SiGMA Issue 13

ISSUE 13

AUTUMN/WINTER 2020 2020年秋/冬

第13期

COVER STORY 封面故事

THE SINGULAR WAY Disruption in the Cybersecurity Space 网络安全空间的颠覆 p. 110

SINGULAR之道

Leading Alliance in Latam 拉美的领导联盟 p. 169

Awakening the Sleeping Giant 唤醒沉睡的巨人 p. 172

p. 28

WORLD’S GAMING FESTIVAL 世界博弈节

EDITOR'S NOTE The 2020 pandemic has crept along the business events’ arteries like bacon fat, crippling travel plans and slowing the pulse of human interaction. For SiGMA this has meant forgoing our long-standing tradition of sending the year off with a festive celebration of all things gaming. Despite this, we have had the opportunity to reinvent ourselves and travel roads that have led to some pleasant surprises, such as our inaugural virtual expo.

With the support of 100+ exhibitors and record-breaking attendance, the SiGMA Virtual Expo has shown that events can still triumph in a pandemic. Moving forward, all our physical conferences will incorporate digital elements.

Adapting and embracing new ways of working will be key to continued success as we transition to a changed industry.

It is in this spirit that SiGMA Group’s founder Eman Pulis, alongside Alidad Tash, considers the case for Malta hosting Europe’s 3rd Integrated Resort.

New markets have also grown and emerged over this health crisis. In an interview with Shehu Adams we examine Nigeria’s booming entertainment market, while Ivan Kurochkin and Ilya Machavariani take on the newly regulated Ukrainian gambling sector.

The crisis has strengthened not just the industry, but the bonds that bind those who work within it. Founder Eman Pulis has taken the road less travelled by embracing the kind of innovation and resilience that will pave the way to more certain prospects. As a result, this issue will appear in 6 languages - a feat made possible thanks to the dedication and hard work of the translation team. I also reserve thanks for the editorial team, who have risen to unfamiliar challenges with an energy that has been crucial to the success of this issue.

编者注

如同培根脂肪一样，2020年的这场疫情已经沿着商业活

动的动脉潜行，削弱了旅行计划，减缓了人类互动的脉搏。 对于SiGMA来说，这意味着我们放弃了长期以来的传统:

以庆典式的庆祝活动、与博弈相关的一切来迎接新年。 尽 管如此，我们还是有机会重塑自己，同时走过一些令人惊 喜的道路，比如我们的首届虚拟博览会。

在100多家参展商的支持下，以及创纪录的出席

率，SiGMA虚拟博览会已经证明，活动仍然可以在疫情中

取得胜利。 未来，我们所有的实体会议都将融入数字元素。 在我们过渡至不同于过往的产业时，适应并拥抱新的工作 方式将是持续成功的关键。 正是本着这种精神，SiGMA集

团的创始人EMAN PULIS与ALIDAD TASH一起，考虑了马 耳他举办欧洲第三个综合度假村的案例。

新的市场也在这场卫生危机中成长和出现。 在对SHEHU ADAMS的采访中，我们考察了尼日利亚蓬勃发展的娱乐

市场，而IVAN KUROCHKIN和ILYA MACHAVARIANI则探 讨了新近受到监管的乌克兰博弈业。

危机不仅加强了这个产业，更强化了在产业中工作者的连 结纽带。 创始人EMAN PULIS走了一条少有人走的路，拥 抱创新和弹性，这将为更确定的前景铺平道路。因此，这

期杂志将以6种语言出版——这要归功于翻译团队的奉献 和辛勤。我还要感谢编辑团队，他们以饱满的精力迎接陌 生的挑战，这对本期杂志的成功至关重要。

Hand delivered to various expos worldwide, executive lounges, Maltese embassies and government institutions. The magazine is also delivered by post to 10,000 leading gaming and related companies worldwide.

For information regarding promotion and advertising kindly call (+356) 2700 2836 / 2133 6670 or email pr@sigma.world 亲自送到世界各地的各大博览会、行政贵宾厅、马耳他大使馆和政府机构。 该杂志还

通过邮寄方式，送达全球10,000家领先的博弈与相关公司。 有关推广和广告的信息， 敬请致电(+356) 2700 2836 / 2133 6670 或发送电子邮件至 pr@sigma.world。

www.sigma.world

SiGMA is published by S.G. Worldwide Media Company Ltd, Pindou 4, 2409 Egkomi, Nicosia, Cyprus.

SiGMA由S.G. Worldwide Media

Company Ltd出版，地址为Pindou 4,

2409 Egkomi, Nicosia, Cyprus。

3

4

ENJOY THE ISSUE! 请欣赏本期内容!

Editor 编辑 Katy Micallef Creative Director 创意总监 Jessica Camilleri Photography 摄影 Aleksey Leonov Contributors 撰稿人 Laetitia Bradamante, Maria Debrincat, Kai Dowling, Jeremy Micallef, Katy Micallef & Luke Scerri Sales 销售团队 Hamza Afifi, Sophie Crouzet, Denis Dzyubenko, Elisa Martinotti, Sofya Puzhaykina, Marie Reyjal, Sintija Rimsa & Michael Saliba Translators 翻译 Sonia Aguilar, Jordi Cabrera Portolés, Catherine Peishan Hsu, Victoria Shibistaya, Farrah Zaibha

5

目录

CONTENTS EUROPE

欧洲

16

UKRAINE AND RUSSIA: SO CLOSE YET SO DIFFERENT

28

THE SINGULAR WAY

乌克兰和俄罗斯：如此接近却又如此不同 Get up to speed with a changing landscape of gambling regulations. 跟上博弈法规的变化速度。 SINGULAR之道 The drive to challenge the status quo. 挑战现状的动力。

16

28

100

ASIA 83

100

110

亚洲

THE SUN IS RISING FOR JAPAN’S INTEGRATED RESORTS

为日本综合渡假村升起的朝阳 A look at the viability of integrated resorts in Japan. 纵观日本综合度假村的可行性。

THE HIDDEN MANNA

MANNA的秘密 What goes into developing a new game? 开发一款新游戏的过程是怎样的？

All rights reserved. Reproduction in whole or in part is strictly prohibited without prior consent in writing. Opinions expressed in SiGMA are not necessarily those of the editor or publisher.

All reasonable care is taken to ensure truth and accuracy, but the editor and publishers cannot be held responsible for errors or omissions in articles, advertising, photographs or illustrations.

6

172

TECH 110

176

科技

DISRUPTION IN THE CYBERSECURITY SPACE 网络安全空间的颠覆 Building boundary walls around clients and their digital assets. 在客户及其数字资产周围建立界墙。

114

SOUND FROM BEYOND 声音的彼端

The impact of music and sound in multiline video slot experiences. 音乐和声音在多线视频老虎机体验中的影响。

AMERICAS 169

美洲

LEADING ALLIANCE IN LATAM 拉美的领导联盟 A look at Toplay's success in the LatAm market. 一探Toplay在拉美市场的成功。

AFRICA 172

非洲

AWAKENING THE SLEEPING GIANT 唤醒沉睡的巨人

An interview on gambling's contribution to the Nigerian economy. 一场关于博弈对尼日利亚经济贡献的采访。

176

GET FLY 起飞

Entertainment is booming: Flyness takes on Africa. 娱乐事业正蓬勃发展：Flyness的非洲奋斗。

120

GALLERY 图库

190

SPOTLIGHT INTERNATIONAL 聚焦国际

213

WHO’S WHO 谁是谁

保留所有权利。 未经事先书面同意，严禁全部或部分复制SiGMAgazine的内容。 SiGMAgazine中的内容仅代表作者的个人观点，与编辑者和出版方无关。 我们会采取一切合理措 施确保内容的真实性和准确性，但对于文章、广告、照片或插图中出现的错误或遗漏，编辑者和出版方不承担任何责任。

7

GUNNING ON ALL FRONTS 在各条战线上都打了响枪

November. Those of you who have been to SiGMA Malta know that this month belongs to the country of Malta and SiGMA on your diaries. The SiGMA Europe expo has run successfully in Malta since 2015 – however COVID-19 had other plans in mind for 2020.

Despite this, we have had the opportunity to - quite literally - reinvent ourselves, to travel roads we could never have imagined exploring, such as our inaugural virtual expo.

First off, the SiGMA Foundation. We’ve launched a foundation to look after territories where we plan on building new shows in the near future. We endeavour to bring more than just good business to the locations we operate in. From the Phillipines to Brazil, to Ghana and South Africa, we’re making good on our commitment to enhance the space we work in.

The SiGMA College is another initiative where we plan to launch at no cost, virtually, a high-end diploma in iGaming.

Anyone who would love to join the industry can now subscribe and join this diploma and get proper accreditation.

We have also launched a number of shows besides SiGMA Asia and SiGMA Europe, we now have gunned on all fronts with SiGMA Americas as well as SiGMA Africa marking the start of a fresh year in 2021.

One of our most important initiatives this year has been the media arm. Proudly we have launched SiGMA.world in 10 multiple languages, making sure that our news is reaching all corners and all hubs of gaming globally.

I wish you a great year ahead, enjoy the issue!

8

11月。 参与过SiGMA马耳他的朋友都知道，这个月

是属于马耳他这个国家的，也属于你们日记本上的

SiGMA活动。 自2015年以来，SiGMA欧洲博览会已在 马耳他成功运行——然而新冠肺炎为2020年安插了 其他计划。

尽管如此，我们还是有机会重塑自己——正是字面意 义——走过了我们从未想象过的探索之路，比如我们 的首届虚拟博览会的推出。

首先是SiGMA基金会。 我们成立了一个基金会，以照顾 我们计划在不久的将来建立新展会的地区。 除了良好

业务之外，我们致力于为运营的地区带来更多。 从菲律 宾到巴西，再到加纳和南非，我们正在兑现承诺，提升 自身工作的场域环境。

SiGMA学院是另一项举措，我们计划免费推出虚拟的 IGAMING高端文凭。 任何想加入这个产业的人，现在

都可以订阅和加入这个文凭计划，并获得适当的认证。 除了SiGMA亚洲和SiGMA欧洲之外，我们也推出了一 些新的展会，我们现在已经在各条战线上都打响了第

一枪，SiGMA美洲以及SiGMA非洲正标志着2021年新 一年的开始。

我们今年最重要的行动之一是媒体部门。 很自豪地，我 们推出了有10种语言的SiGMA.WORLD，确保新闻能 够传达到全球博弈的各个角落和所有中心。

祝愿你有个美好的来年，享受这期的精彩内容吧！

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Introduction 简介

Eman Pulis, Founder, SiGMA Group

9

WORLD’S GAMING FESTIVAL

SAO PAULO 13-14 SEPT 2021

UP NEXT

MALTA

13-15 APRIL 2021

MANILA

27-28 MAY 2021

CAPE TOWN 22-23 MARCH 2022

www.SiGMA.world

The 5th edition of SiGMA Pitch is back for 2021. Over 100 startups will be selected to showcase their products and initiatives throughout SiGMA events. Each startup will have a small booth at SiGMA surrounded by top investors and mentors. However, only the judges' top ten make it to the Pitch during the final leg of the Summit. Participants can increase their chance of being one of the top 100 by providing a 3-minute video-introduction upon participation! 第五届的SiGMA擂台即将于2021年回归。 超过100家初创企业将被选中在整场活动中展示他们的产品和计划。

每家初创公司都将在SiGMA上拥有一个小展位，周围环绕顶级投资人和导师。 然而，只有评审的前十名才能进入 峰会最后一站的擂台。 在参与时提供一支3分钟的视频介绍，增加您跻身前100名的机会！

STARTUP VILLAGE PARTICIPANTS RECEIVE: 初创企业村参加者将获得：

Brand Visibility: Free 1x1 booth including cost of printing and furniture. 品牌曝光：免费的1X1M的展位，包括印刷和家桌椅等家具费用。

Premium Networking: Invitation to premium networking events during SiGMA. 顶级网络：受邀参加SiGMA展会期间的顶级网络交流活动。

Live Presentation: Startup Pitch presentation for ten finalists and meeting with investors on stage. 现场报告：十位最终入围者将在初创企业擂台上进行报告，并在舞台上与投资者见面。 PR and Media: PR opportunities through SiGMA’s wide array of media. 公关与媒体：通过SiGMA各式各样的媒体渠道进行公关的机会。

Consultancy and leads: Free consultancy and potential leads from leading industry veterans. 咨询与潜在客户：领先的业界资深人士为您提供免费咨询并带来潜在客户。

Building relationships: Personal connections to potential customers and investors. 建立关系：与潜在客户和投资者建立个人联系。

12

Introduction 简介

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

SiGMA EUROPE 2021 JUDGES 2021年 SiGMA欧洲评审团

Olga Finkel, Co-Managing Partner 共同管理合伙人 WHPARTNERS

Susan Breen, Partner 合伙人 Mischon Corporate

Peter Itzhak Ron, Advocate & Managing Partner 律师及管理合伙人 Tal Ron Drihem Co.

Petter Moldenius, CEO 首席执行官 Optimizer Invest

JP Fabri, Co-Founding Partner 共同创始合伙人 Seed

Sue Schneider, Owner 所有者 eGaming Brokerage

SiGMA EUROPE 2021 INVESTORS 2021年 SiGMA欧洲投资人

SiGMA is not just a one-time-event, but a holistic platform bringing investors and startups together under one roof, forging connections, and building long-lasting relationships.

SIGMA并非仅仅是一次性的活动，而是将投资人和初创企业聚集在一起、形成联系且建立长期关系的整体平台。

Rob Dowling, The Conexus Group

Tiffany Xingyu Wang, Spectrum Labs

Tugce Ergul, Angel Labs

Anthony Grech, Certus

13

If you want to get closer to your players, get in touch!

w w w. e n t e r a c t i v e . c o m

51%

By 2027, Gen Zs and Millennials will make up more than 52% of consumers

9%

Players play more regularly on mobile than any other device (Source: Enteractive survey Oct 2020)

Gen Zs

(Source: Wikipedia, 2020)

Millennials

think brands should provide a personalised experience (Source: Adobe CMO, 2019)

31%

1%

want to hear about promotions and offers (Source: Campaign Monitor, 2019)

discover new brands and products from advertising (Source: Composed, 2020)

of players say they left an operator because they felt underappreciated (Source: Enteractive survey Oct 2020)

More than half of all players (51%) would prefer a phone call

4 out of 5

players

would like to be contacted at least once a month about promotions, updates and the latest offers (Source: Enteractive survey Oct 2020)

compared with email (13%), SMS (12%), and Live Chat (24%).

(Source: Enteractive survey Oct 2020)

Market size value 2020

$127.3 billion Revenue forecast 2027 (Source: Grand View Research, Apr 2020)

16

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

UKRAINE & RUSSIA:

SO CLOSE YET SO DIFFERENT УКРАИНА И РОССИЯ: ТАКИЕ БЛИЗКИЕ, НО ТАКИЕ РАЗНЫЕ

THE ON-GOING WINDS OF CHANGE FINALLY REACHED THE EAST THIS YEAR AND STARTED TO AFFECT NOT ONLY EUROPE AND ITS REGULATIONS, BUT NEIGHBORING COUNTRIES AS WELL. THIS PIECE HAS THE PURPOSE OF ILLUSTRATING CURRENT REGULATIONS IN THESE COUNTRIES, RECENT TRENDS AND THE FUTURE OF THESE MARKETS. IN ORDER TO GET EVERYONE UP TO SPEED WITH AN EVER-CHANGING LANDSCAPE OF GAMBLING REGULATIONS, IVAN KUROCHKIN, PARTNER, AND ILYA MACHAVARIANI, SENIOR PARTNER AT 4H EXPLORE TWO MAJOR MARKETS WITH THE POTENTIAL TO BECOME A GRAVITATING POWER FOR THE EUROPEAN GAMBLING INDUSTRY — UKRAINE AND RUSSIA. Ilya Machavariani is currently acting as an executive secretary for an expert group working on a revision of the gambling regulations in Russia.

НЕПРЕКРАЩАЮЩИЕСЯ ВЕТРЫ ПЕРЕМЕН НАКОНЕЦ ДОСТИГЛИ ВОСТОКА В ЭТОМ ГОДУ И НАЧАЛИ ВЛИЯТЬ НЕ ТОЛЬКО НА ЕВРОПУ И ЕЕ ПРАВИЛА, НО И НА СОСЕДНИЕ СТРАНЫ. ЦЕЛЬ ЭТОГО МАТЕРИАЛА - ПРОИЛЛЮСТРИРОВАТЬ ДЕЙСТВУЮЩИЕ ПРАВИЛА В ЭТИХ СТРАНАХ, ПОСЛЕДНИЕ ТЕНДЕНЦИИ И БУДУЩЕЕ ЭТИХ РЫНКОВ. ЧТОБЫ ПОЗНАКОМИТЬ ВСЕХ С ПОСТОЯННО МЕНЯЮЩИМСЯ ЗАКОНОДАТЕЛЬСТВОМ В СФЕРЕ ГЕМБЛИНГА, ИВАН КУРОЧКИН, ПАРТНЕР И ИЛЬЯ МАЧАВАРИАНИ, СТАРШИЙ ПАРТНЕР 4H ИССЛЕДУЮТ ДВА ОСНОВНЫХ РЫНКА, КОТОРЫЕ МОГУТ СТАТЬ ДВИЖУЩЕЙ СИЛОЙ ЕВРОПЕЙСКОЙ ИГОРНОЙ ИНДУСТРИИ - УКРАИНУ И РОССИЮ. Илья Мачавариани в настоящее время исполняет обязанности ответственного секретаря экспертной группы, работающей над пересмотром правил игорного бизнеса в России.

17

UKRAINE: WHY SO MUCH HYPE? We are certain that the 2020 adoption of the Ukrainian Gambling Law would most certainly be amongst the hottest stories of this year (despite a lot of uncertainty that awaits this market in the future).

Owing to the above, we would like to briefly reconstruct the line of events which brought us to the moment where everyone in the gambling world was eagerly waiting the news from Kyiv.

First of all, we need to remember that gambling of all kinds has been prohibited in Ukraine since 2009, and since then, Ukraine has become the homeland of globally-recognised gambling brands and one of the best IT and gambling professionals in the industry. Ukraine was also forced to deal with the same long list of troubles associated with the gambling bans (raise of offshore and illegal on-the-ground gambling, lack of any government revenues as well as lack of players’ protection).

There was a lot of talk about lifting the ban and allowing the country to benefit from a regulated market, but no one succeeded until Volodymyr Zelesnky, who became the President of Ukraine in 2019.

calculated in the following way: EUR 160 * 60,000 (number of minimum wage amounts for such licence according to the Gambling Law) = EUR 9,600,000 for five years.

Secondly, we need to highlight a number of restrictions regarding casinos, sports betting and slot machine halls: • CASINO RESTRICTIONS: o This activity may be carried out only within special gaming zones, namely: ■ ■ ■ ■

o The casino should have the following minimum amount of gaming equipment: ■

He started legalisation with the announcement that Ukraine needs to open casinos in 5-star hotels on the Black Sea coast.

The good thing is that this announcement resulted in the universal nature of the first draft of the gambling bill that was introduced in the Ukrainian parliament in October 2019 —providing for the legalisation of almost all gambling verticals: casinos (land-based and online), slot parlors, sports betting (land-based and online), poker (land-based [this part was scrapped down the road, but nevertheless] and online) and lotteries.

After a long series of political battles involving the crackdown of all illegal land-based gambling shops and a sizeable amount of Netflixesque drama (more than 3,000 amendments were introduced to the draft bill during its journey in the Verkhovna Rada), Ukrainian Gambling Law was adopted on 14th of July, 2020, and signed into force by Zelensky on 11th August, 2020.

Let’s get to the hard facts. Three charts at the end of the article show: 1) the list of regulated verticals and associated licences, 2) information about the licence fees amounts for the vertical’s licences and 3) information about the licence fees amounts for the ancillary licences.

We also need to highlight some key points and important restrictions that one should know before considering the Ukrainian market as a new opportunity.

First, some additional and important information regarding terms and fees that did not find its way into the charts above: • •

18

All “main” licences are issued for a term of 5 years.

Licence fees above are calculated on the basis of the level of minimal wage amount set by the Ukrainian budget law for each year. Starting from 1 September, 2020, licensee fees are calculated on the basis of a 5-year term. For instance, the 5-year price of the casino licence for Kyiv is

Kyiv: 5-star hotels, no fewer than 150 rooms; Other cities: 4 and 5-star hotels, no fewer than 100 rooms; Outdoor hotels: hotel with a 5-star equipment, area no less than 10,000 sq.m.; Hotels within special gaming zone designated by cabinet of ministers: area no less than 10,000 sq.m.

■

■

For cities with population above 500,000: (i) 10 gaming tables (2 of them being roulette tables) and (ii) 50 slot machines; For cities with population below 500,000: (i) 5 gaming tables (1 of them being a roulette table) and (ii) 20 slot machines; For special gaming zones: (i) 20 gaming tables (4 of them being roulette tables), (ii) 250 slot machines and (iii) catering establishment.

o The minimum number of workers is 50 and 200 for casinos in special gaming zones. o The minimum area of casino premises located at 5-star hotels is 500 sq.m.

• SLOT MACHINE HALLS: o This activity may be carried out only within special gaming zones, namely: ■ For Kyiv: 3, 4, и 5-star hotels, no fewer than 50 rooms; ■ The minimum area of the slot machine hall should be 300 sq. m; ■ For other cities: 3, 4, и 5-star hotels, no fewer than 25 rooms; ■ The minimum area of the slot machine hall should be 150 sq. m.

• SPORTS BETTING o Betting shops should be located in special gaming zones, namely: ■ ■ ■ ■

For Kyiv: 3, 4, и 5-star hotels, no fewer than 50 rooms; Horse racetracks; For other cities: 3, 4, и 5-star hotels, no fewer than 25 rooms; The minimum area of the premises where the betting shop could be located is 50 sq. m.

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

УКРАИНА: ПОЧЕМУ ТАК МНОГО ШУМА? Мы уверены, что принятие в 2020 году Закона об азартных играх в Украине, безусловно, будет одной из самых горячих историй этого года (несмотря на большую неопределенность, которая ожидает этот рынок в будущем). В связи с вышесказанным, мы хотели бы вкратце восстановить линию событий, которая привела нас к моменту, когда все в мире гемблинга с нетерпением ждали новостей из Киева. Прежде всего, мы должны помнить, что все виды азартных игр запрещены в Украине с 2009 года, и с тех пор Украина стала родиной всемирно признанных игорных брендов и одним из лучших профессионалов в сфере IT и гемблинга в индустрии. Украина также была вынуждена иметь дело с тем же длинным списком проблем, связанных с запретами на азартные игры (увеличение количества офшорных и незаконных азартных игр на местах, отсутствие какихлибо государственных доходов, а также отсутствие защиты игроков). Было много разговоров о снятии запрета и предоставлении стране выгоды от регулируемого рынка, но никому это не удавалось, пока Владимир Зеленский не стал президентом Украины в 2019 году. Он начал легализацию с объявления о том, что Украине необходимо открывать казино в пятизвездочных отелях на побережье Черного моря. Хорошо то, что это объявление привело к универсальному характеру первого законопроекта об азартных играх, внесенного в украинский парламент в октябре 2019 года, - предусматривающего легализацию практически всех игорных вертикалей: казино (наземных и онлайн), игровые автоматы, ставки на спорт (наземные и онлайн), покер (наземный (эта часть была отменена в будущем, но тем не менее) и онлайн) и лотереи. После долгой серии политических баталий, включающих подавление всех нелегальных наземных игорных заведений и значительного количества драмы Netflixesque (более 3000 поправок были внесены в законопроект во время его прохождения в Верховной Раде), Закон об азартных играх Украины был принят 14 июля 2020г. и подписан Зеленским 11 августа 2020 г. Перейдем к неопровержимым фактам. Три диаграммы ниже показывают: 1) список регулируемых вертикалей и связанных лицензий, 2) информацию о размерах лицензионных сборов по лицензии вертикали и 3) информацию о размерах лицензионных сборов для дополнительных лицензий. Мы также должны выделить некоторые ключевые моменты и важные ограничения, о которых следует знать, прежде чем рассматривать украинский рынок как новую возможность. Во-первых, некоторая дополнительная и важная информация относительно условий и сборов, которая не вошла в приведенные выше диаграммы: • •

Все «основные» лицензии выдаются сроком на 5 лет. Вышеуказанные лицензионные сборы рассчитываются на основе уровня минимальной заработной платы, установленного законодательством Украины о бюджете на каждый год. С 1 сентября 2020 года размер лицензионных сборов исчисляется исходя из 5-летнего срока. Например, пятилетняя цена лицензии на казино

для Киева рассчитывается следующим образом: 160 евро * 60 000 (количество минимальных размеров заработной платы для такой лицензии согласно Закону об азартных играх) = 9 600 000 евро за пять лет. Во-вторых, необходимо выделить ряд ограничений, касающихся казино, ставок на спорт и залов игровых автоматов: • ОГРАНИЧЕНИЯ КАЗИНО: o Эта деятельность может осуществляться только в пределах специальных игорных зон, а именно: ■ ■ ■ ■

Киев: отели 5 звезд, не менее 150 номеров; Другие города: 4 и 5-звездочные отели, не менее 100 номеров; Загородные отели: гостиница с оборудованием 5 звезд, площадью не менее 10 000 кв.м .; Гостиницы в специальной игорной зоне, определенной Кабинетом Министров: площадью не менее 10 000 кв.м.

o В казино должно быть следующее минимальное количество игрового оборудования: ■ ■ ■

Для городов с населением более 500 000 человек: (i) 10 игровых столов (2 из них - рулетка) и (ii) 50 игровых автоматов; Для городов с населением менее 500 000 человек: (i) 5 игровых столов (1 из них - рулетка) и (ii) 20 игровых автоматов.; Для специальных игорных зон: (i) 20 игровых столов (из них 4 стола для рулетки), (ii) 250 игровых автоматов и (iii) предприятие общественного питания.

o Минимальное количество рабочих 50 и 200 для казино в специальных игорных зонах. o Минимальная площадь помещений для казино в пятизвездочных отелях - 500 кв.м.

• ЗАЛЫ ИГРОВЫХ АВТОМАТОВ: o Эта деятельность может осуществляться только в пределах специальных игровых зон, а именно: ■

Для Киева: гостиницы категории 3, 4 и 5 звезд, не менее 50 номеров;

■

Минимальная площадь зала игровых автоматов должна быть 300 кв.м;

■

Для других городов: гостиницы 3, 4 и 5 звезд, не менее 25 номеров.;

■

Минимальная площадь зала игровых автоматов должна составлять 150 кв. m.

• СТАВКИ НА СПОРТ o Букмекерские конторы должны располагаться в специальных игорных зонах, а именно: ■

Для Киева: гостиницы категории 3, 4 и 5 звезд, не менее 50 номеров;

■ Ипподромы; ■

Для других городов: гостиницы категории 3, 4 и 5 звезд, не менее 25 номеров;

■

Минимальная площадь помещения, в котором могла бы разместиться букмекерская контора, составляет 50 кв.м.

19

NEXT STEPS Ukrainian Gambling Law also provides for a number of actions to be completed before the market will be fully opened; they include the creation of the regulating body (already done as of November 2020 — Ukrainian Gambling and Lottery Commission was successfully formed), drawing up of the licensing conditions (November 2020), deciding on the taxation framework and many others that will be done shortly in the future.

The important thing that we want to put emphasis on is that Eastern European legalisation is different from others in the way that the Ukrainian government is looking to create a transparent and competitive gambling market open for renowned international gambling companies.

The proof of this thesis lies within the structure of the law which is aimed at the legalisation of a number of verticals without introducing meaningless restriction and the fact that the Ukrainian government started to look for feedback from key international stakeholders in the law, with the purpose to see if the established gambling framework would be on par with the well-regulated jurisdictions that are familiar to any international operator. 4H is honoured to be part of this process and we hope that this feedback will result in the creation of a new gambling hub towards the East.

“Ukraine has become the homeland of globally-recognised gambling brands and one of the best IT and gambling professionals in the industry”

“Украина стала родиной всемирно признанных игорных брендов и одним из лучших профессионалов в сфере IT и гемблинга”

СЛЕДУЮЩИЕ ШАГИ Закон об азартных играх Украины также предусматривает ряд действий, которые необходимо выполнить до полного открытия рынка; они включают создание регулирующего органа (уже сделано по состоянию на ноябрь 2020 г. - Украинская комиссия по азартным играм и лотереям успешно сформирована), составление условий лицензирования (ожидается в ноябре 2020 г.), определение налоговой базы и многое другое, что будет сделано в ближайшее время. Важная вещь, на которой мы хотим сделать акцент, заключается в том, что легализация в Восточной Европе отличается от других тем, что правительство Украины стремится создать прозрачный и конкурентный рынок азартных игр, открытый для известных международных игорных компаний. Доказательство этого тезиса лежит в структуре закона, который направлен на легализацию ряда вертикалей без введения бессмысленных ограничений, а также в том факте, что украинское правительство начало искать обратную связь с ключевыми международными заинтересованными сторонами в законе с целью чтобы увидеть, будет ли установленная система азартных игр соответствовать хорошо регулируемым юрисдикциям, которые знакомы любому международному оператору. Для 4H большая честь участвовать в этом процессе, и мы надеемся, что эта обратная связь приведет к созданию нового игорного центра на востоке.

20

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

21

RUSSIA: HOW HAS THE GAME CHANGED?

also extend this contribution mechanism to the foreign sports events.

Let’s speak about another side of the Eastern European coin Russia and its gambling regulations.

•

PERSONAL INCOME TAX payable by the operator on behalf of the players — PIT tax rate is 13% calculated on the basis of

Essentially, looking at the process of development in the Russian

winnings amount. Sports betting companies operating in Russia

gambling market can be compared to watching an action movie,

are obliged to pay this tax on behalf of the players if particular

as most of the changes introduced into Russian gambling

winnings exceeded approx. 200 Euro (15 000 Rubles).

regulation are usually very unexpected. Of course, in order to understand the nature of the Russian market it is important to look

As this article is intended to provide an outlook of two major

at the origins of the current state of affairs, but before that, let’s

markets and outline latest trends and concepts of the market

look at the particulars of the market.

developments, we will not dig any further into the specifics of

The regulated verticals are casinos, slot machines and poker (these could be provided only within the designated gambling zones and

is possible that we would not dig ourselves out.

on the basis of the one licence) and sports betting and totalisators,

Let’s add a bit of historical context - the Russian gambling

which do not have any similar restrictions attached to them.

market is still in the early stages of its development due to

As regards to the online part of the gambling business, we sadly have to state that there is a general restriction on any online gambling with the exception of sports betting and totalisators.

Russian regulations also provide for a number of financial requirements of the barrier nature, for instance future casino operators should have at least 7,000,000 Euro of net worth in the Russian company acting as an operator, while sports betting operators should increase this figure to 12,000,000 Euro of net worth and provide a bank guarantee in the amount of approx. 6,000,000 Euro.

Finally, to add to the above (as if that’s not enough), let’s cover the taxation and other associated costs of operating in this market.

Essentially, there are three main ways the Russian government uses to get revenues from the Russian gambling companies (the below breakdown is applicable for the sports betting operators, the casino framework is a bit more liberal): •

“GAMBLING TAX” — the taxable base for this tax is particular items of gambling equipment: o

each sports betting and totalisator processing center: from 600 Euro to 3,000 Euro;

o

each online sports betting and online totalisator processing center: from 30,000 Euro to 37,000 Euro;

o

each sports betting shop and each totalisator: from 100 Euro to 170 Euro.

•

the fact that the initial gambling framework appeared only in 2006 as a result of the adoption of the first edition of Russian Gambling Law. This law provided only for the pivotal gambling regulation without outlining key gambling concepts allowing casinos, poker clubs, and other gambling establishments to be located in Russia.

The first big shake-up happened in 2009, when the Russian authorities decided to limit the locations where gambling activities are allowed, gambling was restricted to the so-called “gambling zones” (which included Krasnodar region (Sochi), Altai region, Primorskiy region and Kaliningrad region).

As mentioned above, sports betting and totalisator verticals remained outside of the umbrella of this ban and still enjoy the possibility to locate their establishments wherever these businesses please.

The next stop is 2014, when Russia introduced the regulation of online gambling - online offerings became regulated for sports betting and totalisator verticals while any form of online casino was (still) banned.

In the meantime, the regulation of online gambling is rather tricky and unusual. Namely, Russian Gambling Law provides for rather uncommon mechanisms such as “interactive bet” (types of bets that are placed online according to the Russian Gambling Law), “TSUPIS” (sort of financial intermediary between the players and

SPECIAL CONTRIBUTIONS — sports betting operators are

sport betting operators or totalisators) and others mechanisms

obliged to deduct each quarter a 5% of Gross Win in favor of

that are not known around other jurisdictions.

Russian sports federation and leagues. o

22

Russian gambling regulations because if we would dig into them it

Taking into consideration these amendments and development

This mechanism was changed recently (we will touch

of the international gambling industry, it is not surprising that

on these changes a bit below); Before July 2020,

Russian authorities ended up with the well-known problem of illegal

Russian sports betting operators were obliged to

activities from offshore gambling operators, which are targeting

do such contributions on the basis of Russian sports

Russian players. The situation came to a head when, according to

events only. On 31 July, 2020 Russian gambling law

the unofficial assessments (not ours though), the size of the Russian

was amended in a way to: limit the types of events that

offshore online gambling market was estimated at around 2 billion

are eligible for wagering with sports events only and to

Euro (an ambitious figure of course, but it is what it is).

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

РОССИЯ: КАК ИЗМЕНИЛАСЬ ИГРА? Давайте поговорим об обратной стороне восточноевропейской медали - России и ее правилах игорного бизнеса. По сути, рассмотрение процесса развития российского игорного рынка можно сравнить с просмотром боевика, поскольку большинство изменений, вносимых в российское регулирование игорного бизнеса, обычно очень неожиданные. Конечно, чтобы понять природу российского рынка, важно взглянуть на истоки нынешнего положения дел, но перед этим давайте посмотрим на особенности рынка. Регулируемые вертикали - это казино, игровые автоматы и покер (они могут быть предоставлены только в определенных игорных зонах и на основании одной лицензии), а также ставки на спорт и тотализаторы, на которые не накладываются какие-либо подобные ограничения. Что касается онлайн-части игорного бизнеса, мы с сожалением вынуждены констатировать, что существуют общие ограничения на любые онлайн-азартные игры, за исключением ставок на спорт и тотализаторов. Российское законодательство также предусматривает ряд финансовых требований барьерного характера, например, будущий оператор казино должен иметь не менее 7 000 000 евро собственного капитала в российской компании, действующей в качестве оператора, а оператор спортивных ставок должен увеличить этот показатель до 12. 000 000 евро чистой стоимости и предоставить банковскую гарантию на сумму ок. 6 000 000 евро. Наконец, чтобы добавить к вышесказанному (как будто этого недостаточно), давайте рассмотрим налогообложение и другие связанные с этим расходы на работу на этом рынке: по сути, есть три основных способа, которые российское правительство использует для получения доходов от российских игорных компаний ( Нижеприведенная разбивка применима к операторам ставок на спорт, структура казино немного более либеральна): •

“Налог на азартные игры” — налогооблагаемой базой по данному налогу являются отдельные позиции игорного оборудования: o o

o •

каждый процессинговый центр ставок на спорт и тотализатор: от 600 евро до 3 000 евро; каждый процессинговый центр онлайн-ставок на спорт и онлайн-тотализатор: от 30 000 евро до 37 000 евро; каждая букмекерская контора и каждый тотализатор: от 100 евро до 170 евро.

Специальные взносы - операторы ставок на спорт обязаны ежеквартально вычитать 5% от общего выигрыша в пользу Российской спортивной федерации и лиг. o

Этот механизм недавно был изменен (мы коснемся этих изменений чуть ниже); До июля 2020 года российские операторы ставок на спорт были обязаны делать такие взносы только на основе российских спортивных событий. 31 июля 2020 года в российский закон об азартных играх были внесены поправки, которые: ограничивают виды событий, на которые можно делать ставки, только спортивными

событиями, а также распространяют этот механизм взносов на зарубежные спортивные мероприятия. o

Подоходный налог с населения, уплачиваемый оператором от имени игроков - ставка НДФЛ составляет 13% и рассчитывается на основе суммы выигрыша. Букмекерские компании, работающие в России, обязаны платить этот налог от имени игроков, если конкретный выигрыш превышает прибл. 200 евро (15 000 рублей).

Поскольку эта статья предназначена для обзора двух основных рынков и обрисовки последних тенденций и концепций развития рынка, мы не будем углубляться в специфику российского законодательства в сфере гемблинга, потому что, если мы углубимся в них, велика вероятность, что мы не откапаемся. Добавим немного исторического контекста - российский рынок гемблинга все еще находится на начальной стадии своего развития в связи с тем, что первоначальная структура гемблинга появилась только в 2006 году в результате принятия первой редакции Закона об азартных играх в России. Этот закон предусматривал только основополагающее регулирование азартных игр без изложения ключевых концепций азартных игр, позволяя казино, покерным клубам и другим игорным заведениям находиться в России. Первая крупная встряска произошла в 2009 году, когда российские власти решили ограничить места, где разрешена игорная деятельность, азартные игры были ограничены так называемыми «игорными зонами» (в том числе Краснодарский край (Сочи), Алтайский край, Приморский край). и Калининградская область). Как упоминалось выше, вертикали спортивных ставок и тотализаторов остались вне зоны действия этого запрета и по-прежнему имеют возможность размещать свои заведения там, где им заблагорассудится. Следующая остановка - 2014 год, когда в России было введено регулирование онлайн-гемблинга - онлайнпредложения стали регулируемыми для ставок на спорт и вертикалей тотализатора, в то время как любая форма онлайн-казино была (все еще) запрещена. Между тем регулирование онлайн-гемблинга довольно сложно и необычно. А именно, российский закон об азартных играх предусматривает довольно необычные механизмы, такие как «интерактивные ставки» (типы ставок, которые размещаются в Интернете в соответствии с российским законодательством об азартных играх), «ЦУПИС» (своего рода финансовый посредник между игроками и операторами спортивных ставок или тотализаторами). и другие механизмы, неизвестные в других юрисдикциях. Принимая во внимание эти изменения и развитие международной игорной индустрии, неудивительно, что российские власти столкнулись с хорошо известной проблемой незаконной деятельности офшорных игорных операторов, нацеленных на российских игроков. Ситуация достигла апогея, когда по неофициальным оценкам (но не нашим) размер российского офшорного рынка онлайнгемблинга оценивался примерно в 2 миллиарда евро (цифра, конечно, амбициозная, но это так и есть).

23

In the end, Russia wouldn’t be Russia without certain contradictions in the process of establishing the gambling regulations. On the one hand, from the beginning of 2020, Russian authorities decided to assess regulations in all spheres (including gambling) by way of large-scale revision and cancellation of regulations that negatively affect the overall business climate as well as regulatory environment.

The main goal of such a review is to establish a new system for clear and concise requirements to the gambling operators, to remove excessive administrative burden on them and to create a transparent gambling market. In order to achieve this goal, Russian authorities decided to involve key stakeholders in the gambling industry to share their views and experience regarding the issues that concern the whole industry.

All of the revised gambling regulations should come into force starting from the 1st January 2021. Nevertheless, the result of this large-scale review would yield a great opportunity for international gambling operators to reconsider their positions on entering the Russian gambling market.

On the other hand, some actions cannot be considered so optimistic and liberal. For instance, the new law limiting the types of events eligible for wagering become effective starting from the 1st October, 2020, and was unexpectedly adopted in one day after a long stand-by in the Russian parliament. Such a hasty approach obviously does not allow for well-thought regulations to be introduced: the key issue regarding this law is that it is still unclear how this law should actually work, a conservative reading of it contemplates that Russian sports betting operators are not allowed to accept bets on, for instance, the English Premier League, which obviously was not the intention of the Russian Government as it is aiming to maximise the amount of contributions received from the industry.

Speaking about contributions and the increase of financial pressure on the gambling companies, we need to admit that the storm is not over yet: on 30th of October, 2020, the Russian President publicly issued a separate instruction that concerns the special contributions mechanism.

This instruction is directed at the Russian government, suggesting a draft law amending the Russian Gambling Law, which should address the following main points: •

•

24

•

Additional measures of the state control should be imposed both on the framework of payment of such special contributions and on the framework of subsequent usage of received contributions by its recipients.

The President’s instructions contemplate that this draft law should be prepared by 1st March, 2021.

“The Ukrainian government is looking to create a transparent and competitive gambling market open for renowned international gambling companies" MOVING FORWARD Despite having finished this article on a rather pessimistic note, we still would like to highlight the positive sides of things in Russia and Ukraine.

First, both markets are aware of the existence of certain flaws in its gambling regulations, although the degree of such awareness is a bit different: while Ukraine is looking at the best examples out there, Russia is blatantly increasing the amount of revenue paid by the industry without lowering any existing barriers which would allow an increase in the channeling rate that is obviously low.

Second, the European wind of change is also affecting the markets in Eastern Europe and the CIS. Almost all markets over here are conducting some sort of an overhaul of their gambling laws — the most extreme example being Uzbekistan - that have decided to legalise sports betting after long years of gambling ban.

Quarterly special contributions should be increased at least twice (i.e. the amount of such contribution should be set at at least 10% GGR).

The framework of payment of such special contributions

Finally, if we look at the big picture, we can certainly see a shift of paradigms in terms of the gambling regulations in this region that came here with a couple of years delay when compared to Europe. We can rightfully anticipate that the regulations in this region will catch up with other jurisdictions. Today and tomorrow are the right time to

should be improved as well as the framework of subsequent usage of received contributions by its recipients.

consider expanding into the markets towards the East, as the day after you might be already too late.

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

В конце концов, Россия не была бы Россией без определенных противоречий в процессе установления правил игорного бизнеса. С одной стороны, с начала 2020 года российские власти решили провести оценку регулирования во всех сферах (включая гемблинг) путем масштабного пересмотра и отмены правил, которые негативно влияют на общий деловой климат, а также на регуляторную среду. Основная цель такого обзора - создать новую систему четких и кратких требований к операторам азартных игр, снять с них чрезмерную административную нагрузку и создать прозрачный рынок азартных игр. Для достижения этой цели российские власти решили привлечь ключевые заинтересованные стороны в индустрии азартных игр, чтобы поделиться своими взглядами и опытом по вопросам, волнующим всю индустрию. Все пересмотренные правила игорного бизнеса должны вступить в силу с 1 января 2021 года. Тем не менее, результат этого масштабного пересмотра предоставит международным операторам азартных игр прекрасную возможность пересмотреть свои позиции по выходу на российский игорный рынок. С другой стороны, некоторые действия нельзя назвать столь оптимистичными и либеральными. Например, новый закон, ограничивающий виды событий, на которые можно делать ставки, вступил в силу с 1 октября 2020 года и был неожиданно принят через день после длительного ожидания в российском парламенте. Такой поспешный подход, очевидно, не позволяет вводить хорошо продуманные правила: ключевой вопрос, касающийся этого закона, заключается в том, что до сих пор неясно, как этот закон на самом деле должен работать, при консервативном его прочтении предполагается, что российским операторам ставок на спорт не разрешается принимать ставки, например, на Английскую Премьерлигу, что, очевидно, не входило в намерения российского правительства, поскольку оно стремится максимизировать сумму взносов, полученных от отрасли. Говоря о взносах и усилении финансового давления на игорные компании, нужно признать, что буря еще не закончилась: 30 октября 2020 года Президент России публично издал отдельное поручение, касающееся механизма специальных отчислений. Это распоряжение адресовано правительству России и предлагает законопроект о внесении изменений в Закон об азартных играх в России, который должен затрагивать следующие основные моменты: •

•

Ежеквартальные специальные взносы должны быть увеличены не менее чем в два раза (т.е. размер такого взноса должен быть установлен не менее 10% GGR). Следует усовершенствовать систему выплаты таких специальных взносов, а также систему последующего использования полученных взносов их получателями.

•

Дополнительные меры государственного контроля должны применяться как в отношении уплаты таких специальных взносов, так и в отношении последующего использования полученных взносов их получателями.

В поручении Президента предусмотрено, что этот законопроект должен быть подготовлен до 1 марта 2021 года.

“Правительство Украины стремится создать прозрачный и конкурентный рынок азартных игр, открытый для известных международных игорных компаний" ДВИЖЕНИЕ ВПЕРЕД Несмотря на то, что мы закончили эту статью на довольно пессимистической ноте, мы все же хотели бы выделить положительные стороны вещей в России и Украине. Во-первых, оба рынка знают о существовании определенных недостатков в своих правилах азартных игр, хотя степень такой осведомленности немного различается: в то время как Украина рассматривает лучшие примеры, Россия явно увеличивает размер доходов, выплачиваемых индустрией без снижения существующих барьеров, которые позволили бы увеличить явно низкую скорость передачи. Во-вторых, европейский ветер перемен также влияет на рынки Восточной Европы и СНГ. Почти все рынки здесь проводят своего рода пересмотр своих законов об азартных играх - наиболее ярким примером является Узбекистан, - который решил легализовать ставки на спорт после долгих лет запрета на азартные игры. Наконец, если мы посмотрим на общую картину, мы определенно увидим сдвиг парадигм в отношении правил азартных игр в этом регионе, который пришел сюда с задержкой на пару лет по сравнению с Европой. Мы вправе ожидать, что правила в этом регионе будут соответствовать другим юрисдикциям. Сегодня и завтра - подходящее время, чтобы подумать о расширении рынка на восток, поскольку послезавтра может быть уже слишком поздно.

