently driving consumer demand, accounting for nearly threefourths of the nationwide handle in November, including 87% of bets in New Jersey and 84% of bets in Pennsylvania. We’ll continue to see growth in this area as more states launch their mobile platforms in 2020. Over the past year, the country has seen the benefits of legal, regulated sports betting firsthand, motivating even more states to join the 20 plus jurisdictions that have legalized sports betting as legislatures come back into session. Already this year, at least 10 states have introduced sports betting bills. The AGA stands ready to serve as a resource for states considering establishing legal frameworks and will continue advocating for policies that protect consumers and attract bettors away from the dangerous and pervasive illegal market. 5
LEAD FEATURE: FORTUNA ENTERTAINMENT Per Widerstrom, CEO, Fortuna Entertainment Group
RESPONSIBLE SUSTAINABLE CUSTOMER EXPERIENCE Per Widerstrom, CEO, Fortuna Entertainment Group Interview by: Damien Connelly
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LEAD FEATURE: FORTUNA ENTERTAINMENT
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ith retail and online leadership in Central and Eastern Europe (CEE), Fortuna takes its market leading position seriously. The company has matured as its markets have matured. With future growth likely via international M&A, this Operator is definitely ‘One to Watch’. When was the company founded and what was the original motivation behind setting it up? The founding company Fortuna a. s. was established in 1990 in Prague with the aim to offer sports fixed-odds betting to the Czech market. A year after, Fortuna founded T E R N O, for entering the Slovakian market. Then in 2005, Penta Investments became the owner of both entities and in the same year it acquired Polish betting operator Profesjonał. Subsequently, all the companies were rebranded under one brand – Fortuna. Fast forward to May 2017, when Fortuna acquired a 100% stake in Hattrick Sports Group Ltd., the owner of Casa Pariurilor, the leading sports betting operator in Romania, and PSK, the second largest operator in Croatia. Continuing with its M&A spree in August 2017, Fortuna acquired Romanian companies Bet Active Concept S.R.L. and Bet Zone S.R.L. (for which Fortuna had provided its trademark since 2015), Public Slots S.R.L. and Slot Arena S.R.L. Subsequently, the corporate brand
Fortuna Entertainment Group (FEG) was established, this in order to cater for a multi-brand strategy and a common corporate identity for the enlarged group. When we look back at what we have achieved, we are proud to stake claim to the title of undisputed leading regulated omni-channel betting and gaming operator in CEE. But, we remain humble and energised to grow in our existing markets and to expand into new jurisdictions through M&A. What does Fortuna’s product offering consist of? FEG is a true omni-channel and multi-product operator represented across five markets. The online share of the total revenue is approximately 55% which implies that retail is a vital part of our omni-channel strategy – currently we have c.3,300 betting shops and c.3,400 self-service betting terminals (SSBTs) across our markets. Across the channels, and dependent on each jurisdiction’s regulatory framework, FEG is offering sports betting, gaming and lottery products to its customers. We have our own proprietary sportsbook while sourcing gaming and lottery products from some of the leading suppliers. What are the countries that Fortuna Entertainment is most active in? FEG with its c.7,000 employees is currently active in five countries: Czech Republic, Slovakia, Croatia, Poland and Romania. Romania is currently our biggest market.
WHEN WE LOOK BACK AT WHAT WE HAVE ACHIEVED, WE ARE PROUD TO STAKE CLAIM TO THE TITLE OF UNDISPUTED LEADING REGULATED OMNI-CHANNEL BETTING AND GAMING OPERATOR IN CEE. 8
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LEAD FEATURE: FORTUNA ENTERTAINMENT
With the ever-changing regulatory landscape, we are also proud to have been the 1st operator to launch an online casino in Slovakia which
Entertainment can provide its online and retail patrons? We are very proud of the entire FEG offering, and the passion of our people
regulated on the 15th of January this year. This has enabled us to provide a full suite of products to our customers in Slovakia.
shines through every aspect of the business. Over the years our portfolio of brands consistently ranks the most recognisable and trusted within their respective markets. This combined with the widest product offering, attractive odds, rich gaming content, as well as omni-channel access with a highly appreciated mobile proposition, allows us to provide our customers a truly enjoyable experience. Furthermore, our commitment and support to the national football community have resulted in FEG becoming the leading sponsorship partner for local football in most of our jurisdictions – a partnership we are very keen to ensure is coming to the benefits of our customers.
Where next? What Countries or regions are on your radar to develop business? FEG, together with its share holder Penta Investments, sees that there are further opportunities to lead the consolidation efforts in CEE. In addition, we believe there are further expansion opportunities across Europe driven by M&A and for FEG to capitalise on its scalable and replicable business model. What are the key advantages Fortuna 10
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LEAD FEATURE: FORTUNA ENTERTAINMENT
THE FOCUS FOR THE FIRST COUPLE OF YEARS WAS TO INVEST INTO FUTURE GROWTH BY BUILDING A SOLID FOUNDATION BASED UPON INSTIGATING OPERATIONAL EXCELLENCE, A ROBUST AND SCALABLE TECHNOLOGY PLATFORM, AND WINNING ORGANISATION. What is the organisations commitment to Safer Gambling initiatives as well as AML and KYC? We at FEG, are very much committed towards taking a proactive stance when it comes to compliance across our markets and towards responsible gambling. Over the past few years FEG have made considerable investments into building the foundation and structural capital for delivering a robust, responsible and sustainable customer experience across our markets. sportsbettingoperator.com
And whilst we continue to work closely with regulators in each of our core markets, we are also pro-actively introducing responsible gambling measures based upon proven models aimed at protecting customers in a sustainable and responsible manner. What can you tell us about the projects you have worked on so far, and the difficulties and successes you have experienced? I had the opportunity to join FEG as the Group CEO in Q4 2014, this is when 11
LEAD FEATURE: FORTUNA ENTERTAINMENT
the Group had an EBITDA run rate of EUR 25.0m. In 2015 we initiated a group wide transformation programme based upon a new Group vision and strategic framework. The focus for the first couple of years was to invest into future growth by building a solid foundation based upon instigating operational excellence, a robust and scalable technology platform, and winning organisation. The years thereafter were all about capitalising on this foundation in order to go for the vision of becoming the number one regulated omni-channel betting and gaming operator in CEE. Five years later FEG has grown its underlying EBITDA almost five times and is now the uncontested number one operator in CEE. It’s fair to say that this transformation and value creation journey has been a true roller coaster, but our 12
ABOVE: Tomáš Polinský, Group Live Betting Manager
vision, strategy framework and the determination of the team to succeed has been a guiding light throughout these five years. Finally, but not least, the active and strong support from shareholder Penta Investments has been absolutely fundamental for our success. Risk management is also a major priority of retail and online operators. What is your organisation’s? Our industry is maturing as a result of increased regulation, advertising restrictions and taxation to name a few. Not to mention the complexity of running a retail and online business that on a day to day basis faces numerous threats. Our approach to these challenges is to take a pro-active stance towards risk profiling, from gathering insights to the areas potentially impacted sportsbettingoperator.com
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LEAD FEATURE: FORTUNA ENTERTAINMENT to then mapping mitigation plans to addressing these matters – all of which is a fundamental part of FEG’s daily operation. If you could change anything in the world of gambling what would that be? As an industry we have for too long taken a back seat to player protection. As the CEO of the largest CEE operator I take on the challenge to introduce measures to improve in this area and encourage my fellow leaders to do the same.
