Gambling Insider: Malta Focus 2023 by Gambling Insider

INSIDE

MALTA FOCUS November 2023

Online gaming’s advantages A who’s who of Maltese gaming SiGMA preview and more

COO, EDITOR IN CHIEF Julian Perry

EDITOR’S LETTER

EDITOR Tim Poole Tim.Poole@gamblinginsider.com STAFF WRITERS Matthew Nicholson Matthew.Nicholson@gamblinginsider.com Beth Turner Bethany.Turner@gamblinginsider.com JUNIOR STAFF WRITERS Lucy Wynne Lucy.Wynne@gamblinginsider.com Ciaran McLoughlin Ciaran.McLoughlin@gamblinginsider.com LEAD DESIGNER Olesya Adamska DESIGNER Christian Quilling DESIGN ASSISTANTS Svetlana Stoyanova, Gabriela Baleva, Abbie Monk, Nia Marinova MARKETING & EVENTS MANAGER Mariya Savova PRODUCTION CONTROLLER Phoebe Petford IT MANAGER Tom Powling COMMERCIAL DIRECTOR Deepak Malkani Deepak.Malkani@gamblinginsider.com Tel: +44 (0)20 7729 6279 SENIOR ACCOUNT MANAGER Michael Juqula Michael.Juqula@gamblinginsider.com Tel: +44 (0)20 3487 0498 SENIOR BUSINESS DEVELOPMENT MANAGER - U.S. Aaron Harvey Aaron.Harvey@playerspublishing.com Tel: +1 702 425 7818 ADVERTISING SALES EXECUTIVES - U.S. Ariel Greenberg Ariel.Greenberg@playerspublishing.com Tel: +1.702 833 9581 Tracy Robbison Tracy.Robbison@playerspublishing.com Tel: +1 702 485 3377 ACCOUNT MANAGERS William Aderele William.Aderele@gamblinginsider.com Tel: +44 (0)20 7739 2062 Irina Litvinova Irina.Litvinova@gamblinginsider.com Tel: +44 207 613 5863 Serena Kwong Serena.kwong@gamblinginsider.com Tel: +44 (0)20 3435 5628 ACCOUNT EXECUTIVE Samuel Sud Samuel.Sud@gamblingInsider.com Tel: +44 (0)207 729 0643 CREDIT MANAGER Rachel Voit WITH THANKS TO: Ron Mendelson, Shelley Hannah, David Newstead, Sam Talbot, Kate Parker, Gabrielle Hone, Martin Cheek, Jennifer Innes, John O’Neill, Chanelle Demanuele and Sofia Castelbranco. BetConstruct, DS Virtual Gaming, Bombay Live, Soft2Bet, PopOk Gaming, Evolution, iMoon, Fastex, Habanero, Evoplay, Altenar, CreedRoomz, Praxis Tech, Gibtelecom, Boomerang Partners, MiFinity, Pascal Gaming, MioMedia and Spribe. Gambling Insider magazine ISSN 2043-9466 Produced and published by Players Publishing Ltd All material is strictly copyrighted and all rights reserved. Reproduction without permission is forbidden. Every care is taken in compiling the contents of Gambling Insider but we assume no responsibility for the effects arising therefrom. The views expressed are not necessarily those of the publisher.

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Julian Perry, COO, Editor in Chief

Tim Poole, Editor

Maybe it’s because we’re fresh off our recent trip to G2E, but I can’t get Las Vegas out of my head – even when thinking about Malta. Let me tell you why. Although the US and Malta are intrinsically different gambling spaces, subject to multiple sets of differing regulations, the select few US states that have legalised iGaming are now witnessing the inevitability of its rise. In New Jersey and Pennsylvania, table games are down, sports betting revenue is growing but subject to sporting results and slot machines are more or less consistent year-on-year. Online casino, however, is flying. And playing no small part in heavily influencing $500 million-dollar-monthly markets is the tiny archipelago of Malta across the ocean. Malta, with its Malta Gaming Authority licence that opens access to EU markets, has long been central to the fate of iGaming across global markets, especially in Europe of course. But now we’re seeing the full force of online gaming as far afield as Ontario and the six states where it is legal in the US. That means two things: design studios in Malta will naturally be responsible for many of the gaming dollars being spent across North America. And the huge impact iGaming revenues are having on state revenue reports – and thereby their tax reports – almost guarantees the legalisation of online casino in further states. If ever there was a testament to Malta’s impact on the gaming industry, it is iGaming’s evident influence on the US. That partially explains the comparison I’ve made later on in this Malta Focus, where I’ve concluded that – although you cannot match the experience of a land-based casino in Las Vegas – it simply can no longer compete with a mobile betting app for convenience and practicality. It also explains why we’ve profiled the young history of LeoVegas, producing a timeline on its rise from start-up to a Global Gaming Award-winning company that was bought by MGM Resorts for approximately $607m last year. If you couldn’t quite grasp why I am comparing Vegas and Malta so often, LeoVegas is the best embodiment of exactly why. Although a Swedish firm originally, the operator has conducted much of its business in Malta (a familiar story to Swedish and other European firms across the sector), and has now become an international powerhouse. Viva Las Malta? TP, Editor

CONTENTS 12 6 STICKABILITY

With the help of inside sources on the island, Gambling Insider explores how sustainable the iGaming industry is for Malta

12 SIGMA PREVIEW

The latest SiGMA Europe Summit is set to kick off later this November, taking place at the waterside MMH Malta from Monday 13 November to Friday 17 November

18 LICENCE TO GAME

Ron Mendelson, Founder and Managing Partner of Fast OffShore, discusses iGaming licences in Malta, Anjouan and exploring bigger markets

PUSHING THE LIMITS OF PREDECESSORS

Shelley Hannah, Relax Gaming CPO, provides insights on slot franchises

30 INNOVATING BY DESIGN

David Newstead, Jelly Entertainment CEO, says operator and player demands are going through a period of change

32 DIVERSITY IN GAMBLING Gambling Insider spoke with LiveScore’s Sam Talbot, Kate Parker,

38 dealings to see how the operator became what it is today

OPERATORS 64 WHY MUST STAY VIGILANT

Martin Cheek, Managing Director of SmartSearch, discusses the increasing threat identified by suspicious activity reports

Company Proﬁles

10 BETCONSTRUCT 14 DS VIRTUAL GAMING STICK OR TWIST? 38 16 BOMBAY LIVE GAMING’S ROUND20 SOFT2BET 50 ONLINE THE-CLOCK ADVANTAGE 22 POPOK GAMING EVOLUTION 26 LEOVEGAS IN MALTA & 52 ABROAD: A TIMELINE 28 IMOON and Gabrielle Hone about creating positive

workplaces for women in gambling

Gambling Insider looks at how the Maltese gaming market has changed in the past three years

Gambling Insider Editor Tim Poole reflects on the obvious benefits of online gaming

We track the history of LeoVegas’ awards, investments and business

34 FASTEX 36 HABANERO 43 EVOPLAY 44 ALTENAR 46 CREEDROOMZ 48 PRAXIS TECH 54 GIBTELECOM 56 BOOMERANG PARTNERS 58 MIFINITY 60 PASCAL GAMING 62 MIOMEDIA 66 SPRIBE GAMBLINGINSIDER.COM | 5A

FEATURE | MALTESE ECONOMY

Stickability With the help of inside sources on the island, Gambling Insider explores how sustainable the iGaming industry is for Malta consumption of goods and entertainment by employees of a particular sector. Everyone needs somewhere to live and something to eat, so it’s only natural to consider the wider human impact of the gaming industry beyond the strictly numerical figures published in every quarterly report. With more people being paid by the iGaming sector, more people are spending money in local Maltese businesses. While this is a clear positive, it’s not an easy feat to accommodate for a booming industry, as more employees mean more housing needs and infrastructure. Not only that, but most people will require a relatively easy way But what are multiplier effects, and why are they so important? to commute to work each day, meaning Well, they’re classed as the additional, they’ll either have to live in close proximity to their workplace or be able to access often overlooked, contributions from a particular industry. For example, the reliable public transport. Betsson Group, Evolution Gaming, LeoVegas and 888 Holdings are all household names when it comes to the iGaming industry, but they also have something else in common. They all have headquarters, or at least some form of head oﬃce, in the archipelago country of Malta. It’s no secret that gambling has contributed significantly to Malta over the past few years, especially financially. With all of the multiplier effects taken into account, it’s believed that the industry accounts for around 15% of Malta’s GPD all-in-all.

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According to the reports published by the Maltese Housing Authority (MHA), 85% of all residential listings across Malta were apartment-style apartments, with only 15% being houses. Of course, it doesn’t take any kind of genius to surmise exactly what this means. Apartmentstyle buildings can house significantly more people when compared to houses, especially considering the number of people travelling to Malta in the past decade. In fact, more people than ever are flocking to Malta. The MHA found that 96,970 foreign workers were registered in 2022, a 43% increase from pre-Covid figures. There’s no way to tell exactly how many of these were specifically for the gambling industry, but out of all the rental contracts signed in 2022, 44% of

MALTESE ECONOMY | FEATUREE

these were in the Northern Harbour, in particular Sliema, Msisa, Gzira and St. Julians - all neighbourhoods well known for housing international (and local) iGaming workers. With all of these new residents, the previously quiet fishing villages are finding more supply and demand in the hospitality sector, with restaurants and hotel firms also taking on more foreign workers. In fact, according to local statistics, the foreign population in Malta is now approaching 17%. Despite Malta having a fairly nonexistent rental market up until 2010, this is one of the most significant ways in which the country has had to adapt to labour movements. More young professional people are settling in Malta than ever, with

a disproportionate amount choosing the Northern Harbour, which is also putting a strain on the local housing market. Between both rising property prices and the mortgage market transforming in real-time, this is causing a notable strain on firsttime buyers in Malta. This is something that has become such a national concern that Matthew Zerafa, Housing Authority CEO, is conducting a detailed report on the trends of first-time buyers that will be published later this year. However, the small island is facing a particularly unique problem - with many finding it difficult to buy their first home among rising rental trends, almost 82,000 dwellings across Malta are not occupied all year long. Despite rising costs across

the country, 27.5% of houses are described as secondary or seasonal houses, or outright vacant. These are classed as dwellings that aren’t occupied permanently, such as summer homes or places with a Monday-Friday rental agreement for workers. While this is a complex issue, there are a few trends within it that are worth exploring. For example, the areas with the most occupied houses are St Paul’s Bay, Sliema and Msida - all places with strong industrial associations. On the other hand, 45% of dwellings in Gozo and Comino were classed as secondary, seasonally used or vacant. In fact, while St. Paul’s Bay accounted for 7,300 rental contracts in 2022, both Santa Lucija and Mdina received less than 20 each.

GAMBLINGINSIDER.COM | 7A

FEATURE | MALTESE ECONOMY

This suggests that there is a growing urbanisation movement within Malta, perhaps driven by the growing industries within the country. In the same breath, there is a growing trend reported by the Housing Authority on illegal and unethical tenancies in Malta.

friction within the infrastructure of the country. It isn’t just the housing landscape that has been affected by the gambling industry, though. According to figures from the National Statistics Office (NSO), material deprivation in Malta has fallen by 50% over the past decade, with some 75,000 people in Malta classed as such. In turn, the average gross income from households has also increased by 52%, with the figure now at €43,186 ($45,642). However, while more people in Malta are able to afford basic goods when compared to a decade ago, the difference between high and low earners is only growing.

How does the iGaming industry relate to this?

The country has strict regulations when it comes to shared space contracts; according to the Private Residential Leases Act a shared space contract can only last for six months and cannot be renewed. Considering the disparity between long-term leases at 95% and shared space contracts at 4.5%, this has led the Housing Authority to believe that many landlords are falsely registering their properties and long-term leases. There have been several reports by the Authority in recent months of over 40 foreign workers being discovered living in one apartment. Of course, Malta isn’t unique in dealing with these problems. We can’t name one country in the world that isn’t dealing with housing issues to some degree, the particular ecosystem of Malta makes it liable to be examined under a microscope. As a relatively small island that is dealing with large amounts of labour movement and transforming industries, it’s only natural to see some level of

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Well, as some of the largest names in the casino business are headquartered in Malta, these companies can afford to pay competitive wages to those in the local offices. The nature of the work also means that it’s fairly effortless to offer the products on an international level, with more online casinos and sports betting companies going global each year. While this has led to a general increase in median income, especially in the wider scope of labour growth in Malta, it has led to competition against local firms. Many Maltese firms are classed as small and medium-sized enterprises (SMEs) by international standards due to a lack of economies of scale. This has caused a lot of smaller, Maltese-focused businesses to lose confidence in the potential to attract talent to their companies. Without the global scope, many cannot compete with the wages offered in the gaming industry.

So what can we learn from this?

The country of Malta is having to deal

with a few different contradicting problems at the moment. While there is a decline in housing affordability for first-time buyers and rising rental costs, there’s also an increase in homes that aren’t occupied all year long. On one hand, the wages offered by many gambling-related businesses are comparatively high when compared to other businesses in Malta, but on the other, this creates a rift between the international casinos and local firms.

Finally, while there are seemingly endless opportunities for international workers in the iGaming industry, is there a fair and equal balance when it comes to Maltese workers?

It goes without saying that the growing gambling industry has benefitted Malta with an almost indisputable net positive impact on the country. It would be disingenuous in all regards to even propose the opposite, but that hasn’t stopped the industry from both directly and indirectly altering the Maltese landscape. In fact, the local Government is already tackling some of the most pressing issues; with the House Authority pushing for more affordable housing schemes and even partnering with Geographic Information Systems (GIS) to help visualise and identify housing trends. With the gambling sector stabilising after the initial boom in growth, this could lead to a stronger ecosystem all around. Despite having to deal with an overwhelming number of changes over the last decade in regards to labour movements and iGaming industries, it seems like the country has managed to cope pretty well with the transformation.

“Everyone needs somewhere to live and something to eat, so it’s only natural to consider the wider human impact of the gaming industry beyond the strictly numerical figures published in every quarterly report. With more people being paid by the iGaming sector, more people are spending money in local Maltese businesses”

COMPANY PROFILE

In focus: BetConstruct BetConstruct discusses its pioneering initiatives, including multi-wallet, B.F.T.H. Arena Awards and Spettacolare promotion and Pascal Gaming have already joined this exciting journey.

3. SPETTACOLARE BC FTN PROMOTION: UNLOCKING FINANCIAL OPPORTUNITIES

In the fast-paced iGaming world, BetConstruct is a trailblazer, driving innovation and setting new industry standards. In this article, BetConstruct will explore three creative developments from the company that are poised to redeﬁne the landscape of crypto gaming and create proﬁt-making opportunities for businesses and players alike.

suite of services, support, and functionality this solution brings. The cost to access this technology is a reasonable 2023 FTN for existing operators, an investment poised to drive signiﬁcant business growth.