25

CHART NO.1

ACTIVITY

"MAIN" LICENCES

"ANCILLARY" LICENCES

LAND-BASED CASINOS

Licence for land-based casinos

Licence for casino gaming tables and roulette tables Licence for slot machines

ONLINE CASINOS

Licence for online casinos

LAND-BASED BETTING SHOPS ONLINE SPORTSBETTING

Licence for sports betting activities

Licence for land-based betting shop

SLOT MACHINE HALLS

Licence for land-based slot machine halls

Licence for slot machines

ONLINE POKER

Licence for online poker

TOTALISATOR

Licence for totalisators

GAMBLING SERVICES (B2B LICENSE)

Licence for the provision of gambling services (the framework of this license is rather vague and unclear in the current edition of the Ukrainian Gambling Law)

CASINO / POKER INVESTMENT PROJECTS

Investment licence (This license is issued free of charge for 10 years in relation to the investment projects that are approved by the Cabinet of Ministers of Ukraine) CHART NO.2

TYPE OF LICENCE

YEARLY LICENCE FEE in Kyiv

EUR 1,920,000

in other cities

EUR 960,000

LAND-BASED CASINOS

ONLINE CASINOS

EUR 624,000 – before online monitoring system is live EUR 208,000 – after online monitoring system is live

SPORTS BETTING

EUR 2,880,000 – before online monitoring system is live EUR 960,000 – after online monitoring system is live

SLOT MACHINE HALLS

EUR 240,000

ONLINE POKER

EUR 160,000

GAMBLING SERVICES (B2B LICENSE)

EUR 9,600

CHART NO.3

TYPE OF LICENCE CASINO GAMING TABLES AND ROULETTE TABLES

EUR 28,000 – one roulette table EUR 14,400 – one casino gaming table

SLOT MACHINES

EUR 2,880 – one slot machine, before online monitoring system is live EUR 960 – one slot machine, after online monitoring system is live

LAND-BASED BETTING SHOP

26

EUR 4,800

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

ДИАГРАММА NO. 1

ACTIVITY

"MAIN" LICENSES

"ANCILLARY" LICENSES

НАЗЕМНЫЕ КАЗИНО

Лицензия для наземных казино

Лицензия на игровые столы казино и столы для рулетки Лицензия на игровые автоматы

ОНЛАЙН КАЗИНО

Лицензия для онлайн казино

НАЗЕМНЫЕ БУКМЕКЕРСКИЕ КОНТОРЫ ОНЛАЙН-СТАВКИ НА СПОРТ

Лицензия на букмекерскую деятельность

Лицензия для наземной букмекерской конторы

ЗАЛЫ ДЛЯ ИГРОВЫХ АВТОМАТОВ

Лицензия на наземные залы для игровых автоматов

Лицензия на игровые автоматы

ОНЛАЙН ПОКЕР

Лицензия на онлайн-покер

ТОТАЛИЗАТОР

Лицензия на тотализаторы

ГЕМБЛИНГ-УСЛУГИ (ЛИЦЕНЗИЯ B2B)

Лицензия на оказание гемблинг-услуг (рамки этой лицензии довольно расплывчаты и неясны в действующей редакции Закона Украины об азартных играх)

КАЗИНО / ПОКЕР ИНВЕСТИЦИОННЫЕ ПРОЕКТЫ

Инвестиционная лицензия (эта лицензия выдается бесплатно на 10 лет в отношении инвестиционных проектов, которые утверждаются Кабинетом Министров Украины) ДИАГРАММА NO. 2

TYPE OF LICENSE

YEARLY LICENSE FEE В Киеве

EUR 1,920,000

В других городах

EUR 960,000

НАЗЕМНЫЕ КАЗИНО

ОНЛАЙН КАЗИНО

EUR 624,000 – до запуска системы онлайн-мониторинга EUR 208,000 – после запуска системы онлайн-мониторинга

СТАВКИ НА СПОРТ

EUR 2,880,000 – до запуска системы онлайн-мониторинга EUR 960,000 – после запуска системы онлайн-мониторинга

ЗАЛЫ ДЛЯ ИГРОВЫХ АВТОМАТОВ

EUR 240,000

ОНЛАЙН ПОКЕР

EUR 160,000 EUR 9,600

ГЕМБЛИНГ-УСЛУГИ (ЛИЦЕНЗИЯ B2B) ДИАГРАММА NO. 3

TYPE OF LICENSE ИГРОВЫЕ СТОЛЫ В КАЗИНО И СТОЛЫ ДЛЯ РУЛЕТКИ ИГРОВЫЕ АВТОМАТЫ

НАЗЕМНЫЕ БУКМЕКЕРСКИЕ КОНТОРЫ

EUR 28,000 – один стол для рулетки EUR 14,400 – один игровой стол в казино EUR 2,880 – один игровой автомат, до запуска системы онлайн-мониторинга EUR 960 – один игровой автомат, после запуска системы онлайн-мониторинга EUR 4,800

27

THE SINGULAR WAY EL MÉTODO SINGULAR Photos by "Ani Dimi' photo studio

AFTER OVER-DELIVERING IN A 2011 PARTNERSHIP IN GEORGIA, SINGULAR SKYROCKETED INTO THE MAINSTREAM, BRINGING WITH THEM VAST, TRANSFERABLE EXPERIENCE FROM THE BANKING AND SOCIAL GAMING SECTORS. SPEAKING WITH JEREMY MICALLEF, SINGULAR FOUNDING PARTNER, DARKO GACOV, EXPLAINS HIS PRESENT VISION FOR THE COMPANY AND WHAT LIES AHEAD FOR THE INDUSTRY.

28

TRAS LA COLABORACIÓN CON GEORGIA EN 2011, EL NEGOCIO DE SINGULAR DESPEGÓ, SE PUSO DE MODA Y CON ESTO CONSIGUIERON MUCHA EXPERIENCIA EN EL SECTOR DE LA BANCA Y LOS JUEGOS SOCIALES. JEREMY MICALLEF HA HABLADO CON DARKO GACOV, EL SOCIO FUNDADOR DE SINGULAR, QUIEN LE HA EXPLICADO SUS PLANES PARA LA EMPRESA Y EL FUTURO DE LA INDUSTRIA.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Cover Story 封面故事

29

SINGULAR WAS INITIALLY ESTABLISHED TO SERVICE THE BANKING SECTOR AND SOCIAL GAMING, BEFORE MOVING INTO IGAMING AND SPORTS BETTING. TAKE US THROUGH THE JOURNEY YOU’VE BEEN THROUGH IN THE PAST DECADE. Two key aspects define Singular: innovation and seizing opportunities. This drive to challenge the status-quo has pivoted our company into the exciting world of iGaming. The experience from the banking sector and the social gaming field gave us insight into big enterprise solutions, complex security transactional systems, and significantly high numbers of player interactions, all of which proved useful within the iGaming field.

However, the real take-off started in 2011 with the partnership with Adjarabet, the biggest gambling operator in Georgia. The business grew globally, with Singular as the sole software provider.

In the last 10 years, we have continuously worked on rolling out new features across our product portfolio: iGaming and Sports Betting platform alongside a Retail solution and a Casino Core system with more than 7000 games. Today Singular powers the largest global operators.

“I strongly believe there is no significant impact and real success without adaptation to the needs of the operator and market localisation. Needless to say, this is not a one-time job”

WHAT ASPECTS OF YOUR PRODUCT, AND PLATFORMS IN GENERAL, DO YOU FIND OPERATORS ARE DRAWN TO? IS THIS ALSO REFLECTED IN HOW THE PLAYERS INTERACT WITH IT? Player interaction, or rather “player engagement”, is a big part of what makes our platforms competitive.

Singular Solutions create ultimate synergy between our segmentation and recommendation engines and the marketing and RM tools combined to create a strong gravitational force that attracts, engages, and retains players.

However, I would say the key aspect that makes our solution attractive, particularly among clients that aspire to fast growth in newly-regulated markets, is the flexibility to adapt to different jurisdictional regulations, localise both, to the client and market needs, at the same time addressing unique player demands. I strongly believe there is no significant impact and real success without adaptation to the needs of the operator and market localisation. Needless to say, this is not a one-time job.

HOW IS THE ABOVE INFLUENCED BY THE DIFFERENT ENVIRONMENTS YOU SUPPLY PLATFORMS IN? (I.E. IGAMING & SPORTS BETTING)

YOU’RE CONSISTENTLY BEING AWARDED DUE TO THE QUALITY OF YOUR PRODUCTS. WHAT DOES IT TAKE TO PLAY AT THE HIGHEST LEVELS OF THE INDUSTRY?

All our solutions have a modular architecture. The PAM, or as we internally call it the CORE iGaming Platform, is a combination of more than 30 different autonomous modules that work together to deliver the ultimate experience. The modularity allows us to tailor the platforms' components in a unique way for

Our clients are Tier 1 operators and positioned as market leaders. They are exceptional at what they do, and

each of our clients. In this way, we are also able to use specific modules, products, or services that our clients

frequently they are our drive to push even stronger.

have internally developed as one of their business' key strengths. These can be the data feed for one client or

The supplier side of the iGaming industry is, at its core, a tech industry – a playing field for creating

30

powerful, reliable, and most importantly flexible software. However, to play at the highest level you have to dare to experiment, to innovate, and to learn continuously. We, as a team, continuously work on new customer-centric approaches, whether this is player engagement, new revenue streams for our clients, or novel solutions for operations and risk assessment.

The innovation process is just as important when it comes to your development process. The agility of your team to deliver new features to the clients in a regular and constant manner is the solid foundation of the company’s success and innovation potential.

the CRM solution for another.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

EN UN PRINCIPIO, ANTES DE PASAR AL IGAMING Y LAS APUESTAS DEPORTIVAS, SINGULAR SE HABÍA ESTABLECIDO COMO UN SERVICIO DEDICADO AL SECTOR DE LA BANCA Y LOS JUEGOS SOCIALES HAZNOS UN RECORRIDO POR TODO EL TRAYECTO QUE HAS HECHO DURANTE ESTA ÚLTIMA DÉCADA. En Singular tenemos dos aspectos clave: la innovación y la búsqueda de oportunidades. Tenemos una ambición por desafiar al estatus-quo, lo que nos ha llevado al mundo del iGaming. La experiencia ganada en el sector bancario y de los juegos sociales nos ha permitido encontrar las soluciones de las empresas grandes, los sistemas transaccionales complejos de seguridad y el gran número de interacciones de los jugadores, todo lo cual resultó útil en el campo del iGaming.

“Creo que no puedes tener un impacto relevante ni éxito sin adaptarte a las necesidades de los operadores y la localización del mercado. Por no mencionar que esto no lo haces una vez y listo” A pesar de todo, no despegamos realmente hasta 2021 cuando nos asociamos con Adjarabet, el operador de juegos de azar más grande de Georgia. El negocio creció a nivel global y Singular se encargaba de proporcionar el software.

Durante los últimos 10 años, hemos trabajado para desarrollar y cambiar nuestros productos: plataformas dedicadas al iGaming y las apuestas deportivas, así como un comercio y sistema de Casino con más de 7.000 juegos disponibles. Hoy en día, Singular les proporciona tecnología a los operadores más grandes del mundo.

RECIBÍS PREMIOS CONSTANTEMENTE POR LA CALIDAD DE VUESTROS PRODUCTOS. ¿QUÉ SE NECESITA PARA ESTAR AL MÁXIMO NIVEL EN ESTA INDUSTRIA? Nuestros clientes son operadores Tier 1 y líderes en el mercado. Hacen su trabajo excepcionalmente bien y a

Cover Story 封面故事

centrados en el cliente, por ejemplo, fidelización de cliente, nuevas fuentes de ingresos para los clientes o soluciones para operadores y evaluación de riesgos.

El proceso de innovación es igual de importante que el desarrollo propio. La agilidad y la rapidez del equipo a la hora de prestar características nuevas a los clientes constantemente es la base del éxito de la empresa y del potencial de innovación.

EN GENERAL, ¿QUÉ CARACTERÍSTICAS DE TUS PRODUCTOS Y PLATAFORMAS PREFIEREN LOS OPERADORES? ¿SE REFLEJA DE ALGUNA MANERA EN LA FORMA QUE INTERACTÚAN CON ELLOS? La interacción de los jugadores, mejor dicho «fidelización» es una de las razones principales para ser una empresa competente. En Singular Solutions combinamos los sistemas de segmentación y recomendación, el marketing y las herramientas RM para crear una fuerza gravitatoria muy potente que atraiga y fidelice al cliente.

Sin embargo, yo diría que el aspecto clave para que nuestra solución resulte atractiva, concretamente entre aquellos clientes que aspiran crecer rápido en mercados regulados desde hace poco, es la flexibilidad para adaptarse a las diferentes regulaciones jurisdiccionales, localizar las necesidades del mercado y del cliente y, al mismo tiempo, prestar atención a los jugadores únicos. Creo que no puedes tener un impacto relevante ni éxito sin adaptarte a las necesidades de los operadores y la localización del mercado.

Por no mencionar que esto no lo haces una vez y listo. ¿CÓMO INFLUYEN LOS DIFERENTES MERCADOS Y AMBIENTES EN VUESTRA PLATAFORMA? (POR EJEMPLO, EL IGAMING & LAS APUESTAS DEPORTIVAS) Todas nuestras soluciones tienen una arquitectura modular. El PAM, nosotros la llamamos la plataforma central del iGaming, es una combinación de más de 30 modelos autónomas que trabajan conjuntamente para dar una experiencia definitiva y única. Esta modulación nos permite ajustar los componentes de la plataforma para cada cliente que tenemos. Además, también podemos utilizar módulos específicos, productos o servicios que los clientes han desarrollado internamente como una de las claves de su negocio. Esto puede ir desde datos de un cliente a las soluciones CRM de otro.

La parte de proveedores en el sector del iGaming es, en esencia, una industria de tecnología para crear software

Cada cliente que tenemos tiene una visión separada e independiente de nuestros productos. Ningún cliente se cruza con otro. Eso significa que podemos incluso llegar a decir que cada cliente ve un producto diferente, aunque los dos utilicen nuestra plataforma de apuestas

potente, de confianza y flexible más relevante. No obstante, para jugar al nivel más alto, tienes que atreverte a experimentar, innovar y aprender constantemente.

Nuestro equipo trabaja cada día con enfoques nuevos

deportivas. La peculiaridad de nuestro modelo de negocio es lo que nos ayuda a desarrollar los productos.

No queremos tener 300 operadores, sino conquistar el mercado con unos pocos.

veces son la razón de nuestro impulso.

31

Every client of ours has an entirely separate, independent instance of our products. No two clients of ours have any intersection. What this means is that we can even go to the lengths of saying that one client would have a different product than another, even though they both would be utilizing our sportsbook solution. The peculiarity of our business model shapes the way we build and develop our products. Our intent is not to serve 300 operators but to conquer the industry with a select few.

WHAT EMERGING MARKETS DO YOU HAVE YOUR EYE ON? DOES THIS IMPACT YOUR PRODUCTS IN ANY WAY? We have been expanding our presence in Eastern Europe, Africa, and the Balkans, each with very distinctive market demands. Just as a general overview, if we look at Africa, the market has tremendous potential for online gambling given the high penetration of internet and mobile usage. However, operators are not able to reach the maximum aptitude of online betting due to numerous market challenges starting from low powered devices, continuing to high-latency internet. The continent is also heavily reliant on retail presence.

“The adaptability pace is singularly essential for new emerging markets where the first-mover advantage and fast time to market can determine who dominates the playing field”

Eastern Europe has a better infrastructure but requires a high level of flexibility to both meet the different regulatory standards and create an exceptional user experience for the players in a particular market. The adaptability pace is singularly essential for new emerging markets where the first-mover advantage and fast time to market can determine who dominates the playing field.

The U.S market is another huge opportunity that we are looking into. This market also poses a challenge due to the market’s unique characteristics in terms of players’ expectations, which puts a different spin on both products and approaches. Thanks to the flexibility of our solutions we can give operators the freedom to create a brand that addresses the local demands. Even though this is the case, particularly for the U.S, we are not only planning to adapt the existing solution but tailor the product in a way that it will give us and our clients an edge over the competition.

YOU’RE CURRENTLY ON A 4TH GENERATION SPORTS BETTING PLATFORM AT SINGULAR. WHAT THOUGHT PROCESS GOES INTO CREATING ONE, AND DID THAT PROCESS CHANGE OVER EVERY GENERATION? Every change that we make is a result of thorough market research analysing the players’ expectations, but also the innovation of our R&D and the industry.

We don’t only look into the player journey searching for new acquisition and retention tools, but also into the way our clients manage their day-to-day operations, create their marketing strategy, assess risk management, and create their offerings.

Our clients are an essential source for developing our product roadmap. We work closely with them to maximise their benefit from using our platforms. In addition to the tools for player personalisation, one of the areas that further differentiate the 4th generation of our Sports Betting Platform is on the level of sportsbook operations with the match-centric control center. Bookmakers have full control over the players’ betting lifecycle by applying configurations on the event-level.

32

Cover Story 封面故事

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

¿EN QUÉ MERCADOS TE HAS FIJADO? ¿TIENE ALGÚN IMPACTO EN VUESTROS PRODUCTOS? Nos hemos ido expandiendo en Europa del Este, África y los Balcanes, cada uno con mercados muy distintos. De forma general, si le echamos un vistazo a África, veremos que tiene un mercado con mucho potencial por el aumento de los juegos de azar en línea en internet y móvil. Sin embargo, los operadores no pueden llegar al máximo de rendimiento en las apuestas deportivas en línea porque el mercado presenta muchos retos que van desde la falta de servicios a la latencia tan alta de internet. El continente también depende mucho del comercio físico.

“La capacidad de adaptación es un requisito esencial en mercados emergentes porque los primeros que actúan tienen ventaja y pueden determinar quien domina el terreno de juego” Europa del Este tiene una infraestructura mejor, pero requiere más flexibilidad para cumplir con los estándares de las diferentes normativas y generar una experiencia de los usuarios en un mercado concreto. La capacidad de adaptación es un requisito esencial en mercados emergentes porque los primeros que actúan tienen ventaja y pueden determinar quien domina el terreno de juego.

El mercado de EE. UU. es otro que estamos barajando. Este mercado tiene una dificultad añadida debido a las características únicas que tiene respecto a las expectativas del jugador, que cambia tanto el producto, como el enfoque. Gracias a la flexibilidad que ofrecemos, le podemos dar a los operadores la libertad de crear una marca que tenga en cuenta la demanda local. Aunque en este caso, concretamente en los Estado Unidos, además de adaptar las soluciones que ya tenemos, ajustaremos los productos para que nos den ventaja con otros competidores.

33

We see the sportsbook of tomorrow as a complex entertainment

the sector opinion-makers, whether this is players or casters, people

center, infusing media components and blending social aspects

engaged with the communities. The product would much more

to address the habits and interests of different generations.

resemble a gaming-related UX as opposed to a sportsbook UX.

ESPORTS HAS BEEN AN UP-AND-COMER IN THE REALM OF

There are differences between sport and eSport. For instance,

SPORTS BETTING, PARTICULARLY AS OF LATE. CONSIDERING

the engagement level. You don’t only observe, cheer, and

THE SECTOR’S POPULARITY AND THE MASSIVE AMOUNT OF

support, but also take a direct part in eSports. A 15-year-old,

REVENUE IT HAS BEEN GENERATING IN THE PAST DECADE,

playing from his house can become the equivalent of Messi in

DO YOU THINK ESPORTS IS HERE TO STAY?

eSports. On top of that, we have available and quantifiable data that creates opportunities for significant data modelling and ways

It is an interesting question because, not to be arrogant, but we had

in which outcomes can be shaped into engageable events.

an impact on how this sector became what it is today. From time-totime, Akaki, George and myself, the three founders of Singular, take

Although the eSports vertical has not been part of Singular’s

on personal projects for R&D purposes. Back in 2012, I tackled an

long-term strategy, we decided to share our findings and concept

eSports-related idea when the R&D process went so hands-on that I

with key industry professionals. It’s a great pleasure to see some

started playing the games and got involved in the communities.

of those ideas being implemented today in the field. Now, with

We found that for a successful eSports product, we need a new,

building a gaming rig and having gaming as a hobby, I can safely

different, and dedicated solution. The solution must be curated by

say that eSports not only is here to stay but is still warming up.

a thorough understanding of the sector and a side effect of me

“For a successful eSports product, we need a new, different, and dedicated solution. The solution must be curated by the sector opinion-makers, whether this is players or casters, people engaged with the communities”

34

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

ACTUALMENTE, EN SINGULAR VAIS POR LA PLATAFORMA DE APUESTAS DEPORTIVAS DE 4ª GENERACIÓN ¿CUÁL ES EL PROCESO PARA CREAR UNA Y HA CAMBIADO CON CADA GENERACIÓN? Cada cambio que hacemos está basado en estudios de mercado y análisis de las expectativas de los jugadores, pero también innovar en I+D y en la industria. Nos centramos en la búsqueda del jugador de nuevas adquisiciones y herramientas para retener clientes, pero también en cómo manejan sus operaciones diarias, crean estrategias de marketing, evalúan riesgos y ofrecen sus servicios y productos.

Los clientes son una parte esencial para que podamos desarrollar el mapa del producto.

Trabajamos directamente con ellos para maximizar su beneficio. Además de las herramientas de personalización del jugador, una de las áreas que más diferencia la 4ª generación de nuestra plataforma de apuestas deportivas es a nivel de operaciones y control sobre los partidos. Los encargados de organizar las apuestas tienen el control absoluto sobre el ciclo de las apuestas a través de configuraciones a niveles de eventos.

LOS ESPORTS HAN CRECIDO MUCHO EN EL REINO DE LAS APUESTAS DEPORTIVAS, SOBRE TODO EN ESTOS ÚLTIMOS AÑOS. TENIENDO EN CUENTA LA POPULARIDAD QUE TIENEN Y LOS INGRESOS MASIVOS QUE HAN LLEGADO A GENERAR EN ESTA ÚLTIMA DÉCADA, ¿CREES QUE ESTÁN AQUÍ PARA QUEDARSE? Es una pregunta interesante, no quiero ser arrogante, pero somos la razón de que el sector haya llegado hasta aquí. A veces, Akaki, Geogeo y yo, los tres fundadores de Singular, llevamos a cabo proyectos personales con propósitos de I+D. En 2012, se me ocurrió una idea relacionada con los esports durante un proceso de I+D muy práctico, en el que empecé a jugar y me involucré en la comunidad.

Cover Story 封面故事

“Para que un producto de esports tuviera éxito, necesitábamos una solución diferente, nueva y dirigida especialmente a eso. La solución la tienen que generar los críticos y conocedores del mercado, ya sean jugadores o comentaristas, personas que formen parte de la comunidad” Nos dimos cuenta de que para que un producto de esports tuviera éxito, necesitábamos una solución diferente, nueva y dirigida especialmente a eso.

La solución la tienen que generar los críticos y conocedores del mercado, ya sean jugadores o comentaristas, personas que formen parte de la comunidad. El producto estaría mucho mejor dirigido a la experiencia del usuario de un juego, que a la de las apuestas deportivas.

Hay muchas diferencias entre deporte y esport. Por ejemplo, el nivel de fidelización. A parte de animar, ver y apoyar el deporte, en los esports también formas parte directamente del sector. Alguien de 15 años jugando desde su casa puede ser Messi en los esports. Además, tenemos información disponible y contable que nos permite generar modelos de información y formas para fidelizar al público durante los eventos.

Aunque el sector de los esports no forman parte de la estrategia a largo plazo de Singular, hemos decidido compartir lo que hemos encontrado y los conceptos con profesionales de la industria. Es un placer ver cómo en la actualidad se implementan ideas en el mercado. Ahora bien, como buen conocedor del sector, constructor de una plataforma de juego y teniendo el juego como hobby, puedo decir con seguridad que los esports están aquí para quedarse y solo están empezando.

35

ENGINEERED WITH PASSION

36

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

MANY ASPECTS OF I.T. MAY REQUIRE A BUSINESS PERSON TO BROWSE MULTIPLE PROVIDERS FOR THEIR VARIOUS NEEDS. NOT WITH ARKAFORT. JEREMY MICALLEF SPOKE WITH GORDON GRECH AND JUSTIN FENECH, CO-FOUNDERS OF ARKAFORT, ON HOW THEY PUT PASSION INTO THEIR WORK TO PROVIDE THE BEST POSSIBLE SERVICE. DE NOMBREUX ASPECTS TECHNOLOGIQUES PEUVENT OBLIGER UN ENTREPRENEUR À CONSULTER PLUSIEURS FOURNISSEURS POUR SES DIVERS BESOINS. AVEC ARKAFORT, PAS BESOIN. JEREMY MICALLEF S'EST ENTRETENU AVEC GORDON GRECH ET JUSTIN FENECH, COFONDATEURS D'ARKAFORT, SUR LA MANIÈRE DONT ILS METTENT LEUR PASSION AU SERVICE DE LEUR TRAVAIL POUR FOURNIR LE MEILLEUR SERVICE POSSIBLE.

37

“Projects done in tandem with the public and private sector have shown this to be successful, some of which make possible the maintaining and improving some of the oldest cultural and business institutions in Malta”

Passion is an element of one’s work-ethic that is often side-lined,

essential IT support and would not have to worry about complex

yet of utmost importance. Securing the product or services of

server administration and cybersecurity.

a company or individual who is accomplished at their area of expertise may bring you an acceptable return on investment, but when you add a dash of passion to the mix, the dynamic is

business ranging from servers and network cables to Wi-Fi.

completely different.

Businesses would then have access to comprehensive reports on

Passion pushes the worker to go above and beyond what is normally

efficient use of resources.

expected from the average individual, and it is this element of

application usage and network performance which leads to more

passion that makes Arkafort stand out amongst its competitors.

In Engineering, they have the capabilities to develop solutions to

Founded in 2016, Arkafort came to be as a small group of

websites, mobile and business applications, to next-generation

engineers sharing a common passion for innovation and

technologies such as artificial intelligence and blockchain. Clients

technology honed in on an opportunity to take the local industry

of Arkafort have found that this tried-and-tested process has led

to the next level. So much so, that in 2018 they took over the

to top-notch graphical interfaces which allowed for easy and

operation of Malta’s first data center facility, started offering a 24/7

straightforward interaction.

service and expanded its clientele significantly.

your problems. From the run-of-the-mill designing and building of

Projects done in tandem with the public and private sector

Today, Arkafort delivers solutions across all major technology

have shown this to be successful, some of which make possible

umbrellas and is the only tech company in Malta with the

the maintaining and improving some of the oldest cultural and

expertise required to run a data center and design and develop

business institutions in Malta.

its own website. They also support hundreds of customers in Malta and Gozo, across Europe, and the US. Arkafort provides technology-related services for all types of industries through its three main divisions: IT Operations, IT Infrastructure and Software Engineering. The best part is that their products and services can all be purchased directly from their website, without the need for extended waiting periods common with others in the sector.

38

In Infrastructure, Arkafort builds reliable connections for your

ARKAFORT CLOUD Arkafort Cloud is one of their newer products, combining cuttingedge products with per-second billing, bringing efficiency and simplicity to businesses across industries. The potential for this product is far-reaching, with virtual servers which can be provisioned in 17 worldwide locations, including Malta, and scale up or down, on-demand and indefinitely. A common platform within a company can lead to increased collaboration between employees,

OPERATIONS, INFRASTRUCTURE, ENGINEERING

compliance in terms of security and business continuity.

As was alluded to earlier, Arkafort offers excellence and passion in three

Constant improvements in the Arkafort Cloud will continuously

main areas – IT Operations, IT Infrastructure and Software Engineering.

make good on the above promises. Improvements such as the

In Operations, they keep your business running smoothly by

AI Augmented cloud telephony, and an online store amongst many

offering technical assistance on a 24/7 basis, constant monitoring

other products. Currently running on 30 servers, its decentralized

and proactive response to service disruption and security

and horizontally scalable design allows it to scale indefinitely, to

breaches. This means that the client would have access to

serve hundreds of millions of users with petabytes of data.

introduction of a military-grade encryption password vault, advanced

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

La passion est un élément de l'éthique professionnelle qui est

En ce qui concerne l'Ingénierie, ils ont la capacité d'élaborer

souvent mis de côté, mais qui est pourtant de la plus haute

des solutions à vos problèmes. Cela comprend la conception

importance. Obtenir le produit ou les services d'une entreprise

et la construction de sites web, d'applications mobiles et

ou d'un individu qui est accompli dans son domaine d'expertise

professionnelles, les technologies de nouvelle génération

peut vous apporter un retour sur investissement acceptable,

telles que l'intelligence artificielle et les blockchains et bien

mais lorsque vous ajoutez un peu de passion au mélange, la

d’autres. Les clients d'Arkafort ont constaté que ce processus

dynamique est complètement différente.

éprouvé a conduit à des interfaces graphiques de premier

La passion pousse le travailleur à aller au-delà de ce qui est

ordre qui ont permis une interaction facile et directe.

normalement attendu d’un individu, et c'est cet élément de

Des projets réalisés en tandem avec les secteurs public et

passion qui fait qu'Arkafort se distingue de ses concurrents.

privé ont prouvé que ça pouvait être une réussite, dont certains permettent de maintenir et d'améliorer certaines des plus

Fondé en 2016, Arkafort est né d'un petit groupe d'ingénieurs

anciennes institutions culturelles et commerciales de Malte.

partageant une passion commune pour l'innovation et la technologie, ils ont saisi l'occasion de faire passer l'industrie locale à la vitesse supérieure. En 2018, ils ont repris l'exploitation du premier centre de données de Malte, ont commencé à offrir un service 24 heures sur 24 et 7 jours sur 7 et ont considérablement élargi leur clientèle.

Aujourd'hui, Arkafort propose des solutions dans tous les principaux domaines technologiques et est la seule entreprise technologique de Malte à posséder l'expertise nécessaire pour gérer un centre de données et concevoir et développer son propre site web. Ils soutiennent également des centaines de clients à Malte et à Gozo, dans toute l'Europe et aux États-Unis.

Arkafort fournit des services liés à la technologie pour tous les types d'industries par l'intermédiaire de ses trois principales divisions : Opérations Informatiques, Infrastructure

“Des projets réalisés en tandem avec les secteurs public et privé ont prouvé que ça pouvait être une réussite, dont certains permettent de maintenir et d'améliorer certaines des plus anciennes institutions culturelles et commerciales de Malte”

Informatique et Génie Logiciel.

Et le meilleur dans tout ça, c’est que leurs produits et services peuvent tous être achetés directement sur leur site web, sans la longue attente qui est habituelle dans le secteur.

ARKAFORT CLOUD Arkafort Cloud est l'un de leurs nouveaux produits, il combine des produits à la pointe de la technologie et une facturation à

OPÉRATIONS, INFRASTRUCTURE, INGÉNIERIE Comme il a été mentionné précédemment, Arkafort offre

la seconde, apportant efficacité et simplicité aux entreprises de tous les secteurs.

l'excellence et la passion dans trois domaines principaux : les

Le potentiel de ce produit est considérable, avec des serveurs

Opérations Informatiques, l’Infrastructure Informatique et le

virtuels qui peuvent être mis en place dans 17 endroits du

Génie Logiciel.

monde, y compris à Malte, et qui peuvent être étendus

En ce qui concerne les Opérations, ils assurent le bon fonctionnement de votre entreprise en vous offrant une assistance technique 24h/24 et 7j/7, une surveillance constante et une réponse proactive aux interruptions de

ou réduits, à la demande et indéfiniment. Une plate-forme commune au sein d'une entreprise peut conduire à une collaboration accrue entre les employés, la conformité en termes de sécurité et à la continuité des activités.

service et aux failles de sécurité. Cela signifie que le client a

Des améliorations constantes de Arkafort Cloud permettront

accès à une assistance informatique essentielle et qu'il n'a

de tenir les promesses citées. Des améliorations telles que

pas à se soucier de l'administration complexe des serveurs et

l'introduction d'une chambre forte de cryptage très sécurisée

de la cybersécurité.

pour les mots de passe, une téléphonie de type Cloud à

En ce qui concerne l'Infrastructure, Arkafort construit des connexions fiables pour votre entreprise, allant des serveurs

intelligence artificielle avancée, et une boutique en ligne parmi de nombreux autres produits.

et des câbles de réseau au Wi-Fi. Les entreprises ont alors

Fonctionnant actuellement sur 30 serveurs, sa conception

accès à des rapports complets sur l'utilisation des applications

décentralisée et horizontalement évolutive lui permet

et les performances du réseau, ce qui permet d’utiliser les

d'évoluer indéfiniment, pour servir des centaines de millions

ressources de manière plus efficace.

d'utilisateurs avec des pétaoctets de données.

39

Andrey Astapov, Managing Partner & Oleh Malskyy, Partner

from

toALPHA

ETERNA 40

DE ALPHA A ETERNA

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

ETERNA LAW ARE A KYIV-BASED LAW FIRM LEADING THE LEGAL MARKET IN UKRAINE AND THE COMMONWEALTH OF INDEPENDENCE (CIS) REGION, HAVING AN EVER-GROWING REPUTATION FOR RELIABILITY OF SERVICE, WHICH THEY’VE WITHHELD EVER SINCE THE COMPANY’S BIRTH IN 2002. WE GOT TOGETHER WITH MANAGING PARTNER ANDREY ASTAPOV, AND PARTNERS OLEH MALSKYY AND ARTEM KUZMENKO TO DISCUSS BOTH THE COMPANY’S DEVELOPMENTS OVER THE YEARS AND THE RECENT UKRAINIAN GAMBLING LEGISLATIONS.

ETERNA LAW ES UN BUFETE CON SEDE EN KIEV QUE LIDERA EL MERCADO JURÍDICO DE UCRANIA Y LA REGIÓN DE LA COMUNIDAD DE ESTADOS INDEPENDIENTES (CEI) CUYA REPUTACIÓN AUMENTA GRACIAS A LA FIABILIDAD DEL SERVICIO DESDE SU CREACIÓN EN 2020. NOS REUNIMOS CON EL SOCIO GERENTE ANDREY ASTAPOV Y LOS SOCIOS OLEH MALSKYY Y ARTEM KUZMENKO PARA DISCUTIR TANTO EL DESARROLLO DE LA EMPRESA A LO LARGO DE LOS AÑOS, COMO LA RECIENTE NORMATIVA UCRANIANA DEL JUEGO.

WHERE DID IT ALL START? WHY ETERNA LAW?

¿CÓMO EMPEZÓ TODO? ¿POR QUÉ ETERNA LAW?

AA: The legalisation of gambling was one of the key election promises of Volodymyr Zelenskyy, the President of Ukraine.

Soon after the election, a working group had been set up in the President's Office to develop a legal framework for the gambling business.

AA: La legislación de los juegos de azar era una de las promesas de Volodymyr Zelenskyy, el presidente de Ucrania. Poco después de las elecciones, un grupo de trabajo se ha establecido en su oficina para desarrollar el marco legal de los negocios de apuestas.

Being experts in the field, our lawyers were among the pioneers who joined the team of experts. We have been involved in all legislative processes prior to the adoption of the law and made every effort to contribute to the development of a comprehensive legal framework.

Nuestros abogados, expertos en el tema, están entre los pioneros que se unieron al equipo de profesionales.

Formamos parte del proceso legislativo antes de que se introduzca la ley y nos esforzamos en el desarrollo de un marco legal competente.

AK: The whole process was quite long. Taking into account all the changes and deliberate consideration of all approaches to the regulation of the gambling, it took more than one year to prepare and adopt the law in its current version.

AK: El proceso es bastante largo. Si tenemos en cuenta todos los cambios y consideraciones de los enfoques de la regulación del juego, hemos tardado más de un año en preparar e implementar la versión actual de la ley.

We can proudly say that legalisation of gambling is a great victory for Ukraine. In 2019, it had been nearly a decade since gambling was officially banned - and still made millions in the shadows. It was obvious that criminalisation was neither helping to fight illegal gambling operators nor helping the country’s economy in any way.

Estamos orgullosos de que la legislación del juego en Ucrania ha sido todo un éxito. El juegó se prohibió en 2009, pero seguiría siendo un sector millonario en la sombra. Es obvio que los criminales han ralentizado la lucha contra los operadores ilegales y sin contribuir a la economía del país.

WHAT IS CRUCIAL IN SUSTAINING THE REPUTABILITY YOU HAVE ACHIEVED?

¿QUÉ SE NECESITA PARA MANTENER LA REPUTACIÓN?

OM: It is our responsibility to provide the most up-to-date advice to all our clients, operators, and other interested

OM: Nuestra responsabilidad es tener la información más actualizada para los clientes y cualquiera interesado en

parties who plan to enter the market.

entrar al mercado.

We actively participated in the drafting procedure at the very

Participamos activamente en el proceso de redacción y

origins of legalisation, and we understand that in order to maintain our reputation, our team has to stay aware of all upcoming bylaws and legislative changes, and practical and technical issues which may arise in the process.

entendemos que para mantener nuestra reputación, el equipo tiene que estar al corriente de cualquier estatuto y cambio legislativo, así como de las cuestiones prácticas y técnicas que puedan surgir en el proceso.

41

WHAT IS THE SIGNIFICANCE OF THE LEGALISATION OF GAMBLING IN UKRAINE FOR THE COUNTRY ITSELF, AND IN RELATION TO THE REST OF EUROPE?

“We have expert opinion on all issues that may relate to the revival of gambling business in Ukraine, and we understand that in order to maintain our reputation, our team should stay aware of all upcoming by laws and legislative changes”

THIS RECENT LEGALISATION OF GAMBLING IN UKRAINE WAS A HISTORICAL MOMENT. CAN YOU COMMENT ON THE CHANGES YOU’VE WITNESSED IN THE PAST WEEKS FROM A LEGAL POINT OF VIEW? AA: The launch of the market requires the adoption of several bylaws. The good news is that the Cabinet of Ministers demonstrates a very active approach to all issues related to the legalisation of gambling. Tax regulation, for example, is already being considered in the Verkhovna Rada of Ukraine.

As in other jurisdictions, Ukraine plans to introduce the GGR taxes for all gambling activities. We are currently advising the working group and deputies on tax matters and strive for a balanced approach.

It is expected that the adopted tax law will create favorable conditions for new operators in Ukraine.

AK: The prompt creation of the Gambling and Lotteries Regulatory Commission is another key to further development, and we hope to see it active in December 2020. One of its primary tasks will be the adoption of licensing conditions for each type of gambling industry, as well as the implementation of state control over the industry.

42

AA: The legalisation of gambling should become an important driver for the Ukrainian economy. First of all, this is a large sector of the economy that has been in the shadows for a long time. Now, it has all the chances to become a considerable source of additional income for the state budget and create new jobs.

OM: We should also note that Ukraine is always looking for new ways to attract foreign investment.

Gambling is another interesting proposal for foreign investors. This is a new market and the competition is relatively low at the moment. Newcomers, including European operators, will gain lots of opportunities and access to a large market.

FOLLOWING UP ON THIS, WHAT ARE YOUR THOUGHTS ON THE LEGAL FRAMEWORK THAT’S BEEN PUT IN PLACE IN THE COUNTRY REGARDING GAMBLING AND DO YOU HAVE ANY OPINIONS ON HOW IT COULD BE IMPROVED? AK: We know that the law includes some provisions, which are quite unlikely for other jurisdictions.

However, its adoption made it possible to achieve two main goals – namely, to launch the market within reasonable timeframes and create a solid foundation for the adoption of all relevant bylaws.

Now, it is the responsibility of the Gambling Commission to specify the obligations and principles established by the major law, and it is only after that, that we will have a comprehensive legal framework that meets the standards of other jurisdictions and regulates all the gambling features.

IS THERE ANYTHING PARTICULAR THAT’S FORESEEABLE ON THE HORIZON FOR ETERNA? OM: Eterna law is aware of all the changes and continues to actively participate in the development of several by-laws, including the development of amendments to the taxation of gambling business.

We already have a lot of ongoing consultations with foreign investors and operators. This allows us to say that, as might be expected, the Ukrainian gambling market is in the center of attention of the global gambling community. Thus, we believe that this sector of the economy will attract considerable investments from abroad.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

"Contamos con las opiniones de expertos en cualquier tema relacionado con la revitalización del sector del juego en Ucrania y entendemos que para mantener nuestra reputación, tenemos que estar al tanto de cualquier cambio en los estatutos y la legislación que se vaya a implementar” LA LEGISLACIÓN DEL JUEGO EN UCRANIA HA SIDO HISTÓRICA. ¿LEGALMENTE, QUÉ CAMBIOS HAS VISTO EN LAS ÚLTIMAS SEMANAS? AA: Para lanzar el mercado se necesitan implementar muchos estatutos. La buena noticia es que el gabinete de ministros ha demostrado un enfoque activo con todos los problemas y cuestiones de la legalización del juego. Por ejemplo, ya se está considerando las normas fiscales en el Verkhovna Rada de Ucrania.

Ucrania, igual que otras jurisdicciones, también planea introducir el impuesto sobre ingresos brutos del juego en cualquier actividad de apuestas. A día de hoy, aconsejamos al grupo de trabajo y diputados sobre impuestos y buscamos un enfoque equilibrado. Se prevé que el régimen fiscal implementado generará condiciones favorables para los nuevos operadores del país.

AK: La Comisión Reguladora de Juegos de Azar y Loterías ha sido clave para el desarrollo y esperamos verla activa a partir de diciembre. Se centrará en introducir licencias en función de las condiciones de cada empresa del juego y se implementará el control del estado sobre el sector. ¿QUÉ SIGNIFICA PARA UCRANIA Y EUROPA QUE SE HAYAN LEGALIZADO LOS JUEGOS DE APUESTAS?

Artem Kuzmenko, Partner

SIGUIENDO CON EL TEMA, ¿QUÉ OPINAS DEL MARCO LEGAL QUE HA ENTRADO EN VIGOR EN EL PAÍS SOBRE EL JUEGO Y LO MEJORARÍAS DE ALGUNA MANERA? AK: Sabemos que la ley incluye estipulaciones que otras jurisdicciones no tienen. Sin embargo, nos ha ayudado a conseguir dos objetivos principales: lanzar el mercado con un cronograma razonable y establecer una base sólida para implementar cualquier estatuto relevante.

Ahora bien, la Comisión tiene la responsabilidad de especificar las obligaciones y los principios que dicta la ley. Una vez hecho, tendremos un buen marco legal que cumpla con los estándares de otras jurisdicciones y regule todos los aspectos del juego.

AA: La legalización del juego debería impulsar la economía de Ucrania. Primero, ha sido un sector enorme de la economía oculto durante mucho tiempo. Actualmente, tiene muchas posibilidades de ser la fuente perfecta para generar ingresos dirigidos al presupuesto del estado y crear nuevos puestos de trabajo.

¿TIENES ALGUNA PREVISIÓN PARA EL FUTURO DE ETERNA?

OM: También destacar que Ucrania siempre busca formas de

Ya nos han consultado muchos inversores y operadores extranjeros.

atraer a inversores extranjeros, quienes ven los juegos de azar como una propuesta interesante. Es un mercado nuevo y por ahora hay bastante poca competencia. Todo aquel que venga, incluyendo operadores de Europa, tienen la oportunidad de entrar.

Visto esto, nuestra previsión es que el mercado del juego de Ucrania sea el centro de atención de la comunidad global de los juegos de azar. Por ello, creemos que el sector de la economía en cuestión atraerá a muchos inversores del extranjero.

OM: En Eterna Law estamos al corriente de todos los cambios y seguimos desarrollando varios estatutos, que incluyen la enmienda de la fiscalidad del sector del juego.

43

SOLVING THE BONUS PUZZLE RESOLVER EL PUZLE DE LA BONIFICACIÓN

44

EVERYMATRIX AIMS TO WORK WITH CLIENTS TO DIVERSIFY OFFERINGS AND ATTRACT ESTABLISHED OPERATORS WHO ARE LOOKING TO LAUNCH NEW BRANDS AND ENTER NEW MARKETS. IN THIS INTERVIEW, MARIA DEBRINCAT SAT DOWN WITH STIAN ENGER PETTERSEN, CEO OF CASINOENGINE AT EVERY MATRIX, TO DISCUSS THEIR LATEST OFFERINGS FURTHER.