2020 IS GEARING UP TO BE A VERY EXCITING YEAR FOR FEG AS WE LOOK TOWARDS COMPLETING OUR FUSION REPLATFORMING PROGRAMME THAT INVOLVES UNIFYING ALL PREVIOUS M&A ASSETS ON ONE SCALABLE OMNI-CHANNEL, MULTI-PRODUCT AND JURISDICTION PLATFORM. 14
What are your future plans for Fortuna Entertainment? 2020 is gearing up to be a very exciting year for FEG as we look towards completing our Fusion replatforming programme that involves unifying all previous M&A assets on one scalable omni-channel, multiproduct and jurisdiction platform. In addition, we will see a step-change, from an investment and operational perspective, when it comes to further instigating an insight driven modus operandi by acquiring our long-term BI & Analytics supplier in Hyderabad India – this through internalising the capability and capacity into FEG. This in turn brings forward our plans to expand into new markets through M&A, which we are always actively pursuing, and in our core markets we will continue to drive operational excellence to achieve profitable market share gains.
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FEATURE: PARX CASINO Geoffrey Bough Vice President of Interactive Marketing at Parx Casino
PARX CASINO Geoffrey Bough, Vice President of Interactive Marketing at Parx Casino. Interview by Peter White
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FEATURE: PARX CASINO
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ports betting is all the rage in Pennsylvania, where it has generated $1.5 billion in wagers since its inception—$342.5 million in December alone. One of the key players in this breakout is Parx Casino, which leads the Keystone State every month in slot revenue, making it the frontrunner among Pennsylvania casinos. Pennsylvania “is beginning to succeed where it wanted to most: making sports betting a significant revenue driver for the state,” says sports-betting analyst Dustin Gouker, “Its tax rate is significantly higher than every other state, which has slowed the industry’s growth. But Pennsylvania is the most populous state to fully legalize sports betting, and that has proven to be too enticing for operators to ignore.” Against the background of that bull market, Casino Life caught up with Parx’s vice president of interactive marketing, Geoffrey Bough. We began with the nerve center of Parx’s new revenue stream, its high-tech sports book … 2019 was a big year for Parx Casino, as it opened its 24-hour sports book
loves sports and sports betting. Who wouldn’t want to be involved with opening one of the biggest and best retail sportsbooks in the country? The entire Parx team spent a great deal of time trying to figure out how to create the best retail sports betting experience for our customers and I feel that we have achieved that. And judging by the crowds that the sportsbook draws, especially on NFL Sundays, I’d say our customers agree.
featuring a massive $1.5 million 156foot, high-definition HD media wall capable of displaying 36 games at once, three VIP areas, and a 38-foot by 14-foot bar. Plus there’s seating for 200 guests, six live teller stations and a full menu of cocktails, wines and beers. Food options include burgers, including the vegan Impossible burger, cheesesteaks and more. With a price tag of $10.5 million to build, that all adds up to one superb sports betting experience!
business. So acquisition, customer retention management (CRM) and data analytics are the keys to my role in the company.
What has it been like to be involved in such a significant and impressive project? It’s been an immense amount of fun, especially for someone like me who 16
What role do you undertake in the company’s life? What are your tasks and responsibilities? I am responsible for all marketing for our real money gaming products, which includes both online sports betting and online casino. I also keep a pulse on retail sports betting too. It is a great luxury to have a top-notch sportsbook on property where you can speak directly with customers and ask them about their experiences using the online product. My tasks and responsibilities are quite straightforward. Fill the funnel with users, keep them happy and ensure that we have a profitable online
What has been your primary role with the development of the online Casino and Sports Betting? It’s multi-faceted. In the early days of sports betting and online casino, which we’re still in, my primary focus has been user acquisition. Parx is the #1 casino in PA because it stresses data use and results above all else, and that’s the same approach I use for online user acquisition. I utilize a broad portfolio of digital ad platforms so that we can spend as effectively and efficiently as possible. We also have sportsbettingoperator.com
FEATURE: PARX CASINO
used radio and TV with great success. At the same, as you’re bringing on tens of thousands of new users, you absolutely have to have a great CRM plan in place. Otherwise you have the classic leaky bucket issue and all that money you spent to bring on new customers is going to waste. So while acquisition is priority 1A, CRM is 1B. And while our CRM plan is always evolving, we have built a strong structure that thus far has produced early retention numbers well above our original targets. Tell us what your day to day involves and what parts of your role you enjoy the most? A good chunk of my daily routine involves ensuring that everything is running smoothly. And by that I mean that our ad spend is at appropriate levels, that our cost per acquisition (CPA) numbers make sense and that our return on ad spend sportsbettingoperator.com
ABOVE: Sportsbook official grand opening ribbon cutting – August 8, 2019
remains on track. It’s also approving creative, planning and executing new ad campaigns and of course working with the marketing team on new promotions to keep our loyal customers happy and engaged. Additionally, I spend a lot of time with our data analytics team quantifying things like broadcast uplift, player lifetime value by ad channel and overall revenue performance. The best analogy I can give is that each day is like fine-tuning a machine. The more time you spend tuning it, the better and more efficient the machine becomes. And it’s enormously satisfying when it’s absolutely humming. And of course nothing beats walking around the sportsbook in the casino on a Sunday when an Eagles game is on. The energy and atmosphere in the sportsbook is always electric. Which have been the most difficult 17
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KAMBI HAS EXTENSIVE ONLINE EXPERIENCE AND THEIR RETAIL KIOSKS ARE QUITE IMPRESSIVE. ADDITIONALLY, THEIR ONLINE SETUP MORE EASILY ALLOWS FOR USER INTERFACE CHANGES AND IMPROVEMENTS OVER TIME. periods in your career so far and what do you consider your greatest personal success? The most difficult period of my career was definitely late 2015 and 2016 when I was at FanDuel. That was of course when states started coming down hard on the unregulated daily fantasy industry and for quite a while things were hanging by a thread. As one of the earliest employees at FanDuel, it was painful to watch a company that I had a real hand in building nearly vanish overnight. However, we managed to right the ship, get numerous state bills passed, and ultimately saved the business. As for my greatest personal success, it’s early but I am very proud of what sportsbettingoperator.com
ABOVE: High limit table games enclave
the online gaming team has done at Parx. A year and a half ago there was not a single real money gaming person here. Now? We have an ever expanding team and a great product that is providing exceptionally strong year-over-year gaming revenue uplift for the core casino business, while also producing strong return on ad spend. How is the Kambi system performing? Kambi has been a very good product for us, as it has allowed us to create a very clean online sportsbook that users find easy to use. On the retail end, Kambi’s kiosks are extremely popular, as the majority of our customers use the kiosks over cashiers.