1. MULTI-WALLET SOLUTION: STREAMLINING TRANSACTIONS AND ENHANCING CONVENIENCE

The crypto gaming industry is on the cusp of a revolution and BetConstruct is at the forefront with the B.F.T.H. Arena Best FTN Game Awards. This platform invites creators to play a pivotal role in shaping the future of crypto gaming. Participants can infuse motifs from renowned products like Mr. First, Akneye, Bahamut, or FTN into their creations. Whether you’re interested in crafting top-rated slot games, Bahamut-based games, DeCa games, or you have a flair for game design, this competition offers an enticing prize pool of 3,333,000 FTN. Applications are accepted from 1 September to 1 November and the final results will be revealed at the Harmony event in December, audited for fairness by an international ﬁrm. Esteemed companies like PopOK Gaming, Pragmatic Play, Evolution

BetConstruct has introduced a game-changing innovation, the MultiWallet Solution. This advancement simplifies transactions for both players and operators. It allows players to seamlessly access and use funds from various wallets, cryptocurrencies or fiat currencies, all with a single tap. The compatibility with popular crypto wallets like Metamask makes this even more impressive. Players can effortlessly integrate their preferred crypto wallets into the gaming experience, making transactions smoother. BetConstruct has modestly adjusted pricing to reflect the immense value of the Multi-Wallet Solution, a mere 25% increase. This increase is more than justified, considering the comprehensive

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2. B.F.T.H. ARENA BEST FTN GAME AWARDS: SHAPING THE FUTURE OF CRYPTO GAMING

The Spettacolare BC FTN promotion, valid until 1 January, 2024, presents a golden opportunity for businesses to diversify their revenue streams. Partners can unlock additional income by converting 50% of their monthly deposits into FTN. The potential earnings are substantial and vary depending on the monthly deposit amount. Partners collaborating with Sportsbook, Creedroomz, Pascal Gaming and PopOK Gaming can also benefit from a generous 50% discount on the Gross Gaming Revenue generated in FTN. This not only boosts profitability but also enhances market positioning. BetConstruct offers every B2B partner a credit of 10,000 FTN on their balance as a token of appreciation. This serves as a fantastic starting point for exploring the numerous possibilities that FTN offers. Additionally, partners receive a substantial 1.5% cashback on all FTN wallet deposits, adding an extra layer of excitement and rewards for players. Moreover, partners have the flexibility to choose between up to 20,000 FTN cashback or a 50% bonus conversion, catering to their business strategy and player preferences. BetConstruct goes the extra mile by covering network fees for deposits made through FTN, ensuring seamless and hassle-free transactions for all stakeholders. BetConstruct’s dedication to innovation in the crypto-gaming industry is evident through these three initiatives. These developments are not only about innovation but also about the tremendous potential that arises from the convergence of crypto and gaming. The future of gaming is here and it’s more exciting and accessible than ever before.

FEATURE | SIGMA PREVIEW

SiGMA Europe Summit 2023 – Everything you need to know The latest SiGMA Europe Summit is set to kick off later this November, taking place at the waterside MMH Malta from Monday 13 November to Friday 17 November The week will offer a wide variety of activities and experiences for attending delegates, with talks ranging in topics from blockchain and Web3 tech to casino safeguarding and esports. Alongside conferences and networking events, SiGMA Europe is set to be offering something for everyone to sink their teeth into. The MMH Malta floor will be playing host to an estimated 800 exhibitors, with notable faces across the week including companies like 1xBet and EGT. The latest entrants to the market are also being given a space to shine with the newest edition of SiGMA Pitch, offering an estimated 100 startups the chance

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to state their case and be in with the chance to meet the right investors and mentors. All of this, plus over 30 talks and workshops, is setting this year’s SiGMA Europe Summit to be its biggest yet. Would you, could you, on a boat? While exhibitions may be the bread and butter of any successful conference, SiGMA Europe 2023 is taking things one step further with the integration of 10 mega yachts as exhibition spaces for some of the conference’s most notable exhibitors. WeAreTechnology, 1xBet and Boomerang Sportsbook are among the names taking to the waves, making

use of MMH Malta’s coastal position to create a unique experience. These mega yacht exhibitions will run alongside the primary exhibition taking place at the Mediterranean Maritime Hub, giving attendees lots to explore throughout the week. Wine and dine at SiGMA Europe Throughout the week, delegates will be able to chat and enjoy the atmosphere, at a variety of networking drinks and dinners, hosted at venues across the area including the Grand Hotel Excelsior Malta and Palazzo Preca. With an estimated 25,000 delegates in attendance for this year’s event, there will be no shortage of

SIGMA PREVIEW | FEATUREE

opportunities to meet individuals from across the gambling and casino sectors. For those seeking new industry clients or new businesses looking to impress, the opportunity to wine and dine is plentiful. Be a part of the talk of the town As mentioned, over 30 talks and workshops are scheduled for the week, tackling some of the biggest developments and growth points currently facing the casino and betting industries. Notable talks include ‘Emerging Crypto Trends’ on Tuesday, with industry experts diving head-first into this ever-evolving marketplace and how institutional adoption and regulation can be used to harness the potential of cryptocurrencies, digital assets and crypto exchanges. Thursday’s ‘The World of Esports and Sportsbooks’ looks at the explosion of esports as a gateway into betting for the younger generation, and how this blossoming industry can take notes from the established and regulated sports betting market going forward. Over 200 speakers are set to make an appearance at the event, with a range of topics designed for attendees across multiple sectors of the industry. Workshops include deep dives into the Nordic, Italian, and LatAm markets, as well as a talk from CMC Consulting Founder, Cordelia Morgan-Cooper, on the use of artificial intelligence in the recruitment process. Some workshops are available to all attendees, while others are only available to specific-tier-ticket holders, so be sure to check ahead to avoid disappointment. Big rolls for big causes at Portomaso Casino Despite SiGMA Europe’s dedication to showing off the latest and greatest minds and businesses across the gambling and casino sector, the event is also dedicated to doing work for others. One way this goal is being achieved is through the Highroller.com Exclusive Poker Tournament, which is set to take place on Tuesday evening, at the Portomaso Casino. Designed for industry leaders, this invite-only event is expected to offer high stakes and high rewards all in the name of charity, with names involved including Robin Eirik Reed among others. Work hard, play hard All this hard work is offset by equally hard play at SiGMA Europe, with parties, events and tours throughout the week giving attendees the opportunity to let

All photos from SIGMA 2022

their hair down and enjoy their time soaking up the Maltese sun and sights. Somehow, between hosting two awards shows, 800 exhibitors, and a multitude of talks and networking events, SiGMA Europe 2023 will also be providing guests with activities ranging from a five-a-side football tournament and 6K charity fun run, to cultural tours and an MMA Fight, from fight the promotion, Centurion FC. Monday’s early arrivals can participate in the SiGMA Cup, hosted at the Luxol Football Club by All-In Global. Want to show off your team’s skills on the pitch? Delegates can sign up individually or as a group for the all-day tournament and shake off the jet leg with some thrilling outdoor fun. For a more relaxed start to the

week, Premium and Platinum ticket holders can explore Malta’s medieval architecture and legacy with the Valletta Half Day Cultural Tour, where delegates can explore iconic city landmarks including St. John’s Cathedral and St. George’s Square. Wednesday night will see the SiGMA Official Party take place at the Gianpula Main Room from 10pm until 4am. Attendees can expect a compelling evening of lights and sound and while the music may make networking a little more challenging, the evening may also provide a rare opportunity to get to know those across the industry away from the barriers of business. Friday sees the end of the week wrapping up with a BBQ, drinks and a DJ for all attendees.

GAMBLINGINSIDER.COM | 13A

COMPANY PROFILE

In focus: DS Virtual Gaming Head of Business Development at DS Virtual Gaming, Araksi Sargsyan, explains what is coming and which markets it is excited by launching the games, but I can say that very soon we will annouce major partnerships in Europe and Latin America, alike. Currently we are getting ready for Serbia and the UK. The biggest collaborations are yet to come. We constantly develop our products, so that our partners can excel too and become the biggest operators in their respective markets. Thanks to the technological upgrade which took place this year our current partners’ sales grew by 73%. In general we see it as our mission to bring innovation to the industry. Re-launching or copying existing successful games is not our cup of tea. This is the tribute we pay to the operators and players who deserve exciting novelties, and to other virtual games providers whose work we respect. Araksi Sargsyan, Head of Business Development

Tell us about 2023 and your plans for 2024.

2023 has been very vivid in multiple ways. We kicked off the year with ICE London, followed by many other events, such as GAT, Enada and PGS, just to name a few. We are getting ready to close this year with Sigma Malta. We signed various cooperation agreements, some are already operational, whereas others are still in the testing phase. We launched RacingHarness in summer and of course the Order Ticket Solution (OTS) has been the definitive highlight of the year. Its userfriendliness with the contemporary design enabled us the access to new horizons and opportunities. Also, we would like to mention the valuable addition to our team, our new sales manager, Yesika Rodríguez, who has already become an indispensable member of our team. In 2024 we will continue our path of growth with new surprises to be announced soon. Our technological

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edge is the core value that forms the DNA of our company. Our high-quality standards make the difference and this is exactly where we will carry on the work.

How has the last couple of years been?

As indicated in earlier interviews, DS Virtual Gaming underwent radical changes in the past couple of years. The new adaptations were necessary to bring the company to the level where it stands at present. A new vision, fresh ideas along with modern interpretation of our vertical resulted in a recognisable brand that is unparalelled. Today we are reaping the rewards of those commitments.

Are there any new partnerships or announcements coming that you can tell us about? Due to signed non-disclosure agreements we are not allowed to reveal any information prior to

What is your biggest market and which ones are you looking at for the future?

The OTS made it very easy for us to enter new markets and penetrate deeply into the existing ones without further ado. It is literally just about ‘plug and play.’ The operators can activate our games in their betting shops in seconds. We are already feeling those dynamics in our performance figures. There are markets where we are an exclusive virtual games provider or already monopolists due to the popularity of our product; however, we are actively targeting the Serbian and UK markets where we are fulfilling the technical requirements to become fully operational. We strive to serve the local markets in Peru, Colombia and Panama where we have recently completed the GLI certifications for the online and land-based operations. There is a lot to be done and we have many new inititatives to implement, but we are convinced that continuity and consistency will win in the long run.

COMPANY PROFILE

In focus: Bombay Live Bombay Live Casino is an unmatched new online stable of games that combines an inimitable screen-based experience jammed with cutting edge tech and an imminent land based oﬀering with opulence hanging from every curtain pole. Whilst the pixels and pit boss may seem far apart, playing classic casino games at Bombay is a uniquely immersive, interactive and most importantly seamless casino experience irrespective of staking up at a physical casino environment or online. Live casinos the world over offer a range of popular casino games, such as Roulette, Blackjack and Baccarat in a real-time, live-streamed format, however, this is where Bombay Live goes much, much further. Bombay Live’s Casino product currently boasts a heap of tables catering to all game preferences in lesser explored regions! Asian favourites such as Andar Bahar and Dragon Tiger are available and each table comes littered with a host of different exciting side bet options and a dedicated lobby where players can choose from a roster of different Live Dealers. This is especially poignant in the Latin Americas where, thanks to being the only licenced Live Casino in this

Shows. Each one packed to the rafters with various betting options to cater to diﬀerent player preferences.

jurisdiction, Bombay offers Live tables with dealers speaking both Spanish and Portuguese! And not strictly limited to this continent, all around the world, Bombay’s luxurious, and world class games are hosted by professional dealers or croupiers who manage the games, interact warmly with players and provide an authentic Live Casino experience. But don’t stop here. Here are five reasons why you’ll soon fall in love with Bombay Live!

MARKET ORIENTED LIVE DEALERS

One of the distinguishing features of Bombay Live is not just the quantity but the quality of the Live Dealers. These are the handpicked pros that run the games, handle cards, spin the wheel and interact with players. Bombay dealers are seasoned industry veterans who bring their own element of authenticity to our bespoke gaming experience, coast to coast.

CUSTOMISABLE INTERACTIVE FEATURES

Okay, all Live Casinos offer interactive elements, but that’s not enough for Bombay. Bombay Live is a pioneer of green screen technology. Fully responsive to real-time gameplay, casino and operators can integrate a fully branded product ranging from static, reactive and animated backgrounds for a unique and fully immersive experience for the player. This enables players to get the most out of the Bombay experience whilst operators can fully clothe their games in whatever digital garb best suits their brand!

SCINTILLATING GAME VARIETY

Bombay Live casinos oﬀer a variety of classic casino games, including Live Roulette, Live Blackjack, Live Baccarat, and more. But Bombay is also looking to add even greater value and entertainment to players by developing additional games such as Live Game

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BONUSES, SIDE BETS AND PROMOS

They say two’s cool, three’s a crowd. We don’t agree. Move over Perfect Pairs, Bombay’s rolled out Triple Treat! In this exciting new side bet, Triple Treat sees three random cards drawn and if players can match them, they’ll get up to 1,000x your bet. Alongside this Bombay’s also thrown out the red carpet for Free Chips! It’s a new way to try out the Bombay Live dealer experience without needing to use regular funds. Players awarded with a Free Chip can claim in-game via the popup enabling you to accept, dismiss or forfeit the offer. Alternatively, it can be claimed anytime from your Promo section where all inactive offers will be listed. Free Credits in exactly the same way as real money! This is just the tip of the iceberg of what Bombay will be offering to support their ongoing game and promo development!

UNLIMITED ACCESSIBILITY

Bombay Live is designed to be accessible from literally ANY device, whether desktop smartphone or tablet; Bombay makes it easy for players to join games from anywhere at any time. Bombay uses only the highest quality video streaming technology to broadcast real-time gameplay to its players. Watch the action unfold and participate from the comfort of your home or any location imaginable. With a mobile-first approach, fun and exhilarating gameplay the Bombay way is years in the making, crafted with one goal: to redefine the future of luxury experiences for real and online Live Casino players. Unrivaled, intuitive and secure, Bombay is changing the name of the game when it comes to high-roller experiences. Get ready for online exhilaration to evolve to full-scale, real-world luxury. Effortless gameplay and single-touch interactivity across a full range of games just became more tactile. Redefining excitement with every encounter.

FEATURE | IGAMING LICENCES

Licence to game Ron Mendelson, Founder and Managing Partner of Fast OffShore, discusses iGaming licences in Malta, Anjouan and exploring bigger markets Malta, a Mediterranean island nation, has long been a thriving hub for the online gambling industry, with its favourable legal framework and proactive regulatory approach. In 2023, it was home to 10% of the world’s online gaming companies, boasting over 26.2 million gaming accounts, making it a secure and well-regulated environment for online gambling. Today, it is a leading choice for operators, along with the Anjouan licence, which together provide unparalleled access to the world’s gaming markets, not just in Europe, but beyond.

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IGAMING IN MALTA

Malta was among the first EU member states to regulate online gambling in 2004, attracting gaming companies with its favourable tax policies, modern infrastructure and skilled workforce. Over the years, Malta has continuously updated its gambling legislation to enhance consumer protection, combat money laundering and align with evolving EU regulations. One notable reform was the proposed Gaming Act of 2018, aiming to modernise the legal framework and strengthen player protection. Earlier this year,

Bill 55 introduced significant provisions that shield MGA-licensed casinos and operators from legal actions that conflict with the legality of gaming services, question their legitimacy or pertain to lawful and licensed activities under the Gaming Act. This means Maltese courts can refuse to recognise or enforce foreign judgments related to these actions, effectively creating a protective shield around Malta’s gambling operators. While Malta’s approval of Bill 55 has stirred up the online gambling industry, with ongoing debates about

IGAMING LICENCES | FEATUREE

its implications, Malta continues to be a significant player in the online gambling market, and other EU jurisdictions must adapt quickly to remain competitive. Players and stakeholders can find reassurance in the increased security and legal protection offered by MGA-licensed casinos in Malta.