EL OBJETIVO DE EVERYMATRIX ES TRABAJAR CON CLIENTES PARA DIVERSIFICAR LA OFERTA Y ATRAER OPERADORES ESTABLECIDOS QUE BUSQUEN LANZAR SU MARCA Y ENTRAR EN MERCADOS NUEVOS. EN LA ENTREVISTA, MARIA DEBRINCAT HA HABLADO CON STIAN ENGER PETTERSEN, DIRECTOR EJECUTIVO DE CASINOENGINE EN EVERYMATRIX PARA DEBATIR MÁS SOBRE LAS ÚLTIMAS OFERTAS.

THIS YEAR, WE’VE SEEN EVERYMATRIX FOCUS SHIFT TOWARDS CROSS-SELLING SPORTS AND CASINO. CAN YOU EXPAND ON THIS INTEGRATION AND WHAT YOUR OBJECTIVES ARE?

ESTE AÑO, EN EVERYMATRIX HABÉIS CAMBIADO UN POCO EL ENFOQUE HACIA LOS DEPORTES Y CASINOS CON VENTAS CRUZADAS. ¿PUEDES CONTARNOS MÁS SOBRE EL CAMBIO Y CUÁL ES EL OBJETIVO?

EveryMatrix holds a privileged position to help clients enhance their offering and drive revenues across verticals. In 2020, we’ve expanded our eSports product, increased coverage, as well as improved BetBuilder which is now available for Football, Basketball and FIFA with more sports coming soon.

In casino, we’ve leveraged CasinoEngine’s rapid integration methods to increase virtual sports coverage.

Tenemos el privilegio de ayudar a nuestros clientes a mejorar sus ofertas e impulsar los beneficios en cualquier sector. En 2020, hemos expandido nuestro producto de esport, hemos ganado terreno y hemos mejorado BetBuilder disponible para fútbol, baloncesto, FIFA y más deportes dentro de poco. En el casino, hemos aprovechado los métodos de integración rápida de CasinoEngine para aumentar el terreno de los deportes virtuales.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

“In 2020, we’ve expanded our eSports product, increased coverage, as well as improved the BetBuilder which is now available for Football, Basketball, FIFA with more sports coming soon” Bonus, tournaments, challenges and more can be set up to include any combination of sports, eSports, virtual sports, casino and live casino, configurable down to specific games or specific events and markets.

ON THIS NOTE, YOUR NEWLY RELAUNCHED BONUSENGINE LOOKS LIKE A CROSS-PRODUCT BONUSING TOOL. WHAT OTHER BENEFITS DOES IT BRING FOR OPERATORS? The focus was to bring essential business benefits for operators. Part of these fall under the goal of increasing operational efficiency, as BonusEngine equips operators with one single point of management across products and brands alike, including a host of content provider specific features that we have integrated with, so that they can be managed end-toend via BonusEngine's back-office.

They can leverage the system in several ways, by cross-selling casino and sports betting, or mitigating bonus abuse, and synchronising their rewards with the right players. BonusEngine features rich dependency- and exclusion logic, which can be used between any number of bonus programs to create fully automated player journeys tailored for different player segments and their preferences. With a wide range of bonus types available, operators can reward players way beyond bonus cash, which in combination with ways to target the right players with the right bonus results in reduced bonus costs.

On top of this, EveryMatrix has integrated with several CRM platforms, such as Optimove, Emarsys and Fast Track, which further enable operators to make the most of their data THE BONUSENGINE WAS RELAUNCHED DURING COVID-19, WAS THIS A PRODUCT THAT EMERGED BECAUSE OF RECENT CIRCUMSTANCES OR WAS IT A PART OF YOUR DEVELOPMENT PLAN?

Q&A 问答

"En 2020, hemos expandido nuestro producto de esport, hemos ganado terreno y hemos mejorado BetBuilder disponible para fútbol, baloncesto, FIFA y más deportes dentro de poco" Se pueden configurar bonificaciones, torneos, retos y mucho más para incluir cualquier combinación de deportes, esports, deportes virtuales, casino y casino en vivo, configurables hasta para juegos o eventos y mercados específicos.

EN ESTE SENTIDO, HABÉIS VUELTO A LANZAR HACE POCO BONUSENGINE, QUE PARECE UNA HERRAMIENTA DE PRODUCTO CRUZADO. ¿EN QUÉ MÁS SE BENEFICIAN LOS OPERADORES? Nos centramos en darles a los operadores los beneficios básicos del negocio. Algunos de ellos son aumentar la eficiencia de las operaciones, ya que BonusEngine les permite a los operadores gestionar los productos y las marcas, incluyendo características propias de los proveedores de contenido que hemos integrado para que puedan trabajar cualquier aspecto a través de la parte administrativa de BonusEngine.

Pueden aprovechar el sistema de varias maneras, con la venta cruzada de casinos y apuestas deportivas, reduciendo el abuso de las bonificaciones y sincronizando las recompensas con los jugadores adecuados. Bonus Engine se caracteriza lógicamente por la independencia y exclusión, que se pueden usar en cualquier número de programas de bonificación para crear una experiencia automatizada y hecha a medida con las preferencias de cada jugador. Los operadores pueden recompensar a los jugadores con una gran variedad de bonificaciones disponibles más allá del dinero en efectivo. Esto combinado con las formas de dirigirse a los jugadores correctos con el bono adecuado resulta en la reducción de los costos de los bonos.

Además, EveryMatrix se ha integrado con varias plataformas CRM como Optimove, Emarsys y Fast Track, que permiten a los operadores sacarles el máximo provecho a los datos.

VOLVISTEIS A LANZAR BONUSENGINE DURANTE LA COVID-19, ¿ES UN PRODUCTO QUE HA SURGIDO POR LAS CIRCUNSTANCIAS ACTUALES O ERA PARTE DE VUESTRO PLAN DE DESARROLLO?

BonusEngine has been part of the EveryMatrix product suite for three years now, and the relaunch has been part of our long-term strategy. The main reason for the relaunch is the fact that we have fully detached BonusEngine from our PAM, GamMatrix, which up

BonusEngine ha sido un producto de EveryMatrix durante 3 años y ahora lo volvemos a lanzar como parte de una estrategia a largo plazo. La razón principal para volver a lanzarlo es que lo hemos independizado del administrador de cuentas (GamMatrix) que se ha encargado hasta ahora de las carteras de bonificación. Esta

until now handled bonus wallets. This dependency is now history, which means operators using their own or other 3rd party PAMs can get BonusEngine. This is a strategic goal for us and makes our offering to T1 operators more flexible and attractive.

dependencia se ha terminado, lo que significa que operadores que utilicen un sistema de administración de cuentas propio o de terceros pueden estar en BonusEngine. Es un objetivo estratégico que nos sirve para atraer a operadores Tier1.

45

MALTA & MONEYVAL

马耳他与MONEYVAL

46

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

MALTA IS SEEING SEVERAL MAJOR CHANGES AND HAPPENINGS WITHIN THE REALM OF COMPLIANCE IN THE GAMING INDUSTRY WHICH HAVE SHAKEN THE INDUSTRY. JEREMY MICALLEF SPOKE WITH ROBERT ZAMMIT, A PARTNER AT WH PARTNERS, ON WHAT THIS MEANS FOR THE SECTOR AND THE FUTURE OF GAMING.

THE FIAU HAS BEEN ON QUITE THE FINING SPREE AS OF LATE, WITH MILLIONS OF EUROS BEING FORKED OUT BY A NUMBER OF COMPANIES. WHAT CAN YOU TELL US ABOUT THE SITUATION? Following the Moneyval warning, Malta’s national agency responsible for combatting money laundering and the funding of terrorism, the FIAU, has been in a race against time in addressing the recommendations put forward by Moneyval and has been making genuine efforts to remedy the shortcomings identified in 2019 to avoid being greylisted. Consequently, the FIAU has increased their resources and as a result, there has been a substantial increase in the number of audits being carried out on all types of subject persons.

Ever since B2C gaming operators became subject persons under the 4th Money Laundering Directive, it was only a matter of time before audits by the FIAU would start taking place. The FIAU is duty-bound to take enforcement actions against persons who are in contravention with their AML/CFT obligations and it has been actively issuing hefty, unprecedented administrative fines which may not necessarily be proportional to the breaches.

The approach towards AML/CFT obligations of all B2C gaming operators should be a proactive one – this is the legal landscape we are living in and operators cannot afford to be non-compliant.

Yes, compliance is costly, but non-compliance is more expensive.

马耳他的博弈业在合规性方面发生 了一些重大的变化和事件，这些变

化和事件震撼了整个产业。 JEREMY MICALLEF与WH PARTNERS的合

伙人ROBERT ZAMMIT，就这对博

弈业和未来的发展意味着什么进行 了交流。

FIAU最近一直在大肆罚款，许多公司都

被罚了几百万欧元。 您能告诉我们目前情 况吗？

在MONEYVAL发出警告后，马耳他负责打 击洗钱和资助恐怖主义的国家机构FIAU

一直在与时间赛跑，处理MONEYVAL提出

的建议，并在2019年真正努力弥补发现的 不足，以避免被列入灰名单。 因此，FIAU增 加了资源，对各类主体人员的审核数量大 幅增加。

自从B2C博弈运营商成为第四条洗钱指令 的对象后，FIAU开始进行审计只是时间问 题。FIAU有责任对违反反洗钱/打击资助

恐怖主义义务的人采取执法行动，并一直

在积极开出巨额、前所未有的行政罚款，而 这些罚款不一定与违规行为成正比。 所有 B2C博弈运营商对反洗钱/打击资助恐怖

主义义务的态度应该是积极主动的——这 是我们所处的法律环境，运营商不能不遵 守。 是的，合规的成本很高，但不合规的成 本更高。

I UNDERSTAND THAT THERE ARE A NUMBER OF CHANGES THAT HAVE TAKEN PLACE IN THIS REGARD. WHAT CAN YOU TELL US ABOUT THIS?

据我所知，在这方面已经发生了一些变化。

FIAU’s Implementing Procedures – Remote Gaming Sector, which have recently been revised in order to equal international standards, provide additional insight into what it is expected from B2C gaming operators. Additionally, the authorities are also interviewing prospective money laundering reporting officers (MLRO) with the aim of ensuring that the persons taking on this role are fully conversant in the respective laws and are equipped with the necessary

进行了修订，以便与国际标准接轨，这为

qualifications to effectively carry out this role. This is something which I haven’t seen in any other jurisdiction and which is surely a step in the right direction.

您能给我们介绍一下这方面的情况吗？

FIAU的《实施程序——远程博弈产业》最近 B2C博弈运营商的期望提供了更多的启

示。 此外，当局还在对未来的洗钱举报官员

（MLRO）进行面试，目的是确保担任这一

角色的人完全熟悉相关法律，并具备有效 履行这一角色所需的资格。 这是我在其他 司法管辖区没有看到过的，肯定是朝着正 确的方向迈出了一步。

47

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

NOVEMBER IS THE DEADLINE FOR THE PUBLICATION OF THE MONEYVAL REPORT ON MALTA. COULD THERE BE A CONNECTION TO THE FINES? AND, WHERE DO YOU SEE THE COUNTRY GOING POSTPUBLICATION? The Moneyval report was definitely a main factor in driving the FIAU to bolster enforcement and supervision measures to show that Malta is taking a proactive approach in minimising cases of suspicious financial crime. And what better proof is there to show that the FIAU is dealing with enforcement other than issuing administrative penalties? However, the FIAU should go beyond duty-bound of hefty, non-proportional fines and focus also on educating and guiding the subject persons to operate within the AML/CFT requirements.

Q&A 问答

“The Moneyval report was definitely a main factor in driving the FIAU to bolster enforcement and supervision measures”

The challenges that the Moneyval report has brought within the gaming industry are not solely from a compliance perspective, but also from a banking standpoint. Local banks have reduced their risk appetite because of their increased compliance requirements, and increased their requisites in order to consider accepting an operator in the gaming industry as a client. A negative outcome of the Moneyval report will definitely put further pressure on the services industry which would make it even harder to bank and operate in Malta.

11月是马耳他MONEYVAL报告公布的截止日

期。 会不会和罚款有关系？此外，您认为国家在 发布后的发展方向是什么？

MONEYVAL报告肯定是促使FIAU加强执法和监 督措施的主要因素，以表明马耳他正在采取积

极主动的方式，尽量减少可疑金融犯罪案件。 而 除了发布行政处罚外，还有什么更好的证据可 以证明FIAU在处理执法问题呢？然而，FIAU不

应仅仅承担巨额、不相称的罚款责任，还应注重 教育和指导有关人员按照反洗钱/打击资助恐 怖主义的要求开展工作。

MONEYVAL报告给博弈业带来的挑战不仅仅是 从合规的角度，从银行的角度来看也是如此。 本 地银行因为合规要求的提高而降低了风险承受 能力，并提高了考虑接受博弈业运营商作为客

户的必要条件。 MONEYVAL报告的负面结果肯 定会给服务业带来进一步的压力，这将使在马 耳他的银产业务和经营更加困难。

“Moneyval报告肯定是 促使FIAU加强执法和监 督措施的主要因素” 49

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 秋/2020年冬

combined

of experience The gaming industry is an everchanging business with new technology and regulations constantly being developed. To be able to adapt to all its changes for a number of years is something that needs to be admired. Due to this, SiGMA has decided to take a look at five seasoned professionals who all have over 20 years' worth of experience each, in the gaming industry. The five people are Sue Schneider, William Scott, Andrew Tottenham, Yahaya Adamu Maikori and Juan Perez Hidalgo. These five seasoned veterans have influenced the gaming industry across the globe and continue to do so with their pragmatic and profound ways. These prominent figures have laid the foundations for many gaming companies and business people to become successful in the industry. This can be seen through William Scott’s knowledge in mergers and acquisitions, Andrew Tottenham’s consultancy and project management skills, Sue Schneider’s dominant events and publications, Yahaya Adamu Maikori’s advisory capabilities and Juan Perez Hidalgo’s ability to regulate markets effectively.

Having said that, with over 100 years of experience between them, the mentioned skills are a fragment of what these pioneers are able to do for the industry and we take a closer look at just how they have influenced the industry, their background, what they have achieved and where we can find them now.

博弈产业是一个不断变化的产业，新的技术和法规不断 发展。 能够在数年内适应所有的变化，是一件值得钦佩 的事情。 正因如此，SiGMA决定探访五位经验丰富的专

业人士，他们在博弈业都有超过20年的经验。 这五个人 分别是SUE SCHNEIDER、WILLIAM SCOTT、ANDREW TOTTENHAM、YAHAYA ADAMU MAIKORI和JUAN

PEREZ HIDALGO。 这五位经验丰富的资深人士，以他们

务实且深远的方式影响着全球的博弈产业，并将持续下 去。 这些杰出的人物为许多博弈公司以及商业人士在产 业内的成功奠定了基础。 以上这些，皆可以从WILLIAM

SCOTT在并购方面的知识、ANDREW TOTTENHAM的咨 询和项目管理能力、SUE SCHNEIDE主导性的活动与出 版物、YAHAYA ADAMU MAIKORI的咨询能力以及JUAN

PEREZ HIDALGO有效调节市场的能力等方面看出。 他们

之间的综合经验超过100年，前述技能仅仅是这些先驱者 能够为产业做的一部份，让我们来仔细看看，他们究竟是 如何影响产业的，他们的背景、他们取得了什么成就，以 及现在，我们可以在哪里找到他们。

51

THE PIONEER OF iGAMING. LA PIONERA DEL iGAMING

SUE SCHNEIDER 52

ISSUE 13 AUTUMN / WINTER 2020 第13版 秋/2020年冬

When it comes to the internet gaming industry, Sue Schneider should be one of the first people who come to mind. She is a world-renowned expert in her field who has been involved in this industry for over 20 years. Her journey began in 1995 were she started as an owner of a leading gaming consumer portal. Schneider then launched the River City Group which produced the largest iGaming events in the world (GIGSE and EiG). She did not just stop there, as Schneider also produced industry trade publications such as iGamingNews.com and the Internet Gambling Report, which were essential for the growth of the industry. These publications allowed people to educate themselves on what is happening in the industry and keep up to date with current news. With these publications, and Schneider’s innovative creativity in launching River City, the iGaming industry was able to strive to act as the foundation in propelling iGaming to become one of the biggest industries worldwide.

Schneider’s dominant events, such as her own River City Group, caught the eye of Clarion Events, one of the UK’s largest event producers, who decided to buy her Group.

Schneider was still given the role as CEO due to her expertise till July 2009.

Schneider’s vision did not just stop at events and trade publications. She was also the founder, and served as a Chairwoman, of the Interactive Gaming Council (IGC). The council was founded in 1996 and Schneider served as Chairwoman from that time till 2004. Schneider felt that organising such a council was a massive achievement as it was able to give the whole industry one voice during that timeframe.

Feature 专题报道

Cuando hablamos de la industria del juego en internet, Sue Schneider debería ser la primera persona que nos venga a la mente. Es una experta en el mundillo y ha formado parte del sector durante más de 20 años.

Inició su viaje en 1995 cuando empezó a trabajar como propietaria de un portal líder en consumidores de juegos.

Más adelante, Schneider creó River City Group, un grupo que llevaba a cabo los eventos de iGaming más grandes del mundo (GiCSE y EiG). Pero no se quedó todo ahí, Schneider también se encargaba de publicar artículos y noticias en iGamingNews.com y en Internet Gambling Report, recursos fueron esenciales para que creciera la industria. Este tipo de publicaciones eran útiles para que la gente aprendiera por su cuenta sobre lo que estaba pasando en la industria y a tuvieran información actualizada. Los artículos y a la creación de River City Group fueron los cimientos y, gracias a ellos, el sector del iGaming pudo seguir creciendo hasta convertirse en una de las mayores industrias en todo el mundo.

Los eventos que organizaba Schneider junto con River City Group le llamaron la atención a Clarion Events, uno de los productores de eventos más grandes del Reino Unido, quien decidió comprar River City Group. Aun así, a Schneider le dieron el puesto de directora ejecutiva teniendo en cuenta su experiencia hasta julio de 2009.

Sin embargo, su visión iba más allá de eventos y publicaciones. También fundó el IGC (Consejo de Juego Interactivo) en el que actuaba como presidenta. El consejo se fundó en 1996 y Schneider fue la presidenta desde su creación hasta 2004. Schneider ha declarado que organizar tal consejo era todo un logro, ya que durante su duración le dio voz al sector del juego en general.

Sue Schneider is definitely one of the established names in internet gaming. She is ever present in the industry as she most recently became a VP Strategy and Growth/ Americas for Sports Betting Communities and until September in 2019, she served as editor-in-chief for

Sin duda, el nombre Sue Schneider es uno de los más relevantes del juego en línea. Siempre está presente en la industria, hace poco que trabaja como vicepresidenta de estrategia y crecimiento de Américas en Sports Betting Communities y hasta septiembre de 2019 fue

Liebert Publications’ Gaming Law Review. However, her responsibilities did not stop here as she was involved in other various organisations such as being a partner at the Malta iGaming seminar and the US based conference ‘iGaming North America’.

directora editorial de Liebert Publications y sus revisiones de la ley de juegos. No obstante, su responsabilidad no termina aquí, sino que también está involucrada en varios organismos y es socia del seminario maltés de iGaming y la conferencia estadounidense «iGaming North America».

Till today, Schneider participates as a speaker at international gaming conferences and has testified to the US Senate and the US House of Representatives. One can only take off their hat and applaud such a sterling career so far. Sue Schneider has had a massive impact on the iGaming industry and she will continue to influence the industry with her knowledge and expertise.

A día de hoy, Schneider participa como oradora en conferencias internacionales relacionadas con el juego y ha testificado en el Senado y la Cámara de Representantes de Estados Unidos. Solo podemos quitarnos el sombrero y darle un aplauso por todo lo que ha conseguido. Sue Schneider ha tenido un impacto muy importante en la industria del iGaming y seguirá siendo una influencia con conocimiento y experiencia.

53

THE LEADING ENTERTAINMENT LAWYER. LE PLUS GRAND AVOCAT DU MONDE DU DIVERTISSEMENT

YAHAYA ADAMU MAIKORI 54

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

Yahaya Adamu Maikori is a founding partner at the established and well renowned entertainment law firm called Law Allianz. The firm is driven by knowledgeable and hardworking attorneys who offer world class legal services specialising in gaming, media, technology, ecommerce and entertainment. All the characteristics and values that the company possess are a reflection on Mr. Maikori’s expertise, spirit and experience. The well-respected lawyer generally advises companies on corporate governance, tax and security matters within emerging industries such as gaming, sports, media, technology, intellectual property and creative industries.

Yahaya Adamu Maikori est l'un des associés fondateurs du cabinet d'avocats réputé Law Allianz, spécialisé dans le domaine du divertissement. Le cabinet est dirigé par des avocats compétents et travailleurs qui offrent des services juridiques de classe mondiale dans le secteur des jeux, des médias, de la technologie, du e-commerce et du divertissement. Cet avocat très respecté conseille généralement les entreprises sur les questions de gouvernance d'entreprise, de fiscalité et de sécurité dans les secteurs émergents tels que les jeux d’argent, le sport, les médias, la technologie, la propriété intellectuelle et les industries créatives.

The high-profile lawyer has an impressive educational background.

Mr. Maikori graduated at the Obafemi Awolowo University Ile-Ife and achieved a Bachelor of Laws degree from the Nigerian Law School in 1993. In the same year, the skilled lawyer was admitted into the non-profit organisation - Nigerian Bar Association, a great feat for someone who had just qualified as a lawyer. Yahaya Adamu Maikori constantly looked to further his expertise and this led him to a Master of Laws degree from the University of London in 2010.

M. Maikori a une formation impressionnante, il est diplômé de l'Université Obafemi Awolowo d'Ile-Ife et a obtenu une licence en droit à la Faculté de droit du Nigeria en 1993. Durant la même année, l'avocat a été admis au sein de l'organisation à but non lucratif “Nigerian Bar Association”, un grand exploit car il venait d'obtenir son diplôme d'avocat. Yahaya Adamu Maikori cherche constamment à approfondir son expertise, ce qui l'a conduit à obtenir un Master en droit à l'Université de Londres en 2010.

Taking his educational background into consideration, Mr. Maikori has a wide variety of skills that he has utilised throughout his career. A leading lawyer in Africa, Mr. Maikori started from humble beginnings serving as a legal advisor to Aso Savings & Loans Plc and subsequently took on the role of company secretary at First Alliance Pension. It was after these roles were Mr. Maikori really established himself in the industry, as he founded and became the senior partner of his own law firm called Law Allianz, which focuses on entertainment law. The prominent lawyer’s fascination with entertainment has always been there as he also co-founded the record label, Chocolate City, with his brother, Audu Maikori, and business partner, Paul Okeugo, in 2005.

M. Maikori possède une grande variété de compétences qu'il a utilisé tout au long de sa carrière. Avocat de premier plan en Afrique, M. Maikori a débuté modestement en tant que conseiller juridique chez Aso Savings & Loans Plc, puis est devenu secrétaire général de First Alliance Pension. C'est ensuite que M. Maikori s'est réellement établi dans le secteur, puisqu'il a fondé et est devenu l'associé principal de son propre cabinet d'avocats, Law Allianz, qui est axé sur le droit du divertissement.

La fascination de l'éminent avocat pour le divertissement a toujours été présente, puisqu'il a également co-fondé la maison de disques Chocolate City en 2005 avec son frère, Audu Maikori, et son partenaire commercial, Paul Okeugo.

Mr. Maikori is one of Africa’s most distinguished lawyers with a number of high-profile responsibilities, including chairing the Entertainment and Sports committee of the Nigeria Bar Association, being a member of the Nigeria Copyrights Commission’s Copyright Law Review committee and acting as a facilitator for the National Assembly Business Environment Roundtable’s “Intellectual Property and Ecommerce” working group. Mr. Maikori’s work and contribution to law has certainly not gone unnoticed as in 2015 the renowned lawyer was inducted into the International Masters of Gaming Lawyers (IMGL). This is an impressive achievement as it is an invitation only, non-profit association that includes gaming attorneys, regulators, educators, executives and consultants around the globe who are committed to education and the exchange of professional information concerning all the elements of gaming law.

M. Maikori assume un certain nombre de grandes responsabilités, notamment la présidence du comité des divertissements et des sports de l'Association du Barreau du Nigeria (NBA), il est aussi membre du comité de révision de la loi sur le Droit d'Auteur de la Commission des Droits d'Auteur du Nigeria (NCC) et il agit en tant que facilitateur pour le groupe de travail "Propriété Intellectuelle et E-commerce" de la Table ronde de l'Assemblée Nationale sur l'Environnement des Affaires (NASSBER). Cela a payé puisqu'en 2015, il est admis dans le Master International des Avocats spécialisés dans les jeux d’Argent (IMGL). Cette association à but non lucratif sur invitation regroupe des avocats spécialisés dans les jeux d’argent, des régulateurs, des éducateurs, des cadres et des consultants du monde entier qui se consacrent à l'éducation et à l'échange d'informations professionnelles concernant tous les éléments du droit des jeux d’argent.

Yahaya Adamu Maikori’s career is one that must be admired. It is no coincidence that he is one of Africa’s leading gaming consultants who is currently advising the Nigeria National Lottery Regulatory commission on its restructuring as well as aiding Lagos State Lottery’s board on its newly proposed Integrated Casino resort and Botswana Gaming Association’s new casino legal framework. Mr. Maikori will definitely be at the forefront in placing Africa on the map in the gaming industry as he continuously focuses on helping African countries implement fit for purpose regulations and frameworks.

La carrière de M. Maikori est admirable, il conseille actuellement la commission de réglementation de la loterie nationale du Nigeria sur sa restructuration et aide le conseil d'administration de la loterie de l'État du Lagos sur son nouveau projet de complexe de casino intégré et sur le nouveau cadre juridique des casinos de l'Association des Jeux d’argent du Botswana. M. Maikori tient en permanence à aider les pays d’Afrique à mettre en œuvre des réglementations et des cadres adaptés à leurs besoins.

55

THE LATAM REGULATOR. EL REGULADOR DE AMÉRICA LATINA

JUAN PEREZ HIDALGO 56

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

Juan Perez Hidalgo is a mainstay in the LatAm gaming market. He was appointed as the president of Coljuegos in 2016 and he currently still serves there, overseeing a number of operations that have been pivotal to the development of the LatAm market. Mr. Hildago has an impressive educational background which has eventually led him into this industry. The influential regulator attended “Pontificia Universidad Javeriana” between 1988 till 1993 were his focus was on business administration and financial management. From here, Mr. Hidalgo continued to further his studies and majored in high management at the University of Los Andes.

Juan Pérez Hidalgo es uno de los pilares del mercado de juegos de Latinoamérica. Fue nombrado presidente de Coljuegos en 2016 y actualmente sigue trabajando en la empresa, donde se encarga de supervisar una serie de operaciones fundamentales para el desarrollo del mercado latinoamericano. El Sr. Hidalgo tiene una impresionante formación educativa que le llevó a formar parte de la industria.

El regulador asistió a la "Pontificia Universidad Javeriana" entre 1988 y 1993, donde se centró en la administración de empresas y la gestión financiera. A partir de aquí, Hidalgo continuó sus estudios y se especializó en alta gerencia en la Universidad de los Andes.

Just like the other four seasoned veterans, Mr. Hidalgo has an impressive and extensive educational background which surely helped him achieve major success in his career. Before actually being appointed as President of Coljuegos, Mr.Hidalgo advised the Minister of Mines and Energy’s office taking on the project of the design and implementation of the new general royalty system.

The accomplished South American also worked as a commercial manager of the Financing Fund in the Agricultural sector. If this was not enough, Mr. Hidalgo also acted as head of the Investment and Treasury division as well as spearheading the marketing department of the Territorial Development Finance Company. On top of all these incredible achievements, the president of Coljuegos also managed a number of companies within the private sector. Reading that list alone indicates the type of work ethic he has, a work ethic he has definitely put into practice as President of Coljuegos as he has been involved in leading successful operations regarding illegal gambling operations in Colombia.

De la misma forma que los otros cuatro veteranos experimentados, el Sr. Hidalgo tiene una impresionante y extensa formación que seguramente le ha ayudado a lograr grandes éxitos en su carrera. Antes de ser nombrado presidente de Coljuegos, Hidalgo asesoraba a la oficina del ministro de Minas y Energía, que se encargaba del proyecto de diseño e implementación del nuevo sistema general de regalías. El consumado sudamericano también ha trabajado como gerente comercial del Fondo de Financiación en el sector agrícola. Por si aún no te parece suficiente, también ha tenido el cargo de jefe de la división de Inversiones y Tesorería, además de encabezar el departamento de comercialización de la Compañía Financiera de Desarrollo Territorial. Además de todas estas increíbles hazañas, el presidente de Coljuegos también ha dirigido varias empresas del sector privado. Todos estos cargos nos indican el tipo de ética de trabajo que tiene, una ética que sin duda ha puesto en práctica como Presidente de Coljuegos, teniendo en cuenta que se ha involucrado en la dirección de exitosas operaciones relacionadas con el juego ilegal en Colombia.

Upon his appointment in 2016, Mr.Hidalgo immediately stamped his authority. In that same year, he supervised Colombia’s online gaming regulation. This type of legislation was the first of its kind in the LatAm market and has since opened the floodgates for incredible growth. Mr. Hidalgo’s appointment as president has not only influenced the gaming market but he has also aided Colombia’s healthcare system, contributing to around 70 billion pesos in 2019 due to the newly regulated market.

Tras ser nombrado en 2016, el Sr. Hidalgo demostró su autoridad inmediatamente. Ese mismo año, supervisó la regulación de los juegos en línea de Colombia. Este tipo de legislación fue la primera de su clase en el mercado latinoamericano y desde entonces ha abierto las puertas a un crecimiento increíble. El nombramiento de Hidalgo como presidente no solo ha influido en el mercado de los juegos de azar, sino que también ha ayudado al sistema de salud de Colombia y contribuyó con alrededor de 70.000 millones de pesos en 2019 gracias a un nuevo mercado regulado.

Apart from overseeing major milestones in the LatAm market, such as the first president to bring regulated sports betting, Mr. Hidalgo has a reputation of listening to operator needs, communicating the benefits of the industry to the public and making sure LatAm keep up with global trends. Therefore, Juan Perez Hidalgo is one of, if not, the most influential people in the Latin American market who has completely changed the industry in that specific market and his work ethic and commitment to do this deserves the utmost appreciation.

Además de supervisar las mayores hazañas del mercado latinoamericano, durante su cargo como presidente se encargó de regular las apuestas deportivas. El Sr. Hidalgo tiene la reputación de escuchar las necesidades de los operadores, comunicar los beneficios de la industria al público y asegurarse de que América Latina se mantenga al día con las tendencias mundiales. Por lo tanto, Juan Pérez Hidalgo es una de las personas, si no la más influyente, del mercado latinoamericano que ha revolucionado completamente la industria en ese mercado concreto y su ética de trabajo y compromiso para hacerlo merecen un aprecio muy grande.

57

THE PERFORMANCEDRIVEN ANALYTICAL EXPERT. 绩效驱动的分析专家

ALIDAD TASH 58

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Alidad Tash joined the gaming industry without initially intending to. After receiving master’s degrees in Mechanical Engineering and Statistics from UCSB and USC, he worked in the medical statistics field, before joining the banking industry. In 2000, while working for a Las Vegas-based credit card company, he was approached by a headhunter who asked if he wanted to work for a casino. When asked where, the caller refused to reveal his client’s identity, so Alidad said no and hung up. But the recruiter called back, asking what he had to lose since the client was also in Las Vegas. Alidad relented and agreed to an interview which went unexpectedly well, leading to him joining Venetian Las Vegas. The gaming industry turned out to be very different from banking, requiring much longer hours, but teeming with colorful people; ultimately more rewarding.

A few years later, Alidad was asked to travel to Macao to assist in preparation for Venetian Macao’s opening. When the head of marketing there unexpectedly asked him to join them, Alidad’s reaction was a polite no, stating that he enjoyed his job and life in Las Vegas, he had no desire to move halfway across the world.

The marketing head was persistent however – like the headhunter before – and over the next few months kept checking in with him, citing the career advancement advantages of moving there.

Eventually he made Alidad an offer he couldn’t refuse.

Alidad moved to Macao in 2006, starting with casino marketing analysis at Sands Macao. Once Venetian Macao opened in 2007, his team expanded its responsibilities, overseeing analytics in all areas of the integrated resort, before starting Macao’s first casino telemarketing team.

It was during a 2007 competitor analysis trip to Malaysia that Alidad had his first encounter with no-commission baccarat. It was identical to traditional baccarat, except it replaced the time-consuming and unappealing 5% commission with something much simpler. Upon his return to Macao, Alidad pushed for more NCB tables. Eventually, reluctant casinos throughout Macao recognised NCB’s superiority, and converted nearly all their traditional mass baccarat tables.

Players enjoy that it’s both faster and commission-free yet doesn’t require learning new rules. Dealers like it since they commit less errors due to fewer commission calculations, and finally, casino enjoy making 33% more in NCB revenue versus the traditional variety. In 2019 alone, casinos won an additional US$4 billion because they featured NCB versus traditional baccarat.

In 2010, Alidad, along with 20 members of his team moved to Melco. As senior vice president of gaming operations & strategy, he oversaw 5,000+ gaming operations and analytics employees once Studio City opened. During his six years there, CoD became the ultimate premium mass destination, featuring Macao’s highest hold percentage and most productive mass table games.

In 2017, Alidad left Melco to form 2NT8 Limited, a casino and integrated resort consultancy serving existing and future IRs in Japan, Korea, Greece, and other locations.

Alidad often thanks his lucky stars that the recruiter and the marketing head were so persistent.

ALIDAD TASH最初并没有加入博弈产业的打算。 在获得

UCSB和南加州大学的机械工程和统计学硕士学位后，他 曾在医学统计领域工作，之后加入银产业。 2000年，当他 在拉斯维加斯的一家信用卡公司工作时，有猎头公司找

到他，问他是否想在赌场工作。 当被问及在哪里工作时， 电话那头拒绝透露客户的身份，于是ALIDAD拒绝，便挂

断了电话。 但招聘人员又打来电话，他说，客户也在拉斯 维加斯，接受难道会有什么损失？ALIDAD屈服了，同意

面试；面试出乎意料的顺利，他加入了拉斯维加斯威尼斯 人。 博弈业与银产业截然不同，需要更长的工作时间，但 充斥着丰富多彩的人群；最终，获益更多。

几年后，ALIDAD应邀前往澳门，协助筹备澳门威尼斯

人的开业。 当那里的营销负责人出乎意料邀请其加入

时，ALIDAD婉拒了，他表示自己很喜欢在拉斯维加斯的

工作和生活，不想搬到半个地球外。 不过，这位市场部负

责人很执着——就像之前的猎头一样，在接下来的几个月 里，他不断向ALIDAD分析情况，列举搬到那里的职业发

展优势。 最终，向ALIDAD开出了一个无法拒绝的条件。

ALIDAD于2006年移居澳门，先在澳门金沙从事赌场市场

分析工作。 2007年澳门威尼斯人开业后，他的团队扩大了 职责范围，负责监督综合度假区所有领域的分析工作，然 后成立了澳门第一个赌场电话营销团队。

直到2007年前往马来西亚进行竞争对手分析时，ALIDAD 才第一次接触到无佣金百家乐（NCB）。 它与传统的百家 乐一模一样，只是用更简单的东西取代了费时费力又不 吸引人的5%佣金。 回到澳门后，ALIDAD推动了更多的

NCB赌桌游戏。 最终，全澳门赌场都不情愿地认识到了

其优越性，并几乎将所有的传统大众百家乐桌都改成了

NCB桌。 其受玩家喜爱，既快速又无佣金，更不需要学习 新规则；也受庄家喜欢，他们因为较少的佣金计算，减少

犯错率，最后，赌场通过NCB比传统游戏多赚取33%的收

入。 仅在2019年，赌场就因为特色NCB与传统百家乐而多 赢了40亿美元。

2010年，ALIDAD和他的团队的20名成员一起搬到了新濠 天地。 作为博弈运营与战略的高级副总裁，他在STUDIO

CITY开业后就负责管理5000多个博弈运营和分析员工。 在那里的6年时间里，COD成为了终极的高端大众化目的 地，拥有澳门最高的持有率和最高效的大众化桌游。

2017年，ALIDAD离开新濠天地，成立了2NT8有限公司， 这是一家赌场和综合度假村咨询公司，为日本、韩国、希 腊等地现有和未来的综合度假村服务。

至今，ALIDAD经常感谢自己的幸运星，感谢那些招聘人 员和营销负责人的坚持。

59

THE CONSULTANCY KING. LE ROI DES CONSEILS

ANDREW TOTTENHAM 60

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Andrew Tottenham has a long history in the gaming world, both in operations and development. He has served as a consultant in the industry since 1986 when he built and founded his own prestigious consultancy firm which specialises in international gaming, called Tottenham and Co. Andrew Tottenham’s expertise in the online gambling industry enables him to assist in the development of strategy for online gambling companies and manage the development of several online casino projects.

Mr. Tottenham has managed and owned a number of casinos and also worked for the world renowned Caesars Entertainment as Head of European Development as well as having a stint with Las Vegas Sands spearheading their multibillion-dollar project in Spain. These roles and projects are all impressive feats achieved by an expert with more than 30 years' experience under his belt. In addition to these achievements, Andrew Tottenham’s firm advises a long list of major players in the gaming industry, namely; Caesars Entertainment, Las Vegas Sands, MGM Resorts International and IGT to name just a few. Albeit a company in the UK, Tottenham and Co has a global reach with clients in every continent including in the Asian, European and American markets.

It is quite impressive how Mr. Tottenham has adapted and overcame so many changes and challenges that the industry brings. His awareness about the everchanging industry was shown in 2014 when Tottenham and Co reformed. Mr. Tottenham’s experience with Caesars Entertainment and Las Vegas Sands had come to an end and, after a 10-year hiatus, Tottenham and Co underwent restructuring. This put the consultancy firm in a great position. Andrew Tottenham had returned to the company with greater knowledge and an arsenal of new expertise, particularly in development strategy, high level government negotiations and multi-billion-dollar resort developments. This enabled the company to offer a new range of services to further strengthen their position as one of the top consultancy firms in the world.

These services include; business strategy and market entry strategy formulation, development planning and implementation, business reviews, M&A, feasibility and market studies just to mention a few!

It is without a doubt that the gaming industry and many companies within the industry have benefitted immensely from Andrew Tottenham’s knowledge. One will only need to look at the Las Vegas project in Spain and the many strategic plans he has developed for online and landbased gaming companies. His know-how and ability to adapt to advancements in technology within the industry deserves to be honoured.

Feature 专题报道

Andrew Tottenham a une grande expérience dans le monde des jeux d’argent, tant au niveau des opérations que du développement. Il est conseiller dans ce secteur depuis 1986, date à laquelle il a créé et fondé sa propre société de conseil prestigieuse spécialisée dans les jeux d’argent internationaux, appelée Tottenham and Co. L'expertise d'Andrew Tottenham dans le secteur des jeux d’argent en ligne lui permet d'aider les sociétés de jeux d’argent en ligne à élaborer des stratégies et de gérer le développement de plusieurs projets de casinos en ligne.

M. Tottenham a géré et possédé plusieurs casinos et a également travaillé pour la société de renommée mondiale Caesars Entertainment en tant que Responsable du Développement Européen. Il a également travaillé avec Las Vegas Sands, qui a mené son projet de plusieurs milliards de dollars en Espagne. Ces rôles et projets sont tous des exploits impressionnants réalisés par un expert ayant plus de 30 ans d'expérience à son actif. En plus de ces réalisations, le cabinet d'Andrew Tottenham conseille une longue liste d'acteurs majeurs de l'industrie des jeux d’argent, notamment Caesars Entertainment, Las Vegas Sands, MGM Resorts International et IGT pour n'en citer que quelques-uns. Bien qu'elle soit une société britannique, Tottenham and Co a une portée mondiale avec des clients sur tous les continents, y compris sur les marchés asiatique, européen et américain.

Il est assez impressionnant de voir comment M. Tottenham s'est adapté et a surmonté tant de changements et de défis. Sa conscience de l'évolution constante du secteur s'est manifestée en 2014, lors de la réforme de Tottenham and Co. L'expérience de M. Tottenham avec Caesars Entertainment et Las Vegas Sands avait pris fin et, après une interruption de 10 ans, Tottenham and Co a été restructurée. Andrew Tottenham était revenu dans l'entreprise avec des connaissances plus approfondies et un arsenal de nouvelles compétences, notamment en matière de stratégie de développement, de négociations gouvernementales de haut niveau et de développement de complexes hôteliers valant plusieurs milliards de dollars. Cela a permis à l'entreprise de proposer une nouvelle gamme de services pour renforcer sa position parmi les meilleurs cabinets de conseil au monde. Ces services comprennent la formulation de stratégies commerciales et de stratégies d'entrée sur le marché, la planification et la mise en œuvre du développement, les analyses commerciales, les fusions et acquisitions, les études de faisabilité et de marché, pour n'en citer que quelques-uns !

Il ne fait aucun doute que les connaissances d'Andrew Tottenham ont été bénéfiques pour l’industrie des jeux d’argent et de nombreuses entreprises du secteur. Le projet de Las Vegas en Espagne et les nombreux plans stratégiques qu'il a élaboré pour les sociétés de jeux d’argent en ligne et terrestres en témoignent. Son savoir-faire et sa capacité à s'adapter aux avancées technologiques de l'industrie méritent d'être honorés.

61

64

MACAU. PHILIPPINES. SINGAPORE. IR concentration

IR concentration

VEGAS. ATLANTIC CITY.

gap in between

MALTA?

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

THE CASE FOR

MALTA

HOSTING EUROPE’S

THIRD IR CUEILLIR LE LE PROJET DE MALTE D’AC TÉGRÉ D'EUROPE. IN E EX PL M CO E M IÈ IS O TR

65

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

ALTHOUGH EUROPE IS THE THIRD LARGEST REGION FOR GAMING GLOBALLY, WHEN IT COMES TO LANDBASED CASINO DEVELOPMENTS, THE MARKET IS LESS ATTRACTIVE THAN ASIA. MALTA, BEING THE HUB FOR IGAMING IN EUROPE, IS INEVITABLY CONSTRAINING THE REVENUE POTENTIAL THAT AN IR CAN BRING. IN THIS CO-AUTHORED ARTICLE, SIGMA’S FOUNDER EMAN PULIS, TOGETHER WITH ALIDAD TASH, MANAGING DIRECTOR OF 2NT8 LIMITED, DISCUSS MALTA’S POTENTIAL IN HOSTING EUROPE’S THIRD IR.

An integrated resort (IR) is a term that refers to a concept of a casino and a hotel, along with a multitude of amenities all found within one resort.

It is a simple concept: by having multiple destinations under one roof, patrons save the transportation time to get from one venue to another, especially if they’re new to the city. By not leaving and concentrating their time in one location, they allow the visitor to spend more time trying different things.

The proximity has an added benefit: patrons get to experience additional activities that they had not initially planned to. One such venue is the casino, which by its proximity, gets to constantly tempt patrons as they dine, shop, attend conventions, or stay at the hotel. And unlike stand-alone casinos, patrons who partook in gaming activity can claim that they were visiting the IR, instead of having to mention the casino specifically.

The Mirage hotel, built on the Las Vegas Strip in 1989 by Steve Wynn, was perhaps the first integrated resort, although the term was popularised two decades later in Singapore. The Mirage revolutionised Las Vegas, turning gamblers-only male-dominated casinos into family-friendly resorts featuring great dining, shows, shopping, conventions and other recreational activities. Before Mirage, a typical (male) gambler was reluctant to take his family to Las Vegas, since the city lacked the myriad nongaming activities that it features today.

BIEN QUE L'EUROPE SOIT LA TROISIÈME RÉGION DU MONDE POUR LES JEUX D'ARGENT, LORSQU'IL S'AGIT DE DÉVELOPPER DES CASINOS TERRESTRES, LE MARCHÉ EST MOINS ATTRAYANT QUE L'ASIE. MALTE, ÉTANT LE PÔLE DES JEUX D'ARGENT EN LIGNE EN EUROPE, LIMITE INÉVITABLEMENT LE POTENTIEL DE REVENUS QU'UN COMPLEXE INTÉGRÉ (IR EN ANGLAIS, DE INTEGRATED RESORT) PEUT APPORTER. DANS CET ARTICLE COÉCRIT, EMAN PULIS, LE FONDATEUR DE SIGMA, ET ALIDAD TASH, DIRECTRICE GÉNÉRALE DE 2NT8 LIMITED, DISCUTENT DU POTENTIEL DE MALTE À ACCUEILLIR LE TROISIÈME IR D'EUROPE.

Un complexe intégré (IR) est un terme qui fait référence à un concept de casino et d'hôtel, ainsi qu'à une multitude de commodités que l'on trouve toutes dans le complexe.