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FEATURE: PARX CASINO system it’s been quite straightforward on the online casino side. Are their any features of the GAN operating system that have particularly impressed you and why? On the sports betting side, our setup is a combination of both Kambi and GAN. So while the integration initially took some time, it has been smooth ever since. On the online casino side, which is pure GAN, the ease at which we can make changes to games, like coin level and bet level, is very useful. Additionally, it’s very easy to create leaderboards for competitions which players absolutely love. Lastly, although it’s not the operating system, our GAN account team is especially helpful. They’re almost always able to turn things around quickly for marketing campaigns. As with all businesses in all sectors, technology is calling the shots and is certainly true at the Parx Casino. How important is it for the gaming entertainment venue to maintain its competitive edge in these two rapidly What were amongst the key reasons behind the choice of Kambi over alternatives? Kambi has extensive online experience and their retail kiosks are quite impressive. Additionally, their online setup more easily allows for user interface changes and improvements over time. You have also involved Game Account Network, and its popular Content Marketing System. How easy has it been to incorporate into the Parx Casino operating system as wells as operate? GAN was easy to incorporate because Parx was already using GAN for social casino. As for the content marketing 20
TOP: Liberty Bell Gastropub ABOVE: Parx patrons enjoying video blackjack
growing resources provided for its patrons? The retail casino industry still drives the bus and is certainly not going anywhere, but it is true that in an increasingly digital world there is a growing expectation by customers that their gaming experience extends beyond just the physical casino. In that regard, Parx deserves a lot of credit for embracing online sports and online casino. As the clear #1 casino in PA, it’s not hard to see why they might have been against it. But Parx has always had a clear vision – we want to be the best at everything when it comes to gaming, and online is no exception. It also makes logical sense as a business to embrace sportsbettingoperator.com
FEATURE: PARX CASINO
online gaming. All data points to online gaming increasing the revenue of existing customers, re-engaging dormant customers and bringing brand new customers on board. Parx has seen all of these things come true. The other thing that smart gaming enterprises should recognize about online gaming is that it allows your business and brand to expand well beyond its brick and mortar limits. You can now attract and retain very valuable customers who are 275 miles away who you would otherwise rarely or never come to your property. And while the benefits of online gaming are great, it is the ground work that gets you there. You need to build a great product, devise a smart marketing plan, and continually find ways to keep your customers engaged and active. And you must constantly be innovating in these three areas at all times, which is no easy task. But Parx sportsbettingoperator.com
ABOVE: Football Sunday at Parx Sportsbook
has given us the tools and ability to accomplish this, which means we will always be competitive in any market we are in. Are there any other cool technological advancements that you currently use or see in the pipeline? I am very intrigued by what artificial intelligence will do for the sports betting industry. The sportsbook user experience is still not very personalized, which to me is the key to unlocking additional revenue. If done well, artificial intelligence has the ability to unlock hundreds of millions, if not billions, in additional revenue for operators. Tell us about the Parx Casino’s own sports betting smartphone app and how you are attracting new customers? Our sports betting app is designed to be simple and straightforward for 21
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FEATURE: PARX CASINO
users. No one wants a clunky app that is difficult to use. You want to be able to bet and bet now. At the same time we’re also prepared as the market evolves. While in-game betting is a relatively new concept to US bettors, we already have a stellar in-game betting product that is continuing to grow in popularity. In terms of ads, if you’re a sports fan in PA you’ll find us on Facebook, Google, numerous other digital platforms, radio and TV. For online casino we’re primarily on digital platforms, but we’ll be expanding to other verticals in the near future. Lastly, we spend a great deal of time on CRM campaigns to keep our customers engaged. Never forget to keep your customers happy! Have you anything else you would like to add? Don’t be surprised to see Parx going online in a state near you in the future! sportsbettingoperator.com
ABOVE: Parx Casino’s 260,000 square foot main gaming floor
RIGHT: Beer Garden at Parx Casino
RIGHT: Xcite Center at Parx Casino – Seats 1500 Guests
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FEATURE: SPORTS BETTING USA
STATES OF PLAY Sports Betting in America by: Victor H. Royer
A
lthough breaking news at the time of this writing, by the time you read this you’ll probably already know that the Democratic Governor of the US State of Maine (north-east coast of the USA) – Janet Mills – just Vetoed that State’s Sports Betting bill, passed by the Legislature in 2019. This leaves only New Hampshire and Rhode Island as active participants in the latest gaming expansion on the far north-east coast of America, with Massachusetts still debating 24
their version of Sports Wagering. Massachusetts Governor, Charlie Baker (R) is in full support of this Bill, and has been actively urging his Legislature to fast-track it. Meanwhile, other States on the East Coast of the USA are enjoying recordbreaking revenue from legalized sports wagering, far in excess of even the most optimistic projections at the time when New Jersey filed suit against the Federal Government, resulting in the Supreme Court overturning the much-hated PASPA. There are now 14 US States that offer some form of sportsbettingoperator.com
FEATURE: SPORTS BETTING USA legalized Sports Wagering, with 6 more in the process of passing their version of the required laws and rules. In the near future four more US States – the aforementioned Massachusetts, plus Ohio and Michigan – and the possibility that Maine will join the party either with the Legislature overruling the Governor’s Veto, or forging some kind of a new agreement to allow this to pass – are also in the mix for Sports Wagering expansion across the nation. However, as former New Jersey Governor Chris Christie (R) said in his address to the 2019 G2E in Las Vegas, it is imperative that all legislatures in each State do their due-diligence, and don’t screw this up. By that Christie meant that each such State should adopt the Nevada Model, and also include proper provisions for mobile-wagering, something which Pennsylvania has not done, and which will, at some point, cost it revenue. For more on Governor Christie’s address to G2E, please review my earlier article in this publication, issue #2. Governor Christie’s warning is quite valid. Since the also much-hated UIGEA of 2006 killed the booming
such immediate meddling, even if such a scandal would, or could, crop up at this time. Right now the US Federal Government, and, specifically, the US Congress, are so mired in partisan bickering that they aren’t doing anything – other than slinging mud at each other – and that means that, effectively, the Government of the USA is at this time completely ineffective in just about anything. This is good
online poker business, and killed billions in revenue to the US Treasury as a result, there’s always been a fear among States trying new wagering legislations that any perceived mishap could, once again, invite Federal Intervention, and, perhaps, enforce upon the gaming industry yet another version of PASPA. This is a distinct possibility, since such Federal Government meddling in Sports Betting is just one scandal away from becoming a political football, and this could easily kill what is now an emerging and lucrative gaming opportunity: Sports Wagering. Perhaps fortunately, however, the current partisan stalemate in the US Congress leaves little room for any