LEADING LICENCE

Obtaining a Malta gambling licence is a coveted achievement in online gaming, often regarded as the gold standard for many compelling reasons. Reputation: Malta’s regulatory authority, the Malta Gaming Authority (MGA) has built an impeccable reputation for stringent oversight and player protection. Holding a Malta licence immediately lends credibility to an online gambling operator, reassuring players of fair play and financial security. Robust regulatory regime: Malta’s regulatory framework strikes a harmonious balance between firm and flexible. It provides clear guidelines and regulations to ensure the integrity of the gaming industry while allowing operators the flexibility to innovate and adapt to evolving market trends. Tax benefits: Malta offers an attractive tax environment for online gambling companies. The country operates a full tax imputation system, meaning the corporate tax rate is 35%, but shareholders can receive refunds on dividends paid out by the company, potentially reducing the effective tax rate to as low as 5% or even less. This tax incentive can significantly boost the profitability of gambling operators. Talented local workforce: Malta boasts a highly skilled and multilingual workforce, making it easier for operators to find and employ talented professionals in various aspects of the online gaming business. Infrastructure and ancillary services: Malta offers a robust infrastructure that caters to the diverse needs of gambling operators. This includes state-of-the-art data centres, reliable hosting services and a well-connected telecommunications network.

ACCESS TO EU MARKETS

Acquiring a Malta gambling licence opens the doors to one of the world’s most lucrative and expansive markets – the European Union (EU) and the broader European gambling sector. With its 27 member states, the EU represents a population of over 445 million

Ron Mendelson, Founder and Managing Partner, Fast OffShore

people, making it one of the largest consumer markets globally. This immense population provides a substantial player base for online gambling operators. Several EU countries, including Germany, France and Spain, are prime markets for online gambling, each contributing significantly to the industry’s growth. A Malta gambling licence is highly respected across the EU and globally, offering operators the credibility and legitimacy needed to enter, and thrive, in these markets. The MGA’s rigorous standards and reputation for ensuring a fair and transparent gaming environment make it easier for licensees to build trust with European players.

ANJOUAN AND MALTA LICENSING

Combining a Malta gambling licence with an Anjouan licence can be a strategic move for iGaming operators, offering a powerful combination that opens doors to a wide range of global markets. This dual licensing approach leverages the strengths of each jurisdiction to maximize market access and business benefits. Malta licence’s reputation: Malta is renowned for its impeccable reputation in the iGaming industry. Holding a Malta licence immediately instills trust and credibility among players and partners alike. The Malta Gaming Authority (MGA) enforces rigorous standards for compliance, ensuring fair play and player protection. This reputation

is especially valuable in mature and highly regulated markets. Anjouan’s emerging appeal: Anjouan, a small island in the Comoros archipelago, is emerging as a leading licence of choice for its low cost and quick setup time. An Anjouan licence offers several advantages, including affordability and efficient licensing processes, making it an attractive option for operators looking to expand rapidly. Tax benefits: Malta offers a competitive tax regime, with the potential for a reduced corporate tax rate through the full tax imputation system. Anjouan complements this by providing a cost-effective regulatory framework, allowing operators to optimise their financial performance. Global market access: Combining these licences creates a dynamic blend of credibility and efficiency. Malta’s licence opens doors to the highly regulated European markets, while Anjouan’s agility and affordability make it an excellent choice for expanding into emerging markets across Asia, Africa, Latin America and beyond. Diverse business benefits: The dual licence strategy allows operators to cater to a diverse global audience while enjoying cost savings and operational flexibility. It also enables operators to tap into various market segments, from established markets in Europe to emerging ones in Asia and Africa, all under a single operational umbrella. Fast Offshore has been working in iGaming for over two decades and has an established track record in both Malta and Anjouan. We can assist with all licensing, incorporation, structuring, payments, and compliance matters. In addition, our team goes beyond just setup, and we offer ongoing maintenance services and advice to all our clients. Contact us today to learn more about licensing in Malta and Anjouan and the benefits of holding multiple licences.

“Malta continues to be a significant player in the online gambling market, and other EU jurisdictions must adapt quickly to remain competitive” GAMBLINGINSIDER.COM | 19A

COMPANY PROFILE

In focus: Soft2Bet Gamification: A paradigm shift in the iGaming landscape Uri Poliavich is the CEO of Soft2Bet, with over 13 years of complex industry experience in various management and C-level positions, his leadership has driven growth and success, making Soft2Bet one of the top B2B providers in the iGaming industry. Poliavich is a performance and growth-oriented leader skilled in identifying proﬁtable business opportunities, securing stable business deals and leading business development associates. Today’s data doesn’t lie; gamification stands as one of the pivotal factors driving player engagement and, by extension, the success of operators

in the iGaming industry. Recognising this transformative potential, Soft2Bet prioritises the infusion of gamification technology across our portfolio. This shines brightest in our turnkey solutions, which are tailored to deliver enhanced, gamified experiences right out of the box.

SOFT2BET’S APPROACH: IMMERSIVE GAMIFIED EXPERIENCE

When players step into the world of Soft2Bet’s products, they’re not merely entering an iGaming platform; they’re delving into a dynamic city-builder game where every bet, every slot play and every completed challenge earns them points. These points aren’t just digital markers; they’re the currency for constructing and enhancing their virtual cities. As players progress, they unlock achievements that not only reﬂect their journey but also translate into tangible cash prizes. This immersive experience isn’t just about building virtual cities, it’s about reaping real-world rewards, with each achievement and city milestone oﬀering a unique prize, ensuring players are constantly engaged and rewarded. But what does this mean in terms of metrics? On one of our brands, players engaged with gamification are nearly 50% more inclined to deposit larger sums and their frequency of deposits is over 30% higher. Furthermore, nearly half of the players actively engage in this gamification feature, with their turnover surging by more than 70% with gross gaming revenue (GGR) increasing by over 60% compared to non-participants. The allure doesn’t end here; players also witness an uptick of more than 70% in average revenue per user (ARPU).

SHOP GAMIFICATION: PERSONALISING PLAYER REWARDS

Uri Poliavich, CEO, Soft2Bet

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Another feature we’ve honed in on is the ‘shop gamification’ system. This revolves around the same fundamental concept of accumulating virtual currency. Players earn these through challenges, slots and bets and spend their earned virtual currency in a specialised shop. From free spins to bonus money, players can pick rewards that align with their gaming style

and preferences; this ensures that the shop gamification system caters to all player demographics. In another of our brands, nearly half of the players actively engage with the gamification mechanics: a turnover that’s more than 120% higher and an increase in GGR of nearly 100% among participants. Additionally, these engaged players experience a rise in ARPU of over 100%, a boost in their deposit amounts of close to 90% and an uptick in deposit accounts for more than 75%, all compared to their non-participating counterparts.

FUTURE PROSPECTS OF GAMIFICATION TECHNOLOGIES

As the landscape of iGaming evolves, so do the various ways through which gamiﬁcation can be infused to create compelling player experiences. From leaderboard challenges that put players against each other in friendly competitions, to daily quests oﬀering incremental rewards, the possibilities are vast. Furthermore, as emerging technologies such as augmented and virtual reality become more mainstream, the horizons of gamification are set to expand even further. Imagine a future where players don’t just click to spin a reel, but virtually walk into a themed casino, completing challenges and quests in a 3D environment, unlocking rewards as they interact with the virtual space. At Soft2Bet, we’re constantly exploring these frontiers, researching how to intertwine cutting-edge technology with the age-old allure of games. It’s not just about keeping players engaged; it’s about crafting memorable experiences, deepening brand loyalty and setting new standards for the industry. Trends and numbers clearly show that gamification isn’t just a fleeting trend: it’s a paradigm shift. Turnkey solutions inherently offer flexibility, scalability and adaptability. When combined with gamification, they morph into powerhouses that promise enriched player experiences, heightened engagement and unmatched retention rates.

COMPANY PROFILE

In focus: PopOK Gaming Gambling Insider speaks with Tsovinar Elchyan, Product Manager at PopOK Gaming, about its live casino offerings and plans for 2024 aimed to set ourselves apart. PopOK Gaming made history by breaking the innovation cycle in Live Casino with Fruit Roulette, introducing fresh and innovative variations of the traditional Roulette game, such as Multi Fruit and Diamond Fruits. While we’re proud of our achievements in live games; our current main focus is on expanding into a new vertical, Crash games; in order to stay ahead of industry trends.

What is PopOK Gaming’s main focus right now?

Tsovinar Elchyan, Product Manager, PopOK Gaming

Tell us a bit about PopOK Gaming. PopOK Gaming is a modern game provider known for crafting highquality online casino games. Our portfolio includes slots, live casino and instant games, all characterised by top-notch graphics, immersive sound effects and precise maths calculations. Whether on desktop or mobile, our games offer players seamless experiences in multiple languages.

What new markets does PopOK Gaming plan to break into? PopOK Gaming slots are currently certified and available for: the UK, Malta, Sweden, Netherlands, Denmark, Georgia, Romania, Latvia, Belarus, Colombia and Ontario. We’re dedicated to continuous product development and gaining insights into player preferences. Our recent market openings and

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collaborations with major clients indicate a strong presence in both commercial and product development. Looking ahead, we have ambitious plans to expand into more regulated markets within the year, including Greece and Lithuania. This growth is made possible by our dedicated team and strong partnerships. To succeed in a dynamic market, we prioritise flexibility, allowing us to adapt our games to specific player segments and market dynamics as the industry evolves.

You currently have three live casino offerings; do you plan to expand this section?

Our journey into live casino games aimed to bring innovation to this competitive space. Recognising the presence of established leaders, we

At PopOK Gaming, our primary focus in 2024 is expanding into the exciting world of crash games. These fast-paced, arcade-style games are gaining popularity globally due to their straightforward gameplay and the promise of instant rewards. While we’ve already established a strong presence with slots, live games and mini-games, our move into crash games represents a significant step forward. This new vertical aligns with our commitment to innovation and delivering unique gaming experiences. We believe that staying at the forefront of industry trends is vital and our goal is to bring something fresh and distinctive to the world of crash games.

What new games can we expect to see in 2024?

In 2024, we’re not only expanding into the crash games vertical but also enhancing our promotional tools too. We’re dedicated to ensuring players have access to enticing bonuses, thrilling tournaments and rewarding incentives that keep them engaged. Additionally, our focus remains on slot game development, where we’ll deliver innovative and captivating titles catering to diverse player preferences. Our primary focus in 2024 is striking a balance between entering the crash games market and maintaining our commitment to developing engaging slot games and promotional tools.

FEATURE | SLOT FRANCHISE

Pushing the limits of predecessors Shelley Hannah, CPO at Relax Gaming, provides insights on crafting a slot franchise In the ever-evolving world of iGaming, few things rival the thrill of launching a new, successful slot game. The satisfaction of seeing your hard work and dedication culminate in a top-performing title is a deﬁning moment, solidifying your position within the market. However, with triumph comes new challenges, and creating a franchise that endures the test of time is no small feat. In an age where players hunger for more of what they love, especially when it involves fast-paced and gratifying content, it’s only natural to seek ways to deliver just that. We can draw inspiration from giants like Netflix, Spotify, Sony and Microsoft,

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who’ve mastered the art of offering rich and immersive content libraries to satiate their users’ desires. Drawing on our own experience at Relax Gaming, we found ourselves in a unique situation in 2019. The release of Money Train was for us a success, igniting a demand for more on-track action and therefore making it a perfect case study for growth. The game’s fast-paced, unpredictable mechanics garnered a devoted following, placing immense pressure on our development team to create a sequel worthy of this loyalty. In the iGaming industry, it’s common to take the easy route: reskinning a successful slot or making minor

adjustments to chase a second round of success. However, true effectiveness lies in longevity and brand credibility. Our industry thrives on pushing boundaries, not taking shortcuts. Our team came together to craft a sequel, Money Train 2, featuring an engaging math model, an enthralling narrative, and iconic new characters. We aimed to create a story that kept on giving. While some suppliers might have been content with changing themes and retaining the mechanic, we saw an opportunity with Money Train to build a rich storyline and nurture a unique set of characters. This approach struck a chord with players, showcasing our commitment

SLOT FRANCHISE | FEATUREE

to fresh and engaging content. The result: players chose the Money Train franchise over anything else, proving that going the extra mile pays dividends in fostering a loyal player base.

HOW TO CREATE A SEQUEL

Often overlooked or underestimated, listening to players is an absolutely imperative step to creating a high quality follow-up title. This was a pivotal point for us as we continued to expand the Money Train franchise. We relied heavily on player feedback, both from casual players and dedicated slot streamers immersed in the world of online slot content. Their insights ensured we delivered what Money Train fans genuinely wanted, namely a high-action base game, a bigger max win and aspects of features that added more anticipation to the playing experience. Money Train 4 was born out of this collaborative effort and feedback loop,

IGaming suppliers should aim high, striving to sit alongside the biggest entertainment giants by offering unforgettable, immersive experiences regardless of the category our experiences fall under. Every new game release presents an opportunity to create something truly special. It’s not about luck or following past formats; it’s about fostering creativity, unwavering commitment, strong mathematics and, most importantly, listening to your core audience. Relax Gaming is not the only studio Shelley Hannah, CPO, Relax Gaming adopting this approach in slot ideation and creation, but there is definitely with a number of game alterations based a need for more. In this industry, on player suggestions. Of course, it’s not if you’re not swimming, you’re to say we solely depended on external sinking, and innovation has become input; we also made many improvements a necessity in paving the way for the based on our own observations. future and ensuring your studio has a Empowering players to voice their place in it. With so many new avenues preferences played a fundamental role from which to draw inspiration, the in the series’ development, ensuring new age of entertainment is truly a each game in the Money Train franchise breeding ground for creativity. You received the justice it deserved. just need to know where to look!

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COMPANY PROFILE

In focus: Evolution Group The Evolution Group is a leading B2B provider of online casino content, oﬀering an unparalleled portfolio of unique games. Our brands are synonymous with the very best solutions and the widest choice in the online gaming world. As well as being a world-leader of live dealer gaming with our Evolution and Ezugi brands, our NetEnt, Red Tiger, Big Time Gaming and Nolimit City studios produce some of the industry’s most innovative and commercially successful slots. Evolution Live Casino is committed to delivering flawless live gaming experiences. Our state-of-the-art studios have been designed to offer truly immersive experiences through both time-honoured, and unique casino games and live game shows. We’re always looking for those ideas that redefine the industry to deliver an

immersive gaming experience like no other. Ezugi is Evolution’s sister brand in the area of Live Casino. Through our Ezugi brand we offer a complementary core Live Casino service built around Ezugi’s historic regional expertise in the following geographic markets: Latin America, South Africa, selected US and European markets. NetEnt is an industry veteran with an extensive online slot offering, which includes the best titles in the market. Our top-performing portfolio includes homegrown characters such as Starburst, Gonzo’s Quest, Divine Fortune and Fruit Shop, supplemented by a range of classic RNG table games. Red Tiger is our dynamic casino games and software brand, creating top-performing slots and table games. Red Tiger offers a bespoke progressive jackpot system, a Smart Spins bonus

"Our state-of-the-art studios have been designed to offer truly immersive experiences through both time-honoured and unique casino games and live game shows" 26 | GAMBLINGINSIDER.COM

management application and its own Tournaments gamification feature to enhance gameplay. Our Daily Drop Jackpots Network allows operators of any size access to network-wide daily and hourly jackpots. Big Time Gaming (BTG) is a leading innovator of the world’s most exciting slots titles and is the inventor of the Megaways™ slots game mechanic. Megaways™, a tiered, linked, progressive jackpot prize system, changed the entire market with 117,649 ways to win. It is now licensed to a large number of game developers worldwide. Nolimit City’s games are famous for their highly volatile math models and outlandish themes, as well as developing several exciting and groundbreaking game mechanics over the years, known as xMechanics. DigiWheel offers the world’s ﬁrst rotating HD digital gaming wheel and adds greater diversity to our oﬀering for both online and land-based operators. Our diverse background ensures world-leading quality across the Group, and our mission is to make operators successful and provide an excellent user experience for their end users. We constantly push the limits of what’s possible and making a reality what has never been done before.