Le concept est simple : en ayant plusieurs destinations sous un même toit, les clients économisent le temps de transport pour se rendre d'un endroit à l'autre. En ne partant pas et en concentrant leur temps dans un seul endroit, cela permet aux visiteurs de passer plus de temps à essayer différentes choses.

La proximité a un avantage supplémentaire : les clients peuvent faire l'expérience d'activités supplémentaires qu'ils n'avaient pas prévues au départ. L'un de ces lieux est le casino, qui, par sa proximité, ne cesse de tenter les clients lorsqu'ils dînent, font des achats, assistent à des congrès ou séjournent à l'hôtel. Et contrairement aux casinos autonomes, les clients qui ont joué dans le casino peuvent prétendre qu'ils visitaient le IR, au lieu de devoir mentionner le casino.

L’hôtel “The Mirage”, construit à Las Vegas Strip en 1989 par Steve Wynn, a peut-être été le premier complexe intégré, bien que le terme ait été popularisé deux décennies plus tard à Singapour. The Mirage a révolutionné Las Vegas, en transformant les casinos dominés par les hommes en des lieux complexes pour les familles, avec de bons restaurants, des spectacles, du shopping, etc. Avant The Mirage, le joueur (masculin) était réticent à emmener sa famille à Las Vegas, car la ville n'offrait pas d'activités non liées aux jeux qu'elle propose aujourd'hui.

67

“Malta has to adhere to Shengen rules before issuing any visas to third country nationals like Chinese players. As a nation we can overcome this small disadvantage by working hand-in-hand with junkets”

Soon, establishments up and down the Las Vegas

machines. Athens, Greece will follow a couple of

Strip copied the Mirage, blowing up old casinos,

years later, hosting INSPIRE Athens, an IR twice as

and replacing them with larger IRs. MGM Grand,

large, by Mohegan Gaming & Entertainment.

featuring 5,500 hotel rooms was built in 1995, followed by The Bellagio (again by Steve Wynn) in 1998, Sheldon Adelson’s Venetian in 1999, and Wynn Las Vegas (Steve Wynn’s third IR on the Strip) just to name a few.

Given its 600 million population and $20 trillion GDP in 2019, a healthy middle class with lots of disposable income, it stands to reason that it

A decade later, Adelson took the IR concept from

can support more IRs, especially since the two

Las Vegas and super-sized it overseas, first at The

upcoming IRs are both located in southeast of

Venetian Macao in 2007 (featuring a whopping 850

Europe, far from the rest of Europe.

gaming tables), and three years later at Singapore’s iconic Marina Bay Sands. Both IRs became instant

MALTA: ENDLESS OPPORTUNITIES

success stories, significantly boosting mass and

After Singapore awarded IR licenses to Marina Bay

high-end international visitation, with the induced

Sands and Resorts World Sentosa – which both

tourists spending money in both gaming and nongaming activities. Other Asian jurisdictions such as the Philippines or South Korea followed with their own IRs, while other locations, such as Japan, are planning them.

WHAT ABOUT EUROPE?

opened in 2010 – it was rewarded with a huge boost to its tourism industry, which can serve as a case study for Malta. With Integrated Resorts, visitors do not travel to a city, then pick the hotel.

Instead, visitors pick the Integrated Resort directly, almost irrespective of location. The potential for Malta is unique in attracting a new niche of tourism.

Europe has 1,700 casinos, spread across 50

Think about a piece of land, such as White Rocks,

territories, of which five are home to at least 100

MFCC in Ta’ Qali, or Smart City, where development

casinos, yet given the success of IRs across the

concession has already been granted, and sprinkle it

gaming world, it is surprising that Europe does not

with opportunities.

have an IR yet. Afterall, it’s been more than 30 years since The Mirage opened with a bang, followed by one success after another in Asia.

68

BUT ARE TWO IRS ENOUGH FOR EUROPE?

There will be no need to sacrifice any more of Malta’s beautiful green spaces for this project.

This project can create several jobs boosting

There are two IRs planned: CoD Mediterranean is

the economy in the region. All three regions

set to open one in Cyprus in 2023, featuring 500

mentioned above have infrastructural pros and

hotel rooms, 100 gaming tables and 1,000 slot

cons, which we shall cover in another issue.

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

“Malte doit se conformer aux règles de l'espace Shengen avant de délivrer un visa à des ressortissants de pays tiers comme aux joueurs chinois. En tant que nation, nous pouvons surmonter ce petit désavantage en travaillant main dans la main avec les junkets”

Récemment, des établissements du Strip de Las Vegas ont copié The Mirage, en remplaçant de vieux casinos par des IR plus importants. Comme le MGM Grand, construit en 1995 et avec 5 500 chambres d'hôtel, suivi du Bellagio (toujours par Steve Wynn) en 1998, du Sheldon Adelson's Venetian en 1999 et du Wynn Las Vegas (le troisième IR de Steve Wynn sur le Strip).

Dix ans plus tard, Adelson a repris le concept de l'IR de Las Vegas et l'a étendu à l'étranger, d'abord à The Venetian Macao en 2007 (avec 850 tables de jeu), puis trois ans plus tard à l'emblématique Marina Bay Sands de Singapour.

Ces deux IR ont connu un succès instantané, augmentant considérablement le nombre de visiteurs internationaux, les touristes étant incités à dépenser de l'argent dans des activités de jeu et autres. D'autres pays asiatiques, comme les Philippines ou la Corée du Sud ont suivi avec leurs propres IR, le Japon, lui, les planifie.

QU'EN EST-IL DE L'EUROPE ?

L'Europe compte 1700 casinos, répartis sur 50 territoires, dont cinq abritent au moins 100 casinos. Pourtant, étant donné le succès des IR dans le monde des jeux d’argent, il est surprenant que l'Europe ne dispose pas encore de IR. Après tout, cela fait plus de 30 ans que The Mirage a ouvert ses portes, suivi d'un autre succès en Asie.

Deux IR sont prévus : Le CoD Mediterranean à Chypre en 2023, avec 500 chambres d'hôtel, 100 tables de jeu et 1 000 machines à sous, et, plus tard, à Athènes, en Grèce, le INSPIRE Athens, un IR deux fois plus grand, de Mohegan Gaming & Entertainment.

MARINA BAY SANDS SINGAPORE

SENTOSA ISLAND SINGAPORE

DEUX IR SONT-ILS SUFFISANTS POUR L'EUROPE? Compte tenu de ses 600 millions d'habitants, de son PIB de 20 000 milliards de dollars en 2019 et d’une classe moyenne en bonne santé avec beaucoup de revenus disponibles, l’Europe peut soutenir davantage de IR, d'autant plus que les deux IR à venir sont tous deux situés dans le sud-est de l'Europe, loin du reste de l'Europe.

MALTE : DES POSSIBILITÉS INFINIES Après que Singapour ait accordé des licences IR à Marina Bay Sands et à Resorts World Sentosa (ouverts en 2010) elle a été récompensée par un énorme coup de pouce à son industrie touristique, qui peut servir d'étude de cas pour Malte. Avec les Complexes Intégrés, les visiteurs choisissent directement le centre de villégiature intégré, presque indépendamment de l'endroit où ils se trouvent. Le potentiel de Malte est unique pour attirer un nouveau créneau touristique. Pensez à un terrain, comme White Rocks, MFCC à Ta' Qali, ou Smart City, où une autorisation de développement a déjà été accordée, et saupoudrez le tout d'opportunités.

Il ne sera plus nécessaire de sacrifier les magnifiques espaces verts de Malte pour ce projet, car il peut générer plusieurs emplois, ce qui stimulera l'économie de la région. Les trois régions mentionnées ci-dessus ont des avantages et des inconvénients en matière d'infrastructures, que nous aborderons dans un autre numéro.

69

SiGMA, as the company best poisted to attract MICE business in Malta, desperately needs a convention centre; one that is not merely a rain water-dripping tent but a multipurpose, financially beneficial, multipurpose centre that can be used for concerts, shows, conferences and expos. Such a venue would also be able to attract new business that, at the moment, cannot consider Malta given lack of proper facilities. Such centre can also be included as part of the Integrated Resort architectural plan. With the land already in place, the perfect climate for visitors and gaming laws at hand, this project can very easily move forward. Hence, the Integrated Resort in Malta would be different from the one in Cyprus or Greece, because the focus would primarily be to incentivise MICE business.

WHY IN MALTA? Malta is geopolitically located between three continents, in the heart of the Mediterranean. This

SiGMA, la société qui a le mieux réussi à attirer les entreprises MICE à Malte, a désespérément besoin d'un centre de convention qui soit polyvalent, financièrement avantageux, qui peut être utilisé pour des concerts, des spectacles, des conférences et des expositions. Un tel lieu serait également en mesure d'attirer de nouvelles entreprises qui, pour l'instant, ne peuvent pas envisager de s'implanter à Malte en raison du manque d'installations adéquates. Avec le terrain déjà en place, le climat parfait pour les visiteurs et les lois sur les jeux d’argent à portée de main, ce projet peut très facilement aller de l'avant. Par conséquent, le Complexe Intégré de Malte serait différent de celui de Chypre ou de la Grèce, car l'objectif principal serait d'encourager les entreprises du secteur des jeux d'argent.

POURQUOI À MALTE ?

Malte est géopolitiquement située entre trois continents, au cœur de la Méditerranée. Cet atout doit être exploité au maximum. Le fait qu'il n'existe aucun complexe intégré en Europe du Nord ou de l'Ouest, ou au Moyen-Orient, est un grand avantage. À Malte, des lois visant à attirer les bons investissements sont déjà appliquées. À l'heure actuelle, les casinos terrestres de Malte paient 36 % de taxes, mais ils n’en paieraient que 7 % si les casinos

70

asset should be maximised. The fact that no integrated resorts exist in Northern or Western Europe, or the Middle East is an obvious big advantage.

In Malta, laws to attract the right investment are already implemented. As of now, brick and mortar casinos in Malta pay 36% in taxes, but if junkets were to come in the picture, the government would only tax casinos located inside integrated resorts 7% gaming tax. With this attractive law in place, one of the lowest worldwide, investors would flack to the island, as well as tourists who would be offered better deals The fact that Malta already has dormant licences in place is another benefit, since there will be no need to negotiate with the government over new licences.

Therefore, the process would be to acquire licences of existing dormant casinos, a Malta-based example of this area of study would be Casino Di Venezia in Malta.

étaient situés à l'intérieur des complexes intégrés. Avec cette loi attrayante, l'une des plus basses au monde, les investisseurs afflueraient sur l'île, ainsi que les touristes qui se verraient proposer de meilleures offres.

Le fait que Malte ait déjà mis en place des licences dormantes est un autre avantage, puisqu'il ne sera pas nécessaire de négocier avec le gouvernement au sujet de nouvelles licences. Par conséquent, le processus consisterait à acquérir les licences des casinos dormants existants. Un exemple de ce domaine d'étude à Malte serait le Casino Di Venezia à Malte.

MALTE PEUT-ELLE RENCONTRER DES PROBLÈMES? Les visas Shengen constituent un léger désavantage pour Malte par rapport aux voyageurs se rendant à Chypre. En obtenant un visa Shengen, on peut voyager jusqu'à 90 jours par séjour à des fins touristiques et commerciales. Comme Malte fait partie de l’espace Shengen, l'île doit se conformer à ses règles avant de délivrer un visa à des ressortissants de pays tiers comme aux joueurs chinois. En d'autres termes, un joueur chinois aura probablement plus de facilité à obtenir un visa pour se rendre à Chypre parce qu'il ne fait pas partie de l’espace Shengen, ce qui désavantage l'île par rapport à Chypre. En tant que nation, nous pouvons surmonter ce petit désavantage en travaillant main dans la main avec les junkets.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

WHITE ROCKS?

SMART CITY?

MFCC?

71

“Malta checks the boxes and should be considered a serious contender for an IR”

CAN MALTA ENCOUNTER ISSUES? One issue putting Malta at a slight disadvantage over travellers going to Cyprus is the Shengen visas.

By acquiring a Shengen visa, one can travel up to 90 days per stay for tourism and business purposes.

Since Malta is part of Shengen, the island has to adhere to its rules before issuing any visas to third country nationals like Chinese players. In other words, a Chinese player will likely find it easier to

economically stable. It is a member of the European Union, and provides one of the lowest effective corporate taxes in Europe.

• It has a government that is nimble, unafraid to take risks, and has been on the forefront in regulating new environments. This is evidenced via its early adaptation of Blockchain, AI and online gaming.

• Being the smallest E.U. member is an advantage,

get a visa to go to Cyprus because they are not part

since the IR would only have to deal with one

of Shengen than to go to Malta, putting the island

layer of government; this was the case in

at a disadvantage over Cyprus. As a nation we can

Macao and Singapore. By contrast, in Japan,

overcome this small disadvantage by working hand

IR companies have to go through bureaucratic

in hand with junkets.

hoops at the Federal level, the prefecture (state)

ALL YEAR-ROUND INVESTMENT The kind of tourists this project would attract would be appropriate for the location of the IR. Economic

level and the city level, which are not necessarily aligned. This in part explains the long delays in the IR process in Japan.

• Malta has practiced hospitality and tourism

income is to be generated in that area all year round

for centuries, welcoming Europeans, North

since this will be a great tourist attraction. For people

Africans and Middle Easterners. The multilingual

who aren’t looking to come to Malta to go to the

workforce is an added benefit too.

beach, or go sightseeing, this IR would be a perfect location for an all year-round investment.

This is crucial since the warmth of a culture cannot be transformed overnight. Malta checks the boxes in

Meetings, Incentives, Conferences and Exhibitions

the items listed above, and should be considered a

(MICE events) are usually centred on a theme

serious contender for an IR. If it were to host an IR,

or topic and are aimed at professional interest

it stands to gain significant and year-round affluent

groups. Implementing MICE events and services into

visitation, as well as thousands of jobs.

an IR will definitely secure long-term growth which will be valuable to the economy and the country as a whole. MICE tourists have more spending power than casual tourists, and will generate huge economic revenue within that area all year round.

72

• Malta’s government is politically and

With the right investors from both East and West, Malta is in a unique position to pull this off, generating thousands of new jobs without taking away anything from the current hotel industry. We know for fact that there is goodwill from the private

Malta is the ideal place for Europe’s third IR:

sector to invest in excess of half a Billion Euro and

• Malta is in the warm Mediterranean, further west

it seems that Government is willing to listen to such

than Cyprus and Greece, thus closer to the more

investment opportunities. The clock is ticking; and

affluent western areas. Its location would provide

time will tell whether all stakeholders are willing to

a geographical monopoly.

embrace such a project in Malta.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

DES INVESTISSEMENTS TOUT AU LONG DE L'ANNÉE Le type de touristes que ce projet attirerait serait approprié pour l'emplacement du IR. Des revenus économiques doivent être générés dans cette région tout au long de l'année, car il s'agira d'une grande attraction touristique. Pour les personnes qui ne cherchent pas à venir à Malte pour aller à la plage ou faire du tourisme, cet IR serait un endroit parfait pour un investissement tout au long de l'année.

Les réunions, conférences et expositions (événements MICE) sont généralement centrées sur un thème ou un sujet et s'adressent à des groupes d'intérêt professionnels. La mise en œuvre d'événements et de services MICE dans un IR assurera certainement une croissance à long terme qui sera précieuse pour l'économie et le pays. Les touristes MICE ont un pouvoir d'achat plus important que les touristes occasionnels et génèrent d'énormes revenus économiques dans cette région tout au long de l'année.

“Malte coche les cases des points énumérés ci-dessus et doit être considérée comme un sérieux candidat pour un IR” Malte est l'endroit idéal pour le troisième IR d'Europe : • Malte se trouve dans la Méditerranée, plus à l'ouest que Chypre et la Grèce, donc plus près des zones occidentales plus riches : monopole géographique.

• Le gouvernement de Malte est politiquement et économiquement stable. Il est membre de l'Union européenne et offre l'un des impôts sur les sociétés les plus bas d'Europe.

• Elle dispose d'un gouvernement agile, qui n'a pas peur de prendre des risques et qui a été à l'avant-garde de la réglementation des nouveaux secteurs, comme en témoignent l'adaptation précoce de la Blockchain, de l'IA et des jeux d’argent en ligne.

• Le fait d'être le plus petit membre de l'UE est un avantage, puisque le IR n'aurait à traiter qu'avec un seul niveau de gouvernement ; ce fut le cas à Macao et à Singapour. En revanche, au Japon, les sociétés de IR doivent passer par des étapes bureaucratiques au niveau fédéral, de la préfecture (état) et de la ville, qui ne sont pas nécessairement harmonisés. Cela explique en partie les longs délais dans le processus de IR au Japon.

• Malte a cultivé l'industrie hôtelière et le tourisme pendant des siècles, en accueillant des Européens, des Nord-africains et des Moyen-Orientaux. La main-d'œuvre multilingue est également un avantage supplémentaire.

Ceci est crucial car la convivialité d'une culture ne se crée pas du jour au lendemain. Malte coche les cases des points énumérés ci-dessus, et doit être considérée comme un sérieux candidat pour un IR. Si elle devait accueillir un IR, elle pourrait bénéficier d'un nombre important de visiteurs fortunés tout au long de l'année, ainsi que de milliers d'emplois.

Avec les bons investisseurs de l'Est et de l'Ouest, Malte est dans une position unique pour y parvenir, en générant des milliers de nouveaux emplois sans rien enlever à l'industrie hôtelière actuelle. Nous savons pertinemment que le secteur privé est disposé à investir plus d'un demi-milliard d'euros et il semble que le gouvernement soit prêt à écouter de telles opportunités d'investissement. Le temps nous dira si toutes les parties prenantes sont prêtes à adopter un tel projet à Malte.

73

CASINO INSIDER

74

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

THE LANDSCAPE OF GAMBLING HAS COMPLETELY CHANGED DURING THE CURRENT CLIMATE. LAND-BASED CASINOS ACROSS THE WORLD ARE CONSTANTLY INTRODUCING NEW MEASUREMENTS AND REGULATIONS TO LIMIT THE SPREAD OF THE VIRUS. WITH A NUMBER OF CASINOS CLOSED AND OPERATIONS HALTED, CUSTOMERS HAVE MOVED TO ONLINE GAMBLING. NICK CHAPMAN, TURNKEY CASINO MANAGER AND CONSULTANT TO THE INDUSTRY, ANSWERS THE ALL-IMPORTANT QUESTION – WHAT DOES THE FUTURE HOLD FOR LAND-BASED CASINOS?

THE CASINO INSIDER PERSPECTIVE The relevant part of how we got here is lodged in the recent insider history of the Casino. To be succinct and roughly encapsulate many historic tables strategies: The more money and the quicker it is taken engenders a sense of accomplishment for those operating the house. Slots, by virtue of the accurate turnover number and relative certainty of their reporting do not suffer many of these inconsistencies. Despite this many in the industry measure and are measured on their short-term revenues. It may result in this type of revenue but ultimately it will be the market that determines their tolerance for his or her actions.

THE CUSTOMER EXPERIENCE Most would agree that this is where the battle for the heart and soul of the patron and his revenue is won and lost. However, the interpretation of how this experience is enhanced optimally differs greatly. These subjective views are informed by the background of the person having the opinion. Traditional customer service norms would dictate a knowledge of the players’ likes and dislikes and to proffer items compiled on the former list. Certainly, these can augment an experience but adrenaline and associated bodily responses are a primal game, and the experience the customer has sought out is rooted firmly in the odds or the return to player.

LE PAYSAGE DES JEUX D’ARGENT A COMPLÈTEMENT CHANGÉ CES DERNIERS TEMPS EN RAISON DE LA SITUATION ACTUELLE. LES CASINOS TERRESTRES DU MONDE ENTIER INTRODUISENT CONSTAMMENT DE NOUVELLES MESURES ET RÉGLEMENTATIONS POUR LIMITER LA PROPAGATION DU VIRUS. AVEC LA FERMETURE DE PLUSIEURS CASINOS ET L'ARRÊT DE LEURS ACTIVITÉS, LES CLIENTS SE SONT TOURNÉS VERS LES JEUX D’ARGENT EN LIGNE. NICK CHAPMAN, RESPONSABLE DE TURNKEY CASINO ET CONSULTANT AUPRÈS DU SECTEUR, RÉPOND À LA QUESTION ESSENTIELLE : QUEL EST L'AVENIR DES CASINOS TERRESTRES ?

LE POINT DE VUE DE CASINO INSIDER La partie pertinente de la façon dont nous sommes arrivés ici se trouve dans l'histoire récente des initiés du Casino. Pour être bref et résumer de nombreuses stratégies : Plus il y a d'argent et plus le joueur est pris rapidement, plus les exploitants ont le sentiment d'avoir accompli quelque chose. Les machines à sous, en raison du chiffre d'affaire précis et de la certitude relative de leur déclaration, ne souffrent pas de beaucoup. Malgré cela, nombreux sont ceux qui, dans le secteur, mesurent et sont mesurés en fonction de leurs revenus à court terme. Il peut en résulter ce type de revenus, mais en fin de compte, c'est le marché qui détermine leur tolérance à l'égard de leurs actions.

L'EXPÉRIENCE DU CLIENT La plupart des gens s'accordent à dire que c'est là que se gagne ou se perd la bataille pour le cœur et l'âme du mécène et ses revenus. Cependant, l'interprétation de la manière dont cette expérience est améliorée de manière optimale diffère grandement. Ces opinions subjectives sont influencées par les antécédents de la personne qui les exprime. Les normes traditionnelles de service à la clientèle imposent de connaître ce qu’aiment et n’aiment pas les joueurs et de proposer des articles compilés sur la première liste. Certes, ces éléments peuvent enrichir une expérience, mais l'adrénaline et les réactions corporelles associées sont un jeu primal, et l'expérience que le client a recherché est fermement ancrée dans la cote ou le retour au joueur.

75

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

CURRENT CHALLENGES

LES DÉFIS ACTUELS

Regulation and Responsible Gaming - if applied correctly should enhance the environment for operators and customers alike. Responsible Gaming, often seen as a hindrance by the industry should be embraced in order to protect its customers.

La réglementation et le jeu responsable - s'ils sont appliqués

The slowing economy The current performance of some governments across the globe doesn’t inspire confidence but the overall picture should improve as the economic cycle moves forward.

Le ralentissement de l'économie Les performances actuelles de

COVID-19 has been devastatingly disruptive. This has been exacerbated by the differing reactions at government levels, and the picture muddied by the conflicting news and purported evidence that abounds.

La COVID-19 a eu un effet dévastateur. Cette situation a

Online Gaming is not going to go away and is clearly

Les jeux d’argent en ligne ne vont pas disparaître et c'est

where the growth is. Those traditional operations that have embraced it are simply better positioned going forward. There is still time for these companies to branch out and embrace it or incorporate it into their existing business model. It doesn’t

clairement là que se situe la croissance. Les entreprises

require a huge leap of faith to see the connection between a traditional Pit and some online casino offerings.

d'entreprise existant. Développer certaines offres de casino en

“Online Gaming is not going to go away and is clearly where the growth is”

“Les jeux d’argent en ligne ne vont pas disparaître et c'est clairement là que se situe la croissance”

correctement - devraient améliorer l'environnement pour les opérateurs et les clients. Le jeu responsable, souvent considéré comme un obstacle par l'industrie, devrait être adopté afin de protéger ses clients. certains gouvernements dans le monde n'inspirent pas confiance, mais la situation générale devrait s'améliorer à mesure que le cycle économique avance. été exacerbée par les différentes réactions au niveau des gouvernements, et le tableau a été brouillé par les nouvelles contradictoires et les prétendues preuves qui abondent.

traditionnelles qui l'ont adopté sont tout simplement mieux positionnées pour l'avenir. Il est encore temps pour ces entreprises de se diversifier et de l'adopter ou de l'intégrer dans leur modèle ligne peut être très avantageux.

THE EFFECT OF TECHNOLOGY Technology has also improved the experience of traditional table games by offering progressives and side bets with varying volatility. Is enough being done to determine their effect on the customer experience?

L'EFFET DE LA TECHNOLOGIE

It is often the online casinos that appear ahead in their application of CRM. Despite the fact that traditional Casinos, with their business model and coalface interaction, should know more about their customer behaviour. Using this information to drive sustainable gaming in way that enhances the needs of their customers will determine the longevity of the traditional model.

pour déterminer leur effet sur l'expérience du client ?

THE BOTTOM LINE

CONCLUSION

The bottom line here is that people are not going to stop gambling. The way in which they do so is changing though - at a frightening speed. Traditional casinos will still be with us for some time to come, although their offering may have to evolve like that early Roulette wheel. Their continuing prosperity and extent of it however will depend on their ability to deliver a relevant and attractive experience to their individual markets. Also, in a way that remains competitive in the gambling market place

En fin de compte, les gens ne vont pas arrêter de jouer. Mais la

as a whole. That is going to require peripheral entertainment, diversifying into the online world, embracing technology and change with one key goal in mind: improving the customer experience through providing a value for money proposition.

des divertissements périphériques, une diversification dans le monde

La technologie a également amélioré l'expérience des jeux de table traditionnels en proposant des paris progressifs et des paris annexes avec une volatilité variable. Fait-on suffisamment d'efforts

Ce sont souvent les casinos en ligne qui apparaissent en tête dans leur application de la gestion de la relation client, même si les casinos traditionnels devraient en savoir plus sur le comportement de leurs clients. L'utilisation des informations pour promouvoir des jeux durables de manière à répondre aux besoins de leurs clients déterminera la longévité du modèle traditionnel.

manière dont ils le font évolue à une vitesse incroyable. Les casinos traditionnels vont encore durer un certain temps, même si leur offre devra peut-être évoluer comme la première roue de la roulette. La poursuite de leur prospérité et son ampleur dépendront toutefois de leur capacité à offrir une expérience pertinente et attrayante sur leurs marchés respectifs ainsi que d'une manière qui reste compétitive sur le marché des jeux d'argent dans son ensemble. Pour cela, il faudra en ligne, l'adoption de la technologie et des changements avec un objectif clé à l'esprit : améliorer l'expérience du client en offrant une proposition de valeur pour l'argent.

77

78

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

INVESTING IN INDIA: AN IGAMING NIRVANA भारत में निवेश: एक IGAMING निर्वाण WITH THE ADVENT OF COVID-19 LOCKDOWNS CULTIVATING A NEW WORLD OF ONLINE ENTERTAINMENT, INDIA’S GAMBLING MARKETS ARE THRIVING. HOWEVER, GROWTH BRINGS ABOUT CHALLENGES. JAYDEEP CHAKRAVARTTY, VICE PRESIDENT FOR MARKOR TECHNOLOGY BELIEVES THAT THE TIME IS RIGHT TO INTRODUCE REGULATION TO THIS BILLION DOLLAR INDUSTRY. कोविड-19 लॉकडाउन के आगमन के साथ ऑनलाइन मनोरंजन की एक नई दुनिया , भारत के जुआ बाजार फल-फूल रहे हैं। हालांकि, विकास चुनौतियों भी लाता है । मार्कर टेक्नोलॉजी के वाइस प्रेसिडेंट जयदीप चक्रवर्ती का मानना है कि इस अरब डॉलर के उद्योग के लिए नियमन लागू करने का सही समय है।

79

The wheel of time (also known as Kalachakra) is a concept found in several Indic traditions and philosophies which regard time as cyclical. Misery brought about by the COVID-19 pandemic is unimaginable. Our way of life was impacted, and the harsh lockdown which was imposed in many countries brought all industries to a standstill.

However, there is one industry - online gaming, which managed to beat this Kalachakra and not only survived but flourished during this pandemic.

BAD APPLES With 380M+ English speaking populations and with 750M+ Internet connections, India is fast becoming an attractive choice for gaming operators who are otherwise struggling with the ever-increasing regulations and increase in gaming taxes in regulated markets. With the acceptance of technology, internet has opened a new world for most Indians.

We are now relying on the internet for most of our daily life, and smart phones have become a part of our identity.

Gaming companies focusing on the Indian market saw a huge jump in traffic and player activities during the lockdown, as online gaming pushed its way into our bedroom and became a popular option for stay-at-home entertainment. Home Grown Ludo King became the most downloaded Gaming App in past 6 months beating PUBG (which has now been banned by the Indian Government due to security concerns).

Three verticals presently dominate the Indian Online

“Gaming companies focusing on the Indian market saw a huge jump in traffic and player activities during the lockdown”

RMG industry: Online Rummy (Key Players: Rummy Circle, Ace2three, Junglee Rummy etc.), Online Poker (Key Players: Adda52, Spartan Poker, PokerBaazi etc.)

Online gaming has also become a preferred entertainment

and Online Daily Fantasy Sports (Key Players: Dream11,

option for many Indians. However, due to lack of

MyTeam11, Halaplay etc.). Many of these companies have

regulations, a lot of fly by operators are now in the market.

raised capital and got investments, like The Chinese

An Eastern Europe based operator is using Bollywood

Technology giant, Tencent is a big investor in Dream11,

celebrities’ images in marketing banners without their

Matrix has invested in Ace2Three, Nazara Technologies

approval. A few well-known gaming brands with MGA and

have invested in Halaplay and so on.

UKGC licenses and following best practices in Europe are resorting to questionable marketing techniques. We have

THE PATH TO NIRVANA It is widely acknowledged that the betting market in India is worth hundreds of billions of dollars. No one has been able to provide a correct estimation as most of this market is underground. Cricket is not just a mere sport in India; it has become part of Indian culture. The Indian Premier League (IPL) was able to capitalise on the love for cricket

has been fired for paying out huge bonuses to players or that a KFC employee has left his job after winning huge amounts of money etc. which then links to these well-known gaming brands. It was very disheartening to see such reputed brands following morally questionable marketing practices as the market is not regulated.

and created a multi-billion-dollar cricket league. The rise

Gaming is always considered as entertainment. However,

of IPL also resulted in a multifold rise in betting in cricket

rogue operators or questionable marketing practices will

matches. There have been allegations of spot fixing, match

equate gaming with scams. There are already allegations

fixing, which is also linked with illegal betting activities and

of irregularities in cricket matches, which is then linked to

is considered blasphemous.

betting. This will further complicate the process of setting

The Law Commission of India on 5thJuly 2018 released a

80

seen ads claiming that the CEO of a listed gaming brand

up any gaming and sports betting regulation in India.

Report on “Legal Framework: Gambling and Sports Betting

As an industry, we should push for regulation as it

in India." The Commission prepared this report in pursuance

promotes responsible gaming, offers player protection,

of the Supreme Court's order, wherein the Apex Court

and generates tax for the government. Justice (retd) BS

had asked the Law Commission to study the possibility of

Chauhan, who chaired The Law Commission of India,

legalising betting in India. The Commission has recommended

had mentioned that "regulated gambling would ensure

regulating gambling and sports betting in India.

detection of fraud and money laundering."

Regulating sports betting and online gaming will not

The Indian gaming market is set to grow, and it will bring

only bring transparency in betting activities but will also

good rewards to those who follow the rule of law and offer

generate huge tax revenues for the government, which can

the same level of services, player protection and processes

then be spent on social causes.

that they follow in other regulated gaming markets.

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

समय का पहिया (जिसे कालचक्र के रूप में भी जाना जाता है) एक

आयोग ने सुप्रीम कोर्ट के आदेश के अनुपालन में यह रिपोर्ट तैयार

समय को चक्रीय के रूप में देखते हैं। कोविड-19 महामारी के बारे में

वैध बनाने की संभावना का अध्ययन करने को कहा था। आयोग ने

संकल्पना है जो कई इंडिक परंपराओं और दर्शनों में पाई जाती है जो लाया दुख अकल्पनीय है । हमारे जीवन के तरीके पर असर पड़ा, और कई देशों में लगाए गए कठोर लॉकडाउन ने सभी उद्योगों को ठहराव

दिया है। हालांकि, एक उद्योग है जिसका नाम -ऑनलाइन गेमिंग है , जो इस कालचक्र की हारने में कामयाब रहा ,और न केवल बच गया

की, जिसमें सुप्रीम कोर्ट ने विधि आयोग को भारत में सट्टेबाजी को भारत में जुआ और खेल सट्टेबाजी को विनियमित करने की सिफारिश की है।

खेल सट्टेबाजी और ऑनलाइन गेमिंग को विनियमित करने से न

बल्कि इस महामारी के दौरान फला-फूला।

केवल सट्टेबाजी गतिविधियों में पारदर्शिता आएगी बल्कि सरकार

भारतीय बाजार पर ध्यान केंद्रित करने वाली गेमिंग कंपनियों ने

पर खर्च किया जा सकता है ।

लॉकडाउन के दौरान यातायात और खिलाड़ी गतिविधियों में भारी उछाल देखा, क्योंकि ऑनलाइन गेमिंग ने हमारे बेडरूम में अपना रास्ता धकेल दिया और घर में रहने के मनोरंजन के लिए एक

लोकप्रिय विकल्प बन गया । होम ग्रोन लूडो किंग पिछले 6

महीनों में सबसे अधिक डाउनलोड किया गया गेमिंग ऐप बन गया, जो PUBG (जिसे अब भारत सरकार द्वारा सुरक्षा चिंताओं के कारण प्रतिबंधित कर दिया गया है)।

“भारतीय बाजार पर ध्यान केंद्रित करने वाली गेमिंग कंपनियों ने लॉकडाउन के दौरान यातायात और खिलाड़ी गतिविधियों में भारी तेजी देखी है ।”

के लिए भारी आमदनी भी उत्पन्न होगी, जिस से सामाजिक कारणों खराब सेब 380M + अंग्रेजी बोलने वाली आबादी और 750M + इंटरनेट

कनेक्शन के साथ, भारत तेजी से गेमिंग ऑपरेटरों के लिए एक

आकर्षक विकल्प बनता जा रहा है जो अन्यथा लगातार बढ़ते

नियमों और विनियमित बाजारों में गेमिंग टैक्स में वृद्धि के साथ संघर्ष कर रहे हैं। तकनीक की स्वीकृति के साथ ही इंटरनेट ने

ज्यादातर भारतीयों के लिए एक नई दुनिया खोल दी है। अब हम

अपने दैनिक जीवन के अधिकांश के लिए इंटरनेट पर भरोसा कर रहे हैं, और स्मार्ट फोन हमारी पहचान का एक हिस्सा बन गया हैं । ऑनलाइन गेमिंग भी कई भारतीयों के लिए पसंदीदा मनोरंजन

विकल्प बन गया है। हालांकि, नियमों की कमी के कारण अब बाजार में बाहुत ऑपरेटर हैं । एक पूर्वी यूरोप आधारित ऑपरेटर उनकी

मंजूरी के बिना विपणन बैनर में बॉलीवुड हस्तियों की छवियों का

उपयोग कर रहा है । एमजीए और यूकेजीसी लाइसेंस के साथ कुछ प्रसिद्ध गेमिंग ब्रांड और यूरोप में सर्वोत्तम प्रथाओं का पालन करना संदिग्ध विपणन तकनीकों का सहारा ले रहा है। हमने यह

दावा करते हुए विज्ञापन देखा हैं कि एक सूचीबद्ध गेमिंग ब्रांड

के सीईओ को खिलाड़ियों को भारी बोनस देने के लिए निकाल दिया तीन वर्टिकल वर्तमान में भारतीय ऑनलाइन आरएमजी उद्योग पर

गया है या कि एक केएफसी कर्मचारी ने भारी मात्रा में धन आदि

जंगली रम्मी,आदि), ऑनलाइन पोकर (प्रमुख खिलाड़ी: अड्डा 52

ब्रांडों से लिंक करता है। नैतिक रूप से संदिग्ध विपणन प्रथाओं के

(प्रमुख खिलाड़ी)। : ड्रीम 11, मई टीम 11, हलाप्ले आदि)। इनमें

बाजार नियंत्रित नहीं है।

हावी हैं: ऑनलाइन रम्मी (प्रमुख खिलाड़ी: रम्मी सर्कल, ऐस2थ्री,

जीतने के बाद अपनी नौकरी छोड़ दी है जो तब इन प्रसिद्ध गेमिंग

, स्पार्टन पोकर, पोकरबाज़ी ) और ऑनलाइन दैनिक फैंटसी खेल

बाद ऐसे प्रतिष्ठित ब्रांडों को देखना बहुत निराशाजनक था क्योंकि

से कई कंपनियों ने पूंजी जुटाई है और निवेश प्राप्त किया है, जैसे कि द चाइनीज टेक्नोलॉजी की दिग्गज कंपनी, टेनसेंट ड्रीम 11 में

एक बड़ा निवेशक है, मैट्रिक्स ने ऐस2थ्री में निवेश किया है, नज़ारा टेक्नोलॉजी ने हलाप्ले पर निवेश किया है और बहुत सारे ।

गेमिंग को हमेशा मनोरंजन माना जाता है। हालांकि, दुषट् ऑपरेटरों या

संदिग्ध विपणन प्रथाओं घोटालों के साथ जुआ खेलने समानता होगी

। क्रिकेट मैचों में अनियमितताओं के आरोप पहले से है,ं जो सट्टब े ाजी

से जुडे़ है।ं इससे भारत में किसी भी गेमिंग और स्पोर्टस ् बेटिंग रेगल ु श े न

निर्वाण का मार्ग

को स्थापित करने की प्रक्रिया और जटिल हो जाएगी।

यह व्यापक रूप से स्वीकार किया जाता है कि भारत में सट्टेबाजी का

एक उद्योग के रूप में, हमें विनियमन के लिए जोर देना चाहिए

में सक्षम नहीं है क्योंकि इस बाजार का अधिकांश हिस्सा भूमिगत

प्रदान करता है, और सरकार के लिए टैक्स उत्पन्न करता है।

का हिस्सा बन गया है। इंडियन प्रीमियर लीग (आईपीएल-IPL)

विधि आयोग की अध्यक्षता की थी, ने उल्लेख किया था कि

की क्रिकेट लीग का निर्माण किया। आईपीएल-IPL के उदय से

सुनिश्चित करेगा।

बाजार सैकड़ों अरबों डॉलर का है। कोई भी सही अनुमान प्रदान करने

क्योंकि यह जिम्मेदार गेमिंग को बढ़ावा देता है, खिलाड़ी सुरक्षा

है। भारत में क्रिकेट केवल एक खेल नहीं है; यह भारतीय संस्कृति

न्यायमूर्ति (सेवानिवृत्त) बीएस चौहान, जिन्होंने भारत के

क्रिकेट के प्रति प्रेम को भुनाने में सक्षम था और इसने अरबों डॉलर

"विनियमित जुआ धोखाधड़ी और धन शोधन” का पता लगाना

क्रिकेट मैचों में सट्टेबाजी में कई गुना वृद्धि हुई। स्पॉट फिक्सिंग,

मैच फिक्सिंग के आरोप लगे हैं, जो अवैध सट्टेबाजी गतिविधियों से

गेमिंग बाजार का विकास होना तय है, और यह उन लोगों के लिए

भी जुड़ा हुआ है और उन्हें निंदा माना जाता है।

अच्छा पुरस्कार लाएगा जो कानून के शासन का पालन करते हैं

भारतीय विधि आयोग ने 5 जुलाई 2018 को "लीगल फ्रेमवर्क:

पेशकश करते हैं जिन्हें वे अन्य विनियमित गेमिंग बाजारों में पालन

जुआ और भारत में खेल सट्टेबाजी" पर एक रिपोर्ट जारी की।

और उसी स्तर की सेवाओं, खिलाड़ी संरक्षण और प्रक्रियाओं की करते हैं।

81

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

THE SUN IS RISING FOR JAPAN’S INTEGRATED RESORTS 総 の 日本 ゾー 合リ 発に ト開 昇る 日が

83

Osaka plans to have the casino resort operations running by the 2025 World Expo, and the President of MGM Resort Japan, Jason Hyland, previously expressed their intention to meet Osaka’s expectations. In fact, they are one of the most favoured candidates to win the rights to the Osaka IR.

THE FIERY DEBATE ON THE VIABILITY OF INTEGRATED RESORTS (IRS) IN JAPAN HAS BEEN HEATING UP FOR SOME TIME. DESPITE THE COVID-19 PANDEMIC, POLITICIANS AND BUSINESSMEN HAVE BEEN VYING FOR VOTES AND FAVOUR (IN EQUAL MEASURE) TO PUSH FORWARD THEIR PROPOSALS TO REVOLUTIONISE THE FACE OF THE GAMBLING INDUSTRY IN JAPAN.

Former Japanese Prime Minister, Shinzo Abe, was leading the push to bring IRs to Japan, however, following his resignation due to health issues, speculation regarding the future of IRs increased with the absence of such a pivotal character. His successor, Yoshihide Suga, is moving forward with Abe’s policy on IRs, having previously touted them as being “a key factor” for the local tourism industry.

Various delays and extensions in the proposal process have also caused stirs on all sides, and competition is rife between the cities as the authorities will allow three such venues for the first phase of market liberalisation, although this number may grow in the future.

LOCATION, LOCATION, LOCATION A litany of major cities in Japan have shown interest in hosting IRs – Osaka, Wakayama, Nagasaki, Yokohama, and even the capital, Tokyo.

Many have formally presented their intentions to win casino privileges.

84

Suncity and Clairvest Group are the two companies that have lodged proposals for the process to develop a casino on an artificial island called Marina City in the Japanese prefecture of Wakayama, with the request-for-proposal (RFP) deadline currently at January 15th 2021. Suncity went as far as to open an office in Wakayama as a promotional base, and to also act as a public café and a community event space for local residents where they plan to host seminars addressing gambling addiction.

Over in Nagasaki, we see four contenders looking to be able to develop the project. These are Hong Kong’s Oshidori International Holdings, Japanese firm Current Corp, Casinos Austria International, and Pixel Companyz. The RFP process is projected to begin in January 2021, and the goal is to have an operator chosen before the end of the year.

Galaxy Entertainment Group has also expressed interest in throwing their hat in the ring, but are yet to divulge any specific details. Even the Hokkaido prefecture, after withdrawing from the IR race last November, is now looking to get back into the game.

HICCUPS ALONG THE ROAD As with everything else in 2020, the race to develop IRs has been plagued with delays – both in the application process, and the verification process. Las Vegas Sands went as far as to rescind their interest after years of pursuit, having initially planned to develop a US$10 million resort in around Tokyo or Yokohama. Whilst they left the door open for reconsideration if changes were made, the key factor leading to them dropping out was that the regulations were not conducive to attracting the kind of investment it requires.

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

日本における統合型リゾート （IR)の実現可能性についての激 しい議論がここしばらく加熱して いる。COVID-19が世界的に流行 しているにもかかわらず、政治家 やビジネスマンは日本におけるギ ャンブル産業の革命ともなりうる 様相の中、彼らの提案を推し進め ようと、投票と支持を等しく求め て争っている。

ィは、事業拠点として和歌山に事務所を開設 したほか、公営カフェや地元住民のためのコ ミュニティイベントの場として、ギャンブル 依存症対策セミナーも開催する予定。 長崎では、香港のオシドリインターナショ ナル、日本企業のカレント、カジノオース トリアインターナショナル、そしてピクセ ルカンパニーの4社が事業参入を目指してい る。RFPは2021年1月に行われる予定で、年 内での決定を目標としている。 またギャラクシー・エンターテインメント・ グループもIR事業へ強い関心を寄せている

日本では安倍晋三元首相が中心となりIRの導 入を推進していたが、健康問題を理由に辞任 したため、IRの将来に関する憶測が高まっ た。後任の菅義偉官房長官はこれまで安倍首 相のIR政策を「重要な取り組み」と強調して きている。 施設を誘致できる認定区域は、将来的には拡 大される可能性を残しつつも現段階では３箇 所とされているため、その枠を巡って都市間 の競争も激化している。 場所の問題 日本の多くの主要都市がIRの開催に興味を示 しており、大阪、和歌山、長崎、横浜、そし て首都の東京も含め、各自治体はその誘致の 意向を公式に表明。

が、具体的な詳細は明らかにしていない。 北海道は昨年11月にIR誘致を見送ると表明 したものの、誘致レース復帰の道も探って いる。 補足 2020年の他の全てのことと同様、IRの開発 競争は公募プロセスと検証プロセスの両方で 遅れに悩まされてきた。ラスベガス・サンズ は当初、東京か横浜付近に1000万ドルのリ ゾートを開発する計画を立てていたが、年数 がかかるにつれて次第に興味を失ってしまっ た。条件が改善されれば再検討する可能性を 残しながらも撤退していったのは、事業規制 環境をめぐる懸念が大きかった。

大阪は同地で行われる2025年の万博開催に 合わせて同時開業を計画中。MGMリゾートジ ャパンのジェイソン・ハイランド社長は以 前、その大阪の期待に応える意向を表明して いた。同社は大阪IR事業の候補者としても最 有力でもある。 和歌山県ではマリーナシティとよばれる人工 島でのカジノ誘致に、サンシティとクレアベ ストの2社が事業者公募に参加の意思を示し ている。運営事業者公募（RFP）の提出期限 は2021年の1月15日となっている。サンシテ

85

また一方では、北海道がIR誘致レースか ら撤退後に日本の与党自民党の秋元司議 員 (当時IR担当副大臣) が、500.com という中国企業の顧問二人から報酬を受 け取った容疑で逮捕された。2020年10 月、東京地裁は2人に懲役2年 (執行猶予 3年) 、1人に懲役22年 (執行猶予3年) の判決を言い渡した。 Others, unfortunately, went by another route. Going back to Hokkaido, following their withdrawal from the IR race, Tsukasa Akimoto, a lawmaker from Japan’s ruling Liberal Democratic Party and Deputy Minister for IRs at the time, was arrested on suspicion of receiving pay-offs from two men, advisers to a Chinese firm called 500.com. In October of 2020, the Tokyo District Court sentenced the two men separately to two years imprisonment, suspended for three years, and the other to 22 months imprisonment, suspended for three years.