for the Sports Wagering business, and for gaming expansion as a whole. US States are, at the moment, pretty free to do as they wish, and pass whatever legislation they want, and make Sports Betting, and Online and Mobile Wagering, a distinct possibility and a fact in as many US States as are at this time inclined to do so. The simple fact remains that – for the time being – the US Congress are behaving as basically two spoiled brats sitting in a sand box and fighting over who gets the shovel and who gets the bucket. In the meantime, of course, the sand box has holes and all the sand is running out. So, in the end, whenever these dunderheads will finally get their act together, by that time the
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FEATURE: SPORTS BETTING USA
sand will have run out, and all that effort, fighting, and costs to the US economy and business will have been for nothing. As is, of course, usual for anything involving the hamstrung US Congress, who, currently, couldn’t find their way out of a paper bag with a store full of scissors! On a brighter note, Nevada gaming regulators recently gave their tentative blessing for the joint venture between MGM Resorts and UK-based GVC Holdings, to begin digital operations
USA have finally found a way to cash in on this increased interest in Sports Betting. While previously they tried to strong-arm States and legislatures with a variety of weak offers and concepts, it seems that they have now found a legitimate way in which to make money from Sports Wagering. And that is in the form of selling their data, including real-time data, which is particularly important for in-game wagering. While Operators aren’t thrilled with the added costs of this service, they do, nonetheless, agree that using legitimate and secure and real data directly from the licensed source is to their advantage and benefit. And so, it seems, everyone has finally found a way to make a buck from Sports Betting. Perhaps even some of those who do the actual wagering! But there is trouble in California, the largest of the US States by population. The State’s Legislature wants to legalize mobile Sports Betting, but the State’s many Indian Tribes want to keep Sports Betting available only directly in their Casinos. This is causing a rift of major proportions, not
in Nevada. This existing partnership, which currently runs the Roar Digital mobile wagering platform from the Borgata in New Jersey, is expected to produce a solid performance in the State of Nevada, through their BetMGM mobile APP, which was released this past September, 2019. According to statements made to the Nevada Gaming Control Board by Adam Greenblatt, the Roar Digital CEO, MGM will continue to run it’s Sports Books in all of its applicable resorts, but Roar Digital will oversee the mobile and online platforms. This method is also expected to be the Model for all other States, according to Greenblatt. Elsewhere, the Sports Leagues of the
only between the State’s Legislature and the Tribes, but also among the various Tribes themselves. So what’s the solution? I guess to put it in the perspective of an old Western Movie, the Indians are on the Warpath, and the Legislature is trying to find its pants (which are on fire, and the horses have left the barn). OK, so I’m being alliterative, but the point is, I think, clear – nothing is about to happen any time soon. Sad for Californians, of course, but good for neighboring Nevada. And so, dear friends, as the sun sets over the battlefield, there remains only one thing more to say: Anyone want to bet on when California will join the Sports Betting world?
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FEATURE: UK CREDIT CARD BAN
UK CREDIT CARD BAN Banning Credit Cards is a positive step, but operators must get better at using data to protect vulnerable players. By: Rachel Swann, Commercial Director of 3radical
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anuary was a very busy month in the news for the gambling industry in the UK, with one of the biggest news stories coming from the UK Gambling Commission (UKGC). Following a 12 week consultation the newest legislation to impact the sector is the ban on the use of credit cards in online gambling transactions. So as we started to discuss if any other territories will follow the UK’s lead we thought - is that even the point?... The point is not who will follow the UK’s lead, or even what impact the credit card ban actually has. The point is that the industry as a whole is under an intense public spotlight at present, negative media attention is only going to continue, and the more mature the industry gets the more legislation will
that, mainly (but not wholly) thanks to the UKGC legislation, the UK gambling industry is actually way ahead of other industries, and also other geographical territories when it comes to protecting and knowing who their customers actually are.
be implemented. The only way for operators to ‘win’ in this current climate is to protect players throughout the entire customer journey. If that journey is to play responsibly and wager, then great, but only as long as operators are providing the entertainment factor. This legislation was probably a long time coming in the UK, and whilst we are a little dubious on its ability to change the problem gambling behaviour exhibited by 22% of credit card gamblers, there is no doubt that this is a positive step. However, our experience has been that operators really need to be able to use data to identify, understand and ultimately protect their vulnerable players. At 3radical we have always taken the view
include player care across the entire player life cycle, and implement the same best practice infrastructure in each geographical territory they expand into. The question then becomes one of how, as with other recent legislation, operators turn this into an opportunity? If the base premise of values, entertaining, longer-term player-operator relationships and the framework to do this is already in place, this then allows a business to not only personalise player journeys and interactions, but also spend less time reinventing the wheel. This will give them more time to make cultural and market amends in the knowledge that they are being compliant and responsible with a longer-term market
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What does this mean for new and existing markets? So with existing and new markets opening up, and as operators and brands grow, business models will need to be transferable and scalable, which also extends to best practice. It makes sense, therefore, for those companies that have international expansion aspirations - and from what I can see this includes the majority of operators of all shapes and sizes - to develop best practice commercial models that
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FEATURE: UK CREDIT CARD BAN
presence. That way, if legislation such as the credit card ban - or moves in allowing the use of cryptocurrency, for example - arises in the new territory, the implementation becomes less of a fundamental business game changer and more of an amendment to existing models. In other words, if your basic fundamental operating structure is sound with a mutually beneficial and with commercial player-operator relationship building at its heart, then the market in which these operators are operational is important for its size, culture and language. Every market needs to have proven identifiable players, with access to funds and the ability to deposit and withdraw. So, actually, whether other markets follow suit and impose the credit card ban may not be the question we need to be asking; maybe it’s more pertinent to ask who, regardless of size, has the fundamental player engagement model to be able to engage in the geographical territories that it wishes to. And it all comes down to medium to long-term conversation and dialogue as opposed to the fast and short-lived historical acquisition model of earn and burn. About 3radical 3radical allows individuals to interact with organisations on their own terms. sportsbettingoperator.com