COMPANY PROFILE

In focus: iMoon EXPERIENCE THE FUTURE OF CRASH GAMING WITH IMOON’S CRASH ROYALE

iMoon B.V. is a new game provider that debuted at the ICE London event in February 2023. iMoon specialises in creating new and innovative crash games, customisable lotteries such as Jogo do Bicho and stock-market-style trading games like TradeBlazer. Since launching our new iMoon brand in 2023, our dedicated development team, with a solid nine-year history together, has been creating crash games and other exciting game content. As we celebrate a successful year to date, we are eagerly looking forward to 2025, as iMoon is geared up to deliver a host of spicy and innovative gaming content that will make waves in the iGaming industry.

CRASH ROYALE

If you are a crash gaming enthusiast seeking a new and innovative crash experience, look no further than iMoon’s groundbreaking crash game, Crash Royale. This new and exclusive crash game is designed to keep players engaged with an array of innovative modes and features that redefine the crash gaming landscape.

REVOLUTIONARY CRASH MODES Crash Royale brings to the table three new game modes.

• Over/Under Mode: Test your instincts by predicting whether the crash point will be ‘over’ or ‘under’ your chosen number. • Range Mode: Delve into the depths of probability as you choose two points, the Range, where you think the crash point will fall between. • Insurance Mode: Safeguard your bet amount against a crash point at zero by activating our unique insurance feature. If there’s a crash point at zero, you’ll retain your original bet amount. You only pay for the Insurance if you win. At iMoon, we prioritise player satisfaction and that is reflected in Crash Royale’s impressive 99% Return to Player (RTP). With a high RTP, players can expect frequent and rewarding wins, ensuring an engaging and thrilling gaming experience. Certified by globally recognised authorities - GLI, BMM and iTech Labs - Crash Royale has undergone rigorous testing to guarantee fairness and reliability. Our commitment to a secure gaming environment is further reinforced by our custom algorithm, based on SHA256, ensuring randomness and fairness in every outcome. Seamlessly integrate Crash Royale into your existing platform with our easy-to-use API, allowing you to provide a consistent and immersive gaming experience to your players. We understand the importance

of smooth operations, which is why Crash Royale comes with full backoffice and 24/7 technical support, providing comprehensive management tools. Moreover, iMoon’s game is fully customisable, allowing you to align Crash Royale with your platform’s unique branding and aesthetic. Add a personal touch to the game by incorporating your company logo or other images to the ‘crash ball.’ Showcase your brand and leave a lasting impression on your players.

GLOBAL REACH AND ACCESSIBILITY

Crash games enjoy a global fan base and iMoon aspires to embrace this love for crash games. Crash Royale was designed for a worldwide audience. That’s why we support all languages and currencies for not only Crash Royale but for all of our offerings.

SUPER LIGHT GAME - 400KBS

Crash Royale is optimised for seamless performance on low-end devices, areas with weaker internet connectivity and high data costs. Our game’s super small size ensures optimal functionality where others can’t go; being 15 times lighter than most crash games. All the while, having all the new and innovative modes and the essential features such as the player leaderboard, chat room, fairness checking and an attractive user interface.

TOURNAMENT ENGINE

Operators can easily create daily, weekly and monthly tournaments with iMoon’s tournament engine to increase player engagement and time on the platform. Tournaments can be based on minimum wager, odds, bet amount, bet count, or a combination of these. Discover iMoon’s Crash Royale – not just a crash game, but an innovative experience exclusive to iMoon. Immerse yourself in a world of excitement, strategy and boundless opportunities. And don’t forget to check out our other offerings: Jogo do Bicho for our friends in Brazil and our stock-marketstyle trading game, TradeBlazer. At iMoon B.V., we’re shaping the future of gaming – one exciting experience at a time! 28 | GAMBLINGINSIDER.COM

FEATURE | INNOVATION

Innovating through a period of great change David Newstead, CEO at Jelly Entertainment, says operator and player demands are going through a period of change. And, while most developers claim to be innovative, changing the game in a meaningful way requires more than just creativity Innovation. Everyone says they’re doing it but, in reality, few game developers are bringing a new experience to the table. Nearly every new title can be likened to another with a feeling of “okay, it plays like X.” Some games will iterate on another by way of varying degrees of step-change, but the question is whether this approach delivers anything that signiﬁcantly advances the entertainment value on oﬀer within the industry. Arguably, popular themes and mechanics are trotted out by the dozen with a risk adverse mindset that leads to middle-of-the-road content. True innovation remains a risk for both developers and operators, with only a few cases where it has truly paid off. The inclusion of slot games in a portfolio should always be purposeful. High-level differentiation, where innovation is still just one aspect, must relate back to a slot’s ultimate purpose. There’s a benefit to taking this approach, which is clear from the number of replicated titles on the market. Players instantly grasp how to play because of familiarity; ensuring

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David Newstead, CEO, Jelly Entertainment

the experience feels comfortable while adding enough elements to freshen the content. Operators know what they’re getting and can take a more educated guess on the expected performance with their audience. This doesn’t, however, breed innovation. But where does this hunger for innovation stem from? For developers, it’s a way to stand out amid the clamour. It’s a fiercely competitive field. Hitting on the ‘next big thing’ has the power to swiftly propel a developer’s standing. We’ve seen it – albeit not very often. Considering the multitude of

channels and media demanding their attention, operators are now more inclined to explore content that has the potential to engage and entertain the future player base. Innovation means starting with a blank piece of paper, coming up with crazy ideas then tempering them to the right degree using a commercial mindset and analytical insights. It means working with the mathematicians to strike the right balance between the base game and features, to keep the gameplay experience engaging and immersive. The challenge is to encapsulate that excitement within a format that pushes boundaries but doesn’t lose the player within the first few spins. The look can change; the panel doesn’t have to be a 5x3 reel grid - in fact, the visuals can be very different and really punch with a deep storyline that explains the goal of the game. Yet even within an ironically risk adverse industry, innovation is distinctly possible but rare to see in practice. Perhaps the most significant barriers to developers taking a lead

INNOVATION | FEATUREE

on innovation is that players are generally unwilling to spend their time, and more importantly their money, learning something entirely new. They might do a few spins on a game that deviates from the norm but without an early win they’ll simply leave the game with no intentions to return. There is so much content available, the landscape is one where players are spoilt for choice and operators are swamped with options. Yet the cost to create a game has increased alongside the number of developers vying for attention. The fragmented regulatory landscape levies additional certification requirements and with it, money out the door. So a developer committed to pushing boundaries also needs to be confident that their product will perform. They also need to cut through the noise to grab the attention of operators, secure a decent chunk of real-estate on release, and then keep it long enough for players to discover it and build up the level of rapport that keeps them coming back. Since operators also keep a close eye on the bottom line, it’s natural that they’ll stock their lobbies with content they feel confident will work. Operators tend to focus in on a handful of developers they know will help them deliver their targets, leaving enough room for just a few test cases that embody what it is to be innovative at any time. It’s all legitimate business sense; focus on brand building and acquisition, but with both developers and operators inclined to err on the side of caution, it’s innovation that becomes the sacrificial lamb. This is the catch 22 the industry finds itself in. Even when most developers strive to be different, once all the above is factored in, even creatives end up with an offering that meets player expectations but rarely exceeds it. This mindset is a breeding ground for stagnation. But, does everyone need to be innovative? Not necessarily. Authentic innovation involves a risk for both developers and operators, and there are only a few instances where it has truly yielded substantial rewards. It’s important for developers to understand that they’re having to satisfy multiple demographics; operators, their players and the publishers that push their content to the masses. The advent of streaming and the increasingly close relationship between

publishers and developers should’ve opened the floodgates to innovation. Publishers are influential whether you love them or otherwise; they want content, they want it early and they want to drive traffic. They’re first and foremost gaming enthusiasts that want something new, or a scoop on the next big title, format or big developer release. They’re often the first to unbox a new slot, prod and pull at it, and give their take on it to players. They have the power to explain and recommend content to their audiences. While many developers have identified the value, few have seized the opportunity and metaphorically throw out their well-worn pants and put on a disco suit, in broad daylight, without any underwear. With so many developers churning out games, anything new that positively lights up inboxes will quickly spawn copycat titles. That developer needs to be onto the next big thing as their flashy brainchild is about to become old news or they need to protect that investment and the rewards it brings. Building a following on a mechanic is a lucrative game, at least while it’s fresh. At Jelly, for example, we use several

proprietary mechanics such as Super Staxx and Wild Ways. I’ll be the first to put my hand up and say these lend themselves to evolution rather than innovation, but they’re super-simple to understand and help to offer a more thrilling and entertaining experience to the player. Let’s not underestimate the challenges of fostering innovation in this domain. It’s not due to a shortage of creativity or ideas; rather, in an industry that is relatively young and often seen as agile, it’s evident that there’s still a prevailing hesitancy to fully support what might be the next major breakthrough. The stakes are high. Our industry deserves space to think outside the box and take inspiration from the worlds of mobile and video gaming to throw some of that variety into player devices all over the globe. No team, whether developer or operator, wants to be on stuck in a churn mill pumping out more of the same day and night. Here, entertainment is the ultimate prize just as much as it is elsewhere, but our audience has the opportunity to win big and, with the right kind of innovation, so do we.

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FEATURE | WOMEN IN INDUSTRY

Diversity in gambling Gambling Insider had the chance to speak with LiveScore’s Sam Talbot, Kate Parker and Gabrielle Hone about creating positive workplaces for women in the gambling sector, the importance of a diverse team and creating connectivity with a global team LiveScore Group is a business ecosystem consisting of LiveScore, LiveScore Bet and Virgin Bet. Coming onto the market in 1998, LiveScore has become a prominent sports media brand in the UK and around the world, with 50 million monthly actives across its three brands. Alongside its products, the company has carved a unique place in the market for itself by championing responsibility, diversity, inclusivity and a set of values that includes embracing change, encouraged not only on the consumer side of the business but internally as well. The company is a global one, with offices not only in the UK and Malta, but also in Austria, Nigeria and Ireland. We had the opportunity to talk with some

of LiveScore’s heads and chiefs at their London location, where we spoke about industry diversity, having a global team, and creating an inclusive space for women to engage in the gambling and betting industries. With us were: • Sam Talbot, Chief Product Oﬃcer • Kate Parker, Head of Product Design & Research • Gabrielle Hone, Head of Talent Acquisition

Do you believe that the gambling sector is encouraging for women and newcomers from a business perspective? KP: As far as LiveScore Group is

“Through Women in Sports and Gaming, LiveScore has created an enhanced maternity package, which is highly competitive, and we have updated our pregnancy loss policy” 32 | GAMBLINGINSIDER.COM

concerned, yes. Recently in the last year or so, we’ve done so much work to try and diversify our workforce, in terms of how we hire and what values or attributes we’re looking for. But then also, we’ve done a lot specifically within LiveScore Group around policies and how we can actually make it a better place for women to work a more open place for women to work. We also have an employee resource group called Women in Sports and Gaming, and specifically our focus is about how can we empower women within our company but also within the industry. GH: Through Women in Sports and Gaming, LiveScore Group has created an enhanced maternity package, which is highly competitive, and we have updated our pregnancy loss policy. We’ve updated our menopause policy, and we have a new updated fertility policy underway as well. We’re actively making opportunities for females in work, and we can see the difference because if I look at the last three months of people hired into the organisation I can say that a minimum of 50% of those hires coming externally into business are women. And we were

WOMEN IN INDUSTRY | FEATUREE

not in that position two years ago. So it’s working.

Where do you think the gambling industry has room for improvement when it comes to creating an engaging work environment for women and those new to the industry?

ST: I think it still feels like this industry is relatively dominated by white males. If you go to a conference or you go to events, it’s probably more exaggerated, but a lot of people will come from the same sort of backgrounds. Regardless of gender or race or anything else, everyone’s been in the industry so long, you sit on a panel and everyone introduces themselves – they say ‘I’ve been in the industry my entire career’, and everyone says that, and there’s very little diversity because of that fact. We encourage looking outside of the industry and trying to get more people in from other geographical areas, political areas, and work backgrounds. And it pays massive dividends. Like Kate, for example, has come in completely fresh to the industry and is one of the biggest superstars we’ve got. And it’s a testament to the fact that she’s got a different background, different understandings, beliefs and ways of working. I think that’s

Gabrielle Hone, Head of Talent Acquisiton, LiveScore

certainly a huge area within the industry, generally, where we need to improve – to look outside of our own industry. GH: I don’t have the data to know about the industry as a whole, but my focus is on making LiveScore look like a reﬂection of the streets. So what we want within LiveScore is to see a reﬂection of everyone you would see naturally sitting on the tube and walking down the street. That’s where our efforts are.

“Ten years ago, iGaming was just a fraction of the industry it is today”

So, LiveScore Group is global. You have oﬃces in places like Malta. How do you go about bringing LiveScore Group’s inclusive ethos into a global space, and create that global connectivity?

a diverse global team can bring to the wider gambling market is not one to be underestimated. As the market shifts new forms of gambling become more prominent, and more territories such as Malta become key players in the global GH: I think every country is going to have gambling economy, looking into where change is coming from and embracing it some level of difference in the way they is key to a company’s success. work. However, the core ethos of what Ten years ago, iGaming was just every office is doing is never going to change. We know in order to succeed, a fraction of the industry it is today. we need to be highly communicative, Likewise, Malta was far lower down most people’s lists when they thought highly collaborative, and focus on the same goals. We have objective key results about industry hotspots. Where Las within the organisation, and they are Vegas and poker tables once stood, we global. So, everyone in the company is are now standing at the precipice heading for those same goals. Everyone is of change. To embrace change and diversity in the on track to achieve those same goals. So we’re all working to the same finish line, market is to embrace the future – and the and that’s our focus. The potential that future is just around the corner.

Sam Talbot, Chief Product Officer, LiveScore

Kate Parker, Head of Product Design, LiveScore

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COMPANY PROFILE

In focus: Fastex Featured in this Malta Focus edition, Fastex is showcasing Bahamut the first Emirati blockchain, its new consensus mechanism - Proof of Stake and Activity (PoSA) and future developments As attendees of SiGMA Malta connect to explore the future of iGaming, Fastex is excited to share its vision. We are here to present the Fastex Ecosystem, a practical and user-friendly suite of Web3 products. Fastex is an extensive Web3 ecosystem full of different products. From the ‘Fastexverse’ metaverse and the ‘ftNFT Marketplace’ for creators, to the solid ‘Bahamut’ and easy-touse ‘Fastex Pay’ system, Fastex has made a place where crypto and online experiences come together. With over 7,000 users, 500+ partners and a goal focused on clear communication and data control, Fastex brings old ways and new ideas together. Bahamut is at the centre of the Fastex ecosystem, a testament to innovation and cultural heritage combined. As the first Emirati blockchain platform, Bahamut is an open-source platform that facilitates smart contract-enabled Distributed Ledger Technology (DLT) tailored explicitly for Web3 applications. Beyond its technology, Bahamut is an homage to the region’s rich history. Drawing inspiration from ancient Arabian culture, Bahamut, an ancient Arabian mythical creature known for its immense size and depth, mirrors a blockchain’s expansive and foundational nature, symbolising strength, support and vastness. Comprising two primary layers the ‘Caravan’ execution layer and the ‘Bedouin’ consensus layer, Bahamut promises a streamlined, secure and efficient digital experience. The execution layer is currently operational and live, while the consensus layer is

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undergoing testing. The consensus layer is expected to be fully live by approximately 1 November.