“With the Integrated Resorts saga looking to be fully completed, including construction, by 2025, this will undoubtedly bring in a much-needed avalanche of tourism for Japan – particularly after COVID-19” THE LAST WORD With the Integrated Resorts saga looking to be fully completed, including construction, by 2025, this will undoubtedly bring in a much-needed avalanche of tourism for Japan – particularly after COVID-19. If the rumoured and public plans are to be followed, then we can expect a spectacular manifestation of local culture and significant economic benefits such as job creations and tax revenue.

86

“2025年までに建設 を含む総合リゾート の建設が完了予定で あることから、特に COVID-19というこ ともあり、観光産業 が押し寄せることは 間違いないだろう” 建設を含む総合リゾートの開発が2025 年までに完全に完了する見込みであるこ とから、特にCOVID-19以降で日本にと って待望の観光産業が誕生することは間 違いなく、地方自治体は2021年の税制 改革でIRの税環境を再検討しようとして いる。 理想や計画がうまく実現されれば、地元 には雇用創出や税収などの大きな経済的 利益がもたらされることが期待できる。

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

In a few years’ time we aim to partner up with various other companies to further expand relationship-building. In terms of this IR business, Pixel sees itself as member of a “Consortium” rather than a company working on its own. Being part of a consortium means that we take on this enormous Japan IR project, and connect Japan to the rest of the world. In the future we strive to be at the heart of Japan’s IR so we can share the beauty of this country with the rest of the world..

数年後には、さまざまな企業と提携し、さらなる 関係の構築を目指すつもりだ。このIRビジネスに 関して、ピクセルは自社だけで取り組む企業では なく、「コンソーシアム」 の一員だと思ってい る。コンソーシアムに参加するということは、こ の巨大な日本IRプロジェクトを引き受け、日本と 世界をつなぐこと。今後も日本の美しさを世界と 共有できるよう、日本のIRの中心になるよう努め ていくつもりだ。

- HIROAKA YOSHIDA, PIXEL COMPANYZ GROUP CEO

"The host (candidate) cities and prefectures will further benefit from local procurements, standard of living, work environment, infrastructure improvements, tax and job creation (as noted), added business and tourism attractions (MICE facilities, theme parks, etc.), as well as spill-over effects such as the creation of new jobs and industry sectors."

- HO LAURENT, CONSULTANT

開催都市 (候補都市) 及び県は、地方調達、生 活水準、労働環境、インフラ整備、税制、雇用 の向上だけでなく、MICE施設やテーマパーク等 のビジネス・観光施設の整備による新たな雇用 を生み出します。このような産業分野のスピル オーバー効果により、開催都市は更なるメリッ トを得るでしょう。

87

INDIA INDIA -WHY WHY ALL ALL WESTERN WESTERN INDUSTRIES INDUSTRIES SHOULD SHOULD LOOK LOOK EAST EAST भारत- क्यों सभी पश्चिमी उद्योगों ने पूर्व की ओर देखना चिहिए

FREDRIK BRANNLUND IS CO-FOUNDER AT ENV MEDIA, A COMPANY THAT HAS BEEN OPERATING IN THE INDIAN GAMING MARKET FOR THE PAST 2 YEARS. IN THIS PIECE HE INTRODUCES SOME OF THE KEY FACTORS BEHIND THE MACROECONOMIC TRENDS DOMINATING IGAMING IN INDIA AND HOW THEY RELATE TO THE REST OF THE WORLD.

88

फ्रेडरिक ब्रेनलैंड भारतीय गेमिंग मार्किट में पिछले २ साल से कार्यरत इएनवी मिडिया के सह- संस्थापक हैं. इस लेख में उन्होनें भारत की आईगेमिंग पर हावी होते बृहद अर्थशास्त्रीय ( मैक्रोइकॉनॉमिक) रुझानों के प्रमुख कारणों तथा उनका दुनिया के बाकि हिस्सों से सम्बन्ध के विषय में विवेचन किया हैं

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

MACRO TRENDS: INDIA IN NUMBERS Mobile internet penetration in India grew by 72% in the past 5 years to 32%. During the same period, the population grew by eighty million people.

To put this into perspective, India’s population has grown by that of the entire population of Germany in five years. India is growing at twice the speed of China and will most certainly be the world´s biggest country within the next thirty years.

By 2011, a report stated that 10.9% of India´s 1.380 billion people (twice the size of Europe) speak English. Between the years 2009 and 2013 the English medium schools in India increased by 50%.

We know that Indians do indeed consume media in English and can therefore make an educated conclusion that English is a growing language in India.

Last but not least, mobile payment is the largest payment method and accounts for 46% of all the transactions in the country.

IGAMING AND INDIA IN NUMBERS Despite the immaturity of the Indian iGaming market, it's still the third-ranking country by volume of Google searches for “lottery”, coming in behind titans, the UK and the USA. If you go ahead and search for the local poker game “Teen Patti” on Youtube, you will find millions of views on videos produced on a tight budget.

ENV MEDIA´S EXPERIENCE OF THE INDIAN IGAMING MARKET My business partner, Chris and I sat at a restaurant table surrounded by an overpacked and loud rooftop terrace in Bangalore. I was leaning forward talking to one of the two Indian partners we are working with.

Over the noise I tried explaining to him how all casinos have access to the same games and made an example of Evolution Gaming and how they hosted their studios.

All of a sudden the other Indian person jumps in after overhearing a few words of what I was saying and laughs, ‘Imagine if you could sit and bet with a streamed blackjack dealer.’

He didn't have a clue this existed, and neither did he believe it until I showed him.

This was the first time we met the second Indian partner and we were there to educate them on the products we wanted them to review and write about. This guy travelled frequently in his free time from Bangalore to Goa to be able to play his favourite card game Blackjack. A bus ticket of 850 Rupees (which is equivalent to €9.7) takes roughly 14 hours.

स्थूल रुझान : आंकड़ों में भारत; पिछले ५ बरसों में भारत में मोबाइल नेटवर्क की पैठ ३२ % से ७२% तक बढ़ गयी हैं. इसी दौरान आबादी में भी ८० मिलियन की वृद्धि हुई हैं. इस परिप्रेक्ष्य में कहे, तो भारत की आबादी सिर्फ पांच साल में जर्मनी की पूरी आबादी जितनी हो गयी हैं. भारत चीन से दोगुनी गति से बढ़ रहा हैं और अगले ३० साल में इसके दुनिया में सबसे बड़ी आबादी वाला देश बनने की पूरी सम्भावना हैं. साल २०११ की रिपोर्ट के अनुसार भारत की आबादी - १.३८० बिलियन का १०.९% हिस्सा (यूरोप से दोगुना) अंग्रेजी में बात करता हैं. साल २००९ से २०१३ के दौरान भारत में अंग्रेजी माध्यम के स्कूलों की संख्या ५०% से बढ़ी. हम जानते है की भारतीय वास्तव में अंग्रेजी में मिडिया का उपभोग करतें हैं और इसलिए यह निष्कर्ष निकाल सकते हैं कि अंग्रेजी भारत में एक बढ़ती हुई भाषा हैं. अंततः दिलचस्प बात यह हैं की, देश के सभी लेन देन में मोबाइल भुगतान ४६% के साथ अग्रणी भुगतान तरीका हैं. आई गेमिंग और आंकड़ों में भारत भारतीय आइगेमिंग बाजार कि अपरिपक्वता के बावजूद, यह अभी भी 'लॉटरी ' के लिए गूगल खोजों कि मात्रा में ब्रिटैन एवं यूनाइटेड स्टेट्स ऑफ़ अमेरिका जैसे दिग्गजों के बाद तीसरी रैंकिंग वाला देश हैं. यदि आगे बढ़ कर आप यूट्यूब पर स्थानीय पोकर गेम "तीन पत्ति" खोजते हैं, तब आपको बहुत ही कम बजट पर बने ढेरो वीडियोस मिलेंगे जिन्हे करोडो बार देखा जा चूका हैं. इएनवी मिडीया का भारतीय आइगेमिंग बाजार का अनुभव मेरे व्यवसाय सहभागी, क्रिस और मैं बेंगलुरु में एक बेहद भीड़भाड़ वाले रेस्तरां की छत पर एक टेबल पर बैठे थे. मैं आगे झुककर हमारे दो अन्य भारतीय सहभागियों से बाते कर रहा था. शोर के बावजूद मैं उन्हें यह समझा रहा था कि कैसे सारे कैसिनो एक ही तरह के गेम्स कि सुविधा देते है और उदाहरण के तौर पर इवॉल्यूशन गेमिंग एवं उनके स्टूडियो कि कार्य प्रणाली के बारे में बता रहा था. एक व्यक्ति मेरी बाते सुनकर अचानक ही सम्भाषण में कूद पड़ा और हँसते हुए बोला, 'कल्पना करे, आप एक स्ट्रीमड़ ब्लैक जक डीलर के साथ बैठकर बेट लगा रहे हो.' उसे कल्पना ही नहीं थी कि ये संभव हैं और उसको विश्वास ही नहीं हुआ जबतक मैं उसे यह दिखाया. हमारे दूसरे भारतीय सहभागी से यह हमारी पहली मुलाकात थी और हम चाहते थे कि वह हमारे उत्पादों को परख कर उनके बारे में लिखे. यह व्यक्ति अपने अवकाश के समय अक्सर बेंगलुरु से गोवा उसका पसंदीदा खेल ब्लैकजैक खेलने जाता था. एक बस टिकट की कीमत ८५० रुपये ( करीबन ९.७ यूरो जितनी) हैं और यात्रा में लगभग १४ घंटे लगते हैं.

89

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Even the Indian gamblers that ride 14 hours to play don´t know that this product exists - we are dealing with the earliest adopters right now.

They need to understand how it works to gamble online. The largest casino gambling apps existing currently in the market all revolve around social gaming. The kind where you pay for tokens but cannot withdraw your winnings.

Feature 专题报道

एक भारतीय जुआरी जो १४ घंटो की यात्रा गेम खेलने के लिए करता हैं उसे यह पता ही नहीं था की ये गेम यहाँ पर भी मौजूद हैं. इस वक्त हम हमारे व्यवसाय के पहले भावी ग्राहक से मिल रहे थे. उन्होनें ऑनलाइन जुए की कार्यप्रणाली समझने की जरूरत हैं. आज बाजार में उपलब्ध सभी बड़े कैसिनो गैंबलिंग एप्प्स सामाजिक (सोशल) गेमिंग के इर्द गिर्द घूमते हैं. जहा आप पैसे भर कर टोकन खरीद तो सकते हैं पर जीती हुए रकम निकाल नहीं सकते.

“I believe in a transparent knowledge-sharing landscape where the more data and insights we share the better we can approach this market from a conscious point of view”

“मैं एक पारदर्शी जानकारी सांझा करने की स्थिति में विश्वास रखता हूँ जहा जितना ज्यादा डाटा और जानकारियां सांझा होगी परिणाम उतने ही शानदार रहेंगे.”

This, in turn, leads to a clear understanding as to why the major added describing longtail keywords combined with “online casino” in India today, are “Trusted”, “Safe”, and “Real”.

इससे यह बात साफ़ हो जाती हैं की क्यों 'ऑनलाइन कैसिनो' के साथ बड़े कीवर्डस जैसे ' विश्वसनीय' , ' सुरक्षित' और 'सच्चा' शब्दों को उपयोग में लाया जाता हैं.

We are all in a state right now where we have tons of data and experience of how the iGaming industry tends to develop. We are shaping the future of this market with all our initiatives. I believe in a transparent knowledge-sharing landscape where the more data and insights we share the better we can approach this market from a conscious point of view.

अब हम ऐसी स्थिति में हैं जहाँ हमारे पास आइगेमिंग उद्योग के विकसित होने हेतु आवश्यक जानकारी एवं अनुभव हैं . हम नयी पहलोद्वारा इस बाजार के भविष्य को साकार कर रहे हैं . मैं एक पारदर्शी जानकारी सांझा करने की स्थिति में विश्वास रखता हूँ जहा जितना ज्यादा डाटा और जानकारियां सांझा होगी परिणाम उतने ही शानदार रहेंगे.

I want to make sure that all of us invest and build for the long-term sustainability of this market.

मुझे यह सुनिश्चित करना हैं की हम सभी ने निवेश कर इस बाजार की दीर्घकालिक स्थिरता के लिए परिवेश बनाना चाहिए.

ENV Media is conducting research papers based on our data combined with macro trends, all available for free at https://env. media/research.

इएनवी मिडीया स्थूल रुझानों के साथ हमारे डाटा पर आधारित संशोधन कर रहे हैं और इसकी पूर्ण जानकारीHTTPS://ENV.MEDIA/ RESEARCH पर मुफ्त उपलब्ध हैं.

91

TAKE MATTERS INTO YOUR OWN HANDS ALEXANDRE OUAKNINE, CYBERSECURITY INFLUENCER AT PARADOXWEB, WRITES ABOUT THE IMPORTANCE OF TAKING THE INITIATIVE WHEN IT COMES TO DEALING WITH CYBERCRIMINALS.

CYBERSÉCURITÉ: PRENEZ LES CHOSES EN MAIN ALEXANDRE OUAKNINE, CONSEILLER EN CYBERSÉCURITÉ CHEZ PARADOXWEB, ÉCRIT SUR L'IMPORTANCE DE PRENDRE L'INITIATIVE DANS LA LUTTE CONTRE LES CYBERCRIMINELS.

92

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Deep-Tech Feature 深科技专栏

93

“Ransomware attacks are not sent randomly anymore. They are targeted, and assess a company’s ability and interest in paying the ransom. iGaming companies are therefore excellent targets”

The current cybercrime scene is similar to the American Far

steal hundreds of millions of dollars worth of sensitive data each

West, when there was no Law and Order, no police force, and no

year with practically total impunity.

military. To protect themselves and their families, citizens had to be armed.

usually fails. It’s already tough enough to successfully prosecute

Today, cybercriminals act with total impunity. Compare them to a

cybercriminals when they are in in the same country as the

band of Rogue Outlaws riding their horses across the USA and

victim, but close to impossible when both reside in different

terrorizing honest citizens in every village that lay in their path.

countries. We have established cross border legal treaties with

The lonely sheriff and his Deputy are definitely no match for a

some cyber allies, but many countries will never participate.

confrontation of this magnitude.

Furthermore, recovering your lost money can sometimes cost more

Outlaws rob the bank, violate the women and destroy everything

to law enforcement than the amount lost, so it's not worth the effort.

on their path. At some point, the men of the village realise that

So all that being said, we have one word for you: MITIGATION.

they need to be deputised and create a united front to protect their wives, children and their own survival.

Now take this scenario and put it on the international scale.

When it comes to cybercrime, there are no borders. Ransomware

What does the future lie in store when it comes to Cyberattacks?

MEDICAL VENTILATORS AND IOT DEVICES ARE THE NEXT TARGETS FOR CYBER ATTACKERS.

can hit randomly and target any computer around the world.

Connected medical devices such as CT and MRI scanners,

There is no law, police force, or justice system that can stop it.

patient monitors, artificial respirators, your smart refrigerator,

Compare the honest citizens of the village to companies and individuals. I think you get the picture by now. So as long as there is no cooperation between law enforcement agencies around the world, and that they remain ill-equipped to face such a menace, the only appropriate course of action is to ensure your own safety.

Well, currently companies are protected by the lonely sheriff and occasionally a deputy. I am obviously talking about a typical firewall and antivirus combo. I do not see governments coming to any kind of agreement anytime soon. So the next best thing is cooperation between corporations.

They must share their knowledge of every known threat to help beef up protection on an international scale. If you run a company and do not take your cybersecurity seriously, it's like letting the outlaw kill the man of the house and letting the rest of the family in distress.

LACK OF INTERNATIONAL COOPERATION MAKES ARRESTING CYBERCRIMINALS NEAR IMPOSSIBLE.

94

Jurisdiction issues are the primary reason why prosecution

air conditioner and doorbell will become targets of choice for attackers. They could remotely take over and launch denial of service attacks on, let’s say… iGaming websites and payment processors. And obviously, what better time to do it than during the World Cup? Ransomware attacks are not sent randomly anymore. They are targeted, and assess a company’s ability and interest in paying the ransom. iGaming companies are therefore excellent targets.

To facilitate IoT device management, mobile phone controls have been added. This introduced a new, clear threat vector: Bluetooth wireless connections.

It will be critical to determine whether there will be alwayson connectivity used to send and receive data, even when the cell phone used for management becomes unavailable.

Cyberattacks are inherently unpredictable events, with insufficient and inaccurate information in the early stages.

We try to predict the timing, severity, and trajectory of cyberattacks, but the time required to respond could lead to

Law enforcement can only disrupt cybercrime and not stop it. We

something as dramatic and unacceptable as loss of life, especially

live in a world where internet crime is rampant. Cybercriminals

with the intensive use of ventilators during a pandemic.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

La scène actuelle de la cybercriminalité est similaire à celle du Far West américain, où il n'y avait ni ordre public, ni police, ni armée.

Pour se protéger et protéger leurs familles, les citoyens devaient être armés.

Aujourd'hui, les cybercriminels agissent en toute impunité.

Comparez-les à une bande de hors-la-loi malhonnêtes qui traversent les États-Unis à cheval et terrorisent les honnêtes citoyens dans chaque village qui se trouve sur leur chemin.

Le shérif solitaire et son adjoint ne sont certainement pas à la hauteur d'une confrontation de cette ampleur.

Les hors-la-loi dévalisent les banques, violent les femmes et détruisent tout sur leur passage. A un moment donné, les hommes du village se rendent compte qu'ils doivent être remplacés et créer un front uni pour protéger leurs femmes, leurs enfants et leur propre survie.

Maintenant, prenez ce scénario et mettez-le à l'échelle internationale. Lorsqu'il s'agit de cybercriminalité, il n'y a pas de frontières. Les logiciels de rançon peuvent frapper au hasard et viser n'importe quel ordinateur dans le monde entier. Il n'y a ni loi, ni police, ni système judiciaire qui puisse l'arrêter.

Comparez les honnêtes citoyens du village aux entreprises et aux particuliers. Je pense que vous avez vite saisi.

Tant qu'il n'y a pas de coopération entre les forces de l'ordre du monde entier et qu'elles restent mal équipées pour faire face à une telle menace, la seule action appropriée est d'assurer votre propre sécurité.

Actuellement, les entreprises sont protégées par le shérif solitaire et parfois par un adjoint. Je parle évidemment d'une combinaison typique de pare-feu et d'antivirus. Je ne vois pas les gouvernements arriver à un quelconque accord de sitôt. La meilleure chose à faire est donc la coopération entre les entreprises.

Ils doivent partager leur connaissance de toutes les menaces connues pour aider à renforcer la protection à l'échelle internationale. Si vous dirigez une entreprise et ne prenez pas votre cybersécurité au sérieux, c'est comme si vous laissiez le hors-la-loi tuer l'homme de la maison et laissiez le reste de la famille en détresse.

LE MANQUE DE COOPÉRATION INTERNATIONALE REND L'ARRESTATION DES CYBERCRIMINELS PRESQUE IMPOSSIBLE. L'application des lois ne peut que perturber la cybercriminalité et non l'arrêter.

Deep-Tech Feature 深科技专栏

“Les attaques par rançon ne sont plus envoyées au hasard.

Elles sont ciblées et évaluent la capacité et l'intérêt d'une entreprise à payer la rançon.

Les entreprises de iGaming sont donc d'excellentes cibles”

Nous avons établi des traités juridiques transfrontaliers avec certains cyberalliés, mais de nombreux pays n'y participeront jamais.

En outre, récupérer l'argent perdu peut parfois coûter plus cher aux services de police que le montant perdu, donc cela n'en vaut pas la peine. Cela étant dit, nous n'avons qu'un mot à vous dire: MITIGATION. Que nous réserve l'avenir en ce qui concerne les cyberattaques ?

LES VENTILATEURS MÉDICAUX ET LES APPAREILS IOT SONT LES PROCHAINES CIBLES DES CYBER-ATTAQUANTS. Les appareils médicaux connectés tels que les scanners CT et IRM, les moniteurs pour patients, les respirateurs artificiels, votre réfrigérateur intelligent, votre climatiseur et votre sonnette de porte deviendront des cibles de choix pour les attaquants.

Ils pourraient prendre le contrôle à distance et lancer des attaques par déni de service sur, disons... les sites web de iGaming et les processeurs de paiement. Et évidemment, quel meilleur moment pour le faire que pendant la Coupe du monde ?

Les attaques par rançon ne sont plus envoyées au hasard.

Elles sont ciblées et évaluent la capacité et l'intérêt d'une entreprise à payer la rançon. Les entreprises de iGaming sont donc d'excellentes cibles. Pour faciliter la gestion des appareils IoT, des contrôles de téléphones portables ont été ajoutés. Cela a permis d'introduire un nouveau vecteur de menace clair : Les connexions sans fil Bluetooth.

Nous vivons dans un monde où la criminalité sur Internet est endémique. Les cybercriminels volent chaque année des centaines de millions de dollars de données sensibles en toute impunité.

Il sera essentiel de déterminer s'il y aura une connectivité permanente utilisée pour envoyer et recevoir des données, même lorsque le téléphone portable utilisé pour la gestion devient indisponible. Les cyberattaques sont par nature des événements imprévisibles, avec des informations insuffisantes et inexactes dans les premières étapes.

Les problèmes de jurisdiction sont la principale raison pour laquelle les poursuites échouent généralement. Il est assez difficile de poursuivre les cybercriminels lorsqu'ils se trouvent dans le même pays que la victime, mais c'est presque impossible lorsque les deux résident dans des pays différents.

Nous essayons de prévoir le moment, la gravité et la trajectoire des cyberattaques, mais le temps nécessaire pour y répondre pourrait conduire à quelque chose d'aussi dramatique et inacceptable que la perte de vies humaines, surtout avec l'utilisation intensive de ventilateurs pendant une pandémie.

95

ALL CHANGE MEETS RESISTANCE

すべての変化は抵抗に出会う 96

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

TIM WALLS HAS BEEN THE CTO AND GROUP ARCHITECT FOR EVERYMATRIX SINCE 2015, HELPING THE COMPANY TO DELIVER A MODULAR AND API DRIVEN PRODUCT SUITE FOR CASINO, SPORTS BETTING, PAYMENTS AND AFFILIATE/AGENT MANAGEMENT. HAVING BEEN IN THE DEEP TECH INDUSTRY SINCE THE 90’S, HE WRITES ABOUT THE DEVELOPMENTS OF HIS FIELD AND HIS WORK WITH EVERYMATRIX. ティム ウオールス、2015年以来にEVER MATRIX のCTOグループの建築家として、 カジ

ノやスポーツボック、支払、 アフィリイト/エジェント管理するのためのモジュラー及びAPI製 品の提供を支援致します。 彼は90年代からディ―プテック業界に携わっており、自分の分 野の発展とこれまでのEVER MATRIXでの仕事について書いています。

On my desk, I have a souvenir dating back to the beginning of my professional career – a Silicon Graphics workstation MIPS R5000 processor. Apart from being a beautiful piece of engineering in its own right (and a handy paperweight), it's a useful reminder of how far we've come in a few short decades.

The processor’s workstation was sitting on my desk, twenty years ago, when I was writing the case for the Sun Microsystems V880 servers that were going to be needed if we wanted to keep our betting site running for much longer - servers that cost tens of thousands of dollars each. I don’t fully remember the details of the negotiation itself, at least as much as I remember my nerves as I approached the MD's office to ask for what was by far the biggest cheque I'd ever contemplated - but I'm fairly sure it was the phrase "but remember last year's Grand National..." that sealed the deal.

Of course since then, names like Sun Microsystems and Silicon Graphics are distant memories swallowed up by commoditisation. As I write this, what is also on my desk is my mobile phone; a slightly smaller device with a 2.9GHz 8-Core processor, making it around about twice as powerful as just one of those old database servers.

Truly, we live in a time of abundance when it comes to computing power - if Bitcoin is proof of anything at all, it's that we have more CPU cycles than we know what to usefully do with. And yet somewhere out there today, someone else is having their formative experience asking for the funds to feed a platform's voracious appetite for database servers made of pure Unobtainium, and trying to work out what the impact on their license fee will be if they have too many sockets or not enough Processor Value Units...

机の上に、 シリコングラフィックステーションMIPS R5000-プロ

としてのキャリアの開始日にのお土産があります。 短い数十年

でどうやって来るを思い出されるのに役立ちます。

20年前、私が賭けサイトをずっと長く実行し続けたい場合に

必要となるSUN MICROSYSTEMS V880サーバーのケースを

書いていたとき、 プロセッサーのワークステーションは私の机

の上に座っていました。 サーバーのコストは数万に上ります。

それぞれのドルの。交渉自体の詳細は完全には覚えていませ ん。 少なくとも、MDのオフィスに近づいて、 これまでに考えた

中で最も大きなチェックは何だったのかを尋ねたときの神経

質を覚えていますが、 かなり確信しています。契約を結んだの

は「でも昨年のグランドナショナルを覚えている…」 というフレ

ーズだった。

もちろん、 それ以来、SUNMICROSYSTEMSや

SILICONGRAPHICSのような名前は、 コモディティ化によって

飲み込まれた遠い記憶です。私がこれを書いているとき、私の

机の上にもあるのは私の携帯電話です。2.9GHZの8コアプロ

セッサを搭載したわずかに小さいデバイスで、古いデータベー

スサーバーの1つに比べて約2倍強力です。

確かに、 コンピューティング能力に関しては、私たちは豊かな

時代に生きています-ビットコインが何かの証拠であるんです

が、 それは私たちが何を有効に行うべきかを知っているよりも 多くのCPUサイクルを持っているということです。それでも今

日のどこかで、他の誰かが、純粋なUNOBTAINIUMで作られた

データベースサーバーに対するプラットフォームの貪欲な欲求

を養うための資金を求め、 ライセンス料にどのような影響があ

るかを解明しようとしている形成的な経験をしています。 ソケッ

トが多すぎるか、 プロセッサ値の単位が不足しています...

97

So, what gives? My mobile phone has enough

the overhead of a little extra latency on each

processing power to process a decade's worth

transaction, or transforming business rules

of Grand National bets in a fraction of a second,

to work in an eventually-consistent model –

but the demand for big iron in our datacentres

we don't just reap the rewards in scalability,

hasn't gone away. The answer is that Moore's

or in not continuing to fund legacy software

Law - the rule of thumb that Intel's Gordon

licensing models: We can also transform the

Moore coined in the 1960s, that the number of

maintainability of our platforms through simpler,

transistors on our computer chips would double

easier to understand, easier to develop and

every two years - has pretty much held up its

naturally redundant components.

side of the bargain, but the way it has delivered has changed.

At one point, we could reliably expect our processors to double in straightforward processing speed every couple of years - but around 2005 that started to change. The rate of performance improvement per thread started to slow, or in recent years - as we've started to

Naturally, all change meets resistance - from developers' unerring desire to optimise unnecessarily or to value the complex more than the simple, to SLAs that prioritise response time more than throughput and in doing so sacrifice both when the top of the wave comes - but it's our job as technical leaders to rise to this.

understand that power use is also important even reverse; instead we've been using those extra transistors not to do things faster, but rather to do more of them in parallel.

That means the architectures we design today need to look very different to the ones we were designing 20 years ago. It doesn't matter how many Processor Value Units you've licenced if your platform is funnelling every transaction

“Not by building bigger and faster - but by building smaller and simpler, and deploying a lot of it”

through a single database lock; on the other side of the coin, we now have enough threads to do things that would have once seemed unimaginably inefficient - like processing every transaction through a half dozen different services, each running on its own virtual processor, each separated by a queue or

on an average Friday night than that old system did on the whole Grand National 20 years ago, not by building bigger and faster - but by

network call.

building smaller and simpler, and deploying a

These changes we have to adapt to aren't a

the monolithic database - you'll sleep better

fad or just the latest way of doing things; they are driven by fundamentals of what we can achieve with those transistors Gordon Moore so generously gifted us. The good news is

98

Today, we can process more bets in a second

lot of it. Embrace the asynchronous, and ditch knowing you never need to read another Virtualisation Capacity (Sub-Capacity) License Agreement again.

that by embracing this in our architectures -

I do miss the workstations, though. Silicon

parallelism and asynchronous execution, paying

Graphics made *fine* workstations.

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

"より大きく、 より速く構 築するのではなく―よ り小さく、 より単純に構 築し、 それをたくさん展 開することによる”

それで、何が与えますか？ 私の携帯電話は、10年分のグ

ランドナショナルの賭けをほんの一瞬で処理するのに十 分な処理能力を備えていますが、 データセンターでの大

きな鉄の需要はなくなっていません。答えは、 ムーアの

法則（INTELのゴードンムーアが1960年代に考案した経 験則であり、 コンピュータチップ上のトランジスタの数は 2年ごとに2倍になる）は、交渉の側面をほぼ維持してい

るということですが、配信が変更されました。

ある時点で、 プロセッサが数年ごとに単純な処理速度で 2倍になることを確実に期待できましたが、2005年頃に

変化し始めました。スレッドあたりのパフォーマンスの向 上率は低下し始めました。 または近年、電力使用も重要

であることが理解され始めたため、逆になりました。代

わりに、 これらの追加のトランジスタを使用して、処理を

高速化するのではなく、 より多くのトランジスタを並行し

て実行しています。

私たちが適応しなければならないこれらの変更は、流

行ではなく、物事を行うための最新の方法でもありませ

ん。それらは、GORDONMOOREが寛大に私たちに与え

てくれたトランジスタで達成できることの基本によって推 進されています。幸いなことに、 これをアーキテクチャに

採用することで （並列処理と非同期実行、各トランザクシ

ョンで少し余分な遅延のオーバーヘッドを支払う、 また は結果整合性のあるモデルで機能するようにビジネス

ルールを変換する）、単に報酬を得るだけではありませ

ん。スケーラビリティ、 またはレガシーソフトウェアライセ

ンスモデルへの資金提供を継続しない場合：プラットフ

ォームの保守性を、 よりシンプルで理解しやすく、開発し やすく、当然冗長なコンポーネントを通じて変革するこ ともできます。

当然のことながら、 すべての変更は抵抗を満たします-不 必要に最適化する、 または単純なものよりも複雑なも

のを評価したいという開発者の揺るぎない欲求から、 ス

ループットよりも応答時間を優先するSLAまで、 そしてそ

うすることで、波の頂点に達したときに両方を犠牲にし

ます-しかし、 それは これに立ち向かうための技術リーダ ーとしての私たちの仕事。

今日、20年前のグランドナショナル全体で行っていた古

いシステムよりも、平均的な金曜日の夜に1秒でより多

くの賭けを処理できます。 これは、大きくて速く構築する

のではなく、小さくて単純に構築し、多くを展開すること

によってです。非同期を採用し、 モノリシックデータベー

スを廃止します。 別の仮想化容量（サブ容量） ライセンス 契約を再度読む必要がないことを知っていると、 よりよ

く眠れます。

しかし、 ワークステーションが恋いしくて、 シリコングラフ ィックスは*素晴らしい*ワークステーションを作ったも のである。

99

THE

HIDDEN MANNA MANNA的秘密

100

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

HAVE YOU EVER THOUGHT ABOUT WHAT GOES INTO DEVELOPING A NEW GAME? WHAT WE DON’T REALISE IS THAT IN THE DEVELOPMENT PROCESS, A GAME DESIGNER IS THE CREATIVE DRIVER RESPONSIBLE FOR BRINGING THAT GAME TO LIFE. HIS ROLE INVOLVES THE CREATION OF CHARACTERS, SETTING AND RULES. FERIC FANG, DESIGNER AND CONCEPT ARTIST PASSIONATE ABOUT CONNECTING THE WORDS OF ART, TECHNOLOGY, AND DESIGN HAS WORKED WITH SOME OF THE HEAVY HITTERS IN THE INDUSTRY SUCH AS DREAMWORKS, DISNEY, DELL, ESPN MAGAZINE AND MORE. TODAY FERIC FOUNDED MANNAPLAY, AN ONLINE CASINO GAME PROVIDER DEDICATED TO BRINGING TOP QUALITY GAMES TO PLAYERS FROM ALL OVER THE WORLD. IN AN EXCLUSIVE INTERVIEW WITH MARIA DEBRINCAT, FANG PEELS BACK THE CURTAIN AND DELVES DEEPER INTO THE GAME DESIGN PROCESS.

Deep-Tech Feature 深科技专栏

你有没有想过开发一款新游戏 的过程是怎样的？我们没有意 识到的是，在开发过程中，游戏 设计师是负责将游戏变为现实的 创意驱动力。他的职务包括创 造角色、设定和规则。FERIC FANG，一位设计师和概念艺术 家，热衷于将艺术、技术和设计 联系在一起，曾与梦工厂、迪斯 尼、戴尔、ESPN杂志等业界重量 级企业合作。如今，FERIC创立 了MANNAPLAY，一家在线赌场游 戏供应商，致力于为来自世界各 地的玩家带来最优质的游戏。在 接受MARIA DEBRINCAT的独家 专访时，FANG揭开帷幕，深入探 讨了游戏设计的过程。

101

102

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

HOW DO YOU DESCRIBE GAME DESIGN TO PEOPLE WHO DON’T KNOW WHAT IT IS? Game design involves deciding the genre and target audience as well as designing the concept and rules for games. Game design is the blueprint of a product, while game development goes deep into finding the most effective way to complete that product.

Game designers first propose a draft and oversee all artistic and technical angles. It is all a process of identifying a specific target audience and correct genre then, based on research and technical and artistic expertise, we create a fun-filled journey that brings to life maximum joy and innovative gameplays. Of course, behind the glorious vision there is also the less exciting part of the job that involves budgeting and staff estimation, hardware selection as well as scheduling.

DO YOU THINK OF GAME DESIGN AS SIMILAR TO OTHER FORMS OF DESIGN (INDUSTRIAL, GRAPHIC, ETC.)?

On a very core level it's very similar design is a logical practice. Different designers have a different understanding of the industry, and different professional knowhow. The main ingredients for a designer to digest then produce the most optimal experience for the players vary from game logic,

“这一切都是识别特定的目标受 众以及正确游戏类型的过程，然 后，在研究和技术与艺术专业知 识的基础上，我们创造了一个充 满乐趣的旅程，为生活带来最大 的乐趣和创新的游戏玩法” 您如何向不知道游戏设计为何的人描述它？ 游戏设计包括决定游戏的类型和目标受众，以及设计游戏的概

念和规则。 游戏设计是一个产品的蓝图，而游戏开发则要深入寻 找最有效的方式来完成这个产品。

游戏设计师首先要提出一个草图，并监督所有艺术和技术角度。 这一切都是识别特定的目标受众以及正确游戏类型的过程，然

“It is all a process of identifying a specific target audience and correct genre then, based on research and technical and artistic expertise, we create a funfilled journey that brings maximum joy and innovative gameplay to life” marketing awareness and cultural sensitivity, visual effect, user behavior, system structure, data analysis and more.

VIRTUAL REALITY SYSTEMS ARE GAINING POPULARITY THESE DAYS. ARE YOU EXCITED ABOUT THE POTENTIAL OF DESIGNING VIRTUAL REALITY GAMES? I was a Design Director for a virtual reality startup back in 2007, and in 2015 we designed a series of VR games, so I am a huge believer in the potential of this segment in gaming. VR allows for multiple players to play simultaneously, this permits for a different level of fairness; but this also means that the game logic is unique to its own.

后，在研究和技术与艺术专业知识的基础上，我们创造了一个充 满乐趣的旅程，为生活带来最大的乐趣和创新的游戏玩法。当

然，在光鲜亮丽的视觉背后，也有不那么有趣的工作部分，包括 预算和人员估算、硬件选择以及时间安排。

您认为游戏设计与其他设计形式（工业设计、 平面设计等）相似吗？ 从最核心的层面来说，是非常相似的，设计是一种逻辑实践。 不

同的设计师对行业的理解不同，专业的知识也不同。 设计师要消 化然后为玩家制作出最优化的体验，主要成分从游戏逻辑、营销 意识和文化敏感度、视觉效果、用户行为、系统结构、数据分析等 方面都有所不同。

最近，虚拟现实（VR）系统越来越受欢迎。 您是否对设计虚拟现 实游戏的潜力感到兴奋？

2007年，我就在一家虚拟现实初创公司担任设计总监，2015年

我们设计了一系列的VR游戏，所以我非常相信这个领域在游戏

中的潜力。 VR允许多个玩家同时进行游戏，这批准了不同程度的 公平性；但这也意味着游戏逻辑是独一无二的。

103

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

“Game design is all about teamwork” ARE THERE ANY UPCOMING GAMES YOU DESIGNED AND ARE LOOKING FORWARD TO SEEING IN THE MARKET? Manna Play focuses on globalisation as its core, designing games specifically fitting to various markets around the world. Currently MP is locked in on building brand awareness, and developing games that echoes the MP brand, this allows for a stronger recognition from the market.

WHAT MAKES A GREAT GAME DESIGNER? In my opinion, there are 7 qualities that make a great designer: curiosity, humbleness, inspiration, innovation, leadership skills, decisiveness and patience.

Game design is all about teamwork. With these qualities, a great designer will ignite his team, the clients and players’ anticipation resulting in the production of a great game.

WHO DO YOU CONSIDER AT THE TOP OF YOUR FIELD, AND WHY? Alexey Pajitnov, the inventor of Tetris. Pajitnov used the simplest elements with the best mathematical logic to design the most popular game in the world, something that has been solid and steady for decades, a game irreplaceable by any other.

“游戏设计讲究的是团队合作” 近期是否有您设计的游戏即将推出，期待能在市场上看到？

MANNA PLAY以全球化为核心，专门设计适合全球不同市场的游戏。目前MP 锁定在建立品牌知名度上，开发与MP品牌相呼应的游戏，这样才能得到市场 更强的认可。

怎么样才是一位优秀的游戏设计师？

在我看来，有7个特质可以成为一个优秀的设计师： 好奇心、谦虚、灵感、创新、领导能力、果断和耐心。

游戏设计讲究的是团队合作。 有了这些特质，一个优秀的设计师会点燃他的团 队、客户和玩家的期待，从而制作出一款优秀的游戏。 您认为谁是您所在领域的佼佼者，为什么？

ALEXEY PAJITNOV，俄罗斯方块的发明者。PAJITNOV用最简单的元素与最好 的数学逻辑设计出了世界上最流行的游戏，几十年来一直屹立不摇，是其他游 戏无法替代的。

105

AKAMAI:

KNOW YOUR OWN SAFETY SÉ CONSCIENTE DE TU SEGURIDAD

106

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Deep-Tech Feature 深科技专栏

TECHNOLOGY HAS FACILIATED ALL THE EFFICIENT WORKINGS OF COMPANIES IN THE GAMING INDUSTRY, BUT IT CAN ALSO BE THE CAUSE OF SERIOUS LOSSES, AND POSSIBLY EVEN THEIR DOWNFALL IF NOT WELL PROTECTED. ACCOUNT MANAGER AT AKAMAI TECHNOLOGIES DARIO NANNI SITS WITH LUKE SCERRI TO TALK ABOUT THE DEEP TECH COMPANY THAT IS TRYING TO HELP THE INDUSTRY BUSINESSES BUILD A STRONG DEFENCE.

LA TECNOLOGÍA HA AYUDADO A QUE LAS EMPRESAS DE LA INDUSTRIA DE LOS JUEGOS DE AZAR TRABAJEN CON MAYOR EFICIENCIA, PERO TAMBIÉN PUEDE SER LA CAUSA DE GRAVES PÉRDIDAS Y, POSIBLEMENTE, INCLUSO DE SU CAÍDA SI NO SE PROTEGEN BIEN. EL GERENTE DE CUENTAS DE AKAMAI TECHNOLOGIES, DARIO NANNI, SE HA SENTADO CON LUKE SCERRI PARA HABLAR SOBRE LA EMPRESA DE DEEP TECH QUE ESTÁ TRATANDO DE AYUDAR A LOS NEGOCIOS DE LA INDUSTRIA A CONSTRUIR UNA DEFENSA FÉRREA.

CAN YOU EXPLAIN HOW YOUR SECTOR CAME ABOUT AND HOW WOULD YOU DEFINE IT?

¿PUEDES EXPLICARNOS CÓMO HA LLEGADO EL SECTOR HASTA DONDE ESTÁ AHORA Y CÓMO LO DEFINIRÍAS?

Akamai is the edge. Our globally distributed intelligent edge platform surrounds everything, from the enterprise to the cloud, so our customers and businesses can be fast, smart, and secure.

Akamai es lo último. Nuestra plataforma de inteligencia punta que se distribuye en todo el mundo lo envuelve todo, desde la empresa hasta la nube, para que nuestros clientes y sus negocios puedan actuar de forma inteligente, rápida y segura.

We always say that if you've been shopping online, downloaded music, watched a video on the web or logged in remotely, you were probably using Akamai's intelligent platform. Our solutions allow companies to offer the best online experience on any device and from anywhere. As the builder and provider of the world's most highly distributed CDN platform, Akamai delivers more than two trillion interactions every day and serves up to 30% of all Internet traffic.

Siempre decimos que, si compras en línea, te descargas música, ves vídeos en varias páginas web o inicias sesión de forma remota, es muy probable que utilices la plataforma inteligente de Akamai. Nuestras soluciones les permiten a las empresas ofrecer la mejor experiencia en línea para cualquier dispositivo y desde cualquier lugar. Como constructor y proveedor de la plataforma CDN con más distribución del mundo, Akamai cuenta con más de dos billones de interacciones cada día y trabaja con un 30% del tráfico total de internet.

HOW DID AKAMAI BEGIN, AND IS THERE ANY MEANING BEHIND THE NAME?

¿CÓMO EMPEZÓ AKAMI? ¿EL NOMBRE TIENE ALGÚN SIGNIFICADO?

The word Akamai comes from Hawaiian and means intelligent, or cool. The company’s beginnings lie in a challenge posed by World Wide Web inventor Tim Berners-Lee at the Massachusetts Institute of Technology (MIT) in early 1995. The father of the web foresaw the congestion that was soon to become very familiar to Internet users, and he challenged colleagues at MIT to invent a fundamentally new and better way to deliver Internet content.

La palabra Akamai viene del hawaiano y significa inteligente, o maravilloso. En los inicios de la empresa, nos encontramos con un desafío que había planteado el inventor de la World Wide Web Tim Berners-Lee en el Instituto Tecnológico de Massachusetts (MIT) a principios de 1995. El padre de la web previó que los usuarios de internet tardarían muy poco en concurrir la red y desafió a sus colegas del MIT a inventar una forma totalmente nueva y mejor de suministrar el contenido de Internet.

107

“When it comes to digital experiences, security is non-negotiable”

WHAT ARE THE CHALLENGES FACING CYBER SECURITY AT THE MOMENT? According to the latest State of the Internet / Security report, Gaming: You Can't Solo Security, published at the end of September, the gaming industry suffered nearly 10 billion credential stuffing and 152 million web application attacks between 2018-2020.

On August 20th, 1998, Dr. Tom Leighton, a professor of Applied Mathematics at MIT and Mr. Danny Lewin incorporated Akamai, with Jonathan Seelig and Randall Kaplan joining the founding team. The company grew rapidly and delivered its first live traffic (a pixel buried deep in the Disney site) in February of 1999.

In March, Akamai gained significant market exposure when it enabled the delivery of March Madness for ESPN and a Star Wars trailer for Entertainment Tonight, both of which experienced historic levels of user demand. Akamai launched commercial service in April 1999 and announced that one of the world's mosttrafficked web properties, Yahoo!, was a charter customer.

WHAT MADE YOU SEE THE NECESSITY OF ALIGNING YOUR INDUSTRY WITH THE GAMING INDUSTRY? One of the main pillars of our business is web and mobile performance, with the unparalleled scale and resiliency of approximately 300,000 servers in more than 130 countries, we manage to maintain uninterrupted customer experiences, with the intelligence to optimise devices, and capacity to move huge volumes of data and content, whether broadcasting to the largest audiences or personalising for each individual user. Great web and mobile performance is the key to engaging users, as any company nowadays would now.

Akamai is a good partner, even if it doesn't pretend to solve every possible risk, but we're proud to be involved in the effort.