Voco’s real-time decisioning engine is able to combine game science theory, data accumulated from billions of interactions, and real-time self-reported data, resulting in the optimum blend of interactive content, rewards incentives and channel for each engagement. The self-reported data is willingly and transparently provided in return for a value exchange, and can be used to improve the relationship of the individual with the organisation across all channels, and by informing product and service development. These solutions are powered by Voco, 3radical’s award winning gamification platform. 3radical Voco has a set of built-in best practice mechanics that enable business users to create interactive journeys that deliver contextually relevant, highly rewarding experiences, in the moment, via digital channels such as web, email, mobile app, social and chat. The results are exceptional, with leading brands like Daub Alderney, Foxy Bingo, Zizzi, DBS Bank, Dell, along with many more all benefiting from this transformational approach to audience engagement. 29
FEATURE: ICE NORTH AMERICA
WHY ICE NORTH AMERICA IS ALL ABOUT THE FUTURE Kate Chambers, Managing Director, Clarion Gaming, sets the scene on May’s ICE North America and providers a taster for the new businesscentric opportunities that are in store for delegates For those of our readers whom may not be familiar with this event, can you summarise the thinking behind it and its key aspects of appeal for both visitors and exhibitor at ICE North America? Since we first unveiled our vision to create an event for the entire A-Z of North America’s gaming ecosystem, we have been overwhelmed by the positive response that we have 30
MAIN: Kate Chambers, Sugar Ray Leonard, Roy Student
received from all quarters. Successful events, whether they are ones of huge scale such as ICE London or launches, all have one thing in common - great chemistry. What that means for event organizers, such as the team behind ICE North America, is achieving the right combination of influential and expert speakers exploring issues and topics from every perspective and an exhibition floor which showcases sportsbettingoperator.com
FEATURE: ICE NORTH AMERICA the industry’s most forwardthinking operators, developers and manufacturers. We are confident this year’s edition will deliver on all the foundation stones of the ICE brand experience; providing outstanding content, attracting the very best exhibitors, delivering real solutions to real problems and standing shoulder to shoulder with our stakeholders. When you attend ICE, you are receiving the latest advances that are available and the vision of where we are heading in this global economy as it relates to gaming and hospitality. In terms of its appeal, ICE North America is a multi-sector, FREE-toattend event for the entire North American gaming and hospitality industry. We have designed the event to deliver for attendees and visitors alike, providing a space where companies can sell across multiple sectors and meet potential customers from sports betting, casino, hospitality, eSports, iLottery and affiliate marketing in one place, as ICE finally puts North American gaming on an international stage! What’s new for ICE North America 2020? With the ICE brand having made its mark in the US in 2019, May 2020 will see the event move from Boston to the world famous New Orleans, with future thinking and innovation at the forefront. This year, the event combines both the gaming and hospitality worlds into one segment, where visitors will experience how the two worlds interplay. New for the gaming arm we will have an expanded focus on brick and mortar operations and eSports will bolster the historical themes of sports betting, affiliate marketing, lottery and iGaming. sportsbettingoperator.com
The show will also provide the perfect opportunity for those looking to capitalise on the opportunities presented by one of the most exciting regions in the gaming industry and this year the conference programme will be 100% FREE-to-attend! The exhibition zone at ICE North America is returning bigger and better in 2020. This is a not-to-be-missed opportunity to discover advanced land-based and online gaming and hospitality technologies and solutions. One of the most exciting additions for 2020 is our brand new Match! Buyer Programme. ICE North America 2020 will see the launch of this interactive, unique meeting format which will bring together the right decision makers and suppliers to create productive and collaborative network during ICE North America. Listening to our stakeholders we understand the growing pressure on budgets and the demand to demonstrate clear ROI for businesses, so ICE North America 2020, will offer a solution through our one-to-one pre-scheduled appointment system. Essentially, buyers provide specific details of their company and product interest for attending ICE North America, they will then receive a set of appointments based on mutual interest with our team generating each buyer personalized agenda and meeting reminders prior to the event. With the launch of Match! we can guarantee that each matched appointment understands specific business requirements, resulting in the delivery of more relevant and efficient meetings. Networking at these events is also an important factor for those attending what’s planned for ICE North America 2020? Networking is key to the ICE North 31
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FEATURE: ICE NORTH AMERICA America experience and this year’s event is set to attract visitors from all over the globe to meet, network and drive actionable business plans for one of the most fruitful gaming markets in the world. While the ICE North America exhibition is itself an incredible networking platform providing a meeting place for the best networking pool of decision makers, we also have dedicated events taking place for FREE for all participants. We’re currently hard at work on the 2020 program, crafting networking events to end all other networking events, and with ICE North America 2020 being held just steps from the iconic French Quarter in New Orleans, it’s the perfect location for afterhours entertainment, socializing, sightseeing and making those invaluable connections that only great expos can deliver. From a conference standpoint can you provide readers with an insight to the topics on the ICE North America conference agenda? The ICE North America conference is really multiple conferences in one, tackling the biggest trends and advancements that the industry has to offer. Delegates are able to access in-depth sessions that best fit their business interests for free, including Sports Betting + Lottery, Hospitality Technology + Brick and Mortar, iGaming, Affiliates, Payments + Start-up / Innovation, Responsible Gambling and eSports. Following on from the huge success of the inaugural ICE North America, and building on the global power of the ICE brand, ICE North America 2020 will once again bring the industry’s most influential and reputable thought leaders together to discuss the full breadth of US gaming and hospitality. Our invitation is to join 150-plussportsbettingoperator.com
ABOVE: Kate Chambers, Managing Director, Clarion Gaming
speakers to think beyond tomorrow and capitalize on the opportunities presented by one of the most exciting regions in gaming. For those that possibly had the wait and see approach as so chose not to attend 2019 what would you like to say to them as to why they should be attending ICE North America 2020? Firstly, I would like to place on the record my great thanks to everybody who attended ICE North America, to those organisations which supported ICE North America either as an exhibitor or a sponsor, to those who shared their expert insight to what were packed conferences and to the team at Clarion, including our brand ambassador, Roy Student, who helped to deliver an event worthy of the 35 33
FEATURE: ICE NORTH AMERICA