BAHAMUT’S GRANT PROGRAM

In its commitment to the evolution of Web3, The Bahamut Foundation has introduced the Bahamut Grants Program. Aided by milestone-based funding, this initiative aims to empower organisations dedicated to maintaining the Bahamut network and furthering the Web3 cause. Central to Bahamut’s ethos is the desire to guide into Web3 – decentralised, secure and user-centric. The grant seeks to support projects that add real value to users and play a role in onboarding new users to Web3. Whether it’s non-profits, businesses, researchers, or academic institutions, the doors are open to all entities that share Bahamut’s vision. From bridging assets across chains and setting up decentralised exchanges, to enhancing security with multisignature wallets, the grant’s funding areas emphasise its commitment to a powerful and integrated future for Web3.

THE POSA MERGE WITH TESTNET

Bahamut’s latest groundbreaking venture is the successful integration of the PoSA consensus mechanism on the Oasis testnet. PoSA, a unique blend of staking and activity-based rewards, changes how validators are motivated. Unlike traditional mechanisms, ‘activity’ refers to the gas consumed from interactions with smart contracts, enabling validators with active contracts to reap more frequent

rewards by becoming block proposers more often. This successful testnet phase has set the stage for the much-anticipated PoSA merge on the Bahamut mainnet. It is an endeavour that promises to further democratise the network, allowing independent validators to join the fray and optimise their rewards based on smart contract activity. As Bahamut reviews the outcomes of this test phase, the community eagerly awaits the official date for the mainnet merge, marking yet another milestone in Bahamut’s illustrious journey.

TRANSITION TO THE MAINNET: A GLIMPSE INTO THE FUTURE As Bahamut Chain continues its innovative journey, the next significant step is on the horizon: the merge to mainnet. This move symbolises a technological advancement and a pivotal moment for the entire Fastex ecosystem. With the PoSA merge onto the mainnet, Bahamut is set to redefine blockchain interactions, offering validators unprecedented opportunities. With the promise of a more inclusive, rewarding and responsive system to activity, the merge is keenly anticipated by all. While the exact date remains under wraps, one thing is certain, the seamless integration is poised to be another feather in Bahamut’s cap. Fastex and Bahamut blend old traditions with new tech, aiming for a better, decentralised world. Curious about what’s next? Dive deeper into Fastex and discover the potential of the Bahamut Chain.

COMPANY PROFILE

In focus: Habanero Since its inception in 2012, Habanero has gone on to establish itself as one of the world’s leading gaming providers. Creating RNG titles and table games that are accessible to as many players as possible across a variety of devices, Habanero is renowned for its pitchperfect sounds, immersive graphics and proprietary mathematics that help its slots to stand out in a saturated market. With teams based across Europe, Africa and LatAm, Habanero is truly a multicultural and multilingual company, a factor that is reflected in its games which have been commended for transcending boundaries and appealing to players in all jurisdictions. Initially conquering the Italian market, Habanero ensured it was at the forefront of delivering iGaming experiences - to a population with a rich history of land-based casinos - and has since gone on to become a leading provider in the country. In total, Habanero is currently live in 22 markets worldwide; having recently gained accreditations and licences in the likes of Sweden and Argentina. Looking to the future, Switzerland and Greece remain in the company’s short-term plans as it continues its upward commercial trajectory, bringing even more players to the wonderful world of Habanero. Currently boasting over 150 titles in its portfolio, Habanero has built an outstanding legacy from its slots that

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have captivated players worldwide and its philosophy remains that a great game should work everywhere. The company currently releases two new high-quality slots a month, taking on a diverse array of themes and pairing it with captivating gameplay. The past year has seen Habanero release playerfavourite titles such as the St. Patrick’s Day-themed Rainbow Mania and its Vegas-themed slot The Big Deal Deluxe. 2023 also saw Habanero greatly expand its reach worldwide and sign with tier-one operators including the likes of Entain, Sisal and Betway. For its future plans, Habanero has its sights firmly set on further expansion into the Balkans and Latin America, two of the most burgeoning markets in the iGaming landscape. Habanero has also primed itself to be a leading supplier in South Africa, being one of the first tier-one providers to go live in the regulated market. North America also remains a major part of Habanero’s commercial roadmap, as more and more states begin to regulate and open up to new suppliers. Similar to the strategy so successfully employed in Italy, Habanero’s experience of fusing land-based classics with modern twists will put them in an excellent position in a market with a preference for retail gaming. In addition to its renowned slot portfolio, Habanero also provides

API solutions, such as its world-class promotion tool Jackpot Race. This mass jackpot utilises a highly sophisticated algorithm that has been effectively utilised by operators in regions with a strong land-based history to convert them to the world of iGaming.

“Similar to the strategy so successfully employed in Italy, Habanero’s experience of fusing land-based classics with modern twists will put them in an excellent position in a market with a preference for retail gaming”

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Stick or twist? Gambling Insider looks at how the Maltese gaming market has changed in the past three years, from the culture of the companies to the newest employment trends

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The archipelago of Malta sits in the Mediterranean Sea, a paradise in Europe that has been a focus of many civilisations from eras gone by. Romans, the French and the British have all made the island their own, with the likes Napoleon and Churchill all playing a part of its history – along with Ridley Scott recreating the Colosseum on the island for his 2000 movie masterpiece, Gladiator. It is a drop of sunshine filled with history, ruins…. and gambling. These days, the island of Malta is populated by gambling companies (particularly iGaming), which has made it one of the world hubs for the industry and a place that generally thrives from the tax revenue gained from it. The impact that gambling has had on Malta can be seen in the vast real estate that has been built since the gaming companies began to take root, as well as the restaurants and bars that make a living from the people that go there for industry purposes. It is estimated that three quarters of the commercial rental market is taken up by the iGaming industry, which has had a huge impact across the island republic. Now, the value of residential homes have tripled in some regions, as the past 20 years of legalisation (which came in 2004) have seen many iGaming company’s workers flock to Malta. Those people that work for the iGaming companies have (in large part) come to like the aforementioned sunshine, movie sets, ruins and restaurants that comprise life in the Med – and don’t want to leave. That has meant there is an iGaming recruitment market that has evolved to exist in an ever-spinning circle, which sees people move from one gaming company to another in search of better wages, a bigger role and so forth. That ecosystem, if you will, existed in a measured harmony for almost two decades – then, the great malady of the age swept across the world and things changed. Covid-19’s impact has become a mark on the calendar, a before and after that can now be used as a measuring stick for how times have changed when compared to the pre-pandemic times.

CULTURE OF MALTESE GAMING EMPLOYMENT

It’s been just over a year since Malta lifted the last of its remaining Covid restrictions (which happened in August 2022) and the island of Malta fully reopened to the world – in that time since, the culture of the Maltese gambling employment

market has changed. According to Chanelle Demanuele, a Recruitment Manager at Exacta, who spoke exclusively to Gambling Insider, the flexibility of the new working world – where hybrid and working-fromhome has become the new norm – is becoming key. Demanuele stated: “The Maltese gambling employment market has undergone quite a transformation following the end of Covid restrictions. Several factors have contributed to this change, predominantly because many employees have become used to flexibility with the foremost being the growing preference for flexibility among the workforces. “A noteworthy trend, particularly evident in technical departments, has been the decision by certain candidates to transition into fully remote roles. This shift, however, is not just confined to technical departments, we have seen an increase in parents who have adapted to the convenience of working from home several times a week.” “The allowance of remote work opportunities has become increasingly imperative for companies. Many employees now actively seek such flexibility in determining the extent to which they need to work from a physical office location.” Furthermore, Sofia Castelbranco – Head of People Development and HR at Betting Connections – added her voice to the conversation by agreeing with Demanuele and gave her perspective on how people have embraced a new way of working. “People have now fully embraced either hybrid or fully remote set-ups, allowing for broader employee mobility and opening up pools of candidates that were previously not considered as they were not able to work from the company’s offices. “This has of course also changed the

Chanelle Demanuele, Recruitment Manager at Exacta

motivations and requirements from an employee point of view as well – the world is now their ‘oyster’ so to speak, allowing them to work from almost anywhere, as long as they commit to core hours or delivering on preestablished goals.” Speaking further on the subject, Jennifer Innes and John O’Neill, CEO and Director of BettingJobs respectively, also discussed the impact of Brexit: “Not only has the culture of the Maltese gambling employment market been impacted by Covid restrictions, but it has also been impacted by Brexit. For example, it is now much more difficult for UK nationals to move overseas to countries such as Malta.” Malta was, of course, a British territory before gaining independence in

“Not only has the culture of the Maltese gambling employment market been impacted by Covid restrictions, but it has also been impacted by Brexit. For example, it is now much more difficult for UK nationals to move overseas to countries such as Malta” GAMBLINGINSIDER.COM | 39A

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1964 – with one of its official languages being English – so, the drastic drop off of British people that can easily go and work in Malta has had an impact.

COMPANY RETENTION

In Malta, company retention has always been tough – as the fierce gaming competitors can quickly identify new talent and bring those people in, what with the industry there being close-knit. So, looking at the market on the island now, how has this changed? Castelbranco began by raising the point of how companies have adapted to the impact of the pandemic, stating: “Candidates have now fully understood

the importance of flexibility and going back to the old set-up is something that most are not willing to do. “We see a trend, companies that have acknowledged, embraced and made the best of the whole pandemic situation are in a way better place to retain their talent than the ones who went back to the old ways.” Talking about the subject themselves, Innes and O’Neill added: “When speaking with Malta-based candidates and clients it is apparent that company retention has improved since 2020. There are a variety of reasons for this, but among the most prominent is a lack of roles available in Malta.

“We have seen a small decline in the number of Malta-based vacancies coming through over the past year, meaning there is fewer opportunities and motivators for workers to change their employer on the island.” It appears the issue of company retention has become less impactful for gaming companies in Malta, a point highlighted when looking at why Malta’s vacancies have dropped, with Innes and O’Neill stating: “Since working-from-home policies and flexible working arrangements became more widely available and are almost standard practice after Covid, worker satisfaction has since improved and more employees are now choosing to remain with their current employers.” This was backed up by Demanuele: “Employees recognised and appreciated the enduring value of their respective company cultures in such challenging environments. “Conversely, companies that struggled to navigate these restrictions, both pandemic-related and those introduced to their employees’

HAS THERE BEEN AN INCREASE IN COMPLIANCE OFFICIALS? In looking at how this has changed things for Malta, Innes and O’Neill highlighted how the demand for compliance officials has risen in 2023 so far. “Evidence based on our own statistics shows the number of compliance placements made during the first half of 2023 compared with the second half of 2022 has increased overall. “However, there has been a slight decrease in the number of Malta-based compliance placements made during the first half of 2023 compared with the second half of 2022. “On the other hand, there has been an uptick in the number of UK compliance placements made during the first half of 2023 compared with the second half of 2022. We believe this largely coincides with the UK Gambling White Paper, published earlier in 2023.” Meanwhile, Castelbranco also stated that the need for compliance officials has also increased for regions outside the UK: “With the implementation of GDPR guidelines and the specific and growing legal and compliance requirements coming from the efforts of each country to ensure gambling is a fully regulated activity, compliance officials have become an increasingly sought after resource for companies who, not only wish to avoid penalties deriving from their activity but also want to be ahead of the curve when it comes to good practices.”

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work-life balance, faced challenges in regard to staff retention. Nonetheless, the prevailing trend suggests an overall improvement in company retention rates.”

ROTATION OF PEOPLE WORKING FOR MULTIPLE GAMING COMPANIES

The retention of employees in Malta’s gaming industry has had a direct effect on the rotation of employees, as would seem obvious. As people have started to gain flexibility in their current roles, the need to jump ship for a more fluid working environment has diminished. Demanuele alluded to this in her comments: “There has been a subtle decline in such movements. This decrease can be attributed to several factors, predominantly driven by the contentment of employees who, having performed well and gained a certain degree of flexibility within their current roles, are less inclined to seek employment with other companies.” The Recruitment Manager then shone a light on how important it is for employees to have a more

“The trend continues to be an internal rotation with occasional talent coming in. The iGaming industry requires quite a unique set of skills and experience that is very niche and hard to find” manageable working schedule, showing that flexibility has become a major factor for modern companies that want to retain their staff in Malta. “The value of this flexibility often surpasses considerations such as salary increments. However, those companies that are not offering such flexibility, have experienced some rotation as these individuals seek out opportunities with organisations that offer this benefit.” However, Castelbranco did note that the rotation trend does tend to continue to some degree, because of the niche skillset required to work in Malta’s iGaming industry. “The trend continues to be an internal rotation with occasional talent coming in. The

iGaming industry requires quite a unique set of skills and experience that is very niche and hard to find.” Meanwhile, Innes and O’Neill added: “There has been various mergers and acquisitions on the island in recent years which has led to a higher number of redundancies.” Covid’s impact on Malta has affected the largest change in the iGaming employment landscape since the companies first started arriving on the island two-decades ago. It is becoming less common for people to play the game of stick or twist, where the iGaming industry on the island continually switches around. Instead, companies have adapted since

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the pandemic in keeping employees happy and giving them flexibility within their work lives.

EMPLOYMENT TRENDS

Turning to the subject of employment trends, Demanuele, Castelbranco, Innes and O’Neill all agreed that less people are relocating to Malta for work. Demanuele highlighted the trends seen in the last three years: “Preceding Covid, Malta had witnessed a decadelong surge in foreign talent relocating to the country, a trend that persisted from around 2010 to 2019. “However, the onset of the pandemic brought about a transformation in the preferences of job seekers. It has become apparent that fewer individuals are inclined to relocate to Malta for employment opportunities.” Demanuele then expanded on why this has happened since the virus struck: “There has been a growing interest in remote work arrangements, even if it entails working from a different country altogether. As a result, many companies are offering remote work whether it is from the same country or not.” Innes and O’Neill went further on this trend, showing that Malta’s remote working model has become a way of retaining staff – although employers are still trying to get people that are already based on the island. “A direct consequence of the continuation of remote working has allowed for more opportunities to secure work in other countries worldwide, therefore it only makes sense there wouldn’t be as many people moving to Malta for work. “But, clients are seeking talent already based in Malta, as opposed to remote workers or those who reside elsewhere but are willing to travel to the island.” Castelbranco, meanwhile, pushed the

Sofia Castelbranco, Head of People Development & HR, Betting Connections

cost-of-living crisis that has hit much of the world in 2023. “I believe we are all aware that the cost of living has increased on all fronts and Malta is not an exception. “What was a fairly reasonable yearly salary for instance for an entry level customer support agent ten years ago is no longer enough to withstand the costs of housing, plus the day-today expenses so that makes it harder to attract talent that was before motivated by the low cost of life and sunshine in Malta.”