108

To execute this type of attack, criminals attempt to access games and gaming services using lists of username and password combinations, or methods such as phishing through fraudulent sites. Each successful login indicates a gamer's account has been compromised. As anyone will be able to see in an upcoming survey of gamer attitudes toward security conducted

by Akamai and DreamHack, 55% of the respondents who identify as "frequent players" admitted to having had an account compromised at some point; of those, only 20% expressed being "worried" or "very worried" about it.

DDoS attacks are also very common in the industry, aiming to completely put a service offline to push the clients to a competitor's solution, or aiming to collect a ransom from the company set under attack.

WHY DO YOU BELIEVE THAT OPERATORS AND OTHER GAMING COMPANIES NEED TO UNDERGO A NEW DIGITAL TRANSFORMATION? When it comes to digital experiences, security is non-negotiable.

Gamers are highly targeted because they have several qualities that criminals look for. They're engaged and active in social communities.

For the most part, they have disposable income, and they tend to spend it on their gaming accounts and gaming experiences. When these factors are combined, criminals see the gaming industry as a targetrich environment. It's vital that gamers, game publishers, and game services work in concert to combat these malicious activities through a combination of technology, vigilance, and good security hygiene.

Finally, the operators and the platforms have had an incredible spike in traffic given the restrictions in place due to COVID-19. This has exacerbated the online competition and created new gaming habits that might not be easy to revert offline. A negative online experience might shift the business from one operator to another in an irreversible way; hence, it has become vital to guarantee every player the performance and the security standard they expect.

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

El 20 de agosto de 1998, el Dr. Tom Leighton, profesor de Matemáticas Aplicadas en el MIT y Danny Lewin se incorporaron Akamai junto con Jonathan Seelig y Randall Kaplan, quienes se sumaron al equipo fundador. La empresa creció muy rápido y tuvo su

“Cuando la experiencia digital está en juego, la seguridad es obligatoria”

primer tráfico en directo (un píxel enterrado en lo profundo de la página web de Disney) en febrero de 1999. En marzo, Akamai ganó exposición significativa en el mercado tras haber emitido la entrega de March Madness para ESPN y un tráiler de la Guerra de las Galaxias para Entertainment Tonight, ambos experimentando niveles históricos de demanda por parte de los usuarios. Akamai lanzó el servicio comercial en abril de 1999 y anunció que una de las extensiones Web con más tráfico del mundo, Yahoo!, era un cliente de charter. ¿CÓMO LLEGASTE A LA IDEA DE COMBINAR TU INDUSTRIA CON LA INDUSTRIA DEL JUEGO? Uno de los principales pilares de nuestro negocio es el rendimiento de la web y de los móviles, con la escala y la resistencia sin parangón de aproximadamente 300.000 servidores en más de 130 países. Gracias a esto conseguimos mantener ininterrumpidamente la experiencia de los clientes, con la inteligencia suficiente como para optimizar los dispositivos y la capacidad de mover

exitoso indica que esa cuenta de jugador ya está comprometida. Akamai y DreamHack han realizado una encuesta, que se publicará dentro de poco, relacionada con la actitud de los jugadores respecto a la seguridad en la que el 55% de los encuestados que se identifican como "jugadores habituales" han admitido haber sido hackeados en algún momento. De ellos, solo el 20% ha expresado estar "preocupado" o "muy preocupado" por este hecho.

Los ataques DDoS también son muy comunes en la industria, con el objetivo de poner completamente fuera de juego el servicio y de esta manera empujar a los clientes a acudir a la competencia o con el objetivo de cobrar un rescate de la empresa que está siendo atacada. ¿POR QUÉ CREES QUE LOS OPERADORES Y OTRAS EMPRESAS DE JUEGO NECESITAN LLEVAR A CABO UNA TRANSFORMACIÓN DIGITAL?

volúmenes masivos de datos y contenidos, ya sea

Cuando la experiencia digital está en juego, la

retransmitiendo a audiencias grandes o de forma

seguridad es obligatoria. Los jugadores son un

personalizada para cada usuario individual. Un gran

objetivo tan importante porque tienen varias

rendimiento en la web y en los móviles es la clave

cualidades que los criminales buscan. Están

para atraer a los usuarios, como lo haría cualquier

comprometidos y activos en las redes sociales.

empresa hoy en día.

La mayoría, tienen ingresos disponibles, y tienden

Akamai es un buen socio, incluso si no pretendes asumir todos los riesgos posibles, estaremos orgullosos de participar y de unir fuerzas. ¿CUÁLES SON LOS RETOS A LOS QUE SE ENFRENTA LA SEGURIDAD INFORMÁTICA HOY EN DÍA? Según el último informe sobre el estado de Internet y la seguridad, en el juego: “You Can't Solo Security”, publicado a finales de septiembre, la industria del juego ha sufrido casi 10.000 millones de credenciales autocompletados souns y 152 millones

a gastarlos en sus cuentas y experiencias de juego. Cuando estos factores se combinan, los delincuentes ven la industria de los juegos como un entorno lleno de posibles objetivos. Es vital que los jugadores, los editores de juegos y los servicios de juegos trabajen juntos para combatir este tipo de actividades maliciosas a través de una combinación de tecnología, vigilancia y seguridad.

Por último, los operadores y las plataformas han sufrido un aumento increíble en el tráfico teniendo en cuenta las restricciones impuestas por la Covid-19. Este hecho ha exacerbado la competencia

de ataques a aplicaciones web entre 2018-2020.

en línea y ha creado nuevos hábitos de juego que

Para realizar este tipo de ataques, los delincuentes

terrestre. Una experiencia negativa en línea puede

intentan acceder a los juegos y servicios de juego

hacer que el negocio pase de un operador a otro de

utilizando listas de combinaciones de nombres de

manera irreversible, por lo tanto, se ha convertido

usuario y contraseñas, o métodos como el phishing

en algo básico garantizar el rendimiento y el nivel de

a través de sitios fraudulentos. Cada inicio de sesión

seguridad que esperan todos los jugadores.

podrían resultar complicados de revertir de forma

109

DISRUPTION IN THE CYBER SECURITY SPACE

PERTURBATION DANS L’ESPACE DE CYBER SÉCURITÉ 110

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

IGAMINGSECURITY IS A TECH COMPANY SPECIALISING IN CYBER SECURITY SERVICES FOCUSED ON THE IGAMING SECTOR. LUKE SCERRI JOINS IGAMINGSECURITY CTO FRANCESCO MIFSUD TO DISCUSS THE LATEST TRENDS AND CHALLENGES OF THIS SIDE OF THE INDUSTRY.

IGAMINGSECURITY EST UNE ENTREPRISE TECHNOLOGIQUE SPÉCIALISÉE DANS LES SERVICES DE CYBERSÉCURITÉ AXÉS SUR LE SECTEUR DES JEUX D'ARGENT. LUKE SCERRI REJOINT FRANCESCO MIFSUD, CHEF DE DIRECTION TECHNIQUE D'IGAMINGSECURITY, POUR DISCUTER DES DERNIÈRES TENDANCES ET DES DÉFIS DE CE SECTEUR.

WHAT IS THE COMPANY’S PHILOSOPHY?

QUELLE EST LA PHILOSOPHIE DE L’ENTREPRISE?

Our philosophy is to always utilise our extensive knowledge and experience to secure iGaming companies, their employees and all their clients. When it comes to casino or sportsbook punters we always try to help them keep to the mantra “Play … Safely”. Over the years we have created an exclusive internal knowledge base via which we extract trends and patterns used by black hat hackers. All our team members contribute on a regular basis to keep this Knowledge Base alive and as relevant as it can get vis-a-vis exploits, risks and vulnerabilities posed at iGaming companies side.

Notre philosophie est de toujours utiliser nos connaissances et

WHAT IN YOUR EYES ARE THE CURRENT BIGGEST CYBER THREATS?

QUELLES SONT, À VOS YEUX, LES PLUS GRANDES CYBER-

It might sound a bit cliche’ but I would say “Phishing” would be the top one by far (in 2020). Phishing techniques have been evolving since ever and these days we are seeing more target spear phishing attacks. Hackers have realised that putting effort into the content and design of emails, yields better results. Nowadays phishing emails look incredibly similar to ‘normal day-to-day emails’.

Cela peut sembler un peu "cliché" mais je dirais que le "Phishing" serait

Generally, Phishing is the most commonly used delivery method for further attacks; it opens a plethora of other opportunities (to black hat hackers!). Threats include:-

En général, le phishing est la méthode la plus utilisée pour les

• Delivery of ransomware • Installation of CryptoJacking malware • Drive-by-downloads • Unsolicited Bank Transfers • Elicitation of information for further attacks • And the obvious data breaches which are the basis for credential stuffing attacks.

•

Remise de rançon

•

Installation de logiciels malveillants de type CryptoJacking

•

Téléchargements intempestifs

•

Virements Bancaires non sollicités

•

Obtention d'informations en vue de nouvelles attaques

HOW DOES YOUR APPROACH DIFFER FROM OTHER CYBER SECURITY COMPANIES?

EN QUOI VOTRE APPROCHE DIFFÈRE-T-ELLE DE CELLE DES

Well for starters, we are entirely focused on the iGaming vertical. Along the years we have created an array of

Pour commencer, nous nous concentrons entièrement sur le

(testing) processes and an overarching methodology. We are one of the very few global e-security firms offering Phishing as a service. We do not try to offer a one-size-fitsall off-the-shelf solution. Our cybersecurity services are completely managed and there is no need for (external) additional resources.

créé un ensemble de processus (de tests) et une méthodologie

notre expérience approfondies pour sécuriser les sociétés de jeux d’argent en ligne, leurs employés et tous leurs clients. Lorsqu'il s'agit de joueurs de casinos ou de paris sportifs, nous essayons toujours de les aider à respecter le mantra "Jouez ... en toute sécurité". Au fil des ans, nous avons créé une base de connaissances interne exclusive grâce à laquelle nous extrayons les tendances et les modèles utilisés par les hackers. Tous les membres de notre équipe contribuent régulièrement à maintenir cette base de connaissances vivante et aussi pertinente que possible face aux exploits, aux risques et aux vulnérabilités des sociétés de jeux d’argent.

MENACES ACTUELLES?

de loin la plus importante (en 2020). Les techniques de phishing ont évolué et, de nos jours, il y a de plus en plus de cibles pour les attaques de phishing. Les hackers ont réalisé qu'en faisant des efforts sur le contenu et la conception des mails, on obtient de meilleurs résultats.

Aujourd'hui, les mails de phishing ressemblent incroyablement aux "mails ordinaires".

nouvelles attaques ; il ouvre une multitude d'autres possibilités (aux hackers !). Les menaces comprennent :

•

Les violations de données qui sont à la base des attaques de “Credential Stuffing”

AUTRES SOCIÉTÉS DE CYBERSÉCURITÉ?

secteur des jeux d'argent en ligne. Au fil des ans, nous avons globale. Nous sommes l'une des rares entreprises mondiales de cybersécurité à proposer le phishing en tant que service. Nous n'essayons pas d'offrir une solution unique, nos services de cybersécurité sont entièrement gérés et il n'est pas nécessaire de faire appel à des ressources (externes) supplémentaires.

111

123, St. George’s Road, St. Julian’s, Malta

Mizzi Estates Limited, Mizzi Organisation Corporate Office, Testaferrata Street, Ta’ Xbiex, XBX 1407, Malta l Tel No: +356 2596 9556 pangeamalta@mizzi.com.mt www.pangeamalta.com

Deep-Tech Feature 深科技专栏

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

In addition to our processes and methodologies, we have developed proprietary custom tools that aid us in penetration testing of the various elements of a company’s tech-mix:- cloud, emailing and messaging systems, web sites and applications, mobile apps for both iOS and Android and, external and internal infrastructure.

WHICH ARE THE 3 MOST COMMON VULNERABILITIES FOUND IN IGAMING PLATFORMS? Having assessed and tested numerous iGaming platforms and traffic generation websites I can safely say that we come across vulnerabilities ranging from simple deviations from good practice such as ‘Username enumeration’, ‘Verbose Errors’ and ‘Clickjacking’ all the way to Broken Access Control.

We see a common trend whereby online casinos, affiliate sites and/or sportsbooks ‘sacrifice’ security to enhance user journeys and user experience.

“Our cyber security services are completely managed and there is no need for (external) additional resources” Broken Access controls is a common occurrence Authorisation is the part of the web or mobile application that decides who has permission to access what. Broken Access Controls lead to issues in the authorisation area of the web or mobile application. This can lead to: • • •

Cross-account leakage and/or manipulation of data Elevation of privilege (both horizontal and vertical) Insecure Direct Object References

Another common issue we frequently encounter is the utilisation of open source and/or ready-made components with known vulnerabilities. iGaming platforms can end up being very component-heavy and constantly keeping all dependencies (and their dependencies) up-to-date can be quite challenging. This complexity more often than not leads to unpatched systems.

TO FINISH OFF … WHERE DO YOU SEE IGAMINGSECURITY IN 3 - 5 YEARS? Our aim is to always strive to be on the forefront of cybersecurity. I am confident that with the services we provide we will always be one of the leading players in the iGaming cybersecurity sphere in the years to come; building boundary walls around clients and their digital assets.

“Nos services de cybersécurité sont entièrement gérés et il n'est pas nécessaire de faire appel à des ressources (externes) supplémentaires” En plus de nos processus et méthodologies, nous avons développé des outils propriétaires personnalisés qui nous aident à tester la pénétration des différents éléments du mix technologique d'une entreprise : le cloud, les systèmes de messagerie et de courrier électronique, les sites web et les applications, les applications mobiles pour iOS et Android et les infrastructures externes et internes.

QUELLES SONT LES TROIS VULNÉRABILITÉS LES PLUS COURANTES QUE L'ON TROUVE DANS LES PLATES-FORMES DE JEUX D’ARGENT EN LIGNE? Après avoir évalué et testé de nombreuses plates-formes de jeux d’argent et sites web générateurs de trafic, je peux affirmer sans aucun doute que nous faisons face à des vulnérabilités allant de simples écarts par rapport aux bonnes pratiques telles que le "recensement des noms d'utilisateur", les "Verbose Errors" et le "Clickjacking" et pouvant aller jusqu'au "Contrôles d’accès frauduleux".

Nous constatons une tendance commune selon laquelle les casinos en ligne, les sites affiliés et/ou les sportsbooks "sacrifient" la sécurité pour améliorer l'expérience de l'utilisateur.

Les contrôles d'accès frauduleux sont monnaie courante. L'autorisation est la partie de l'application web ou mobile qui décide qui a le droit d'accéder à quoi. Les contrôles d'accès frauduleux entraînent des problèmes dans le domaine de l'autorisation de l'application web ou mobile. Cela peut conduire à : • • •

Fuite et/ou manipulation de données entre comptes Élévation des privilèges (à la fois horizontale et verticale) Références Directes à un Objet non Sécurisé

Un autre problème que nous rencontrons fréquemment est l'utilisation de composants open source et/ou prêts à l'emploi présentant des vulnérabilités connues. Les plateformes de jeux d’argent peuvent finir par être très lourdes en composants et il peut être assez difficile de maintenir constamment à jour toutes les dépendances (et leurs dépendances). Cette complexité conduit le plus souvent à des systèmes non patchés.

POUR TERMINER, OÙ VOYEZ-VOUS IGAMINGSECURITY DANS 3 À 5 ANS? Notre objectif est de toujours nous efforcer d'être à la pointe de la cybersécurité. Je suis convaincu qu'avec les services que nous fournissons, nous serons toujours l'un des principaux acteurs de la cybersécurité des jeux d'argent en ligne dans les années à venir, en construisant une “zone de protection” autour des clients et de leurs actifs numériques.

113

114

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

声音的彼端 MADLORD® IS A PREMIUM AUDIO PRODUCTION BRAND SPECIALISED IN CREATING MUSIC AND SOUND-DESIGN FOR THE ONLINE GAMBLING AND CASINO GAMES INDUSTRY. MADLORD CONTROLS THE SPACE WHERE IMAGES AND WORDS CANNOT REACH, THE SPACE OF MUSIC. THE COMPANY USES MUSIC AS A TOOL TO CONTROL EMOTIONS AS WELL AS ENTERTAIN. MUSIC IS AN EXTREMELY POWERFUL TOOL USED TO TRIGGER AND ELEVATE THE PLAYER’S EXPERIENCE. IN THIS INTERVIEW, MARIA DEBRINCAT INVITES JORGE DE LELLIS, FOUNDER AND AUDIO DIRECTOR OF MADLORD, TO SHARE HIS EXPERT INSIGHTS ON HOW MADNESS CAN MEET REASON.

MADLORD®是一个优质的音频制作

品牌，专门为在线博弈和赌场游戏产 业创造音乐和声音设计。 MADLORD 控制着图像和文字无法触击的空

间——音乐的空间。 该公司将音乐作

为控制情绪以及娱乐的工具。 在触发 并提升玩家的体验方面，音乐是极其 强大的工具。 在本期访谈中，MARIA

DEBRINCAT邀请了MADLORD的创

始人兼音频总监JORGE DE LELLIS， 分享他的专业见解，分享疯狂与理性 如何相遇。

115

WHAT SORT OF WORK GOES INTO CREATING THE

already offers — it skyrockets the emotional excitement

SOUNDTRACK FOR AN ONLINE SLOT? CAN YOU

and arousal of gambling to the next level. Secondly,

BRIEFLY EXPLAIN THE PROCESS?

it creates instant emotional perceptions that images,

First, I help the game producer to define the type of music

numbers and words never will.

they want. Even if they are unfamiliar with musical terms or

HOW IMPORTANT IS THE SOUNDTRACK AND SOUND

sound design jargon. Also, at MADLORD, much research is

EFFECTS WHEN IT COMES TO CREATING AN ENGAGING

undertaken. And it’s not confined only to music styles. We

AND IMMERSIVE ONLINE SLOT?

also take a deep dive into culture — into myths and legends — to fully immerse ourselves into the game’s theme.

Short answer: more important than you can imagine. Music and sound are embedded in human culture from ancient

Next, several genre-specific instruments are loaded into

times and, thus, they create powerful instinctive reactions

Nuendo (the audio-production software). Then, melodic and

at the very core of our decision-making processes. We are

harmonic ideas — created with just a piano — are tested to

all susceptible to the power of music and sound. And there

determine if they work with the emotional map that the music

are scientific studies that prove this to be true.

composer needs to follow. If these initial ideas work, then the music is arranged with the right instruments. The free-spin music loop is created first, since it is the most elaborate.

An outstanding game needs to have both engagement and immersion. Engagement is active — clicking on the spin button, selecting a card, dancing while winning, focusing, etc. Whereas immersion is passive.

“But above all, emotions are at the heart of the human experience. And that is where music and sound shine through like nothing else”

Win sounds and sound effects are crucial because they increase engagement. Adding a powerful layer of highly charged emotional content to game events (e.g., near misses, LDWs). This creates even more excitement and emotional thrills that push entertainment so much further.

The more thrilling the emotions that a person experiences, the more they are engaged to repeat that experience.

Now, especially in this day and age where mobile phones dominate user-experiences, soundtracks are crucial for

WHAT IMPACT DOES MUSIC AND SOUND HAVE ON THE PLAYER EXPERIENCE?

Even the most fantastic and impressive game-theme

The impact of music and sound in multiline video slot

landscapes and surrounding graphics — that shines on a

experiences is mind boggling.

experience created though impressive background 27-inch desktop monitor — will utterly die on a tiny mobile

In casino games winning money is unquestionably part of

phone screen!

that experience. Graphics and game mechanics are also

When you think about immersion, you really imagine the

part of the experience. But above all, emotions are at the

experience you get from watching Terminator on a 65-foot

heart of the human experience. And that is where music

cinema screen!

and sound shine through like nothing else.

However, plugin tiny, portable in-ear headphones into

A study by the School of Psychology at the University of

your mobile phone, and a great music score and fantastic

Queensland in Australia established that ‘arousal’ is one

sound design will propel your mobile experience into

of the primary rewards that a gambler gets from playing

the stratosphere! At MADLORD, we are now working on

slot games. So it is not just about money. A study by the

creating sonic experiences aimed for mobile that rival

University of Glasgow in Scotland stated that ‘arousal’

traditional desktop experiences.

is the major reinforcer of regular gambling behavior — critical for retention. And a study by the University of Waterloo in Canada provided evidence that win sounds

DOES MUSIC AND SOUND CREATE THE SAME EFFECT ON EVERY PLAYER?

and sound effects influence arousal levels in slot players.

Not exactly. That is why when composing music or

Furthermore, music heightens arousal levels in humans

working on sound design at MADLORD, we also tailor

and enhances almost any experience.

sounds to engage the particular player profile. For

In essence, the music and sound used in multiline video slot machines works in two ways. Firstly, as an incredibly powerful enhancer of the experience that the game

116

creating immersion. Consider the following:

example, Philippines versus German land-based players versus UK versus hard-core players, etc.

You can summon MADLORD at www.madlord.com

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

"最重要的是，情感是人类体验的核心。 而这正

是音乐和声音发挥作用之处，胜过其他一切" 创作在线老虎机的背景音乐需要做什么样的工

在创建一个引人入胜且身临其境的在线老虎机

首先，我帮助游戏制作人定义他们想要的音乐

简短的回答：比你想象的更重要。 音乐和声音自

作？你能简单解释一下这个过程吗？

类型。 即使他们对音乐术语或声音设计术语不

熟悉也行。 另外，在MADLORD会进行很多研究。 而且不仅仅局限于音乐风格。 我们还深入研究

文化——神话和传说，让自己完全沉浸在游戏的 主题中。

接下来，将几种特定风格的乐器加载到

NUENDO（音频制作软件）中。 然后，测试旋律与

和声的点子——只用一架钢琴创建——以确定它 们是否与音乐作曲家需要遵循的情感地图相配 合。 如果这些最初的想法可行，那么就会用合适

的乐器来安排音乐。 免费旋转的音乐循环会首先 被创建，因为它是最精细复杂的。

音乐和声音对玩家的体验有什么影响？

在多线视频老虎机体验中，音乐和声音的影响是 十分惊人的。

在赌场游戏中，赢钱无疑是这种体验的一部分。 图形和游戏机制也是体验的一部分。

但最重要的是，情感是人类体验的核心。 而这正 是音乐和声音发挥作用之处，胜过其他一切。

澳大利亚昆士兰大学心理学学院的一项研究确

定，"唤醒 "是玩家从玩老虎机游戏中获得的主要 奖励之一。 所以，这不仅仅是钱的问题。 苏格兰格

拉斯哥大学的一项研究指出，“唤醒”是经常性游 戏行为的主要强化物——对保持游戏行为至关

重要。 而加拿大滑铁卢大学的一项研究提供了证 据，证明赢钱的声音和音效会影响老虎机玩家的 唤醒水平。 此外，音乐能提高人类的唤醒水平，几 乎能增强任何体验。

从本质上讲，多线视频老虎机中使用的音乐和声 音在两个方面发挥作用。 首先，对于游戏所提供

体验来说，其作为一个令人难以置信的有力增强

剂——它将博弈的情绪兴奋和唤醒提升到一个新 的水平。 其次，它创造了图像、数字和文字永远无 法实现的即时情感感知。

时，背景音乐和音效有多重要？

古以来就蕴含在人类文化中，因此，它们会在我

们决策过程的核心产生强大的本能反应。 我们都 容易受到音乐和声音的力量的影响。 而且有科学 研究证明这是真的。

一个优秀的游戏需要同时具备参与感和沉浸感。 参与感是主动的——点击旋转按钮、选择卡片、 在赢钱时兴奋跳舞、集中注意力等。 而沉浸感则 是被动的。

赢钱的声音和音效至关重要，因为它们能增加参 与感。 为游戏事件（差点赢、假赢等）添加一层强

大的高度情感内容。 这样可以创造出更多的刺激 和情感快感，将娱乐推向更远。

一个人体验到的情感越是刺激，他们就越会重复 参与这种体验。

现在，尤其是在这个手机主导用户体验的时代， 背景音乐对于创造沉浸感至关重要。 请考虑以 下几点：

即使是通过令人印象深刻的背景景观和周围的

图形所创造出那些最梦幻、最令人印象深刻的游 戏主题体验——在27英寸的桌面显示器上熠熠 生辉——也会在小小的手机屏幕上彻底死亡！

当想到沉浸感，你会想象在65英尺的电影屏幕上 观看《终结者》所获得的体验！

然而，将小巧便携的入耳式耳机插入手机，美妙的 音乐配乐和梦幻般的音效设计，将把你的手机体

验极速推升！在MADLORD，我们正致力于打造针 对移动端的声音体验，以媲美传统的桌机体验。

音乐和声音是否会对每个玩家产生相同的效果？ 不尽然。 因此，MADLORD在进行音乐创作和声

音设计的时候，也会根据玩家的不同情况进行声 音设计。 比如，菲律宾、德国实体玩家、英国、硬核 玩家等等。

你可以在 WWW.MADLORD.COM 召唤MADLORD大神

117

< ! DOCTYPE html> <head> <title>AI BC Summit Europe - 1 3 - 1 5 A p r i l 2 0 2 1 < / t i t l e > </head> <body> <h3>bringing together inves t o r s , i n n o v a t i v e p r o j e c t s , a n d e x p e r ts < / h 3 > <ul> <li>blockchain</li> <li>a i</li> <li>i ot</li> <li>q uantum tech</li> <li>b ig data</li> <li>s tartups</li> <li>t op speakers</li> <li>s ocial impact</li> <li>w orkshops</li> <li>c onferences</li> <li>m arketeers</li> <li>s uppliers</li> <li>o ther emerging tech</ l i > </ul> <h3>discuss and shape the f u t u r e < / h 3 > <script> bookURL = "http://www . a i b c s u m m i t . c o m / " ; document.write("Regis t e r N o w ! " + b o o k U R L ) ; </script> </body> < / html>

<script> $("#title").ap p e n d ( " M a l t a " ) ; $("#event-dates " ) . a p p e n d ( " 1 3 - 1 5 F e b r u a r y 2 0 2 1 " ) ; </script>

120

重温SiGMA的重要时刻

121

Malta, 17th July 2020 马耳他, 7月17日

122

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gallery 图库

123

No Risk – but Fun!

Slotmachines, Scratch Cards or any Casino Game RNG based Instant Games with huge jackpots!

EMIRAT and its Partner RNG WorldWide covers any kind of Jackpot, which provides a 100 % secure system. No fraud! No distrust!

100% transparency! Implement your game on your Online Casino or Lottery Website. Let us be your partner to cover your jackpot up to 250,000,000 Euro. Time to level up your business by giving it a unique kick.

Get in touch!

our partner

RNG

®

WorldWide

tel: +49 (0)89/ 255 41-0 • fax:+49 (0)89/ 255 41-55 • e-mail:info@emirat.de

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gallery 图库

125

K i e v, 2 7 t h A u g u s t 2 0 2 0 基辅, 8月27日

126

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gallery 图库

127

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gallery 图库

129

Ta i p e i , 1 5 t h D e c e m b e r 2 0 2 0 台 北 ，2 0 2 0 年 1 2 月 1 5 日

130

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gallery 图库

131

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

133

Dream big, start small DE STAGIAIRE À COO HAVING BEEN INVOLVED WITH THE COMPANY SINCE

HOW WOULD YOU DESCRIBE THE HUGE GROWTH THAT

2016, SOPHIE CROUZET HAS HELPED SiGMA GROW FROM

HAS LED TO A BRAND WITH STRONG RESONANCE ON FOUR

A LOCAL CONFERENCE IN MALTA TO A WORLD LEADING

CONTINENTS?

EVENT WHERE SOME OF THE INDUSTRY’S BIGGEST DEALS ARE MADE. MARIA DEBRINCAT INVITES CROUZET, THE COMPANY’S RECENTLY APPOINTED COO, TO SHED SOME LIGHT ON SiGMA’S FUTURE AND HER JOURNEY SO FAR.

With a strong workforce in Malta, Kiev, and Manila we believed that the time was right for SiGMA to expand beyond its comfort zone.

As a continent it offers novel opportunities in both the gaming and tech sectors. We saw potential for development in both Africa and LatAm and grabbed the opportunity to expand our portfolio

WHAT DOES BEING NAMED SiGMA’S COO MEAN TO YOU

of events. SiGMA has also morphed into a strong media company

AFTER MORE THAN 4 YEARS WITH THE COMPANY?

where users can now find content in 10 different languages.

I’ve been with the company since its inception - having joined as an intern I have seen the company grow at an astonishing pace. SiGMA is a company that credits individuals and gives recognition to hard work done. I’ve seen individuals grow on a personal level, including myself. Having witnessed SiGMA’s growth has given me a unique perspective and a skillset that I hope will see me in good stead. Although I was appointed during challenging times, I am confident in the way forward.

WHAT CHALLENGES AND OPPORTUNITIES LIE AHEAD AND HOW HAVE YOU AIDED THE COMPANY TO NAVIGATE TURBULENT TIMES? It’s all about accepting challenges and choosing to keep moving forward. SiGMA’s potential excelled as we challenged ourselves beyond limitations.

Although there is no substitute for the thrill of a packed expo or for the relaxed atmosphere of a networking dinner, our digital events have brought their own unique brand of value to the table. The health crisis motivated us to facilitate a much-needed conversation by bringing the industry together virtually. This experience gave us the opportunity to reach a wider audience and make our event accessible globally. It has been vital for

134

“Through the interactive experience we had the opportunity to reach a wider audience and make our event accessible to more people globally” WHAT EXPECTATIONS DO YOU HAVE FOR THE UPCOMING SiGMA EVENTS? With these summits we are expecting to connect top speakers from diverse sectors and attract investors and industry players from around the globe by facilitating business between continents and industry players on a bigger scale. On the other hand, we also aim to attract an expert-led, interactive audience - there are plenty of exciting conversations waiting to take place and SiGMA offers the perfect platform for these conversations to ignite.

companies to strengthen connections, keep informed and

The team here at SiGMA has one aim in mind and that is to bring

discuss the way forward. The virtual platform will be integrated

audiences together to pave way for the gaming communities

into our live shows – enabling a more holistic experience.

worldwide to learn from and do business with each other.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

SOPHIE CROUZET, QUI TRAVAILLE POUR L'ENTREPRISE DEPUIS 2016, A AIDÉ SiGMA À PASSER D’UNE CONFÉRENCE LOCALE À MALTE À UN ÉVÉNEMENT MONDIAL DE PREMIER PLAN OÙ SONT CONCLUS CERTAINS DES PLUS GROS CONTRATS DU SECTEUR. MARIA DEBRINCAT INVITE SOPHIE CROUZET, RÉCEMMENT NOMMÉE DIRECTRICE DE L'EXPLOITATION (COO) DE L'ENTREPRISE, À NOUS ÉCLAIRER SUR L'AVENIR DE SiGMA ET SUR SON PARCOURS JUSQU'À PRÉSENT.

QUE SIGNIFIE POUR VOUS LE FAIT D'ÊTRE NOMMÉ COO DE SiGMA APRÈS PLUS DE 4 ANS DANS L'ENTREPRISE ?

Je suis dans l'entreprise depuis sa création. Ayant rejoint l'entreprise en tant que stagiaire, j'ai vu l'entreprise se développer à un rythme surprenant. J'ai vu plusieurs personnes évoluer sur le plan personnel, dont moi-même. Avoir assisté à la croissance de SiGMA au cours des 4 dernières années m'a donné une perspective unique et un ensemble de compétences qui, je l'espère, me seront utiles. Bien que j'aie été nommée à des moments difficiles, je suis confiante quant à la suite.

QUELS SONT LES PROCHAINS DÉFIS ET OPPORTUNITÉS ET COMMENT AVEZ-VOUS, EN TANT QUE COO, AIDÉ L'ENTREPRISE À TRAVERSER LES PÉRIODES AGITÉES ?

Il s'agit de relever les défis et de choisir de continuer à aller de l'avant. Le potentiel de SiGMA est excellent, car nous nous sommes lancés des défis au-delà des limites imposées.

Bien que rien ne remplace l'ambiance d'un événement physique, nos événements virtuels ont su faire leurs preuves. La crise sanitaire nous a motivés à créer des rassemblements virtuels de l'industrie, la plate-forme virtuelle sera intégrée à nos salons en direct, ce qui permettra une expérience plus globale. Il a été vital pour les entreprises de renforcer leurs liens et de travailler main dans la main pour faire face à cette période.

“Grâce à l'expérience interactive, nous avons eu l'occasion de toucher un public plus large et de rendre notre événement accessible à un plus grand nombre de personnes dans le monde entier” COMMENT DÉCRIRIEZ-VOUS L'ÉNORME CROISSANCE D'UNE SOCIÉTÉ QUI A COMMENCÉ À MALTE ET QUI S’EST DÉVELOPPÉE SUR QUATRE CONTINENTS ?

Avec un effectif important à Malte, Kiev et Manille, nous avons pensé que le moment était venu pour SiGMA de s'étendre au-delà de sa zone de confort.

Nous avons vu un potentiel de développement à la fois en Afrique et en Amérique latine et nous avons saisi cette occasion pour élargir notre portefeuille d'événements.

SiGMA s'est également transformé en une solide entreprise médiatique où les utilisateurs peuvent désormais trouver tous les contenus en 10 langues différentes.

QUELLES SONT VOS ATTENTES CONCERNANT LES PROCHAINS ÉVÉNEMENTS DE SiGMA ?

Avec ces expositions, nous espérons faciliter la mise en relation avec des intervenants de premier plan de divers secteurs et attirer des investisseurs et des acteurs industriels du monde entier. D'autre part, nous voulons également attirer un public interactif dirigé par des experts - de nombreux projets passionnants sont en cours et SiGMA offre la plateforme parfaite pour que ces projets prennent vie.

L'équipe de SiGMA n'a qu'un seul objectif en tête : rassembler les publics pour permettre aux communautés de joueurs du monde entier d'apprendre les uns des autres et de faire des affaires ensemble.

135

Give, Give, Give,

Ask

DONNER, DONNER, DONNER, DEMANDER QUALITY PERFORMANCE STARTS WITH A POSITIVE ATTITUDE AND HAMZA AFIFI, SiGMA’S NEWLY APPOINTED HEAD OF SALES LACKS NOTHING OF THE SORT. IN THIS INTERVIEW, MARIA DEBRINCAT, SAT DOWN WITH HIM TO SEE HOW HIS NEW VENTURE HAS BEEN GOING ON SO FAR.

THIS YEAR YOU WERE APPOINTED SiGMA’S NEW HEAD OF SALES. TELL US A LITTLE BIT MORE ABOUT THIS EXPERIENCE. Being head of sales and eventually managing a sales team is quite challenging. It had always been a dream I never imagined myself achieving. I got appointed this role during very unprecedented times when the whole world was hit with COVID-19. Managing a sales team for an events company during this time has been tough but looking at it from the bright side it has most definitely turned me into a more responsible individual. As a team we didn’t just survive but we rebuilt the company around these circumstances and came back even stronger than ever.

WHAT ARE THE QUALITIES THAT MAKE AN INDIVIDUAL GOOD AT SALES AND WHAT DO YOU LOOK FOR IN A NEW SALES REPRESENTATIVE? Interaction. Before selling products and services we meet our clients and build relationships with them. We strive to give our clients a truly extraordinary experience. Until we have fully understood our clients' needs genuinely, we cannot truly serve them. With every interaction we see an opportunity to have a positive impact on them. Once that strong relationship is there you automatically earn a good reputation, and a positive reputation is one of our main ingredients to success.

HOW DO YOU APPROACH SETTING GOALS FOR YOUR TEAM? In our sales team we have a mix of junior and senior employees. My main aim is to all work together and set goals collectively. It takes two to tango.

136

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

WHAT ARE YOUR STRATEGIES AND PLANS FOR THE COMING YEAR? In the coming year we aim to shift some of our focus to media.

When COVID hit we saw huge potential in media sales. Our new website has just launched in six languages and we’re working on the next four, 10 in total. With the launch of all these languages we opened to new clients in those markets.

We saw that there’s a level of trust as the language-barrier has been broken. So, for the coming year we will be focusing on these niche emerging markets as well.

“It had always been a dream I never imagined myself achieving”

Our team believes in five key words taken from five different cultures. All these keywords hold an extremely valuable

meaning, and they are Kintsugi, Guanxi, Ikigai, Ubuntu and Firigun. My personal favorite is Ubuntu. This is a popular phrase in the African culture used to express compassion. reciprocity, dignity, harmony and humanity. This is often translated as “I am because we are.” Living by this motto in sales is crucial as it represents teamwork, if one shines, we all shine.

LES PERFORMANCES DE QUALITÉ COMMENCENT PAR UNE ATTITUDE POSITIVE ET HAMZA AFIFI, LE NOUVEAU CHEF DES VENTES DE SiGMA, N’EN MANQUE PAS ! DANS CETTE INTERVIEW, MARIA DEBRINCAT, S'EST ASSISE À SES CÔTÉS POUR VOIR COMMENT SA NOUVELLE AVENTURE SE DÉROULE JUSQU'À PRÉSENT.

pas pleinement compris les besoins de nos clients, nous ne pouvons pas vraiment les servir, chaque interaction nous donne l'occasion d'avoir un impact positif sur eux. Une fois que cette relation solide est établie, vous gagnez automatiquement une bonne réputation, et une bonne réputation est l'un des principaux ingrédients de notre succès.

IS THERE A MOTTO THAT YOU OR YOUR TEAM WORK BY?

CETTE ANNÉE, VOUS AVEZ ÉTÉ NOMMÉ NOUVEAU CHEF DES VENTES DE SiGMA. PARLEZ-NOUS UN PEU PLUS DE CETTE EXPÉRIENCE. Être chef des ventes et diriger une équipe de vente est un véritable défi. Cela a toujours été un rêve que je ne m'étais jamais imaginé réaliser. J'ai été nommé à ce poste à une époque très difficile, à une époque où le monde entier a été frappé par l’épidémie de la COVID-19. Gérer l’équipe de vente d’une société événementielle pendant cette période a été difficile, mais en regardant les choses du bon côté, cette expérience m'a définitivement transformé en une personne plus responsable. En tant qu'équipe, nous n'avons pas seulement survécu, mais nous avons reconstruit l'entreprise en fonction des circonstances actuelles et nous sommes revenus encore plus forts que jamais.

“Cela a toujours été un rêve que je ne m'étais jamais imaginé réaliser” QUELLES SONT LES QUALITÉS QUI FONT QU'UN INDIVIDU EST BON DANS LA VENTE ET QUE RECHERCHEZ-VOUS CHEZ UN NOUVEAU REPRÉSENTANT COMMERCIAL ?

Avant de vendre des produits et des services, nous rencontrons nos clients et nous établissons des relations avec eux. Nous nous efforçons de faire vivre à nos clients une expérience vraiment extraordinaire. Tant que nous n'avons

COMMENT DÉFINISSEZ-VOUS LES OBJECTIFS DE VOTRE ÉQUIPE ?

Notre équipe de vente est composée d'un mélange d'employés juniors et seniors. Mon principal objectif est de travailler tous ensemble et de fixer des objectifs collectivement. On ne peut pas applaudir à une main, il faut deux mains pour applaudir.

QUELLES SONT VOS STRATÉGIES ET VOS PROJETS POUR L'ANNÉE À VENIR ?

Au cours de l'année à venir, nous avons l'intention de nous concentrer sur les médias. Lorsque l’épidémie de la COVID a éclaté, nous avons vu un énorme potentiel dans la vente de médias. Notre tout nouveau site web vient d'être lancé en six langues et nous travaillons sur les quatre prochaines, ce qui fait donc dix langues au total. Grâce au lancement du site web dans toutes ces langues, nous nous sommes ouverts à de nouveaux clients sur ces marchés. Nous avons constaté que le niveau de confiance à augmenté car la barrière linguistique a été brisée. Nous nous concentrerons donc également sur ces marchés émergents de niche durant les années à venir.

VOUS ET VOTRE ÉQUIPE AVEZ-VOUS UNE DEVISE DE TRAVAIL ?

Notre équipe croit en cinq mots clés issus de cinq cultures différentes. Tous ces mots clés ont une signification extrêmement précieuse, ce sont Kintsugi, Guanxi, Ikigai, Ubuntu et Firigun. Mon mot préféré est Ubuntu. C'est une expression populaire dans la culture africaine utilisée pour exprimer la compassion, la réciprocité, la dignité, l’harmonie et l’humanité, elle est souvent traduite par "Je suis parce que nous sommes". Vivre selon cette devise dans la vente est crucial car elle représente le travail d'équipe, si l'un d'entre nous brille, nous brillons tous.

137

Treats VS Needs

PLAISIR CONTRE BESOIN PROVIDING EXCELLENT CLIENT SERVICE IS A TOP QUALITY THAT SINTIJA RIMSA, THE RECENTLY-APPOINTED HEAD OF ACCOUNT MANAGEMENT, SEES AS CRUCIAL. IN THIS INTERVIEW MARIA DEBRINCAT INVITES SINTIJA TO SHARE HER EXPERT INSIGHTS ON ACCOUNT MANAGEMENT AND GOAL ACHIEVEMENTS.

HOW DO YOU DECIDE ON WHICH BUSINESS DECISION TO MAKE TO PROGRESS FORWARD WITH YOUR CLIENTS? To start with, we have to establish a good relationship with our clients and understand their needs. My primary goal is to approach each client with the intention of helping them solve problems that might arise and achieve their targeted business goals together.

Selling a product or a service comes later. As in any B2B and media company it is undeniable that each employee has to have a good business judgment especially in account management. We as a team follow latest trends and news in the industry and this allows us to make the best business decisions not only for us, but also for our clients and their future marketing strategies. A combination of analysing data and feedback, knowing trends and trusting your gut feeling always leads to progress no matter the situation. Your clients don’t really care how much you know until they know how much you care for them.

AS HEAD OF ACCOUNT MANAGEMENT, HOW DO YOU FOSTER GOOD RELATIONSHIPS WITH YOUR CLIENTS? Clients and partners are just human beings who at the end of the day are focussing on achieving their business targets, but also want to spend time with like-minded people. Clients ideas as well as concerns have to be heard and taken seriously. I think it’s crucial to know your client on a personal level, establish a long-term holistic relationship with them and achieve enjoyable communication which is progress oriented.

138

YOU CLEARLY DEAL WITH A LOT OF DIFFERENT CLIENTS FROM DIFFERENT CULTURES, HOW WOULD YOU HANDLE A PERSONALITY CONFLICT? When dealing with complicated relationships between parties from different cultural backgrounds one has to keep in mind the strengths that these individuals have. Personality conflicts and disagreement can easily arise when there’s money involved but the best way forward is to first focus on a solution that will justify and serve the needs of the client and lastly use different resources including in house employees who are mostly coming from different cultures and backgrounds to get a fresh perspective on the dispute.

“Clients ideas as well as concerns have to be heard and taken seriously” WHAT STEPS DO YOU TAKE TO HIT YOUR REVENUE TARGETS? To achieve successful revenue targets we focus on our own existing client base before seeking new clients, and do our best to keep that client base satisfied. Our main responsibility is to keep the key strategy stable. We have received a lot of feedback from our clients who admire the fact that we adjust to the never ending changes in the market. We strive to work our way with services according to emerging trends and at the same time serve the targets as well as needs of our clients by offering them novel, creative solutions. Nevertheless, seeking trendy solutions and fresh new verticals from different markets and products is a vital cornerstone of hitting revenue targets.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

L'EXCELLENCE DU SERVICE À LA CLIENTÈLE EST UNE QUALITÉ QUE SINTIJA RIMSA, RÉCEMMENT PROMUE RESPONSABLE DE LA GESTION DES COMPTES, CONSIDÈRE COMME CRUCIALE. DANS CETTE INTERVIEW, MARIA DEBRINCAT INVITE SINTIJA À PARTAGER SES CONNAISSANCES D'EXPERTE SUR LA GESTION DES COMPTES ET LA RÉALISATION DES OBJECTIFS.

COMMENT DÉCIDEZ-VOUS DE LA DÉCISION COMMERCIALE À PRENDRE POUR PROGRESSER AVEC VOS CLIENTS ?

Il faut d’abord établir une bonne relation avec nos clients et comprendre leurs besoins. Mon objectif premier est d'approcher chaque client avec l'intention de les aider à résoudre les problèmes qui pourraient surgir et à atteindre ensemble les objectifs commerciaux qu'ils se sont fixés. La vente d'un produit ou d'un service vient plus tard. Le fait de suivre les tendances du secteur nous permet de prendre les meilleures décisions commerciales, pour le client et pour nous. La combinaison de l'analyse des données et du retour des clients, de la connaissance des tendances et de la confiance en son intuition permet toujours de progresser, quelle que soit la situation. Vous devez montrer à vous clients à quel point vous vous souciez d'eux.

“Les idées et les préoccupations des clients doivent être entendues et prises au sérieux” EN TANT QUE RESPONSABLE DE LA GESTION DES COMPTES, COMMENT FAVORISER DE BONNES RELATIONS AVEC VOS CLIENTS ?