ICE name. We received incredible feedback from key industry figures in 2019 with Vigne Kozacek, Director at Innovation Squad Ltd, hailing the event as a ‘must for all the industry’ and Josh Faber, Senior Advisor to Spectrum Esports Advisors and Esports Capital, highlighting how he was able to accomplish ‘six months of C-Suite level networking in one really busy day’! We were overwhelmed by how positively the industry responded and I am confident that 2020 is set to be even more essential. As with all of our events, we subscribe to a process of continuous improvement and, through our Ampersand initiative, we have continually worked with our stakeholders to consolidate those aspects of ICE North America that went well previously and, most importantly, to address those where there is room for improvement. ICE North America 2019 represented 34
ABOVE: xxx xxx xxx xxx xxx xxx xxx xxx
the biggest and the most influential gathering of its type in North American gaming. The ICE team has been building on those successes as we work towards our second edition in New Orleans this May. ICE North America, which takes place at the New Orleans Ernest N. Morial Convention Center from 13-14 May 2020, is the true gathering for Operators, Regulators, Government representatives and Suppliers who are involved in, or are looking to lead the charge into, the lucrative world of gaming in North America. This is the one true event for the next generation of technology and market trends bringing together sports betting, casino, tribal and affiliate gaming industries. To register for North America’s Gaming and Hospitality Technology Marketplace, visit: www. icenorthamerica.com sportsbettingoperator.com
PREVIEW OF ICE 2020
ICE LONDON PREVIEW: GANAPATI
GANAPATI PLC TEAMS UP WITH USAIN BOLT The game, Usain Bolt, which will feature imagery of the champion sprinter, is set to be promoted by the man himself at ICE London on February 5th
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nternational iGaming company, Ganapati PLC, has announced a partnership with none other than the world’s fastest man, Usain Bolt. The global game developer and champion sprinter have joined forces to create the very first official Usain Bolt online slot game, which will be launched this summer. The company is working closely with Bolt in order to create a slot game which accurately reflects his love of sport-themed games, whilst incorporating entertainment-focused elements which Ganapati games are known for. In preparation for the game’s launch, Bolt himself will be joining Ganapati at the iGaming industry’s biggest event of the year, ICE London, held at ExCel London in February. The game’s launch later this year will coincide with the opening of the world’s largest sporting event, held in Tokyo. Originally established in Japan, 36
ABOVE: Usain Bolt
Ganapati has a reputation within the iGaming industry for developing original online casino content, uniquely borne out of both Europe and Asia. Effectively implementing strategic sport sponsorship and brand opportunities, Ganapati considers itself to be a B2B brand with a B2C mentality. This recent collaboration with Bolt, as well as the company’s production of the official Manny Pacquiao slot game last year, highlights Ganapati’s dedication to this strategy. Regarding the collaboration, Usain Bolt commented: “2020 not only welcomes the biggest sporting competition in the world, but an exciting new collaboration between myself and iGaming developer, Ganapati. I am proud to be teaming up with Ganapati to create my first ever official online slot game – Ganapati’s goal to produce innovative and creative content fits perfectly with my brand, making this partnership a natural one for me. Ganapati and I have been working on this together for some time now, and I look forward to sharing the final product with you all.” Ganapati PLC’s COO, Juliet Adelstein, said: “This partnership between Ganapati and Usain Bolt is hugely exciting and represents just how big we have grown in such a short space of time. Usain has worked closely with us to create this special game and neither of us can wait to release the official Usain Bolt slot game later this year.” sportsbettingoperator.com
ICE LONDON PREVIEW: BETINVEST
VR SLOTS AND SPORTSBOOK AS A SERVICE PUT BETINVEST AMONGST ICE LONDON’S AVANT-GARDE Investing in experts, technology and R&D to remain at the forefront of the industry innovation, Betinvest’s COO, Max Dubossarsky, explains how the brand is looking forward to demonstrating its VR technology, Online Platform, Terminal solution and Sportsbook as a Service next month as the gaming industry descends on London for ICE 2020 After such success over the past 12 months, how excited is Betinvest for ICE London 2020 and which solutions are the team looking forward to presenting to visitors? ICE London is of great importance to every company in our industry. It’s a platform to showcase new, innovative solutions and meet all our partners and target audiences. We’ll be at the expo with our large team, and we look forward to revealing how we’ve expanded our product line with new Betinvest games. We will be presenting the slot games with various design solutions. Moreover, all our visitors will get the opportunity to play our slots using VR technology, and our B2B clients will be able to get all our slots with the option to play in VR. As well as presenting our new products, we’ll also demonstrate how we’ve improved the functionality of our Online Platform, Terminal solution, and Sportsbook as a Service. For example, we’ve expanded the number of partners we have working on our Sportsbook and this is mainly down to our new approach, which involves providing a Sportsbook as a Service. It is easily integrated into any current sportsbettingoperator.com
MAIN: Betinvest COO, Max Dubossarsky
client platform and the fact that it can be customised and managed independently has yielded fantastic results. As 2020 begins, sports betting has taken on more forms than ever before. As a supplier, how does Betinvest remain flexible enough to cater to the demands of all operators, online and 37
ICE LONDON PREVIEW: BETINVEST retail, in all jurisdictions? In terms of retail, our Terminal solution is in great demand amongst our partners. We believe that terminals are essential for maximising the market penetration of sports betting businesses. When developing this software, we put a lot of thought into the UI and UX, and we’ve added new features to reduce the time it takes to place bets. It has the option to accept bet slips automatically or turn on an alert service that notifies users about changes in odds during in-play betting. Our Terminal also boasts an in-depth reporting system, risk management tools, a comprehensive multi-level back office and the option to control betting terminals remotely. Operators can use it to monitor all their existing brands and the software is compatible with a wide range of hardware alongside our own. As for online solutions, every visitor to ICE London 2020 will be able to see what our software looks like on different devices. Our platform has a responsive design and
they can remember – involved in this industry one way or another. With a background like this, our specialists can be trusted to know what’s going on in the world of esports, and our Sportsbook contains over 1,000 live events and 3,000 pre-match events per month on global tournaments. In addition to this, we create enticing special markets, which is certainly not something that all providers out there can boast of. All of our clients can count on the fact that our eSportsbook will cater to the needs of their players. We offer an eSportsbook as a Service, alongside our Sportsbook. This is a fast, convenient way to get a comprehensive product with plenty of opportunities for customisation.
what’s more, we provide applications for iOS and Android devices. Our new games can also be adapted for any user device. Technology is always evolving and unearthing new possibilities for business, so our aim is to stay up to date with these changes.
success. That’s why we make it our priority to put our clients first. We provide support in different ways, according to the needs of our clients, and we can also form a dedicated team of IT specialists to serve a particular client. At events such as ICE, we get the chance to spend more time speaking to our partners and potential clients face to face, which makes a nice change from the remote communication we tend to have at other times in the year. During the exhibition, we can speak to one another directly about ongoing projects, and discuss strategies for the further development of our partnership and overall trends in the industry.