STICK OR TWIST

Malta’s stick or twist employment market is at the point where the twisting has rapidly slowed down and everybody is staying put. In Malta, the advent of August 2022

“Malta is now a place where those that are there, stay – and where companies would (generally) rather offer work remotely to people, than to bring them in as part of the iGaming island gang” 42 | GAMBLINGINSIDER.COM

Jennifer Innes, CEO, BettingJobs

– when all the Covid restrictions were ended by the Republic’s Government – marked the start of a new age, one where companies had to become (and stay) more flexible; both in keeping current employees happy and in understanding that it is now harder to attract new people to move to Malta on a permanent basis. It is a sea change, a moment forever marked in the calendar. Malta’s iGaming market has thrived in the past 20 years, as the practice has grown and grown across Europe and beyond – now, however, what made people move to Malta to play the stick or twist game is no longer what keeps them there. The iGaming industry on the island has become an entrenched part of the country’s economy and it has (in large part because of the impact of covid, which has sped up the process) reached the stage of consolidation. People are staying put, companies are offering terms that keep people in place and (thanks to Brexit) it is harder to get some candidates to Malta without incurring additional costs. Malta is now a place where those that are there, stay – and where companies would (generally) rather offer work remotely to people, than to bring them in as part of the iGaming island gang.

COMPANY PROFILEE

In focus: Evoplay Evoplay is an iGaming developer with a portfolio of 200+ slots, table, crash and instant games. Evoplay’s mission is to go beyond the traditional approach to game development and change the global perception of gambling products. Evoplay’s steadfast dedication to creating top-tier online slots and unique casino games has consistently provided players with an unmatched gaming experience. The developer’s extensive portfolio, featuring a blend of classic favourites and cutting-edge innovations like an industry-first virtual reality slot game based on state-of-the-art 3D technology unveiled at the ICE event in 2018, stands as a testament to its expertise. What distinguishes Evoplay from the competition is its unwavering commitment to innovation. A substantial investment in research ensures that the company remains attuned to players’ desires, often anticipating trends before they emerge. Evoplay doesn’t just develop games - Evoplay crafts experiences. Established in 2017, headquartered in Cyprus, Evoplay has extended its influence across the globe, establishing partnerships from Europe to Latin America and leaving a notable footprint in 41 countries worldwide. Employing a flexible, user-centric game development approach, Evoplay

introduces cross-channel offerings designed to enchant both existing online casino players and newcomers to iGaming. The company boasts an extensive portfolio of game promotional tools such as Tournaments, Jackpots, Random Prize Drops, Bonus Buy feature, Branded Games, Quests, and is constantly working on updating and enhancing it to provide players with the most entertaining experience. Evoplay is renowned not just for its top-tier and unique products but also

for its robust marketing strategies. The company’s capacity to successfully promote their offerings has earned acknowledgement from the industry, exemplified by notable campaigns such as the Star Guardians. A recent and impactful Evoplay promotion was the Football Pack campaign. This initiative integrated three football-themed instant games: Penalty Shoot-out, Football Bet, and Penalty Series, into a unified solution, successfully accomplishing multiple business objectives.

“Evoplay’s dedication to creating top-tier online slots and unique casino games has consistently provided players with an unmatched gaming experience” GAMBLINGINSIDER.COM | 43A

COMPANY PROFILE

In focus: Altenar Navigating excellence: Altenar as your workspace of choice | Altenar & you

In the pursuit of an ideal workspace, Altenar emerges as a compelling option, offering a range of benefits that cater to both personal and professional needs. Altenar’s presence in Malta’s highly competitive and complementary sports betting landscape has witnessed considerable growth and success. It stands as a homebase for its globally expanding brand, reach and overall operator satisfaction in the iGaming market. Altenar is committed to maintaining a healthy work-life balance, recognizing the significance of personal time in fostering a sustainable and fulfilling work experience. Moreover, the company places a strong emphasis on professional growth, offering mentorship programs and continuous training initiatives to empower employees to reach their full potential. Through investments in training programs, workshops, and conferences, Altenar ensures that its workforce stays at the forefront of their respective fields. Additionally,

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the company provides competitive compensation packages aligned with industry standards, including a range of benefits tailored to meet various personal and professional needs. A collaborative environment at Altenar encourages camaraderie and a sense of shared accountability, cultivating a high-performance work culture. The organisation also takes pride in its strong sense of community and well-defined company culture, fostering a supportive and inclusive atmosphere. Being part of Altenar means belonging to a global community, with employees from diverse cultural backgrounds, providing opportunities to engage with varied perspectives and approaches, enriching both personal and professional growth. The company’s commitment to diversity in its workforce brings together individuals with unique skills, experiences, and perspectives, driving innovation and creativity in the rapidly evolving industry. Altenar places a strong emphasis on the well-being of its employees by offering a comprehensive benefits package. This includes international private insurance coverage for both employees and their families, ensuring their health and security. Additionally, a paid mobile line is provided to guarantee constant connectivity and accessibility. The availability of convenient and secure parking facilities further adds to the ease and convenience of working at Altenar. Altenar believes in promoting a healthy lifestyle among its employees. After successfully completing the probationary period, team members are entitled to gym reimbursement, encouraging regular exercise and well-being. Moreover, the company offers an annual bonus as an additional incentive to recognize and reward exceptional contributions. While specific details about the bonus are shared internally, it serves as a tangible acknowledgment of the value placed on outstanding performance. Company and team events are

organised regularly to foster team bonding, provide moments of celebration, and offer relaxation for all members. These events contribute to a sense of camaraderie and belonging, creating a supportive and inclusive work environment. Additionally, flexible working hours are a testament to Altenar’s commitment to accommodating the diverse needs and schedules of its employees, further emphasising a work environment that respects individual circumstances. This holistic approach to benefits underscores Altenar’s dedication to creating a workplace that prioritises both professional success and personal well-being. Explore the available positions offered by the provider below at Altenar Malta: PHP Developer Senior .Net Developer Senior Frontend Developer DevOps Engineer Infrastructure System Engineer Senior Copywriter We consider our benefits to be a vital component of employee compensation, aiding in the attraction and retention of new talents. Additionally, they enable Altenar to maintain a strong competitive edge in today’s job market. Discover Altenar’s current job openings on the company website. Choosing the right workspace is a pivotal decision in one’s professional journey. Altenar’s commitment to work-life balance, career development, and fostering a diverse and inclusive work environment sets it apart as an exceptional choice. With its thriving presence in Malta’s competitive sports betting landscape, Altenar stands as a beacon of success and innovation. If you’re seeking a workplace that values your contributions and invests in your success, Altenar is poised to be a fitting match. Join us in navigating the possibilities and shaping the future of sportsbook solutions.

COMPANY PROFILE

In focus: CreedRoomz VP of Casino, Sargis Poghosyan at CreedRoomz, talks to Gambling Insider about the company’s new Roba Robot Croupier feature, its live casino, entering the Danish market, the company’s potential in Canada and more Tell us about your company…

CreedRoomz is a dynamic multi-proﬁle live casino provider, oﬀering a range of innovative solutions tailored to meet the needs of our partners. We take pride in our diverse portfolio, comprising three leading solutions: Generic API, dedicated solutions, Data Feed and Land to Live Technologies. The latter aims to help land-based casinos ensure online presence and Data Feed solution provides first-hand data and video streaming services. With a constantly expanding game library that encompasses over 20 titles, including core games with their variations, Asian-themed

Sargis Poghosyan, VP of Casino, CreedRoomz

games, Game Shows and marketspecific solutions, we strive to offer a comprehensive gaming experience. Our games are available in eight languages and span across more than 150 tables, catering to over 900 partners worldwide. Notably, our portfolio also features the Roba Robot Croupier, a groundbreaking industry innovation developed and constructed in-house.

Talk us through your new Roba Robot Croupier feature.

Our latest innovation is the introduction of Two-Hand Roba Baccarat, renowned as the fastest Baccarat game in the iGaming industry. Two-Hand Roba Baccarat permits for increasing the number of rounds, thereby speeding up the game and the probability of winning. This enhances the excitement and engagement levels for our players, delivering a thrilling gaming experience like never before.

CreedRoomz has a strong focus on live casino. What rendition are you looking to oﬀer players next? Especially considering your existing oﬀerings like Asian games, core games and live casino game shows? Roba Robot Croupier

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As a company deeply committed to enhancing the live casino experience,

we are currently thrilled to introduce ‘Blackjackpot.’ This exciting addition is set to captivate both our B2B and B2C partners without any additional cost. The jackpot’s random triggers add an exciting element to every hand, making it an ideal choice for operators looking to attract and retain players. Additionally, we are diligently working on the development of a brand-new game show that boasts a unique and innovative gameplay logic. Our goal is to continually surprise and engage players with fresh and exciting gaming experiences.

Are there any markets CreedRoomz has its eye on that it’s not already in?

Absolutely, we are almost all set on entering the Danish market. We are obtaining the necessary certiﬁcations and approvals to establish our presence there. Furthermore, we have ambitions to venture into other regulated markets, also having Canada one of the key regions on our radar.

How does CreedRoomz’s live casino compare to competitors? What sets CreedRoomz apart? What truly sets CreedRoomz apart from the competition is our commitment to innovation and diversity. Our extensive range of tables and support for multiple languages ensures that players from various backgrounds can enjoy our games seamlessly. Additionally, the introduction of Roba, our Robot Croupier, has been a game-changer in the industry, offering a unique and engaging element to our live casino offerings. These factors combined make CreedRoomz a standout choice in the live casino segment, offering a truly immersive and inclusive gaming experience.

COMPANY PROFILE

In focus: Praxis Tech Optimising transaction pathways - Gambling Insider spoke with CTO of Praxis Tech, Guy Karsenti, to discuss the company’s efforts in pioneering iGaming payment orchestration Since its launch, Praxis Tech has provided solutions to the challenges faced in the payment sector. Through robust, innovative and effective products, we have enhanced our clients’ approved transaction rate while at the same time improving the user experience they offer their clients. As pioneers in payment orchestration, we’ve optimised transaction paths to align with the specific needs of the online gaming industry.

OUR THREE PRODUCTS

We offer three key products that meet our clients at their point of need, granting access to our vast network of 540+ PSPs, 1000+ APMs and 200+ currencies based on level of integration: Cashier: Our flagship all-in-one solution that provides a holistic UI and UXexperience, ensuring seamless enduser journeys. Direct API: Allows companies to maintain their existing cashier systems while connecting to our extensive network through one simple integration. Hosted Payment Fields: Our latest and most customisable product, this allows businesses to integrate our advanced features into their existing credit card payment forms. Boosting retention and conversion by emphasising user experience. User experience is a priority in our product design philosophy. Recognising the direct correlation between transaction success and user convenience, our checkout experiences are streamlined

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with user-centric UI and UX. They ensure that from the transaction’s start to its finish, users find the process intuitive and straightforward.

CONNECTING TO GLOBAL PSP

Worldwide reach and connections are at the heart of our mission. We boast an extensive ever-growing network that spans over five-hundred payment service providers and over a thousand alternative payment methods, which we see increasing demand for. Having pre-integrated support for cryptocurrency acceptance has also been a key feature our online gaming merchants have benefited from, as they see their customers increasingly use this method year-on-year. Going a step further, we have geo targeted payment methods to ensure end-users across the globe encounter familiar and localised checkouts, enhancing their transaction experience. Our platform’s intelligent design can also detect and reroute payments during gateway downtimes. This advanced cascading capability ensures that our service remains consistent, even during peak traffic times, and our clients always enjoy high-quality service.

SECURITY IN SAFE TRANSACTIONS

The importance in security of transaction data cannot be understated and we’ve utilised the very best of the industry’s standards to protect and tokenise this data. From integrating with the best

third-party risk management engines in the market, to adhering to ISO27001 and PCI standards, we’ve fortified our platform against any potential fraud or security breaches. End-users see the front-end of this when engaging with 3DS 2.0 Protocol checkout’s, which require code or biometric authentication to verify their identity. These affiliations, combined with our comprehensive in-house tools, ensures our clients and their customers can transact with peace of mind.

MAXIMISING APPROVAL RATES

Our Decline Recovery suite is a testament to our commitment to increasing transaction approval rates for our clients. Features like Smart Routing for transactions, background currency conversion that kicks in even if the gateway doesn’t support a certain currency and recovery by cascading card transactions through open banking gateways underscore our pursuit to reduce transaction declines. This focus has led to an incredible 13% increase in approved transactions by our merchants. Figures and metrics such as these underscore how Praxis is pioneering advancements in payment orchestration for the iGaming industry, driven by the belief that our success is measured by the success of our clients.

SEAMLESS CRM INTEGRATIONS

We understand the value of time and have prioritised creating seamless CRM integrations for our new clients, ensuring they can efficiently integrate with us regardless of which tools they are currently using; facilitating faster business operations. Praxis is now integrated with more than 60 industry specific CRMs and platforms that support a smooth onboarding process, ensuring our clients can quickly connect to our advanced systems.

FEATURE | ONLINE BETTING

Online gaming’s roundthe-clock advantage Gambling Insider Editor Tim Poole reflects on the obvious benefits of online gaming – which, remarkably, were highlighted to him during a recent trip to Las Vegas... Imagine this: when I visited Las Vegas in October for G2E, I gambled less than I would have at home. In one of the world’s greatest gambling hubs, this was a factoid I could hardly get my neck pillow around on the flight back. It’s not just that I was busy, work got in the way or I would have placed a far greater amount of wagers on another given week at the same location... I calculated that, through the amount of free bets I was emailed to my UK operator accounts, I missed out on more action by being in Vegas than if I had given G2E a miss. Let me explain why I feel this is significant. The theory of why iGaming or online sports betting is so powerful is well documented. You’ll see it throughout our publications, and not least this one given

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Malta is such an online hub. But I had never really experienced these benefits so emphatically on a personal basis. In writing this article, I am not disparaging land-based gaming – far from it. Omnichannel is, ultimately, the way to go, as very little can compare to the experience of an actual casino: especially in Vegas. But there is a reason so many land-based behemoths are moving into the online sphere. And my aim here is more to highlight the UX beneﬁts of online gaming, which may not be immediately obvious to those of us going through the daily hustle and bustle of industry life. I’m also keen to emphasise some positives. The fact that I could not use my UK betting accounts in Las Vegas was a tick – geolocation technology

did its job. Land-based gaming is still going strong and, in Vegas, always will. While I did not gamble, I’m sure many others did, with much higher volumes than I would have anyway. And, finally, as many of my conversations during the week attested, Vegas is now the entertainment capital of the world – not really the gaming capital (which is Macau). So, on that front, myself and my fellow conventioneers would have still spent plenty on food, drink, events and more. However, back to the gambling itself, or lack of it. My story goes like this... while I received several notifications of free bets that I simply couldn’t capitalise on, I kept on telling myself I will eventually hit the casino, as I was in Vegas after all. So busy were the Gambling Insider