En fin de compte, les clients et les partenaires se concentrent sur la réalisation de leurs objectifs commerciaux mais ils veulent aussi passer du temps avec des personnes qui partagent leurs idées. Les idées et les préoccupations des clients doivent être entendues et prises au sérieux.

Je pense qu'il est crucial de connaître son client sur le plan personnel, d'établir avec lui une relation holistique à long terme et de parvenir à une communication agréable et axée sur le progrès.

IL EST CLAIR QUE VOUS AVEZ AFFAIRE À DE NOMBREUX CLIENTS DE CULTURES DIFFÉRENTES, COMMENT GÉRER UN CONFLIT DE PERSONNALITÉ ?

Il faut garder à l'esprit les points forts de ces personnes, en effet, les conflits de personnalité et les désaccords peuvent facilement surgir lorsqu'il y a de l'argent en jeu. Mais la meilleure façon de procéder est de se concentrer d'abord sur une solution qui justifiera et servira les besoins du client et enfin d'utiliser différentes ressources pour avoir un regard neuf sur le conflit, y compris les employés internes qui sont pour la plupart issus de cultures et d'horizons différents.

QUELLES MESURES PRENEZ-VOUS POUR ATTEINDRE VOS OBJECTIFS DE RECETTES ?

Nous nous concentrons sur notre propre clientèle existante avant d'en chercher une nouvelle, et nous faisons de notre mieux pour que cette clientèle soit satisfaite. Nous nous efforçons d'adapter nos services aux nouvelles tendances et aux nouveaux marchés verticaux tout en répondant aux objectifs et aux besoins de nos clients en leur proposant des solutions nouvelles et créatives, et les clients sont très satisfaits. Ce sont des éléments essentiels pour atteindre les objectifs de revenus.

139

AMONGST THE ARRAY OF PROJECTS

BY SiGMA GROUP, SiGMA FOUNDATION IS ONE OF THE COMPANY’S MOST TREASURED CONCEPTS, ONE THAT ENABLES IT TO GIVE ITS OWN HELPING HAND TO PEOPLE AND PLACES IN NEED BY DOING WHAT IT DOES BEST; ORGANISING EVENTS AND FUND-RAISING ACTIVITIES.

140

在SiGMA集团的一系列项目

中，SiGMA基金会是公司最珍贵

的概念之一，它使公司能够通过 做它最擅长的事情——组织活 动和筹款活动——向需要帮助 的人和地方伸出援手。

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

The foundation also carries certain traditional events such as the Kilimajaro Challenge, and the SiGMA Trails which have really taken off and serve as a fantastic way of easing one’s tense and stressful mental and physical states, by exploiting the beautiful Maltese shoreline through trekking.

It’s reach is not limited to financial aid, or for that matter, local financial aid, but it includes academic and more tangible education that helps people in need to have a more self-sufficient life, and one example of this is the inauguration of the primary school in Ethiopia in January of 2020. Despite the severe limitations of this year, the foundation still managed to get the subsistence and sponsorship for around five other schools in Ethiopia; financed the setting up of the Jimma Disability rehabilitation program, flying in specialised staff to the country to service and recondition prosthetic limbs and other walking aids; and we also helped with the setting up of a COVID-19 testing hub.

“For companies who treat their corporate social responsibility with care and complete consciousness, I remove my hat. I believe this world isn’t just about being successful and making money” Apart from Ethiopia, the foundation has also done work in the Philippines where it started the Jose Depiro Kabataan Okestra and the Jose Depiro Formation Centre in Bataan, with the intention of keeping children off the streets, providing them with a tool of expression and teaching them something which in itself helps to enhance the mind and the self; music. The centre itself is a hub that protects children as they’re growing up, offering them a better start in life and helping them to find gainful employment in the future.

Moreover, there’s an expedition in the pipeline for April 2021, and the compass is pointing towards Toubkal in Morocco. This adventure will coincide with the launching of another project the foundation has in Marrakech, and furthermore, there are also plans to launch an ‘El Camino de Santiago’ for next year as well, so it’s definitely going to be an exciting year.

Now that it is officially registered as a recognised legal entity, the foundation has enabled itself to open its doors and encouraging industry companies to make use of it, having one recent example being Hero Gaming sponsoring the yearly subsistence of a school in Ethiopia. In a recent interview, SiGMA Foundation’s Chief Philanthropy Officer, Keith Marshall said ‘for companies who treat their corporate social responsibility with care and complete consciousness, I remove my hat. I believe this world isn’t just about being successful and making money. If we are able to help people along the way, why shouldn’t we?’

基金会开展了一些传统活动，如乞力马扎罗挑战赛， 以及SiGMA步道——该活动非常成功，通过徒步旅行 探索美丽的马耳他海岸线，成为缓解人们紧张和压 力的心理和身体状态的一种奇妙方式。

它的影响范围并不局限于经济援助（或者说是当地 的经济援助） ，更包括学术和更多实在的教育，帮助

有需要的人拥有更自给自足的生活，其中一个例子， 就是2020年1月埃塞俄比亚小学的落成典礼。 尽管今 年受到严重的限制，但基金会还是为埃塞俄比亚的

另外五所学校争取到了生活费和赞助；资助JIMMA 残疾康复项目的坐席，有专门的工作人员飞往该国 进行服务并修复假肢和其他助行器；我们还帮助建 立了一个新冠肺炎测试中心。

“我将向那些用心、全然 有意识对待企业社会责 任的公司致敬。 我相信 这个世界不只是为了成 功和赚钱” 除了埃塞俄比亚，基金会也在菲律宾开展工作，在那 里创办了JOSE DEPIRO KABATAAN OKESTRA和位 于巴丹的JOSE DEPIRO培育中心，目的是让儿童远

离街头，为他们提供表达的工具，同时教给他们一些 有助于提升心灵和自我的东西：音乐。 该中心本身就 是一个枢纽，保护儿童成长，提供更好的人生起点， 并帮助他们在未来找到有收益的工作。

此外，2021年4月，还有一场远征活动正在酝酿中，而 罗盘指向摩洛哥的TOUBKAL。 这次的冒险将与基金

会在马拉喀什启动的另一个项目相吻合，此外，明年

也计划推出 "EL CAMINO DE SANTIAGO"，所以明年 绝对会是令人兴奋的一年。

现在，基金会已经正式注册为一个被认可的法律实

体，基金会打开了自己的大门，并鼓励产业公司利用

它，HERO GAMING对埃塞俄比亚的一所学校赞助了 年度生活费正是最近期的一个例子。 SiGMA基金会

首席慈善官KEITH MARSHALL在最近的一次采访中 表示："我将向那些用心、全然有意识对待企业社会

责任的公司致敬。 我相信这个世界不只是为了成功

和赚钱。 如果我们能够在前进的道路上帮助人们，何 乐而不为？"

141

Jeremy Micallef, Head of Conference, SiGMA Group

142

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Feature 专题报道

GAMING IN THE FORGOTTEN OLD CONTINENT JOUER SUR LE VIEUX CONTINENT OUBLIÉ

WHEN CHRISTOPHER COLUMBUS WROTE THE PHRASE “FOLLOWING THE LIGHT OF THE SUN, WE LEFT THE OLD WORLD” IN HIS LOGBOOK IN 1492, THERE WAS A GENERAL FEELING OF SHOCK AND INTRIGUE AS THE DISCOVERY OF THE “NEW WORLD” MEANT THAT WESTERN CIVILISATION HAD ONCE AGAIN OUTDONE ITSELF IN ITS QUEST FOR GROWTH, ECONOMIC MIGHT, AND DISCOVERY.

LORSQUE CHRISTOPHE COLOMB A ÉCRIT "EN SUIVANT LA LUMIÈRE DU SOLEIL, NOUS AVONS QUITTÉ LE VIEUX MONDE" DANS SON JOURNAL DE BORD EN 1492, IL Y A EU UN SENTIMENT DE CHOC ET D'INTRIGUE CAR LA DÉCOUVERTE DU "NOUVEAU MONDE" SIGNIFIAIT QUE LA CIVILISATION OCCIDENTALE S'ÉTAIT UNE FOIS DE PLUS SURPASSÉE DANS SA QUÊTE DE CROISSANCE, DE PUISSANCE ÉCONOMIQUE ET DE DÉCOUVERTE.

Whilst it would take centuries for what we now know as the United States of America (USA) to take the mantel as the benevolent leaders of the free world, the central tools that put them there were beliefs penned by men such as John Locke and John Stuart Mill who insisted that Government was there to protect individuals’ freedoms – particularly when it came to how they conducted their business in the free market.

Il a fallu des siècles aux USA pour se positionner en tant que dirigeant bienveillant du monde libre. Les raisons qui les ont conduits jusqu’ici sont dues à des croyances formulées par John Locke ou John Stuart Mill par exemple, qui affirmaient que le gouvernement était là pour protéger les libertés des individus (surtout sur la manière dont ils menaient leurs affaires sur le marché libre).

Fast-forward to the 21st century, and the Old Continent has all but forgotten this concept where liberty and freedom from Government would lead to opportunity, whilst an overreaching and claustrophobic entity would hold progress back – particularly for “the little guy“ who could seldom compete in this environment.

Avec l’avancée rapide vers le 21ème siècle, le Vieux Continent a pratiquement oublié ce concept où la liberté et l'absence de gouvernement mèneraient à l'opportunité, tandis qu'une entité trop vaste freinerait le progrès - en particulier pour "le petit gars" qui pourrait rarement rivaliser dans cet environnement.

Comme nous l'avons vu dans les récents mouvements

As we’ve seen from recent movements in legislation in Sweden – which (contrary to popular belief) is (ironically)

législatifs en Suède - qui (contrairement à la croyance populaire) est (ironiquement) l'une des nations les plus capitalistes au monde en matière de réglementation

one of the most Capitalist nations on Earth when it comes business regulation – legislation adversely affected the

des entreprises - la législation a eu un impact négatif sur l'industrie des jeux d’argent, surtout quand cette législation

Gaming industry, particularly when said legislation tends to be written by lobbyists, from those who afford them, to corner more of the market from those who wish to compete.

tend à être rédigée par des lobbyistes, de ceux qui les financent, pour accaparer une plus grande part du marché de ceux qui souhaitent être compétitifs.

143

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

The future of Gaming rests on Europeans taking back the mantle from the USA and reinvigorating, reclaiming, and reintroducing the foundational principles which left the Old Continent for the New World along with Columbus.

Gaming is one of the central sectors where the quest for growth, economic might, and discovery was indisputably why it succeeded and spread like wildfire.

• •

•

The “New World” of the gaming industry was the Internet – this is growth.

The ability to freely handle and transfer unlimited amounts of money in various modern forms such as cryptocurrency – this is economic might.

The pushing of technological boundaries to consistently create optimal and innovative products – this is discovery.

On a micro level, harnessing a working culture which focuses on these principles would not only create an environment where the free exchange of ideas and risktaking will bring success.

“The future of Gaming rests on Europeans taking back the mantle from the USA and reclaiming the foundational principles which left the Old Continent for the New World” On a macro level, imbuing your workforce and company branding with such beliefs will help spread said principles into the mainstream – thus moving culture, and by proxy politics and legislation, into the desired direction for both the individual worker and the market.

This is no simple feat as the Old Continent, with the occasionally questionable workings of European Union at the reigns, is currently moving further and further away from the very principles that previously made the continent the envy of the World – and, in the words of French Enlightenment writer, Voltaire – “it is difficult to free fools from the chains they revere”.

This is to be expected, as when Martin Luther King, Jr. was himself making a great change he insisted that “change does not roll in on the wheel of inevitability, but comes through continuous struggle”.

“And so we must straighten our backs and work for our freedom. A man can’t ride you unless your back is bent.”

“L’avenir des Jeux d’argent repose sur la reprise du flambeau par les Européens, ils doivent revigorer, récupérer et réintroduire les principes fondamentaux qui ont quitté le Vieux Continent pour le Nouveau Monde” L’avenir des Jeux d’argent repose sur la reprise du flambeau par les Européens, ils doivent revigorer, récupérer et réintroduire les principes fondamentaux qui ont quitté le Vieux Continent pour le Nouveau Monde avec Christophe Colomb.

Le secteur des Jeux d’argent s’est répandu rapidement grâce à la croissance, à la puissance économique et à la découverte : • •

•

Le "Nouveau Monde" de l'industrie des jeux d’argent était Internet - c'est la croissance.

La capacité de manipuler et transférer librement des sommes d'argent illimitées sous diverses formes modernes telles que la crypto-monnaie - c'est la puissance économique.

Le dépassement des limites technologiques pour créer des produits optimaux et innovants - c'est la découverte.

A petite échelle, l'exploitation d'une culture de travail axée sur ces principes ne créerait pas seulement un environnement dans lequel le libre échange d'idées et la prise de risques apporteraient le succès. À plus grande échelle, l'imprégnation de votre personnel et l’image de marque de votre entreprise par de telles convictions contribuera à diffuser ces principes dans le grand public, faisant ainsi évoluer la culture et, par procuration, la politique et la législation, dans la direction souhaitée tant pour le travailleur individuel que pour le marché.

Ce n'est pas un exploit facile, car le Vieux Continent, avec un fonctionnement parfois douteux de l'Union européenne à l'époque de son règne, s'éloigne des principes mêmes qui faisaient auparavant envier le Monde - “Il est difficile de libérer des imbéciles des chaînes qu'ils vénèrent”, Voltaire.

Il faut s'y attendre, car comme Martin Luther King Jr. l'a indiqué, “le changement n'entre pas dans la roue de l'inévitable, mais passe par une lutte continuelle”.

“Nous devons donc nous redresser et travailler pour notre liberté. Un homme ne peut pas vous chevaucher si votre dos n'est pas courbé”.

145

AFFILIATES WWW.INTERGAMEONLINE.COM

Attract Affiliates Tell affiliates why your program is the best.

Distributed at key affiliate events worldwide.

Posted to over

16,400

LinkedIn group members.

4,000 Twitter followers.

Sent digitally to over

10,000

gaming professionals.

Contact us at info@intergame.ltd.uk or call: +44 (0)161 633 0100 146

iNTERGAME ONLINE.com

AGS Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AFFILIATE GRAND SLAM Affiliates are gold in the iGaming industry and the SiGMA Affiliate Grand Slam is our own bespoke Affiliate Club that gathers all major, upcoming and affiliate startups within the industry. This Affiliate community facilitates sector-specific sharing of information and more importantly facilitates networking and fostering of business relationships. The club is dedicated to ensuring you, as an affiliate, get the full experience of achieving and setting new goals, meeting new prospects, catching up with existing clients and being inspired and motivated by your industry peers!

Being part of the SiGMA Affiliate Grand Slam will ensure that as an affiliate you will automatically qualify and benefit from what we at SiGMA, being the world’s largest iGaming festival, can provide you with. These benefits are various, ranging from exposure in our events and media, bespoke introductions to our extensive database of both operators or B2B providers and free invites and perks to attending our industry events.

SiGMA’s Affiliate Grand Slam has been a great success online, so through this feature we’ve decided to highlight what we thought were the best takes. Focussing on emerging markets and specifically the Asian market – let’s take a look at what the affiliate industry has to say!

代理商是IGAMING产业的黄金，而SiGMA代理大满

贯（AFFILIATE GRAND SLAM）是我们自己定制的代 理商俱乐部，聚集了业内所有主要的、即将成立的以

及初创的代理商企业。 这个代理商社群促进该领域的 信息共享，而更重要的是，增进网络交流与商业关系

的发展。 俱乐部致力于确保身为代理商的您能够获得 从实现到订定新目标的完整的经验。 会见新的潜在客

户、与现有客户保持联系，并接受同行的鼓舞和激励！ 成为SiGMA代理大满贯的一员，身为代理商的您，即

可自动获得SiGMA这个世界上最大博弈节的资格，以 及我们提供的各式各样的福利。 这些福利包括在活动 与媒体上的曝光、针对我们广泛的运营商或B2B供应

商数据库设计的定制介绍、免费受邀参加我们产业活 动并享有相关好处。

SiGMA的代理大满贯在网上取得了巨大的成功，所以 我们决定通过这个专题来突显我们认为最好的。 关注 新兴市场，特别是亚洲市场——让我们来看看代理商 行业的看法吧！

147

OLGA LUTOVA

A Russian psychologist and psychotherapist by profession, Olga Lutova applies her knowledge of human behaviour to her affiliate business – with impressive results. She started back in 2012 with a casino review website focused on the Russian market and once she established herself in that space, her site was one of the top sites in Russia. Working remotely from Malta, she runs her business with her husband. Right now, their main focus is the Middle East & North Africa, New Zealand, and South Africa. Their primary focus is iGaming, but they also do affiliate business in crypto. Olga believes that “ affiliates should see things from their visitors' perspective, analyse their behaviour, and correct their website’s content accordingly.” This will make them more unique in their approach. Olga knows the ins and outs of creating an affiliate business because she learnt it all from scratch. She prioritises those operators who reach out to her, keep contact with her, always send her updates about their brands, and of course those who give her the best deals. She is also very loyal and prefers to work with operators whom she has known for a while and whom she can trust.

148

Psychologue et psychothérapeute russe, Olga Lutova applique ses connaissances en matière de comportement humain à son entreprise affiliée - les résultats sont impressionnants. Elle a commencé en 2012 avec un site de revue de casinos axé sur le marché russe et, une fois établie dans cet espace, son site est devenu l'un des meilleurs sites de Russie. Travaillant à distance depuis Malte, elle dirige son entreprise avec son mari. Actuellement, ils se concentrent principalement sur le Moyen-Orient et l'Afrique du Nord, la Nouvelle-Zélande et l'Afrique du Sud. Olga estime que "les affiliés doivent voir les choses du point de vue de leurs visiteurs, analyser leur comportement et corriger le contenu de leur site web en conséquence". Cela les rendra uniques dans leur approche. La création d'une entreprise affiliée n’a pas de secrets pour Olga parce qu'elle a tout appris de zéro. Elle donne la priorité aux opérateurs qui la contactent, qui restent en contact avec elle, qui lui envoient toujours les actualités de leurs marques, et bien sûr à ceux qui lui font les meilleures offres. Elle est également très fidèle et préfère travailler avec des opérateurs qu'elle connaît depuis un certain temps et en qui elle peut avoir confiance.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AGS Feature 专题报道

PONTUS AXELSSON It was in Malta that Pontus Axelsson developed a deeper interest in affiliate marketing. Initially he set-up sites focused on crypto, then together with his friend, launched a project for off-pages SEO. Right now, they are fully engaged in developing a new affiliate project in Spain and the LatAm region. One of their goals is to create a sphere around the affiliate sites with channels like YouTube and other communities because they believe that there are a lot of ways you can add value to the user other than showing a list with specifications.

Their vision is to end up in a place where the end user likes to be engaged and recurrent in their platforms and offers. With the gaming industry in a constant state of flux, it’s easy to get tempted by enticing new emerging markets. Pontus Axelsson believes in the importance of honing your craft and paying attention to the sector that you’re already in. Food for thought not just for affiliates and those interested in them, but for anyone operating in a saturated market. He says: “Everything is pretty exposed these days and it seems that everyone tries to be the first in every market there is. There has been a gold rush in finding the next big market these past years; however, for me the interest lies more in refining the product of our current markets and adapting to the compliances.”

A Pontus Axelsson le empezó a interesar el marketing de afiliados en Malta. Al principio, sus páginas se centraban en criptomonedas y más adelante, junto con su amigo, lanzaron el proyecto SEO fuera de sus webs. Por ahora, está muy centrados en desarrollar un proyecto nuevo de afiliados en España y América Latina. Uno de sus objetivos es crear una plataforma en sus páginas de afiliados con canales de YouTube y otras comunidades porque creen que hay muchas formas de añadirles valor a los usuarios más allá de una lista de especificaciones. Su visión es conseguir que el usuario final esté involucrado en su plataforma y con sus ofertas. La industria del juego cambia constantemente y es fácil sentirse tentando por mercados nuevos. Pontus Axelsson cree en la importancia de perfeccionar el producto y prestarle atención al sector en el que operes. Alimento para el pensamiento para cualquiera, afiliados, todos los interesados y aquellos que operen en un mercado saturado. Ha dicho: «Actualmente, todo está bastante expuesto al público y parece que todo el mundo quiere ser el primero en todos los mercados. Durante los últimos años, ha habido una fiebre del oro por encontrar el siguiente mercado importante.

Sin embargo, me interesa más mejorar los productos de nuestro mercado actual y adaptarnos a la normativa».

149

ALEX LYSAK Alex Lysak has been in the business for over 10 years.

His first attempts to create projects started back in 2014. As from the end of 2019, he switched focus to the development and promotion of his own projects. Currently, his project focuses only on iGaming. He believes that iGaming is a perfect place for showing what you and your team are capable of achieving. He says that their greatest advantage is that they “try to create truly useful projects that would help players” and their main goal is “to create great projects that will be of value to players”. They’re not just about churning out figures, but rather place their focus on the quality of the content – and this approach is reflected in their success. They are always thinking of how to bring new and innovative solutions into the iGaming niche. In fact, they have recently launched a new project which is designed to review the newest slots by all providers and to create a community for players where they can share their experience. For this purpose, they created a unique referral system and YouTube channel.

In an industry saturated with similar types of affiliate businesses, ScanTeam is a breath of fresh air.

150

Alex Lysak exerce ce métier depuis plus de 10 ans. Ses premières tentatives de création de projets ont débuté en 2014. À partir de fin 2019, il s'est concentré sur le développement et la promotion de ses propres projets.

Actuellement, son projet se concentre uniquement sur le iGaming. Il est persuadé que le iGaming est l'occasion idéale pour montrer ce dont vous et votre équipe êtes capables de réaliser. Il dit que leur plus grand avantage est qu'ils "essaient de créer des projets vraiment utiles qui aideraient les joueurs" et leur but principal est "de créer de grands projets qui seront utiles aux joueurs".

Ils ne se contentent pas de produire des chiffres, mais mettent plutôt l'accent sur la qualité du contenu - et cette approche se reflète dans leur succès. Ils sont toujours en train de réfléchir à la manière d'apporter des solutions nouvelles et innovantes dans le secteur des jeux d’argent en ligne. En fait, ils ont récemment lancé un nouveau projet qui vise à faire des critiques sur les dernières machines à sous de tous les fournisseurs et à créer une communauté de joueurs où ils peuvent partager leur expérience. Pour ce faire, ils ont créé un système de référencement unique et une chaîne YouTube. Dans un secteur saturé par des types d'entreprises affiliées similaires, ScanTeam est une bouffée d'air frais.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AGS Feature 专题报道

CLAS DAHLÉN Clas Dahlén is the mind behind the World’s First Casino Bonus TV, which covers the newest casino bonuses, free spin offers, latest casino news, casino reviews, fun competitions, and more. Clas says that with them, “operators can awaken their customer base and get a true and fun reactivation of non-active clients”. Clas says that they are not only an acquisition tool but they “are also the perfect partner for the operators’ CRM team”. Their philosophy is to work much closer with the operators, creating great shows together, and flexible business models in order to create a win-win scenario. Their channel is dominated by streamed live material. They are a content-driven affiliate and they need to be alert on what is happening in their markets. As a streaming affiliate with an audience, they are looking into being “more loyal and engaging, making it more feasible for brands to reach their acquisition goals”. Clas believes that fostering strong business and affiliate relationships is essential to boosting ROI associated with marketing strategies because these relationships can very well influence the way consumers engage with brands.

Clas Dahlén est celui qui a pensé la Première Télévision de Bonus de Casino du Monde, qui comprend les derniers bonus de casino, les offres de tours gratuits, les dernières actualités de casinos, les revues de casino, les compétitions amusantes, et bien plus encore. M. Clas affirme qu'avec eux, "les opérateurs peuvent réveiller leur clientèle et obtenir une réactivation réelle et amusante des clients non actifs". M. Clas affirme qu'ils ne sont pas seulement un outil d'acquisition mais qu'ils "sont aussi le partenaire parfait pour l'équipe CRM des opérateurs". Leur philosophie est de travailler beaucoup plus étroitement avec les opérateurs, en créant ensemble de grands shows et des modèles commerciaux flexibles afin de créer un scénario gagnantgagnant. Leur chaîne est dominée par des émissions en direct.

C'est une société affiliée axée sur le contenu et elle doit être attentive à ce qui se passe sur ses marchés. En tant qu'affilié de streaming avec un public, ils cherchent à être "plus fidèles et plus engagés, ce qui permet aux marques d'atteindre plus facilement leurs objectifs d'acquisition". M. Clas est persuadé qu’entretenir une forte relation professionnelle et avec les affiliés est essentiel pour stimuler le retour sur investissement associé aux stratégies de marketing, car ces relations peuvent très bien influencer la manière dont les consommateurs s'engagent avec les marques.

151

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AGS Feature 专题报道

DANIEL JOVIC

Daniel Jovic et son équipe font bouger les choses avec une approche fraîche et unique. Aussi loin qu'il se souvienne, Daniel a toujours été un joueur et il y a une chose qu'il a toujours voulu voir dans le monde du iGaming : "une ambiance décontractée et fraternelle dans les revues de casinos". Daniel est issu du secteur de la vente et il a été amené à vendu presque tout, des aspirateurs aux publicités par téléphone. Il y a deux ans, lors d'une conférence de SiGMA, Daniel a rencontré Darko Brzica, un gourou du SEO. Ensemble, ils ont décidé de créer "le site d'affiliation le plus cool que le monde n'ait jamais vu". Leur objectif principal était d'être unique en son genre. Ils s'éloignent de l'approche traditionnelle de l'affiliation et personnalisent l’approche avec leurs visiteurs. Ils veulent créer des lieux de rencontre virtuels sympas pour leurs joueurs, où ils pourront obtenir toutes les informations dont ils ont besoin. Ils veulent donner à leurs joueurs ce sentiment “fraternel”, comme s'ils buvaient une bière avec leurs copains. Daniel pense que dans un secteur aussi dynamique, on n'en sait jamais assez. Il est toujours possible d'en savoir plus et d'en apprendre plus. L'adaptation est la clé.

Daniel Jovic and his team are shaking things up with a fresh, unique, and witty approach. As far as he can remember, Daniel has always been a gambler and there is one thing that he has always wanted to see in the iGaming world, i.e., “a laidback and brotherly kind of vibe to casino reviews.” Daniel’s background is in sales and he has sold almost everything - from vacuum cleaners to ads over the phone. Two years ago, at a SiGMA conference, Daniel met Darko Brzica, an SEO guru. Together they decided to create “the coolest affiliate site that the world has ever seen”.

Their main goal was to be one of a kind. They are moving away from the traditional affiliate approach and they are making things personal with their visitors. They want to create cool virtual hangouts for their players, where they can get the best information on everything they want to know. They want to give their players “that bro feeling” as if they were having a beer with their buddies. Daniel believes that in such a fast-paced industry, you never know enough. There is always room to know more and to learn more. Adaptation is key.

153

AFFILIATES@AFFMORE.COM

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AGS Feature 专题报道

JEROEN BAKKER & VINCENT BRONS The duo Jeroen Bakker & Vincent Brons have known each other since high school in Groningen (the Netherlands). Since day one they have been driven by a lot of fun, ambition, and loyalty. With their eye on the long game, the duo, a designer and a web developer, set up an affiliate marketing business with a vision: move the focus away from making fast cash, and onto quality product development.Riding the Dutch poker boom in 2007, Jeroen & Vincent founded their company the following year and have grown the business into a successful and respected venture. They strongly believe that “affiliates must try to make a difference” because “that's the only way they can stand out from the rest”.

Their philosophy is not to do what others do, but to try to be unique. The decision they took when starting was to put all their “chips on one product, without commercial overkill”. Their goal, in which they have succeeded, is “to develop a social and expert platform that adds value for [their] members”. The duo strongly believes in honesty and trust and say that clickbait is not in their vocabulary.

They quote a Dutch saying, ‘trust comes on foot and goes on horseback’.

Jeroen Bakker et Vincent Brons se sont connus au lycée de Groningue (Pays-Bas). Dès le premier jour, le duo a été animé par beaucoup de plaisir, d'ambition et de loyauté. Avec l'idée de jouer sur le long terme, le duo, un designer et un développeur web, a créé une entreprise de marketing d'affiliation avec une vision : s'éloigner de la recherche de gains rapides pour se concentrer sur le développement de produits de qualité. Surfant sur le boom du poker néerlandais en 2007, Jeroen et Vincent ont fondé leur entreprise l'année suivante et l'ont transformée en une entreprise prospère et respectée.

Ils croient fermement que "les affiliés doivent essayer de faire la différence" car "c'est la seule façon de se démarquer des autres". Leur philosophie n'est pas de faire ce que les autres font, mais d'essayer d'être uniques. La décision qu'ils ont prise au départ a été de mettre toutes leurs "espoirs sur un seul produit, sans exagération commerciale". Leur objectif, qu'ils ont atteint, est de "développer une plate-forme sociale et spécialisée qui apporte une valeur ajoutée à leurs membres". Le duo croit fermement à l'honnêteté et à la confiance et affirme que le "clickbait" (piège à clicks) ne fait pas partie de leur vocabulaire. Ils citent un proverbe néerlandais qui dit que "la confiance vient à pied et va à cheval".

155

SWITCHING THE OFFLINE WORLD ON 开启线下世界

156

AGS Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

DARLENE ZAMMIT SITS DOWN WITH VOLODYMYR HARKUSHA AND MIKAYEL SHAHINYAN, CO-CEOS OF ONE.FUN TO TALK ABOUT THEIR REVOLUTIONARY APP WHICH COMBINES TRADITIONAL OFFLINE CASINOS AND NEW CHANNELS OF ONLINE COMMUNICATIONS.

COMBINING TRADITIONAL AFFILIATION AND AFFILIATE MARKETING, HOW DID YOU COME TO THIS PRODUCT? TELL US MORE ABOUT YOUR IDEA TO BRING AFFILIATES AND JUNKETS, ONLINE AND LANDBASED CASINOS TOGETHER UNDER ONE PLATFORM. Any good product must solve a difficulty. Revolutionary products are solving cross industry problems. We define our target audience as gaming industry associates (players, junkets, VIPs, gaming convention visitors) willing to automate their travel and playing needs.

Thus, we identified pain points trying to solve issues out of their and our own experience as: a) How to help promote in-casino events and facilities to local and global players? b) How to entertain a player visiting a new city, country? c) How to automate the booking process for players and convention visitors traveling from country-tocountry? d) How to apply industry-standard approaches to travel and enrich them with gaming experience?

Years of being frequent travellers, participating in conferences in various industries - obviously including the gaming and travel industry, visiting casinos, at the same time being operating online - gave us experience and understanding that only integral approaches towards online and offline will succeed.

The initial challenge for us was to define unified flows and use cases for various potential users identified and put them in a format acceptable for development. Nowadays the challenge is to adapt One.Fun based on massive feedback we are receiving from our industry peers and partners.

DARLENE ZAMMIT与ONE.FUN的联合首席

执行官VOLODYMYR HARKUSHA与MIKAYEL

SHAHINYAN一起，谈论他们结合了传统线下赌 场和新的在线交流渠道的革命性应用。

将传统的代理和联盟营销结合起来，你们是如何想到这个 产品的？把代理商和中介商，在线及实体赌场整合在一个 平台下，再跟我们多分享你们的想法。

任何好的产品都必须解决自身的难题，而革命性产品要解 决的是跨产业的问题。 我们把目标受众定义为博弈产业的 关联者（玩家、中介商、VIP、博弈大会游客） ，这些人愿意自 动满足他们的旅行和玩乐需求。

因此，从他们和我们自身的经验出发，我们确定了试图解 决问题的痛点有：

一、如何向本地和全球玩家推广赌场内的活动和设施？ 二、如何招待到访一个新城市、新国家的玩家？

三、如何为在各个国家间旅行的玩家以及会展游客实现预 订流程的自动化？

四、如何将产业标准的方法应用到旅行中，用博弈体验丰 富他们的生活？

多年来，我们经常旅行，参加各种产业的会议——当然包 括博弈与旅游产业，参观赌场，同时也在线运营——这给

我们带来了经验，理解到只有采用线上和线下的整体方法 才能成功。

对我们来说，最初的挑战是为已确定的各种潜在用户定义 统一的流程和用例，并将其以一种可接受的格式进行开

发。 如今，我们面临的挑战是根据产业同行和合作伙伴给 我们的大量反馈来调整ONE.FUN。

157

WHAT ARE THE KEY CHALLENGES YOU

speaking, the main difference lies in the way

ARE FACING NOW?

services are provided. After all, players want to

We are facing a bit of a challenge to get casinos to provide content. Many casinos we talked with were feeling lost at this pandemic time, which is understandable, considering

be personally present at the casino and plunge into the world of shine and entertainment. In this case, it is worth promoting the impression more than just the betting.

job cuts among other issues. By connecting

WHICH OF THE FOLLOWING IS MORE

online and offline we hope to help land-based

ATTRACTIVE, ONLINE OR LAND-BASED

casinos at this difficult time. One.Fun can be

AFFILIATION?

used for both: local and worldwide promotion on venues and events. We need to accept reality as is and adapt, using all the possible

We do not separate them in our product vision. We put the player at the centre of our

and impossible opportunities.

product and try to fulfil their gaming interests.

WHO IS YOUR GENERAL AUDIENCE AND

only integral approaches are surviving. Both

WHAT ARE THE BENEFITS OF USING THE

affiliations are attractive. No doubt, traditional

ONE.FUN APPLICATION?

casinos have their own charm. And the online

There are three audiences we target: general players, VIP players, junkets and later, players of online venues. At the moment, at its beta

The global pandemic shows us again that

ones are more accessible. After all, nothing prevents us from promoting proven online brands in our application.

stage, our application supports only general

WHAT MAKES YOUR ONE.FUN

player flow. Thanks to our contacts in the

APPLICATION UNIQUE AND WHAT SETS

industry, we keep getting feedback from VIP

YOU APART FROM OTHER AFFILIATES?

services providers and junkets to make their flows as fluent and useful as possible for them.

We think what makes us truly unique is the integrated approach towards offline and

“By connecting online and offline we hope to help land-based casinos at this difficult time”

online businesses. We try to merge them in one application, considering differences in flows, differences in behavioural models need to be automated. This is a long journey and we’ve only just started it. We enjoy getting feedback from industry peers, helping us to perfect our product and become more and more useful for our users.

HAVE YOU EVER BEEN TO SiGMA? SiGMA EUROPE, AFRICA, ASIA, OR AMERICAS

158

WHAT ARE THE CRUCIAL DIFFERENCES IN

- WHICH OF THESE FOUR EXPO SHOWS

PROMOTING ONLINE AND LAND-BASED

WOULD YOU LIKELY BOOK ON YOUR

GAMBLING?

DIARY FOR 2021, COVID-19 PERMITTING?

We see land-based as more complex, and

Sure, several times and we can't really wait

thus more fragile when compared to online.

to meet our friends in the industry in person.

It is about emotions being involved, about

We do participate in online conferences of

how players want to sense and interact with

course, but we miss real-life conferences a lot.

content. We're planning to promote cruise

We’re positive about 2021 and will definitely

ship-based casinos as well. But seriously

schedule for Europe, Asia, and America.

AGS Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

你们现在面临的主要挑战是什么？

让赌场提供内容方面，我们正面临着一点挑战。 与我们交谈过

的许多赌场在这个大环境下都感到迷茫，考虑到裁员等问题， 这是可以理解的。 通过连接线上和线下，我们希望能在这个困 难时期帮助实体赌场。 ONE.FUN可以同时用于两者：本地与

全球的场地及活动推广。 我们需要接受现实，适应现实，利用 所有可能和不可能的机会。

你们大致上的受众是谁，使用ONE.FUN应用的好处是什么？

我们的目标受众有三类：普通玩家、VIP玩家、中介商；未来，在

“通过连接线上和线下，我 们希望能在这个困难时期 帮助实体赌场” 大流行再次告诉我们，只有整体性的方法才能生存。 两种代理 都很有吸引力。 毫无疑问地，传统赌场有自己的魅力；而在线 则更便利。 毕竟，没有什么能阻止我们在应用中推广成熟的 在线品牌。

线场馆的玩家也将列入。 目前，在其测试阶段，我们的应用只

是什么让你们的ONE.FUN应用变得独特，又是什么让你们有

VIP服务商和中介商那里得到反馈，使他们的流程尽可能的流

我们认为，我们真正的独特之处在于对线下和线上业务的整

支持普通玩家流量。 由于我们在产业内的联系，我们不断从 畅和有用。

推广线上博弈和实体博弈的关键区别是什么？

我们认为实体相比线上更复杂，因此也更脆弱。 这在于情感的 参与，在于玩家想要如何感知内容，并与内容互动。 我们也在

计划推广邮轮赌场。 但认真地说，主要的区别在于服务方式。 毕竟，玩家希望亲临赌场，投入到金光熠熠的娱乐世界中。 在 这种情况下，值得推广的印象不仅仅是投注。 以下哪种方式更有吸引力，线上或实体代理？

在我们的产品愿景中，我们并没有将它们分开。 我们把玩家放 在产品的中心位置，尽量满足他们的博弈利益。 全球性的疫情

别于其他代理商？

合。 我们试图将它们合并在一个应用程序中，考虑流程的差

异、行为模型的差异需要自动化。 这是一个漫长的旅程，我们

才刚刚开始。 我们很享受从产业同行那里获得反馈，帮助我们 完善产品，并使其对用户越来越有用。

你参加过SiGMA峰会吗？SiGMA欧洲、非洲、亚洲和美洲——

这四场中的哪几场你会愿意预定在2021年日程表上，如果新 冠肺炎疫情允许的话？

当然，去过好几次，我们也真的迫不及待地想见到产业内的朋 友了。 肯定地，我们也会参加在线会议，但我们非常想念现实

生活中的会议。 我们对2021年很积极，一定会安排欧洲、亚洲、 美洲的会议。

159

PINING UP THE WORLD PINING UP ПО МИРУ 160

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

PIN-UP.PARTNERS IS AN ONLINE CASINO AND SPORTSBOOK AFFILIATE PROGRAM WITH A VIVID BRAND THAT CONJURES UP A FREE-MINDED, RETRO NARRATIVE CENTERED AROUND THE POPULAR ‘50’S PIN-UP STYLE. THE COMPANY IS QUICKLY ESTABLISHING ITSELF GLOBALLY, BECOMING ONE OF THE LEADERS OF THE CIS MARKET AND PLANNING TO TAKE OVER OTHER INTERNATIONAL MARKETS. TO LEARN MORE ABOUT PIN-UP.PARTNERS WE SAT DOWN WITH THEIR CEO, MARINA, WHO GIVES US AN IN-DEPTH ANALYSIS ON THE THOUGHT PROCESS BEHIND THEIR CURRENT OPERATIONS AND FUTURE ASPIRATIONS.

Q&A 问答

PIN-UP.PARTNERS - ЭТО АФФИЛИРОВАННАЯ ПРОГРАММА ДЛЯ ОНЛАЙН-КАЗИНО И БУКМЕКЕРСКИХ КОНТОР С ЯРКИМ БРЕНДОМ, КОТОРАЯ ВЫЗЫВАЕТ В ВООБРАЖЕНИИ СВОБОДНЫЙ РЕТРО-РАССКАЗ, ОСНОВАННЫЙ НА ПОПУЛЯРНОМ СТИЛЕ 50-Х ГОДОВ. КОМПАНИЯ БЫСТРО ЗАВОЕВЫВАЕТ МИРОВУЮ ИЗВЕСТНОСТЬ, СТАНОВИТСЯ ОДНИМ ИЗ ЛИДЕРОВ РЫНКА СНГ И ПЛАНИРУЕТ ЗАХВАТИТЬ ДРУГИЕ МЕЖДУНАРОДНЫЕ РЫНКИ. ЧТОБЫ УЗНАТЬ БОЛЬШЕ О PIN-UP. PARTNERS, МЫ ПОГОВОРИЛИ С ИХ ГЕНЕРАЛЬНЫМ ДИРЕКТОРОМ МАРИНОЙ, КОТОРАЯ ДАЕТ НАМ ПОДРОБНЫЙ АНАЛИЗ МЫСЛИТЕЛЬНОГО ПРОЦЕССА, ЛЕЖАЩЕГО В ОСНОВЕ ИХ ТЕКУЩИХ ОПЕРАЦИЙ И БУДУЩИХ СТРЕМЛЕНИЙ.

CURRENTLY, PIN-UP GETS TRAFFIC FROM MORE THAN 10 COUNTRIES. WHAT ARE THE NEXT STEPS?

На данный момент PIN-UP получает трафик из более чем 10 стран. Каковы следующие шаги?

We localise our product in many GEOs and our firm is represented in more than ten countries. We know how to tailor our work both for the players and the affiliates. We always perform a market entry assessment analysing a variety of parameters, such as market conditions, product competitiveness, available types of traffic, regional economy, localisation costs, and so on. The market entry costs have to match the expected profit in that new region.

Мы локализуем наш продукт во многих ГЕО, а наша фирма представлена более чем в десяти странах. Мы знаем, как адаптировать нашу работу как для игроков, так и для аффилиатов. Мы всегда проводим оценку выхода на рынок, анализируя множество параметров, таких как рыночные условия, конкурентоспособность продукции, доступные типы трафика, региональная экономика, затраты на локализацию и т. д. Затраты на выход на рынок должны соответствовать ожидаемой прибыли в этом новом регионе.

Moreover, Africa is definitely somewhere we will look at. It is an extremely interesting and promising market but it is not within our short-term plans.

Более того, мы обязательно будем рассматривать Африку. Это чрезвычайно интересный и перспективный рынок, но он не входит в наши краткосрочные планы.

PIN-UP HAS MANY COMPETITIVE ADVANTAGES. WHICH WOULD YOU NAME AS REALLY WORTH NOTING? WHAT CAN BE DONE BETTER? When launching the product in any region, we always analyse two key points – payment arrangements and traffic type. The success of our interactions is the key to an effective start of operations in a region. We will find a way to retain a player if the traffic flow to our product is beneficial for a webmaster, if the conversion rate from registration to deposit is at a competitive level. Regarding retention - we have dedicated local customer service teams and automated marketing services that operate according to players’ behavior and their reaction to our product.

PIN-UP имеет множество конкурентных преимуществ. Что бы вы назвали действительно достойным внимания? Что можно улучшить? При запуске продукта в любом регионе мы всегда анализируем два ключевых момента - порядок платежей и тип трафика. Успех нашего взаимодействия - ключ к эффективному началу работы в регионе. Мы найдем способ удержать игрока, если поток трафика на наш продукт выгоден веб-мастеру, если коэффициент конверсии от регистрации к депозиту находится на конкурентном уровне. Что касается удержания - у нас есть специальные местные группы обслуживания клиентов и автоматизированные маркетинговые службы, которые работают в соответствии с поведением игроков и их реакцией на наш продукт.

161

Become an

AGB MEMBER ASIA GAMING BRIEF MEMBERS GET EXCLUSIVE ACCESS TO OUR DAILY INTELLIGENCE ARTICLES, REPORTS AND WHITEPAPERS, AS WELL AS VIP STATUS AT OUR NETWORKING EVENTS, WEBINARS AND CONFERENCES. agbrief.com/membership

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

DO YOU CONSIDER YOURSELF AN INNOVATOR/LEADER IN CONVERTING TRAFFIC INTO MONEY FOR YOUR PARTNERS?

Считаете ли вы себя новатором / лидером в превращении трафика в деньги для своих партнеров?

If we are talking about our top GEOs – I would definitely say ‘yes’. The conversion rate from registration (reg) to deposit (dep) is reflected in the market performance indicators. We also know how to customise the product for traffic sources - so that a webmaster can gain maximum benefit.

Если мы говорим о наших топовых гео - однозначно скажу «да». Скорость конвертации из регистрации (reg) в депозит (dep) отражается в показателях эффективности рынка. Мы также знаем, как настроить продукт под источники трафика, чтобы веб-мастер мог получить максимальную выгоду. Наш продукт показывает отличные результаты с точки зрения пожизненной ценности клиента. Персональный менеджер объяснит веб-мастерам все соответствующие показатели, которые помогут им выбрать лучший способ монетизировать свой трафик.

Our product shows excellent results with respect to customer lifetime value. A personal manager will explain to webmasters all relevant indicators which will help them pick the best way to monetise their traffic.

“I am sure that by the spring of 2021 we will be able to get a sizable market share in India”

“Я уверена, что к весне 2021 года мы сможем получить значительную долю рынка в Индии"

YOUR COMPANY IS RELATIVELY YOUNG, WHAT OBSTACLES HAVE YOU FACED WHEN BECOMING ONE OF THE LEADERS IN THE CIS MARKET AND BEYOND?

Ваша компания относительно молода, с какими препятствиями вы столкнулись, чтобы стать одним из лидеров на рынке СНГ и за его пределами?