One branch of sports betting that continues to grow year on year is esports. Why are Betinvest the best option for operators looking to expand their esports offer? In 2019, we put together a fantastic team of specialists who not only know esports inside out and know how to calculate odds, but who have spent their lives – as far back as 38
As well as continually fine-tuning products, how does Betinvest ensure the delivery of excellent service and support? Is maintaining a strong relationship with clients important, and how do events such as ICE help develop such relationships? We strongly believe that our success is only possible thanks to our clients’
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ICE LONDON PREVIEW: VERMANTIA
VERMANTIA SET TO MAKE OPERATORS’ BRICKS CLICK AT ICE 2020 Winning models for a new retail era to be unveiled by Vermantia at ICE 2020
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ermantia, a leader in omni-channel content solutions, has announced its line-up for ICE London between 4-6th
February. The supplier’s range on display at the show, set to be unveiled at stand S4-120, includes high quality live sports and racing channels, virtual greyhound racing with unlimited HD real racing action as well as modern self-service betting solutions, offering retail operators a first-hand look into futuristic retail experiences. “Over three action-packed days, our team of experts are ready to give a full picture of how we can help operators to stay ahead of competition, increase store foot traffic and dive into the future of retail”, said Spyros Stavropoulos, Commercial Director of Vermantia. In a move that brings further innovation to the retail space, Vermantia will have on display its bespoke Live Sports Channel, delivering a daily schedule of over 35,000 top quality events in combination with relevant statistics for each event as well as live odds for inplay betting and live commentary. Alongside, on display will be Vermantia’s market leading live racing channels, delivering a bespoke, round-the-clock-service which will be front and centre with supplier’s A-TV channel, Italy’s first international horse racing channel, featuring thousands of premium live horse racing events from the best tracks in the world, including the UK, Australia, New Zealand, South Africa, India, and the USA. sportsbettingoperator.com
Operators will also have the chance to take a peek behind the scenes of Vermantia’s content driving technologies and market-proven CONNECT platform, which powers a fully flexible live channel solution, combining distribution and content management, allowing operators to take full control of their betting channels. Taking pride of place at the supplier’s stand will be its Virtual Greyhound Racing with real content, offering unlimited HD real greyhound racing action combined with the ease of virtual games. With races constantly updated for the first time and powered by the most reliable game engine, developed by Kiron Interactive, the product ensures fast time to market and optimum player experience. ICE attendees will be able also to dive into the future of retail and sample live demo sessions of company’s award-winning FLAVOR suite of SelfService Betting Terminals that offer a digitised, convenient and completely cashless retail experience bundled with fast-paced top quality content. George Fotopoulos, COO of Vermantia, added: “We’ve put together an expansive line up of content and technology at this year’s ICE – which not only delivers the industry’s best end-to-end solutions but can also be tailored to individual partners to ensure what they offer is bespoke to their local audiences.”
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FEATURE: BETCONSTRUCT
REDEFINING ESPORTS BETTING WITH WINNERS.BET
A
fter a thorough vetting process, the Malta Gaming Authority has given approval to Winners.bet to begin operations under a betting license in January 2020. Winners.bet will be providing the esports community with a reliable, informative, and safe way to bet on their favorite games. Behind this new and advanced esports betting platform is BetConstruct, who will be enabling 42
live streams for most events while providing the latest statistics and scores to make it possible for Winners. bet’s players to make informed betting decisions. Users will also have access to relevant news on teams and roster changes, tournament updates, and more via the WIN.gg media platform. “Every decision we make will revolve around the esports community. Whether it be user experience, design, or product, we are making sure it appeals to the esports audience as a sportsbettingoperator.com
FEATURE: BETCONSTRUCT
GOING HAND IN HAND WITH OUR PARTNER, WINNERS.BET THROUGH THE JOURNEY OF ACQUIRING MGA LICENCE WAS AN EXCITING EXPERIENCE WITH A REWARDING OUTCOME FOR OUR ENDLESS EFFORTS. whole. We are committed to listening to our users, collecting feedback, and being proactive about it,” said James Zerafa, Winners.bet’s Head of Trading. “Going hand in hand with our partner, Winners.bet through the journey of acquiring MGA licence was an exciting experience with a rewarding outcome for our endless efforts. We believe that our comprehensive B2B product portfolio will ensure the best client satisfaction to the customers of Winners.bet.” says Karine Kocharyan, Head of Licensing and Certification at BetConstruct. When Winners.bet is officially launched in January 2020, esports
fans will be able to bet on tournaments and matches in Counter-Strike: Global Offensive, League of Legends, and Dota 2. Winners.bet is already looking to add even more esports titles in the future.
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NEWS: TRUNARRATIVE
TRUNARRATIVE UNITES WITH BETCONSTRUCT Player ID verification solution provider partners with popular B2B supplier to help improve onboarding process and bolster responsible gambling
T
ruNarrative, the single platform for fraud detection and prevention, AML, KYC, behavioural monitoring and ID verification, has partnered with operator and gambling platform provider BetConstruct to enhance their compliance process. Under the partnership, BetConstruct will use TruNarrative’s powerful solution to improve onboarding, risk, fraud
align with ever-changing regulatory environments. “The TruNarrative solution provides multiple suppliers and data points and because it is offered via a single platform and API, has meant a tremendous reduction in technical work on our side. Being able to use it across Vbet and to offer it to our B2B partners is also a huge upside.” Adam Doyle, Head of Gaming at TruNarrative, said: “We are excited
and responsible gambling procedures, initially allowing Vbet and then other operator partners on their platform to better meet regulatory requirements in markets around the world. BetConstruct joined forces with TruNarrative as part of efforts to better use data to understand and protect players. Being able to access multiple data providers across all the markets its operators target via a single platform and API makes TruNarrative the ideal partner in this regard. David Webb, Compliance Manager at BetConstruct, said: “We work across such a large number of jurisdictions that it is vital for us to partner with someone that can provide access to multiple solutions that allow us to
to be working with BetConstruct, providing them with access to multiple third-party providers through the entire customer on-boarding journey via a single API.” “BetConstruct is a fast-growing business and required a supplier that can match this. With the flexibility we offer via 50+ suppliers and the ability to change the process in minutes, our partners can better manage the on boarding process and monitor players once they are signed up.” “With our solution, we can not only help BetConstruct and its partners in their current markets but hopefully help them grow into new markets as they open, making it the perfect partnership.”