ONLINE BETTING | FEATUREE

and Gaming America teams were with the Global Gaming Awards, though, and then G2E, I was immediately restricted to just evenings. One Sunday evening, we wanted to hit Downtown – but a 20-minute Uber wait time put paid to that. On the Strip itself, we were next to table games, ETGs and slot machines all day. And there were players using them all the time – literally, at all hours of the night. The minimum bets on these tables or machines, though, were significantly higher than they would have been Downtown. Various evenings through the week, meanwhile, were chalked off for either being too busy, too tired or choosing not to play after a couple of alcoholic beverages (others might have gone another way!) Now, many make the trip to Vegas specifically to gamble – so the above would not apply to them. In this day and age, however, a huge amount of Las Vegas visitors will be just like me: from the convention circuit. Being a busy conventioneer, fate allowed me one evening without networking events where I fancied a bit of roulette. Unfortunately, it ended up a non-starter. Although cashless technology solves this very problem, the table I wanted to play on needed cash – but my trip to the ATM to withdraw immediately presented me with a problem: I wasn’t used to any of the US terminology displayed on screen. Having asked a member of staff at the cashier desk for assistance, I was directed to another ATM that then gave me the option of withdrawing cash for a fee of $8.95. I’m told this is standard practice for US citizens – but, personally, paying almost $10 just to withdraw $60 was a no go. Alas, my Vegas gambling journey was over before it even started this year. Admittedly, everything I’ve mentioned here is not that big of a deal. So I was a bit tired? Oh well. So I had to ask for help? It’s not the end of the world. So I didn’t have that much time to gamble and had to pay a surcharge at the ATM if I wanted to? You could argue that if I really wanted to play at the slot machines or tables, none of the above would have stopped me. But just consider the amount of hurdles, even if only minor, I had already faced before attempting to place a bet. Compare this to a potential online wager (if I had been signed up to a brand that was legal in Vegas). At the end of a long day, if I wanted to have a spin of online roulette, I could log in and do so in my hotel room within a matter of seconds. I’m a sports bettor,

“Given my experience, I can only conclude that online customers have it far easier – and that, as we approach 2024, the disparity between the two experiences is now greater than ever” truth be told, but even that is so much easier to do online at your own leisure, without having to make the often long Vegas walk to the other side of the hotel. Convenience does not equate to irresponsible gambling, either, due to the ease with which you can implement self-deposit limits online. I have a sportsbook-related story, too, in case my evidence was not yet compelling enough... Visiting the BetMGM Sportsbook at the Mirage on Sunday morning, as an “EPL soccer” fan I was greeted with the unfortunate outcome that Arsenal v Manchester City was not being televised. Fair enough, this was a US sportsbook, where NFL is king. But when I asked a staff member if the game would be shown, her tone was rather unhelpful when she said I’d have to ask the supervisors that would appear in a few minutes... No supervisor did so and several screens (that could have showed my game) were left empty. I’m sure it was just an off morning for the venue but, again, my retail venture

had thrown up some barriers to entry. Given my experience, I can only conclude that online customers have it far easier – and that, as we approach 2024, the disparity between the two experiences is now greater than ever. Once again, you could dismiss all of the above as minor issues a player could move past and ignore. But in today’s market, where customer experience is so important, do you really want to be telling players that putting up with problems is okay? For me, given how synonymous Vegas is with gambling, and given the fact that I played the last time I was there, I found all this simply staggering. I still can’t quite believe I would have ended up betting more at home than in Las Vegas... Vegas, the entertainment capital of the world, where I didn’t place one single wager – ruefully watching on as the likes of Sky Bet, Bet365 and BetMGM sent me regular promotions I could not utilise back home in the UK. Let that be a marker for how gaming has changed over the years!

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FEATURE | LEOVEGAS HISTORY

LeoVegas in Malta and abroad: a timeline In September 2023, MGM Resorts International subsidiary LeoVegas acquired Maltese game provider and development studio Push Gaming. To see how LeoVegas was able to reach such an achievement, we tracked the operators history of awards, investments and business dealings to see how the company became what it is today LeoVegas was founded in 2011 by Gustaf Hagman and Robin Ramm-Ericson. Capitalising on the new and explosive growth of smartphones at the start of the decade, the company found success with a 'mobile first' mentality that embraced the potential of this technology in various markets, including online casinos, gambling, and sports betting

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LeoSafePlay was launched by LeoVegas as a tool to promote safe and healthy gambling and help those who may be suffering from gambling addiction. With resources on everything from underage gambling to helping loved ones with a gambling addiction, the platform became a vital tool, and is still in operation today

With a new Gambling Act to come into practice in Sweden in January 2019, LeoVegas was given the opportunity to become one of the first to receive a license under this new policy. Acquiring its license in November 2018, the company was able to operate under the Act before many others

After a record-breaking Q4 in 2020, LeoVegas was able to report a doubling in profit across 2020. With a 103% year-on-year rise, LeoVegas started the new year off strong - and only continued growing

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LeoVegas signed two multi-year deals with English football teams Brentford and Norwich City. The EFL Championship clubs boasted LeoVegas as a club partner with their logo seen across the Brentford club shirts, giving LeoVegas a boost in publicity

LeoVegas acquired German licences. As a European company with a headquarters in Stockholm and Gaming Ltd location in Malta, the company had acquired several other European licences in years prior, such as a Danish gaming license in 2016

LeoVegas unveiled its 2019 Annual Report, where the company made a crucial note on its sustainability efforts throughout the year. Environment, Social, Responsibility, and Governance were a priority for the company, with LeoVegas stating that an average of 10% of the Group’s employees work in roles designed to deliver this objective

LeoVegas became a part of The Netherlands Online Gaming Association. The organisation, founded in 2020, exists to promote safe and responsible practices amid regulated online gambling providers in the Netherlands, encouraging self-regulation and consumer protection against crime and gambling addiction

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Hot off the tail of their acquisition of Push Gaming, LeoVegas announced a new Premier LEOVEGAS HISTORY | FEATUREE League partnership with Wolverhampton Wanderers F.C. The partnership is set to last the 2023/24 season and will see the LeoVegas logo taking center stage on the team’s training kit

LeoVegas partnered with eSports data and technology company Abios. The partnership allowed users access to a variety of tools and widg ets to better the player experience, as the demand for eSports betting continued to grow

Between May and September MGM gained control of close to 95.8m s h a r e s i n L e o Ve g a s , accounting for 98% of shares in the company. MGM Resorts’ acquisition of LeoVegas cost the company approximately $607m

MGM Resorts announced that LeoVegas, its wholly owned subsidiary, had entered into an agreement to acquire Push Gaming. The supplier creates digital games for operators and is most notable for works including Razor Shark, Jammin' Jars and others; it provides content to over 200 operators globally

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Hot off the tail of their acquisition of Push Gaming, LeoVegas announced a new Premier League partnership with Wolverhampton Wanderers FC. The partnership is set to last the 2023/24 season and will see the LeoVegas logo taking centre stage on the team’s training kit

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The beginnings of the deal for MGM Resorts’ acquisition of LeoVegas came to light, with MGM Resorts International announcing a recommendation to LeoVegas shareholders to tender all shares in LeoVegas over to MGM in a public offer. The move came from MGMs desire to branch out into the European market

The Global Gaming Awards London 2023, LeoVegas won the title of 'Online Casino of the Year' for the sixth consecutive year. The event celebrates the biggest achievements of businesses around the world, looking into notable industry leaders and newcomers setting standards and pushing boundaries across the gaming industry

LeoVegas completed its acquisition of Push Gaming Holding Limited. Despite the deal, Push Gaming will remain an independent entity, however, now exists as part of and under the umbrella of LeoVegas Group

GAMBLINGINSIDER.COM | 53A

COMPANY PROFILE

In focus: Gibtelecom Gibtelecom, a leading telecommunications provider headquartered in Gibraltar with Points of Presence across the globe, has been a trusted partner in the igaming industry for over 20 years positioning itself as a true one-stop-shop. Through the development of products and services that cater to very specific needs, Gibtelecom has invested heavily in state-of-the-art data centres to provide for their co-location, managed services, and full cloud portfolio, as well as global network expansion for a dedicated presence at key gaming hubs around the globe. In this age of rapid technological advancements and ever-increasing connectivity, the advancement of hosted services has been paramount. The need for greater scalability, flexibility, and efficiency for storing data within the cloud prompted a radical transformation for all telecommunications providers, Gibtelecom included, who has progressed from strength to strength. Boasting a portfolio of cloud hubs and hosting facilities in Gibraltar, London, Dublin, Malta, Isle of Man and Malaysia, connected via a private global network, Gibtelecom is able to provide enhanced service capabilities spanning three continents. In cloud specifically, their bouquet of services offers private, public and hybrid clouds for any infrastructure requirements at multiple locations in Europe and Asia. More locally, Gibtelecom has recently launched their new Back-upas-a-Service for Office 365 in the Gibraltar market. Customers can benefit from carrier-grade internet connectivity, a data centre-grade environment, and around the clock management and monitoring in use together or in isolation with OneDrive for Business, Exchange Online, Sharepoint Online and Teams. Without a dependable and secure way of storing the magnitude of data in which

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on its client list such as Pariplay, Betfred, Relax Gaming and Lottomart. Since the back end of 2022, Gibtelecom has offered 24/7 protection for operators’ websites. Following on from the announcement of a strategic partnership with Getronics, a global ICT and security integrator, Gibtelecom offers a strengthened operators need to be able to do business, security product that really hits the mark. there would be no iGaming industry. This includes proactive detection of Many data centres provide security only cybersecurity breaches and risks while running services on its secure private relevant to their location and existing customer base, whether traditionally or global network. Operators need support in the cloud. However, Gibtelecom’s data when it comes to storing the mounds of centres, across its sites, have independent data that come with running a successful power and are backed up by UPSs as well gaming business. Traditionally, this would as dedicated generators meaning that be stored in a physical server, but the they are unaffected by power disruptions inception of the cloud has given birth to new ways and means of holding it and and can run indefinitely, as long as fuel round-the-clock security is essential. is available, in the case of an outage Gibtelecom prides itself on being a of the local grid. Its power and cooling strategic partner of the gaming industry systems, as well as its international with a long track record of facilitating connectivity links, offer full redundancy, customer migrations from other meaning there has not been a data centre outage since 2014 and hasn’t been providers or from their own facilities any unscheduled downtime on its cloud and providing the personal, tailored support and agility that only a small services since they were launched. operator can provide. As well as However, the shift to the cloud is not attending and supporting industry without its challenges. Ensuring data events and keeping up to date with security and privacy in a cloud-based industry developments, its dedicated environment is paramount. Gibtelecom has invested in robust security measures account management team meets with key stakeholders and customers to to protect sensitive customer data understand their plans and ensure that and maintain the trust of their users. Gibtelecom has a long history of providing Gibtelecom can deliver the solutions and operators with high-level security support support that the industry needs now, and in the future. with key players in the industry featuring

COMPANY PROFILE

In focus: Boomerang Boomerang Sportsbook is a unique, data-driven betting platform that emphasises customer-centric solutions and robust analytics, for optimised affiliate partnerships and engaging user experiences of local market needs. This approach makes it a brand valuing diversity in each region, ensuring relevance, audience identification and successful market expansion.

STRATEGIC PARTNERSHIPS: A WIN-WIN

MASTERING LOCALISED BETTING SOLUTIONS

In the competitive world of sports betting, standing out is no small feat. Boomerang Sporsbook has carved a unique space thanks to its innovative, data-driven approach. More than just a platform for placing bets, Boomerang Sportsbook enhances the user experience at every touchpoint. Specialising in advanced traffic management solutions, the brand has diversified its offerings, delivering targeted, customer-centric solutions. This strategic focus proved effective in Boomerang Sportsbook’s recent foray into the Latin American market, launching Boomerang Apuestas Deportivas, meticulously tailored to meet local needs and preferences. What sets Boomerang Sportsbook apart? Its agility and adaptability. Boomerang Sportsbook has shown commitment to understanding the intricacies of diverse markets, offering solutions that are not just generic but highly targeted. This is evident in Boomerang Sporsbook’s Latin American expansion, where the brand didn’t just enter the market but adapted to it. Understanding region-specific betting options to local payment preferences, Boomerang Sportsbook operates globally, demonstrating comprehension

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The brand’s success is not accidental but results from a meticulously crafted strategy prioritising both affiliate partners and end-users. For affiliates, Boomerang Sportsbook offers a transparent, stable payout structure with various collaboration methods like CPA, Revenue Share, and Hybrid models, emphasising an individualised approach to each partner. This efficiency is a cornerstone of Boomerang Sportsbook’s reliability, managing an annual payout turnover of more than €30,000,000 ($32,000) for partners at the end of 2022. Judging by the pace of development, this amount is expected to be significantly larger in 2023.There’s no minimum payout threshold, making it accessible for all partner sizes. The brand offers multi-language and dedicated support for all partners, ensuring uninterrupted communication and comprehensive assistance. A swift onboarding process allows affiliates to start immediately, making Boomerang Sportsbook ideal for maximising revenue efficiently. For end users, Boomerang Sportsbook offers an extensive range of betting options, covering global and local sports competitions. The platform supports various popular payment methods, ensuring seamless deposit and withdrawal experiences. Boomerang Sportsbook offers unlimited betting sizes with VIP stakes and provides a wide array of slots and casino games, including live dealer options. A unique feature is the AI-based personalised betting recommendations, enhancing the user experience by making it engaging and tailored to individual preferences.

INNOVATION AS THE DRIVING FORCE BEHIND SUCCESS

These analytics offer insights into player

activity, enabling partners to finetune their approaches for maximum profitability. For end-users, this datadriven approach translates into more personalised experiences, from betting options to promotional offers. In a market where personalisation is key to customer retention, Boomerang Sportsbook’s commitment to data analytics gives it a distinct competitive edge.

INNOVATE, PARTNER, PROFIT: TRANSPARENT EXPANSION OPPORTUNITIES

Boomerang Bet offers a comprehensive, data-driven betting platform that benefits both affiliate partners and end-users. Its transparent payout structures, quick onboarding process, and robust analytics tools make Boomerang Sportsbook an ideal choice for affiliates looking to diversify their revenue streams. The brand’s focus on customer-centric solutions, evidenced by its wide range of betting options and personalised recommendations, ensures a high level of user engagement and satisfaction. With its unique blend of technological innovation and customer-centric service, Boomerang Sportsbook is not just a betting platform; it’s a long-term partner committed to mutual growth and success.

COMPANY PROFILE

In focus: MiFinity Revolutionising iGaming payments and user experiences

As the fastest-growing payment service provider in the iGaming industry, MiFinity is revolutionising the landscape with its cutting-edge MiFinity eWallet empowering players with a best-inclass user experience. More than just an eWallet, MiFinity is also empowering iGaming operators. “By developing an eWallet that customers actively want to use, we’re helping iGaming companies expand into new markets, reach global players and boost engagement and loyalty with their players,” said Paul Kavanagh, MiFinity’s CEO. MiFinity was founded in 2002 and launched the MiFinity eWallet in 2018. Since then, the company has been on a remarkable growth trajectory, seeing significant global adoption over the last 12 months. MiFinity is currently available on over 650 merchant websites, and serves more than 650,000 users worldwide. The company is fully licensed in 225 countries and territories.

EXCEPTIONAL USER EXPERIENCE: A GAME CHANGER MiFinity differentiates itself from other online payment providers with its customer-centric focus. Kavanagh explained: “Every product development, every decision, and every innovation is aligned with the user’s needs and preferences first and foremost.” In April 2023, MiFinity set a new standard in the iGaming payment landscape with the launch of its new native app and desktop experience.

Powered by the latest Flutter architecture, this cutting-edge platform introduces a hyper-personalised user experience with best-in-class customer engagement tools, and is tailored specifically to the unique demands of iGaming players. The improved features and functionality are also designed to support MiFinity’s merchant base. High customer engagement and retention rates, drive higher conversion rates and increase player retention. As such, MiFinity has become a transformative force in the iGaming payment space.