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NEWS: GANAPATI
JULIET ADELSTEIN TO BECOME CEO OF GANAPATI PLC Ganapati PLC has announced that Juliet Adelstein has been appointed as the company’s CEO. She will assume the role from February 1st
J
uliet joined the Ganapati Group in 2018 and previously held the position of Chief Operating Officer for the group’s parent company, Ganapati PLC, as well as CEO of Malta-based Ganapati Europe Holding Ltd and Ganapati Malta Ltd. She is also the Co-CEO of blockchain subsidiary company, GanaEight Coin Ltd (“G8C”), alongside qualified lawyer, Hayato Terai. Originally established in Japan, Ganapati develops original online casino content, uniquely borne out of both Europe and Asia. The appointment of Juliet as CEO emphasises Ganapati’s mission going forward of being a fully global company with its management firmly based in Europe. Juliet’s skills and experience in international relations, borderless business and cultural understanding have enabled her to further establish a bridge between Europe and Asia – something which Ganapati prides itself on. Since joining the company, Juliet has successfully guided the company towards its long-term vision of becoming a B2B brand with a B2C mentality, through the effective implementation of strategic sport sponsorship and brand opportunities. The news of Juliet’s appointment as CEO follows the company’s recent announcement of its collaboration with world’s fastest man, Usain Bolt, sportsbettingoperator.com
MAIN: Juliet Adelstein, new CEO of Ganapati PLC
who unveiled the partnership on his social media last week. Commenting on Juliet’s appointment, Ganapati PLC’s CLO, Hayato Terai said: “We would like to thank Mr Hasegawa for his dedication to the role until now and are delighted to be stepping forward with Juliet as CEO. We’re confident that this is the right move for the company – Juliet has proved to be an invaluable asset to Ganapati, she’s grown through the ranks and demonstrated the ability to lead the company in the right direction.” 47
NEWS: IOVATION SUPERBOWL
AS ONLINE GAMBLING LEGALIZATION EXPANDS, SO DO SCAMS AND REGULATORY ISSUES iovation research finds large rise in bonus abuse, credit card fraud and self-exclusion reports
i
ovation, a TransUnion company, today released its 2020 iGaming Report. Now in its fourth year, the report analyzes more than four billion global online gambling transactions iovation screened for fraud indicators over the past 15 years. Among the findings, bonus abuse was the number one reported fraud by iovation’s iGaming customers for the third year in a row, rising 72% from 2018 to 2019 (pg. 10). Gambling bonuses often include giving a new player house money to gamble or existing customers incentives to play more. Bonus abusers then use multiple accounts with different email addresses in order to claim the same bonus sometimes 48
hundreds of times, which is often against gambling operators’ terms. “Deposit bonuses can be a valuable tool for attracting and retaining players,” said Greg Pierson, TransUnion’s senior vice president of business planning and development. “Unfortunately, a few bad apples can abuse otherwise effective programs to the point of eliminating all their value.” Another key trend in the report was the rise in self-exclusion (pg. 12). iovation received over 363,000 reports of player self-exclusion in 2019, a 63% increase over 2018. Self-exclusion is when a player admits they have a gambling problem and tells an operator not to allow them to gamble. The sportsbettingoperator.com
NEWS: IOVATION SUPERBOWL
ABOUT IOVATION iovation, a TransUnion Company, was founded with a simple guiding mission: to make the Internet a safer place for people to conduct business. Since 2004, the company has been delivering against that goal, helping brands protect and engage their customers, and keeping them secure in the complex digital world. Armed with the world’s largest and most precise database of reputation insights and cryptographically secure multifactor authentication methods, iovation safeguards tens of millions of digital transactions each day.
set up a new account or something more problematic like a fraud ring.”
operator is now legally obligated to ensure the player does not resume gambling activities. In many instances a self-excluded gambler tries to set up a new account, many times with the information of another family member, when they have a change of heart. Or fraudsters set up a new account using a stolen credit card, deposit funds using that card and then self-exclude before the chargeback – a forced transaction reversal initiated by the cardholder’s bank. “When looking at devices and accounts associated with self-exclusion reports in 2019, we saw eight times (three million) the number of devices and three times (1.2 million) the number of accounts in comparison to reports of self-exclusion. This paints a clear picture that those who self-exclude are not always walking away,” said Angie White, iovation product marketing manager. “Having multiple devices and accounts linked to self-exclusion reports could point to a self-excluded player trying to use another device to sportsbettingoperator.com
Other key findings in the report include: • Credit Card Fraud Continues Climb: iovation iGaming customers reported a 37% growth in credit card fraud from 2018 to 2019. While operators look to stop credit card fraud, consumers expect reduced transaction reviews and unnecessary step-up authentication with their credit card transactions. (pg. 11) • Significant Majority of Transactions go Mobile: 79% of all iGaming transactions came from mobile phones and tablets in 2019, an increase of 13% over 2018. It’s clear consumers expect a mobile-first experience. (pg. 6) “Providing a secure and friction-right mobile experience to onboard new players has never been more important for competing effectively in the iGaming market with new countries and states seemingly legalizing online gambling every week,” said Pierson. Download iovation’s 2020 iGaming Report. To discuss it in person Feb. 4-6, visit iovation at the ICE London gaming technology event, stand N9-500. For more details about the findings, register for the Feb. 19 2020 iGaming Report webinar. 49
NEWS: 1XBET
1XBET BECOMES THE TITLE PARTNER OF THE ESPORTS ORGANIZATION NATUS VINCERE largest betting companies in the world, and a partner of such an iconic club as FC Barcelona, I would not have believed it. Now it has become a reality and the partnership between Natus Vincere and 1xBet inspires us incredibly. Welcome to #NAVINATION!”
Representative 1xBet 1xBet and NAVI sign a cooperation agreement NAVI and 1xBet have signed a sponsorship agreement which sees one of the leading betting companies in the world became the title partner of the famous eSports organization. The duration of the cooperation agreement is for a minimum of one year. The agreement provides 1xBet support for NAVI teams in various eSports disciplines, including Dota 2, CS:GO and other popular games. 1xBet and NAVI also plan to carry out a series of powerful promotions and campaigns. 1xBet is an international gaming and technology company with over 12 years of experience in its industry and has offices in Europe, Asia, Africa and Latin America. Previously, the company has entered into agreements with a number of well-known partners, including the Spanish La Liga, the Italian Serie A and Barcelona football club. Both parties are confident that the cooperation will be effective, given the immense potential of both brands.
Yevhen Zolotarov, CEO of NATUS VINCERE “If I had been told recently that NAVI would work with 1xBet, one of the 50
“1xBet has been focusing on supporting eSports for many years, which is one of the fastest growing betting industries. Competitions in various disciplines, daily attract the attention of hundreds of thousands of fans from around the world. We really like this dynamic field of interest and 1xBet was attracted by the idea of cooperation with an eSports organization which is known throughout the world. The full name of the team Natus Vincere means “born to win.” This perfectly describes our audience players who bet on eSports and other sports with 1xBet every day.”
About 1xBet Founded in 2007, 1xBet is an experienced leading international gaming and technology company. It is one of the fastest growing companies in the betting industry with offices in Europe, Asia, Africa and Latin America. 1xBet offers its customers the largest number of events in the eSports line, both pre-match and in live mode. In recent years, the company has signed partnership agreements with renowned eSports organizations such as HellRaisers Esports, Cascade Esports, Pro100, CIS Esports League and Gambit Esports. https://1xbet.com sportsbettingoperator.com
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WE DON’T PLAY DIRTY
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