SUPPORTING IGAMING GROWTH WORLDWIDE

As a global payment solution provider, MiFinity is a strategic partner for iGaming operators to expand into new markets and reach new customers. Available in 225 countries and territories worldwide, MiFinity’s reach surpasses that of any other iGaming eWallet. The company recognises the importance of localised payment methods, boasting integration with 75+ local payment options to cater to players’ diverse preferences and regional requirements. Furthermore, MiFinity facilitates transactions in 17 currencies, allowing customers to create up to nine eWallets in their currency of choice. MiFinity’s commitment to a seamless user experience also extends to its multilingual capabilities, offering access to its services in 21 languages. By providing a robust payment experience that exceeds player expectations, MiFinity enables operators to drive increased conversions and sustainable growth.

“MiFinity’s success over the last 12 months serves as a testament to our dedication to revolutionising iGaming payments and enhancing user experiences. I’m really proud of everything we’ve achieved, the new app and desktop experience” 58 | GAMBLINGINSIDER.COM

MIFINITY AFFILIATES: EMPOWERING GROWTH AND SUCCESS

MiFinity’s launch of MiFinity Affiliates in 2022 is another example of the company’s commitment to supporting growth in the industry. “We pay the highest commission in the industry – up to 35% - with lifetime commission paid on all deposits and FX fees. MiFinity has always understood that its success is intrinsically linked to the success of our merchants and partners, which is why we have designed such a generous affiliate program,” said Kavanagh. The program is not just about high commissions. It serves as a catalyst for increasing conversions and generating additional revenue. With MiFinity, affiliates have the potential to earn more than any other eWallet provider, and MiFinity backs this impressive commission rate with robust affiliate marketing support. Additionally, MiFinity has made significant investments in its enterprise affiliate platform, ensuring that partners can efficiently manage their programs, track conversions, and access payments - a commitment to making the affiliate experience seamless and rewarding. In conjunction with MiFinity Affiliates, the company has also launched its bonus site - MiFinity Bonus. Here MiFinity customers can access exclusive deals, offers and bonuses and partners can engage their players and build customer loyalty and retention. This is all part of MiFinity’s focus on the user experience and enriching customer interactions across different touchpoints. Kavanagh added: “MiFinity’s success over the last 12 months serves as a testament to our dedication to revolutionising iGaming payments and enhancing user experiences. I’m really proud of everything we’ve achieved, the new app and desktop experience, the success of MiFinity Affiliates, and to see our team grow and develop too.” Looking ahead to the next 12 months, MiFinity expects to continue to grow its market share and ensure its customers and merchants have best-in-class payment solutions.

COMPANY PROFILE

In focus: Pascal Gaming Aram Khachatryan, Head of Business Development and Marketing at Pascal Gaming, spoke to Gambling Insider about global expansion, the benefits of its Momentum solution, Pascal’s Gravity retail solution and more Tell us about Pascal Gaming.

Pascal Gaming is a casino game provider delivering on-demand and compelling gaming solutions. We create games that deliver diﬀerent gameplay experiences, through all-new logic of our crash games, bold experiments with gameplay, adding storyline and socialising elements to our games, as well as creating fusions of genres and all-new features that captivate the player audience. We uplift our passion creating a perfectly tailored range of products with hugely engaging game features, appealing design and courage to go beyond the limits of the ordinary.

Tell us about your crypto venture, how is that going? Is it popular? Which crypto game is the most popular out of the ones you have on oﬀer?

Keeping up with industry trends, Pascal Gaming is heading in the strategic direction of innovation and enhancing its game lines with new crypto games. Crypto games aim to offer a private and secure iGaming experience, ensure transparency, ease of use through the

Aram Khachatryan, Head of Business Development and Marketing, Pascal Gaming

utility of seamless wallets and fairness throughout the entire process. But most importantly, the games could easily and quickly be deeply customised for every partner, creating their own ‘original’ gaming content with a proven market success.

What are the beneﬁts of your Momentum solution?

Momentum guarantees realistic, dynamic and totally involving 24/7 gameplay for players. The only diﬀerence from real sports is that we can make the action truly non-stop! Our virtual sports have enhanced 3D visualisation and rich sound eﬀects. All games are based on the provable fairness algorithm, that is, for each game we can prove the fairness of the games. You and your players can rest assured that the games we provide are completely fair and all for players’ enjoyment.

Expand to us a bit about Pascal’s Gravity retail solution… Our one-of-a-kind Gravity solution allows players to enjoy their most beloved games offline. It features a web-based cashier solution that could flexibly be integrated into any platform, or be operated by itself - a quick, reliable and highly efficient solution. Retail games that have never been

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previously featured in betting stores, are now available for our partners to deliver an all-new experience and attract new segments of players into betting stores. Crash games in retail are all-new and already enjoy popularity in the retail-intensive markets in LatAm and Africa. Virtual sports and pre-recorded retail products are unique as they are the sole products that feature provable fairness in retail. These products are indeed innovations.

Does Pascal Gaming aim to expand into any new markets before we enter 2024?

Pascal Gaming is adding new markets every year and with this regard our plans to enter Romanian and Greek markets are not new. We additionally plan to expand to new LatAm and Eastern European markets; hopefully, it will be conﬁrmed before the end of the year. African markets have been a priority throughout the year and, here again, we have plans for this year to be announced in the near future. Global market penetration strategy is paying off and the process of expansion drives us to look out to new markets and new partners.

"Keeping up with industry trends, Pascal Gaming is heading in the strategic direction of innovation and enhancing its game lines with new crypto games"

COMPANY PROFILE

In focus: MioMedia MioMedia has become one of the most innovative and active affiliate programme specialists since launching two years ago Ask the MioMedia team if they are enjoying life in Cyprus and Malta where the company has offices and the answer will come back in the affirmative. But that is not because of the great weather and lifestyle that those islands provide, although that helps of course. Instead, since launching two years ago the casino affiliate programme provider has established strong connections with more than 5,000 affiliates to become one of the most respected affiliate programmes throughout the online gaming community.

With this in mind, what are the key features of MioMedia’s aﬃliate programmes? PROFITABILITY AND TRANSPARENCY

First and foremost, MioMedia strives to create beneficial and profitable partnerships where there is trust between all parties. The company does this by providing partners with dedicated affiliate managers who will help them with the onboarding process and all the tasks that go with it. Just as important is transparency. MioMedia’s platform is provided by ReferOn: it produces comprehensive-yet-flexible dashboards that consolidate all statistics, data and accounts to provide a single, easy-to-access view of all key metrics and data. This state-of-the-art reporting structure allows affiliates to track all their activities and monitor where they are performing strongly or which are as might need more focus. In this regard, MioMedia ensures all topics are covered: from high commission models to customized offers that are coordinated with specific campaigns, the team makes sure communication channels are always open, and partners can find answers and solutions to all their questions.

KEY BRANDS

MioMedia launched in 2021 and operates three brands: MyEmpire, Neon54 and SlotsPalace. MyEmpire is a first in the industry, a

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City Builder online casino with unique gamification features. It launched in July 2023 and combines a vast collection of games that enables players to earn loyalty points known as MyEmpire Diamonds. Players earn these Diamonds thanks to MyEmpire’s strong personalisation features and use them to build up their virtual real estate empire. Once they have added to their virtual buildings they receive bonuses of up to €5,500 ($5,800) that they can spend on MyEmpire’s online slots. As an online casino brand, MyEmpire combines the best iCasino content with industry-leading personalization features that provide a fully interactive and highly rewarding experience. Neon54 is an online casino that opened in 2021 and features thousands of games from all the leading studios and aggregators. The best titles from Play’n GO, Microgaming, Red Tiger Gaming, Playtech, Quickspin and Pragmatic Play are all there and the site supports multiple languages and currencies on web and mobile platforms. SlotsPalace is an online casino and sports betting website that joined Miomedia’s affiliate programmes in February 2022 after it led a redesign and added new features and functionalities to its offering. On top of offering casino games from all the best studios and aggregators, players can enjoy betting on sports, whether through their favourite accumulators or live betting features and can also experience the best virtual sport betting products on the Slotspalace platform.

FLEXIBILITY

The MioMedia team oﬀers fully ﬂexible commission models: revenue share, CPA or hybrid agreements - so partners can choose which deal is best suited to their needs. All this activity is supported by a stateof-the-art tracking system that tracks clicks per specific country (‘per geo’), publishes timely and easy-to-read reports and sets up fast and dynamic variables and postbacks for partners.

FEATURE | STAYING SECURE

Why operators must stay vigilant Martin Cheek, Managing Director of SmartSearch, discusses the increasing threat identified by suspicious activity reports Nearly one million suspicious activity reports (SARs) were submitted to the UK’s National Crime Agency (NCA) in 2021/22 – a 21% increase on the year before. It’s a similar story in Malta, where many UK firms base their main operations, as the latest report by its Financial Intelligence Analysis Unit (FIAU) revealed a 40% increase in reports in 2021. As criminals continue to filter dirty money through sectors such as gaming, there’s no question operators and businesses must stay vigilant. Regulated firms are required by law to submit a suspicious activity report if they know or suspect that a person is trying to clean money earned from criminal activity. Given the high volume of rapid, potentially high-value transactions seen in the sector, it’s no wonder gaming is at arget for criminals. Indeed, regulators have placed increasing emphasis on supporting operators in submitting quality reports and raising standards across the industry. Firms such as casinos continue to contribute to the rise in reports –up by 3.6% in the UK on the previous year, while remote gaming firms made up more than half of reporting in Malta. A recent survey by my firm SmartSearch found that SARs are still increasing. More than a third of firms (38%) across the gaming sector had seen a rise in the number of SARs submitted in the last 12 months. Across all sectors surveyed (banking, property development, gaming and crypto) it was 36%. The survey found that high-street betting shops submitted the most reports, with two thirds (60%) reaching out to law enforcement, compared to 32% of online betting firms and 38% of casinos. An increase in SARscould be seen on one hand as encouraging, as it suggests greater vigilance and response to regulatory requirements. On the other hand, it also helps demonstrate the size and scale of the problem. Firms reporting a reduction in reports is arguably just

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It’s very clear that the threat level is high – and only exacerbated in recent years by the pandemic, the ongoing sanction regime and the continued shift into the online space. Our survey also found that a third of gaming firms had fallen foul of financial crime in just the last six months – with casinos the biggest victims. The use of SARs is critical in mitigating the risk of operators becoming involved in financial crime and avoiding potential fines, reputational damage and timeconsuming investigations. Just as Martin Cheek, Managing Director, important is the potential to provide SmartSearch much needed data to support the authorities in corroborating criminal as alarming, especially as the NCA activity and protect the wider public. estimates as much as £90bn As the FIAU report finds, SARs are ($109.25bn) is laundered through also an important tool in international the UK every year, and cross-sector cooperation, with UK regulated firms a reporting of SARs only moves in key ally in providing intelligenceto support one direction. regulators in overseas territories such More worrying is the small minority as Malta. of firms surveyed that have never As regulators rightly point out, accurate submitted a SAR. Clearly, this highlights intelligence generated through robust potential shortcomings in identifying Know Your Customer (KYC) checks and potential red flags and, more broadly, in enhanced Customer Due Diligenceare their approach to verifying the identify fundamental to the quality of SARs. of customers. In both instances, it is very They are a regulatory requirement too. easy for operators to become enablers After all, how can you properly report for financial crime and subject to severe suspicious activity or assess the threat regulatory action. posed if you do not have a complete As part of its mission to raise standards, picture of the client. the Gambling Commission in the UK In response, many firms have moved shared just some of the SARs success to a digital compliance model, utilising stories. In one example, the regulator platforms and tools like electronic explained how one helped bring down an verification (EV) and real-time monitoring organised crime group – identifying that to build a single customer view. By its its members had no legitimate means very nature, digital compliance increases of income, and its leader had deposited visibility and accuracy, modernises around £1.8 million into a casino account processes and establishes consistent overfour years. As a result, nine people checks and controls. were arrested with funds recovered and As more follow suit, it is right to returned to victims. expect SARS to increase in number. In another case, a gambling sector However, operators will have greater SAR was the ‘final piece in the jigsaw’ intelligence at their fingertips to make to bring a fraudster to justice, having informed decisions and provide the stolen around £1m from his victims. necessary detail. This is not just important Concerns were raised when he was for suspicious activity reports, but in placing significant funds in and out proving compliance in the event of an of gambling accounts. investigation or even an audit.

COMPANY PROFILE

In focus: Spribe Spribe CCO, Giorgi Tsutskiridze, speaks to Gambling Insider about crash games, engaging the next generation and breaking into the US market Tell us about your company.

Spribe is the developer behind the number one crash game in the world, Aviator. We pioneered the crash game category with the launch of Aviator back in 2019 and since then have revolutionised the iGaming industry. Aviator sits within a portfolio of turbo games and slots, and we also offer a cutting-edge poker client. Aviator is now live with more than 2,000 casino brands worldwide, allowing operators to engage the lucrative but hard to reach Millennial (Generation Y) and Generation Z audiences like never before. The game has been built for mobile and has a smooth and seamless UI while offering fast-paced gameplay and bags of social interaction. Which is just what these demographics are looking for. Today, Aviator is played by more than 10 million people each month with more than 165,000 bets being placed every minute. Spribe has positioned itself at the cutting-edge of this space and we continue to bring innovative features, superior quality and compelling design to our product portfolio.

How did you come up with the idea for your turbo game section?

Aviator is the ﬂagship title in our portfolio and was born out of a desire to oﬀer Millennials and Generation Z players a game that not only met but exceeded their expectations. This meant delivering simple gameplay with an element of control over the outcome, social interaction and the potential to win big from small stakes.

Z audiences with an entirely new entertainment experience and Spribe was excited about the challenge that presented. Ultimately, by bringing together elements of mobile gaming and social platforms and wrapping them in a game that had a simple UI, social interaction, multiplayer and fast-paced, we were able to create a game that delivered for both players and operators. Giorgi Tsutskiridze, CCO, Spribe

It needed to feel like a mobile game and provide the high levels of trust and fair play that this demographic looks for. We worked hard to ensure that Aviator offered this and, judging by the number of casinos that stock the game and the millions of people that play it each month, it has been a fly-away success.

Why do you want to target Gen Y? Because it is a highly valuable but untapped audience for operators. The only reason they have failed to truly engage this cohort is because they have not had the right games to tap into their psyche and compel them to ditch mobile games in favour of online casino. We knew we could change that and bring never seen before opportunities and value to operators if we could get Aviator right. We knew it would only take one game, but that game had to hit the mark. On the flip side, we wanted to provide Millennials and Generation

“Aviator is the flagship title in our portfolio and was born out of a desire to offer Millennials and Generation Z players a game that not only met but exceeded their expectations” 66 | GAMBLINGINSIDER.COM

Spribe is currently licensed in Malta. How is that going for you?

We have been licensed by the Malta Gaming Authority for more than three years now and it was a priority licence for us. Malta is one of the most established, respected and prestigious regulators in the world, attracting some of the biggest operators and suppliers in the business. Our Malta licence has enabled us to deploy our ambitious international market expansion strategy and partner with tier-one online casinos in jurisdictions around the globe. So far as a regulatory body and partner goes, Malta really does set the standard for others to follow.

What markets have you not broken into, but would like to, and why?

We are on a mission to launch Aviator and our portfolio of turbo, slots and poker games into every single regulated market in the world. Currently, we hold more than 30 certiﬁcations and seven licences, which provides us with access to the vast majority of jurisdictions. One market where we have yet to make a move is the US, but we are hard at work on securing the necessary approvals to take flight in New Jersey with other states to follow after that. Aviator is truly a global game and we look forward to players in the US being able to put their nerves to the test as the plane climbs higher, and the win multiplier gets bigger and bigger for the very first time.