Young products often face distrust from both the players and the affiliates. This is why we carefully focus on quality of our product as well as timely payments. We are proud to say that since day one we have never delayed a single payment to our webmasters regardless the amount of dollars at stake. As for players, 80% of payments are made automatically, while the average processing time of manual payments is about three hours. We work 24/7 to ensure that the players get the top service and that’s why they choose us.

WHY WAS INDIA MORE ATTRACTIVE FOR YOU COMPARED TO OTHER ASIAN COUNTRIES, LIKE THE PHILIPPINES? You would be surprised, but honestly speaking we took the path of least effort. Our product was localised in English, while the local payment arrangements had been made before simultaneously with other countries. We only had to fine tune our product – we added game providers and adjusted the sports feed for the region and local currency, and here we go, we are in the Indian market! Having seen the potential and that the region had started to become more popular, we decided to fight for it as well. I am sure that by the spring of 2021 we will be able to get a sizable market share in India.

Молодые продукты часто сталкиваются с недоверием как со стороны игроков, так и со стороны аффилиатов. Поэтому мы уделяем особое внимание качеству продукции и своевременности платежей. Мы с гордостью можем сказать, что с первого дня мы ни разу не откладывали ни одного платежа нашим веб-мастерам, независимо от суммы денег на кону. Что касается игроков, 80% платежей производятся автоматически, в то время как среднее время обработки платежей вручную составляет около трех часов. Мы работаем 24 часа в сутки, 7 дней в неделю, чтобы игроки получали лучший сервис, и поэтому они выбирают нас. Почему Индия была для вас более привлекательной по сравнению с другими азиатскими странами, например, с Филиппинами? Вы удивитесь, но, честно говоря, мы пошли по пути наименьших усилий. Наш продукт был локализован на английском языке, а местные платежи осуществлялись ранее одновременно с другими странами. Нам оставалось только настроить наш продукт - мы добавили поставщиков игр и настроили спортивную ленту для региона и местной валюты, и вот - мы на индийском рынке! Увидев потенциал и то, что регион стал набирать популярность, мы решили бороться и за него. Я уверена, что к весне 2021 года мы сможем занять значительную долю рынка в Индии.

NOW THAT YOU ARE WORKING WITH OVER 10,000 ACTIVE WEBMASTERS, WHAT IS NEXT?

Теперь, когда вы работаете с более чем 10 000 активных веб-мастеров, что же дальше?

We have more than 10,000 active webmasters for different GEOs. In the future, we are heading to regulated regions and planning to open representative offices. We will strive to get licenses in the CIS, Europe and Latin America markets.

У нас более 10 000 активных веб-мастеров по разным гео. В будущем мы направимся в регулируемые регионы и планируем открытие представительств. Мы будем стремиться получить лицензии на рынках СНГ, Европы и Латинской Америки.

163

164

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

FOLLOWING THE GAME SIGUIENDO EL JUEGO

OPERATING IN NINE LATIN AMERICAN MARKETS, LEADING, PIONEERING BETTING COMPANY BETCRIS CONTINUE TO EXPAND THEIR VISION IN SPITE OF THIS YEAR’S GLOBAL HINDRANCES, RECENTLY BECOMING THE OFFICIAL SPONSORS OF ATLANTE F/C AND THE MEXICAN NATIONAL TEAM, AND MAKING TWO PIVOTAL DEALS WITH THE MLB AND THE NFL. LUKE SCERRI GOT TOGETHER WITH BETCRIS’ HEAD OF BUSINESS DEVELOPMENT, FERNANDO GARITA TO TALK ABOUT THE OPERATOR’S RECENT ACTIVITIES AND THEIR FUTURE PLANS.

BETCRIS OPERA EN NUEVE MERCADOS DE AMÉRICA LATINA, ES LÍDER EN EL SECTOR, ES UNA EMPRESA PIONERA EN EL MUNDO DE LAS APUESTAS QUE SIGUE EXPANDIÉNDOSE A PESAR DE LOS OBSTÁCULOS DE ESTE AÑO Y SE HA CONVERTIDO HACE POCO EN EL PATROCINADOR DEL ATLANTE F/C Y LA SELECCIÓN MEXICANA DE FÚTBOL Y HA FIRMADO DOS ACUERDOS PIVOTE CON MLB Y LA NFL. EL ESCRITOR DEL SiGMA LUKE SCERRI SE HA REUNIDO CON EL DIRECTOR DE DESARROLLO DE BETCRIS, FERNANDO GARITA, PARA HABLAR SOBRE LA RECIENTE ACTIVIDAD Y LOS PLANES DE FUTURO.

165

IN AN INTERVIEW WHERE HE WAS ADDRESSING THE LATIN AMERICAN MARKET, BETCRIS CEO JD DUARTE SAID ‘FIRST TO HIT, HITS TWICE’.

It is a phrase or expression widely used in Latin America and Betcris has actually been a pioneer in putting it into practice in multiple markets. Several factors were key for this; an excellent work team, a custom-made product for each market, and last but not least our clients, who came to be part of this great success. We were the first to really settle in these markets and we are very proud to have set this departing point.

HOW WAS THE EXPERIENCE OF STARTING IN THE EARLY DAYS OF THIS NEW WAVE OF GAMING IN LATAM? WHAT WOULD YOU SAY WAS THE BIGGEST ACHIEVEMENT IN THESE 14 YEARS? The beginning in LatAm was largely a learning curve with many challenges. Excluding a very small sector of consumers, the product was not a wellknown product in most countries, so we needed to work on familiarising the regions with the industry, and gradually we saw our clients migrating to our website and placing trust in us. They themselves and our relationship with them is definitely our greatest achievement.

RONALDINHO IS STILL ONE OF THE GREATEST SOCCER PLAYERS THE WORLD HAS EVER SEEN, AND HE’S AS ICONIC AS WAS PELE MANY YEARS BEFORE. CAN YOU TALK ABOUT THE SIGNIFICANCE OF HAVING HIM AS THE FACE OF BETCRIS IN THE LATIN AMERICAN REGION? For the Latin American market and its people, just as you mentioned Pele was in his time, he is an important symbol of what it means to be from Latin America. I think we all smile when we see him or hear his name mentioned, and that is exactly the reaction we want people to have when they think of our brand.

YOU’VE RECENTLY JOINED THE IBIA, BECOMING THE FIRST LOCAL OPERATOR IN LATAM TO BECOME A MEMBER OF THE INTEGRITY WATCHDOG. CAN YOU COMMENT ON THIS, AND BETCRIS’ PHILOSOPHY ON THE INDUSTRY? Becoming part of this great IBIA Organization means a lot to us and shows the commitment we have with the industry as well as with sports. There

166

are negative factors, our industry is not exempt from this and we must work together to combat it.

It will eventually be beneficial for everyone in the long term. Little-by-little the Latin American region is in the process of formal regulation, and what we should all do is try our best to help the auditing bodies that work with IBIA to have more information to maintain fair and responsible activity.

“I think we all smile when we see him or hear his name mentioned, and that is exactly the reaction we want people to have when they think of our brand” THIS SUMMER YOU’VE MADE TWO SIGNIFICANT DEALS, ONE WITH THE MLB AND ONE WITH THE NFL. CAN YOU TALK A BIT ABOUT THESE TWO DEALS? Baseball in Latin America and the Caribbean is very popular! We have countries like Mexico, Nicaragua, Panama, Dominican Republic and Venezuela where we have many clients and followers of this great sport. Also recently, major MLB teams made reference to the fact that there are almost 500 players of Latin origin currently in some relationship with the league, meaning that the considerable number of locals of the players’ individual towns also follow the league passionately.

YOU’VE ESTABLISHED A CERTAIN TRUSTWORTHY RELATIONSHIP BOTH WITHIN YOUR REGION AND CLEARLY ON A GLOBAL LEVEL. AT THIS POINT, WHAT’S THE NEXT STEP FOR THE COMPANY? Well, Betcris' expansion plan continues despite the fact that this year has been complicated for everyone. Luckily we have managed to stay on course and we managed to close the deals we had proposed. What we can say is that our next goal is to enter new markets.

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

RESPONDIENDO A LAS PREGUNTAS SOBRE EL MERCADO LATINOAMERICANO, EL DIRECTOR EJECUTIVO DE BETCRIS, JD DUARTE HA DICHO «EL PRIMERO QUE GANA, GANA DOS VECES».

Es una frase que se utiliza en Latino América y Betcris ha sido un pionero por ponerlo en práctica en varios mercados. Hay muchos factores clave: un buen equipo, un producto dirigido y hecho para cada mercado y, por último, pero no menos importante, nuestros clientes quienes han formado parte de nuestro éxito. Hemos sido los primeros en asentarnos en el mercado y estamos muy orgullosos de haber llegado a este punto.

“Creo que todos nos alegramos cuando lo vemos u oímos su nombre y esa es la reacción que queremos evocar cuando piensan en la empresa”

¿CÓMO FUE LA EXPERIENCIA DE EMPEZAR EN EL MERCADO DEL JUEGO EN LATINOAMÉRICA? ¿CUÁL CREES QUE HA SIDO EL MAYOR LOGRO QUE HAS CONSEGUIDO EN ESTOS 14 AÑOS? Nos costó mucho comenzar en el mercado de América Latina y tuvimos muchos problemas. A excepción de un grupo de consumidores, muchos países desconocían la existencia de nuestro producto, así que necesitábamos familiarizarnos con las regiones de la industria. Poco a poco, comenzamos a ver cómo más clientes venían a nuestra página web y confiaban en nosotros. Nuestro mayor logro han sido estos clientes y nuestra relación con ellos.

RONALDINHO SIGUE SIENDO UNO DE LOS MEJORES JUGADORES DE FÚTBOL DEL MUNDO Y ES TAN ICÓNICO COMO FUE PELE EN SU ÉPOCA. ¿PUEDES CONTARNOS QUÉ IMPORTANCIA TIENE QUE SEA LA CARA DE BETCRIS EN AMÉRICA LATINA? Para el mercado y los ciudadanos latinoamericanos, como has dicho sobre Pele en su momento, es un símbolo importante de lo que significa ser de América Latina. Creo que todos nos alegramos cuando lo vemos u oímos su nombre y esa es la reacción que queremos evocar cuando piensan en la empresa.

HACE POCO QUE TE HAS UNIDO A LA IBIA Y HAS SIDO EL PRIMER OPERADOR LOCAL DE AMÉRICA LATINA EN CONVERTIRSE EN MIEMBRO DEL ORGANISMO QUE VELA POR LA INTEGRIDAD. ¿PUEDES CONTARNOS COMO HA SIDO Y CUÁL ES LA FILOSOFÍA DE BETCRIS? Formar parte de una organización tan importante como la IBIA significa mucho para nosotros y demuestra el compromiso que tenemos con la industria y los deportes. El sector tiene partes negativas y nuestra

empresa no es ninguna excepción, tenemos que trabajar para solucionarlo juntos. Al final, será algo beneficioso para todos a largo plazo. Poco a poco, las regiones latinoamericanas se van regulando y lo que tendríamos que hacer todos es hacerlo lo mejor posible para facilitarle la vida a los organismos de auditoría que trabajan con la IBIA para tener más información y así mantener actividad responsable y justa.

ESTE VERANO, HAS CERRADO DOS ACUERDOS MUY IMPORTANTES CON MLB Y LA NFL. ¿PUEDES HABLARNOS UN POCO SOBRE AMBOS? En América Latina y el Caribe, ¡el béisbol es muy importante! En países como México, Nicaragua, Panamá, República Dominicana y Venezuela tenemos muchos clientes y aficionados al deporte. Además, hace poco los equipos más importantes de la MLB han hecho referencia al hecho que hay casi 500 jugadores de origen latino de alguna forma relacionas con la liga, lo que quiere decir que los pueblos de esos jugadores también siguen el deporte.

HAS HECHO RELACIONES DE CONFIANZA TANTO EN LA REGIÓN, COMO A NIVEL GLOBAL. A DÍA DE HOY, ¿CUÁL ES EL SIGUIENTE PASO DE LA EMPRESA? Bueno, el plan por expandirnos sigue en pie, aunque este año sea un poco complicado para todos. Por suerte, hemos sido capaces de seguir y cerrar los acuerdos que teníamos pendientes. Lo que sí que puedo decir es que nuestro siguiente objetivo es introducirnos en mercados nuevos.

167

THE WORLD’S BIGGEST MUSICAL OBSERVATORY 17 APRIL – 11 MAY 2021

MARTHA ARGERICH PIANO ARGENTINA / SWITZERLAND

GARY HOFFMAN

DANIEL HOPE

CELLO CANADA / USA / FRANCE

DANIELLE DE NIESE

VIOLIN UK

GRIGORY SOKOLOV

SOPRANO USA / AUSTRALIA

PIANO RUSSIA

DANIEL LOZAKOVICH

ANDREAS OTTENSAMER

VIOLIN SWEDEN

CLARINET AUSTRIA

DENIS MATSUEV

GAUTIER CAPUÇON

PIANO RUSSIA

CELLO FRANCE

RUDOLF BUCHBINDER

MAXIM VENGEROV

PIANO AUSTRIA

25

UNFORGETTABLE CONCERTS

FIND US ON tickets showshappening.com

INCLASSICA.COM

33

WORLD-ACCLAIMED STARS

VIOLIN GERMANY / ISRAEL

8

TOP ORCHESTRAS

MEDIA PARTNER:

#MUSICALOBSERVATORY

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

LEADING ALLIANCE IN LATAM LA ALIANZA LÍDER EN AMÉRICA LATINA

169

TOPLAY HAS FORMED A SUCCESSFUL PARTNERSHIP WITH A MARKET LEADER IN DIGITAL PLATFORMS AND APPS IN THE LATAM MARKET. THE PARTNERSHIP PROVIDES AN INNOVATIVE PLATFORM WITHIN THE INDUSTRY. THE TWO COMPANIES ARE LOOKING TO COMPLETELY DOMINATE THE MARKET TOGETHER BY EXPANDING IN MEXICO, BRAZIL, PERU, CHILE AND ARGENTINA AS WELL AS ON A GLOBAL LEVEL.

HOW DID THE IDEA FOR TOPLAY COME ABOUT? HOW DID YOU IDENTIFY THIS GAP IN THE MARKET? We had the opportunity to be a technology provider, for some sports betting companies in this new industry in Colombia. We began to identify the gap where the cost of expanding networks was quite high. Additionally, we had

WHAT DIFFICULTIES HAVE YOU ENCOUNTERED? Like any innovative and disruptive idea, we have encountered many difficulties of all kinds. The one that has challenged us the most, is to ensure that the sports books do not see us as a competition, but as a 360 channel, to offer a different experience to its users. We are the "Uber" or "Airbnb" of the industry.

the first sportsbook developed 100% in Colombia and the capacity and equipment needed to innovate in this industry.

We knew that the solution was to bring the offer of online games to platforms where the users were just one click away and taking into consideration their profile, were related to the entertainment offer that we wanted to bring. It was our job to create that channel between the operators and the service platforms, creating a unique experience and optimising the communication and transaction channels, to give the users a renewed image. That is where Toplay arises, partnering with an ecommerce platform with the highest growth in the region, since development and recognition in this category was our

“Our position is 100% as an ally, to be the ideal partner and to give the opportunity to all online operators in Latin America, to grow through our allied platforms”

next challenge.

WHAT WOULD YOU CONSIDER YOUR POSITION IN THE MARKET? IS TOPLAY THE MARKET LEADER? Our position is 100% as an ally, to be the ideal partner and to give the opportunity to all online operators in Latin America, to grow through our allied platforms, for mutual benefit. As partners we are the best alliance in the market.

HOW HAS THE PARTNERSHIP HELPED TOPLAY? Our main partner, who are market leaders in digital platforms and super apps for Latin America and our association with them has helped us to obtain a gigantic experience in a truly short time. We have a great work team that makes us constantly evolve and grow. With our product, we plan to achieve representative growth in the coming months in other countries besides Colombia and to continue creating new tools to improve the gambling experience.

HAS THE ALLIANCE EASED ANY BARRIERS TO ENTRY INTO THE LATIN AMERICAN MARKET? Definitely and our solution is very comprehensive for online operators. Since additionally providing the service of deposits, withdrawals, and the option of gambling, we have the possibility of affiliating millions of users throughout the region and in the world. This allows both new operators and the biggest in region/world, to think about exploiting the Latin American market through this specific market leader in digital platforms and apps.

170

SEVERAL US STATES ARE CURRENTLY LEGALISING SPORTS BETTING, IS THIS SOMETHING TOPLAY WOULD STUDY? Of course we would study it; the US is a massive market and we would love to enter at the ideal moment with all the preparation and expertise needed.

HAS THE DIGITAL PLATFORM HELPED EVOLVE THE INDUSTRY IN COLOMBIA? HAS THE NUMBER OF PLAYERS INCREASED SINCE THE APPLICATION FACILITATES BETTING FROM THE COMFORT OF YOUR HOME? The market leader in digital platforms, that we entered partnership with is a success, we have had incredible numbers in acquisition and retention of users. The security, ease and agility of deposits and withdrawals has managed to position us within the first 3 main platforms of payments in the country with the most transactions in this market. With the experience we created, we managed to give a more interactive, simple and intuitive version to the users. Regarding the marketing we offer to operators, we are achieving activations that did not exist in this industry through bonuses, promotions, discounts, cashbacks, etc. Creating an ideal environment for the users.

WHAT ARE TOPLAY'S FUTURE ASPIRATIONS? Toplay will continue to create and develop more products and solutions for the industry, we have some great ideas for innovative products and great alliances with leaders of the gaming, retail and digital industries. We have a lot of work to do and a long way to go.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

TOPLAY HA CERRADO CON ÉXITO LA ASOCIACIÓN CON UNO DE LOS LÍDERES DE LA INDUSTRIA DE PLATAFORMAS DIGITALES Y APLICACIONES DEL MERCADO LATINOAMERICANO. ESTA ASOCIACIÓN PROPORCIONA UNA PLATAFORMA INNOVADORA DENTRO DE LA INDUSTRIA. LAS DOS EMPRESAS TIENEN LA INTENCIÓN DE DOMINAR COMPLETAMENTE EL MERCADO JUNTAS EXPANDIÉNDOSE EN MÉXICO, BRASIL, PERÚ, CHILE Y ARGENTINA, ASÍ COMO A NIVEL MUNDIAL.

¿CÓMO SE FORJÓ LA IDEA DE TOPLAY? ¿CÓMO IDENTIFICASTEIS EL HUECO EN EL MERCADO?

otros países además de Colombia y continuar creando nuevas herramientas para mejorar la experiencia de juego.

Tuvimos la oportunidad de proveer tecnología en algunas empresas de apuestas deportivas en esta nueva industria en Colombia.

Empezamos a ver que la posibilidad de crecer y expandirse en cuestión de contactos era bastante alta. Además, teníamos desarrolladas las primeras apuestas deportivas al 100% en Colombia y la capacidad y el equipo necesario para innovar en esta industria.

Sabíamos que la solución era llevar la oferta de juegos en línea a plataformas donde los usuarios estuvieran a un solo clic de distancia y que, teniendo en cuenta su perfil, estuvieran relacionados con la

¿HABÉIS CONSEGUIDO SUPERAR LAS BARRERAS DEL MERCADO LATINOAMERICANO GRACIAS A ESTA ALIANZA?

oferta de entretenimiento que queríamos llevar. Nuestro trabajo era crear ese canal entre los operadores y las plataformas de servicios, generando una experiencia única y optimizando los canales de comunicación y transacción, lo que nos permitía darles a los usuarios una imagen renovada. De ahí surge Toplay, asociándose con la plataforma de comercio electrónico de mayor crecimiento en la región, teniendo en cuenta que el desarrollo y reconocimiento en esta categoría eran nuestro próximo reto.

Definitivamente y nuestra solución es muy completa para los operadores en línea. Además de proveer el servicio de depósitos, retiros y la opción de apostar, les damos a millones de usuarios de toda la región la posibilidad de afiliarse. Esto les permite tanto a los nuevos operadores como a los más grandes de la región/ mundo pensar en explotar el mercado latinoamericano gracias a este líder en concreto de plataformas digitales y aplicaciones. ¿OS HABÉIS ENCONTRADO MUCHAS DIFICULTADES? Como cualquier idea innovadora y rompedora, nos hemos encontrado dificultades de todo tipo. La que más nos ha costado ha sido asegurarnos de que las apuestas deportivas no nos vean como competencia, sino como un canal 360 para ofrecerles una experiencia diferente a sus usuarios. Somos el "Uber" o "Airbnb" de la industria.

¿CÓMO CONSIDERAS VUESTRA POSICIÓN EN EL MERCADO? ¿CREES QUE ESTÁIS EN LA PARTE ALTA DE LA CLASIFICACIÓN?

MUCHOS ESTADOS DE ESTADOS UNIDOS ESTÁN LEGALIZANDO LAS APUESTAS DEPORTIVAS, ¿ES ALGO QUE EN TOPLAY TENGÁIS EN MENTE?

Nuestra posición es 100% como aliado, para ser el socio ideal y darles la oportunidad a todos los operadores en línea de América Latina para crecer a través de nuestras plataformas aliadas y conseguir beneficio mutuo. Como socios somos la mejor alianza del mercado.

Por supuesto que lo tenemos en cuenta. Los EE. UU. Son un mercado gigante y nos encantaría entrar en el momento ideal con preparación y la práctica necesaria.

“Nuestra posición es 100% como aliado, para ser el socio ideal y darles la oportunidad a todos los operadores en línea de América Latina para crecer a través de nuestras plataformas” ¿CÓMO LE HA AYUDADO A TOPLAY LA ASOCIACIÓN? Nuestros socios principales, que son líderes en el mercado en plataformas digitales y súper aplicaciones en el mercado de América Latina, y nuestra asociación con ellos nos ha ayudado a obtener una experiencia gigantesca en un muy poco tiempo.

Tenemos un gran equipo de trabajo que nos hace evolucionar y crecer constantemente. Con nuestro nuevo producto, planeamos lograr un crecimiento representativo en los próximos meses en

¿HA AYUDADO LA PLATAFORMA DIGITAL A LA EVOLUCIÓN DE LA INDUSTRIA EN COLOMBIA? ¿HA AUMENTADO EL NÚMERO DE JUGADORES GRACIAS A QUE LA APLICACIÓN FACILITA LAS APUESTAS DESDE LA COMODIDAD DE CASA? La asociación con el líder de plataformas digitales del mercado ha sido un éxito, hemos tenido cifras increíbles en la adquisición y fidelización de usuarios. La seguridad, facilidad y agilidad de los depósitos y retiros ha logrado posicionarnos dentro de las 3 principales plataformas de pagos del país con más transacciones en el mercado. Con la experiencia que hemos desarrollado, hemos logrado darles a los usuarios una versión más interactiva, simple e intuitiva. En cuanto al marketing que les ofrecemos a los operadores, estamos logrando activaciones que no existían en esta industria a través de bonificaciones, promociones, descuentos, devoluciones, etc. Hemos creado un entorno ideal para los usuarios. ¿QUÉ QUERÉIS CONSEGUIR EN EL FUTURO CON TOPLAY? Toplay continuará creando y desarrollando más productos y soluciones para la industria. Tenemos muchas ideas geniales de productos innovadores y alianzas maravillosas con líderes de las industrias de juegos, minoristas y digitales. Tenemos mucho trabajo por delante y un largo camino que recorrer.

171

AWAKENING THE SLEEPING GIANT

172

LE RÉVEIL DU GÉANT ENDORMI

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AFRICA IS ONE OF THE TOP EMERGING MARKETS IN THE GAMING WORLD, WITH COUNTRIES LIKE GHANA, NIGERIA, SOUTH AFRICA AND KENYA LEADING THE PACK. NIGERIA SHOULD DEFINITELY BE AT THE TOP OF THE LIST WHEN SPEAKING ABOUT GAMING IN AFRICA - YAHAYA MAIKORI GIVES US A DEEPER INSIGHT INTO GAMING IN THE ‘GIANT OF AFRICA’ AND WHAT THE FUTURE MAY HOLD FOR SEVERAL COUNTRIES IN THE CONTINENT.

WHICH ARE THE TOP EMERGING MARKETS IN AFRICA AT THE MOMENT? DO YOU SEE NIGERIA BEING AT THE TOP OF THE LIST? There is general growth across Africa as the gambling industry converges with media, entertainment and population culture. The blurring of these lines has reduced the stigmatisation which burdened the industry for a while.

But without a doubt Nigeria should be at the top of the list but for some of its infrastructural challenges.

DO YOU THINK NIGERIA HAS THE POTENTIAL TO BECOME ONE OF THE LEADERS IN SPORTS BETTING DUE TO THE COUNTRY'S HUGE FOOTBALL CULTURE? It most likely is already if you consider its population and some of the data that's been bandied around. Even if it isn't yet, the population growth projections indicate that in the next 30 years we shall grow into a population of over 300 million people. Those figures will most certainly tip everything in Nigeria’s favor but note that the football culture is equally huge across most of Africa with basketball following behind.

Q&A 问答

L'AFRIQUE EST L'UN DES PRINCIPAUX MARCHÉS ÉMERGENTS DU MONDE DES JEUX D’ARGENT, AVEC DES PAYS COMME LE GHANA, LE NIGERIA, L'AFRIQUE DU SUD ET LE KENYA EN TÊTE DU PELOTON. LE NIGÉRIA DEVRAIT CERTAINEMENT ÊTRE EN TÊTE DE LISTE LORSQUE L’ON PARLE DES JEUX D’ARGENT EN LIGNE EN AFRIQUE - YAHAYA MAIKORI NOUS DONNE UN APERÇU PLUS APPROFONDI DES JEUX D’ARGENT EN AFRIQUE ET DE CE QUE L'AVENIR PEUT RÉSERVER À PLUSIEURS PAYS DU CONTINENT.

QUELS SONT LES PRINCIPAUX MARCHÉS ÉMERGENTS EN AFRIQUE À L'HEURE ACTUELLE ? PENSEZ-VOUS QUE LE NIGERIA SOIT EN TÊTE DE LISTE ?

On observe une croissance générale dans toute l'Afrique alors que l'industrie des jeux d’argent converge avec les médias, le divertissement et la culture de la population.

Le flou de ces lignes a réduit la stigmatisation qui pesait sur l'industrie pendant un certain temps. Mais sans aucun doute, le Nigéria aurati dû être en tête de liste sans certains de ses défis infrastructurels.

PENSEZ-VOUS QUE LE NIGERIA A LE POTENTIEL POUR DEVENIR L'UN DES LEADERS DES PARIS SPORTIFS EN RAISON DE L'ÉNORME CULTURE DU FOOTBALL DANS LE PAYS? C'est probablement déjà le cas si vous considérez sa population et certaines des données qui ont été diffusées, mais même si ce n'est pas encore le cas, les prédictions de croissance démographique indiquent que dans les 30 prochaines années, la population atteindra 300 millions de personnes. Ces chiffres feront très certainement pencher la balance en faveur du Nigeria, mais il faut noter que la culture du football est tout aussi importante dans la plupart des pays africains, vient ensuite le basket-ball.

173

WHAT IS YOUR OPINION ON THE POTENTIAL OF GAMBLING TO KICK START THE ECONOMY WHEN IT COMES TO NIGERIA, AND PERHAPS EVEN IN THE CONTINENT IN GENERAL? A lot more needs to happen to make gambling a significant contributor to the Nigerian economy or any other economy for that matter. The list of requirements is endless. For example, regulation is very important especially in countries like North Africa where gambling thrives and yet there has been no definitive position in favor of gambling and we know that regulation/policy sets the tone for any serious economic activity, infrastructural

jurisprudence. Now this is promoted by people who wish a similar experience with that of the European Union.

Unfortunately, as I advise our clients, every operator looking at the continent must treat each country differently for my earlier reasons. The single African regulatory framework some crave will most likely never happen. However, I see the possibility for regulatory uniformity because of the single market initiative by the African Union through the African Continental Trade Agreement Initiative (AFCTA) or uniformity driven by the organic development of best practices as the markets develop deeper.

deficit like affordable broadband, payments etc is an important consideration. One thing that is however certain is that the pandemic has fast tracked the gradual migration from retail to online gambling.

FROM YOUR PERSPECTIVE, WHAT HAVE YOU SEEN WITH REGARDS TO THE DEVELOPMENT OF MOBILE GAMING ACROSS THE AFRICAN MARKET AND WHAT ARE YOUR THOUGHTS ON THIS FROM A REGULATORY POINT OF VIEW? According to a report, Africa is the most mobilised

“The single African regulatory framework some crave will most likely never happen, however, I see the possibility for regulatory uniformity”

country in the world meaning we are the most reliant on our phones for lively hood and social interactions etc.; truth is we may use our phones to access sites, social games which are mostly freemiums but we seldom play games on our phones because of the non-integration

DO YOU SEE LAW ALLIANZ AND THE NIGERIAN BAR ASSOCIATION BEING AT THE FOREFRONT OF THE NIGERIAN OR AFRICAN GAMING REGULATION?

with payments platforms across most jurisdictions.

In term of regulations there are possible areas of regulatory overlap between gambling and communications regulators – that will however need to be examined more closely.

AS YOU KNOW, ONE OF THE ISSUES IN THE EMERGING SECTOR IN AFRICA IS THAT OF REGULATORY MATTERS. SEEING AS THERE IS A BIG DIFFERENCE IN EUROPEAN AND AFRICAN REGULATION AND ITS PRACTICAL APPLICATION, HOW WILL AFRICA SMOOTHEN THE TRANSITION FOR POTENTIAL FOREIGN INCOMING OPERATORS? Well, this concern has come up in different forms; and this stems from general ignorance about the continent, its diversity in terms of culture, language and legal

174

I cannot speak for the NBA, though I know that they have also been at the forefront of developing capacity for lawyers in sports, media and entertainment practice - areas where I believe gambling should fall under.

Nevertheless, the industry has in recent times been under the spot light, that in itself should generate both regulatory and legal activism.

On our own part we have definitely been at the forefront of driving regulation in Nigeria, we have worked with the National Lottery Regulatory Commission. We have also worked and advised at least 6 sub nationals which are considered the largest markets in Nigeria.

We have also been privileged to avail 5 other African countries of our expertise in diverse areas of their regulatory concern.

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

“Le cadre réglementaire africain unique auquel certains aspirent vivement ne verra probablement jamais le jour, mais je pense qu'il est possible de parvenir à une uniformité réglementaire”

COMME VOUS LE SAVEZ, L'UNE DES QUESTIONS QUI SE POSENT DANS LE SECTEUR ÉMERGENT EN AFRIQUE EST CELLE DES QUESTIONS RÉGLEMENTAIRES. ÉTANT DONNÉ QU'IL EXISTE UNE GRANDE DIFFÉRENCE ENTRE LES RÉGLEMENTATIONS EUROPÉENNES ET AFRICAINES ET LEUR APPLICATION PRATIQUE, COMMENT L'AFRIQUE VA-T-ELLE FACILITER LA TRANSITION POUR LES OPÉRATEURS ÉTRANGERS POTENTIELS ?

Eh bien, cette préoccupation s'est manifestée sous différentes formes et cela découle de la méconnaissance générale du continent, de sa diversité en termes de culture, de langue et de jurisprudence.

Aujourd'hui, elle est encouragée par des personnes

PENSEZ-VOUS QUE LES JEUX D’ARGENT PEUVENT

qui souhaitent vivre une expérience similaire à celle de

RELANCER L’ÉCONOMIE DU NIGERIA OU PEUT-

l'Union européenne.

ÊTRE MÊME DU CONTINENT EN GÉNÉRAL? Malheureusement, comme je le conseille à nos clients, Il reste encore beaucoup à faire pour que les jeux

chaque opérateur qui se penche sur le continent doit

d'argent contribuent de manière significative à

traiter chaque pays différemment pour les raisons que

l'économie nigériane ou à toute autre économie

j'ai évoquées précédemment. Le cadre réglementaire

d'ailleurs. La liste des exigences est infinie. Par

africain unique auquel certains aspirent vivement ne

exemple, la réglementation est très importante, en

verra probablement jamais le jour, mais je pense qu'il

particulier dans des pays comme l'Afrique du Nord où

est possible de parvenir à une uniformité réglementaire

les jeux d’argent prospèrent, et pourtant il n'y a pas

grâce à l'initiative du marché unique lancée par l'Union

eu de position définitive en faveur des jeux d’argent

africaine par le biais de l'initiative de l'Accord Commercial

et nous savons que la réglementation/politique donne

ContinentalAafricain (AFCTA) ou à l'uniformité qui favorise

le ton pour toute activité économique sérieuse, déficit

le développement organique des meilleures pratiques à

infrastructurel comme le haut débit abordable, les

mesure que les marchés se développent.

paiements, etc. sont à prendre en considération.

Cependant, une chose est certaine, c'est que la

VOYEZ-VOUS LAW ALLIANZ ET LE BARREAU

pandémie a accéléré la migration de la vente au détail

NIGÉRIAN ÊTRE À L'AVANT-GARDE DE LA

des jeux d’argent vers les jeux d’argent en ligne.

RÉGLEMENTATION NIGÉRIANE OU AFRICAINE DES

DE VOTRE POINT DE VUE, QU'AVEZ-VOUS

JEUX D'ARGENT ?

CONSTATÉ EN CE QUI CONCERNE LE

Je ne peux pas parler au nom de la NBA, bien que

DÉVELOPPEMENT DES JEUX D'ARGENT SUR

je sache qu'elle a également été à l'avant-garde du

TÉLÉPHONE PORTABLE SUR LE MARCHÉ AFRICAIN

développement des capacités des avocats dans les

ET QUE PENSEZ-VOUS DE CETTE ÉVOLUTION D'UN

domaines du sport, des médias et du divertissement,

POINT DE VUE RÉGLEMENTAIRE ?

dans lesquels je pense que les jeux d'argent devraient

Selon un rapport, l'Afrique est le pays le plus “mobilisé” au monde, ce qui signifie que nous dépendons excessivement de nos téléphones portables pour des

s'inscrire. Néanmoins, l'industrie a récemment été sous le feu des projecteurs, ce qui devrait en soi générer un activisme à la fois réglementaire et juridique.

interactions vivantes et sociales. La vérité est que nous

De notre côté, nous avons définitivemnt été à

pouvons utiliser nos téléphones portables pour accéder

l’avant-garde de la réglementation au Nigéria, nous

à des sites, des jeux sociaux, qui sont pour la plupart des

avons travaillé avec la Commission Nationale de

freemiums, mais nous jouons rarement à des jeux d’argent

Réglementation de la Loterie. Nous avons également

sur nos téléphones en raison de la non-intégration des

travaillé et conseillé au moins 6 sous-nationaux qui sont

plates-formes de paiement dans la plupart des juridictions.

considérés comme les plus grands marchés du Nigeria.

En termes de réglementation, il existe des domaines

Nous avons également eu le privilège de mettre

de chevauchement possible entre les régulateurs

à la disposition de cinq autres pays africains

de jeux d'argent et des communications qui devront

notre expertise dans divers domaines de leurs

cependant être examinés de plus près.

préoccupations réglementaires.

175

GET FLY PRENEZ L'AVION

176

FLYNESS IS ONE OF THE MORE CREATIVE ENTRIES TO THE SiGMA STARTUP VILLAGE, AND IS AIMED AT THE VIBRANT AFRICAN ENTERTAINMENT SCENE. IVAN BORG SPEAKS TO CO-FOUNDER SHEHU ADAMS ABOUT THE PLATFORM AND ITS PURPOSE.

FLYNESS EST L'UNE DES ENTRÉES LES PLUS CRÉATIVES DU VILLAGE DES START-UPS DE SiGMA, ET S'ADRESSE À LA SCÈNE VIBRANTE AFRICAINE DU DIVERTISSEMENT. IVAN BORG S'ENTRETIENT AVEC LE CO-FONDATEUR SHEHU ADAMS AU SUJET DE LA PLATEFORME ET DE SON OBJECTIF.

YOU’RE CURRENTLY DEVELOPING AN APP THAT LINKS PRODUCTION TEAMS, ARTISTIC DIRECTORS AND THE LIKE WITH TALENT WITHIN THEIR RESPECTIVE INDUSTRIES. WHAT ‘ELEVATOR PITCH’ WOULD YOU GIVE TO THOSE OF US WHO ARE COMPLETELY UNFAMILIAR WITH YOUR INITIATIVE?

VOUS DÉVELOPPEZ ACTUELLEMENT UNE APPLICATION

As you’ve suggested, the Flyness platform essentially facilitates contact and collaboration between talent and entertainment producers. As the media landscape gets increasingly fragmented and new markets continue to emerge, it can be difficult for media and entertainment producers to find suitable personalities to act as endorsers for their brands.

Comme vous l'avez suggéré, la plateforme Flyness facilite

For instance, a Europe-based gaming company looking for a suitable pitchman for an African audience, or talent to model their new clothing line would usually have a harder time than you’d expect. Our platform is designed to aggregate varied localised talent for those looking to target the according

en Europe à la recherche d'un bon lanceur pour un public africain

segment of the overall market. Flyness significantly simplifies the process of talent procurement, helping sift through a seemingly endless initial pool to find just the few who fit.

We’ve chosen to start in Africa, more specifically Nigeria.

Flyness simplifie considérablement le processus d'acquisition de

QUI MET EN RELATION LES ÉQUIPES DE PRODUCTION, LES DIRECTEURS ARTISTIQUES ET AUTRES AVEC LES TALENTS DE LEURS INDUSTRIES RESPECTIVES. QUEL "DISCOURS ACCROCHEUR" DONNERIEZ-VOUS À CEUX D'ENTRE NOUS QUI NE CONNAISSENT PAS DU TOUT VOTRE INITIATIVE ?

essentiellement le contact et la collaboration entre les producteurs de talents et de spectacles. Alors que le paysage médiatique est de plus en plus fragmenté et que de nouveaux marchés continuent d'émerger, il peut être difficile pour les producteurs de médias et de divertissement de trouver des personnalités appropriées pour soutenir leurs marques. Par exemple, une société de gaming basée ou d'un talent pour modeler sa nouvelle ligne de vêtements aura généralement plus de mal que prévu. Notre plateforme est conçue pour regrouper des talents localisés variés pour ceux qui cherchent à cibler le segment correspondant du marché dans son ensemble. talents, en aidant à passer au crible un réservoir initial apparemment sans fin pour trouver les quelques talents qui conviennent. Nous avons choisi de commencer en Afrique, plus précisément au Nigeria.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Q&A 问答

177

“As the media landscape gets increasingly fragmented and new markets continue to emerge, it can be difficult for media and entertainment producers to find suitable personalities to act as endorsers for their brands”

WHY DID YOU START THERE? Well, the decision to launch in Africa is a matter of familiarity with that scene. I’m very engaged with the entertainment industry in Nigeria, and that means I’m well oriented in that particular landscape. In addition to the advantage of familiarity, my home

working within the entertainment industry, be it producers, videographers, or talent – it makes sense for us to feature on the SiGMA expo floor.

ARE THERE ANY SYSTEMS OF ACCOUNTABILITY AND VERIFICATION FOR PRODUCTION AND TALENT?

turf is actually very fertile ground for the sort of platform we’re looking to build. Not only is Africa a hotbed for emerging talent,

There’s a certain level of automation and ease-of-use that we’ve

but it is accumulating increasing appeal as a market. Nigeria’s

come to expect from apps that aggregate. This allows for scale

entertainment industry is booming and only getting bigger. For

to be achieved very efficiently, along with systems of verification

example, ‘Nollywood’ produces about 2500 movies a year for a

and accountability. As the platform becomes more and more

population of 250 million people – and that’s just one slice of the

populated and utilised, we’ll be able refine these particular

wider entertainment scene in Nigeria.

strengths in a virtuous cycle.

We’re not only looking to introduce African talent to the world.

We’ve also built the platform in a manner that will heavily

We hope to offer global brands better access to Africa through

encourage users who are seeking talent to submit to our

personalities ideally placed to endorse things. For all of these

verification process. There are a number of feedback systems that

reasons, Nigeria is the ideal launch-pad for Flyness.

are pretty widespread in existing apps, and which help increase

WHY HAVE YOU CHOSEN TO SHOWCASE FLYNESS ON THE SiGMA EXPO FLOOR?

accountability within the overall user ecosystem. We won’t be reinventing the wheel by implementing them in Flyness, but it’s important to establish trust in the system.

Flyness is an entertainment-focused platform that links production teams with talent. This means we are bridging the gap between production and people within the entertainment industry, so they may find each other more efficiently.

178

WHAT SORT OF TALENT ARE YOU TARGETING? We don’t have a pre-set limit on what ‘talent’ might mean. We’re definitely targeting the more easily-defined forms of talent, such

This very much includes the iGaming industry. For instance,

as acting, modeling, dancing, but there’s no singular definition

the platform is a useful tool for an iGaming brand to scout for a

for it. Ultimately, the aforementioned systems of verification and

representative for industry events and summits such as SiGMA.

accountability we’re building into the platform will ensure value

What separates us from the rest is our particular focus on

and good faith. There’s no reason to restrict the definition of

Africa, especially Nigeria. Ultimately, we’re a platform for people

talent beyond that.

Q&A 问答

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

POURQUOI AVEZ-VOUS COMMENCÉ PAR LÀ ?

Eh bien, la décision de se lancer en Afrique est une question de familiarité avec cette scène. Je suis très engagé dans l'industrie du divertissement au Nigeria, et cela signifie que je suis bien orienté dans ce paysage particulier. Outre l'avantage de la familiarité, mon terrain d'origine est en fait très fertile pour le type de plateforme que nous cherchons à construire. Non seulement l'Afrique est un foyer de talents émergents, mais elle devient de plus en plus attrayante en tant que marché. L'industrie du divertissement nigériane est en plein essor et ne cesse de croître. Par exemple, "Nollywood" produit environ 2 500 films par an pour une population de 250 millions de personnes, et ce n'est qu'une partie de la scène du divertissement au Nigeria.

Nous ne cherchons pas seulement à faire connaître les talents africains au monde entier. Nous espérons offrir aux marques mondiales un meilleur accès à l'Afrique grâce à des personnalités idéalement placées pour endosser les choses. Pour toutes ces raisons, le Nigeria est le tremplin idéal pour Flyness.

“Alors que le paysage médiatique est de plus en plus fragmenté et que de nouveaux marchés continuent d'émerger, il peut être difficile pour les producteurs de médias et de divertissement de trouver des personnalités appropriées pour soutenir leurs marques”

POURQUOI AVEZ-VOUS CHOISI DE PRÉSENTER FLYNESS À L'EXPO SiGMA ?

Flyness est une plateforme axée sur le divertissement qui met en relation les équipes de production avec les talents. Cela signifie que nous comblons le fossé entre la production et les gens de l'industrie du divertissement, afin qu'ils puissent se retrouver plus efficacement. Cela concerne également l'industrie des jeux d'argent en ligne. Par exemple, la plateforme est un outil utile pour une marque de iGaming qui cherche un représentant pour les événements et les sommets de l'industrie tels que SiGMA. Ce qui nous distingue des autres, c'est l'attention particulière que nous portons à l'Afrique, et notamment au Nigeria. En fin de compte, nous sommes une plateforme pour les personnes travaillant dans l'industrie du divertissement, qu'il s'agisse de producteurs, de vidéastes ou de talents - il est logique que nous soyons présents à l'exposition SiGMA. EXISTE-T-IL DES SYSTÈMES DE RESPONSABILITÉ ET DE VÉRIFICATION DE LA PRODUCTION ET DES TALENTS ?

Il y a un certain niveau d'automatisation et de facilité d'utilisation que nous avons appris à attendre de ces applications. Cela permet d'atteindre une échelle très efficace, ainsi que des systèmes de vérification et de responsabilité. Au fur et à mesure que la plateforme sera de plus en plus utilisée, nous pourrons affiner ces atouts particuliers dans un cycle vertueux.

Nous avons également construit la plateforme de manière à encourager fortement les utilisateurs qui recherchent des talents à se soumettre à notre processus de vérification. Il existe un certain nombre de systèmes de retour d'information qui sont assez répandus dans les applications existantes, et qui contribuent à accroître la responsabilité au sein de l'ensemble de l'écosystème des utilisateurs.

Nous ne réinventerons pas la roue en les mettant en œuvre dans Flyness, mais il est important d'établir la confiance dans le système.

QUEL GENRE DE TALENT VISEZ-VOUS ?

Nous n'avons pas de limite prédéfinie à ce que le terme "talent" peut signifier.

Nous ciblons assurément les formes de talent les plus faciles à définir, comme le théâtre, le mannequinat, la danse, mais il n'y a pas de définition unique. En fin de compte, les systèmes de vérification et de responsabilité susmentionnés que nous intégrons dans la plateforme garantiront la valeur et la bonne foi. Il n'y a aucune raison de restreindre la définition du talent au-delà de cela.

179

AFRICA:

BRIDGING THE DIGITAL DIVIDE RÉDUIRE LA FRACTURE NUMÉRIQUE

182

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

ADELEYE AWAKAN, AUTHOR FOR THE AFRICAN GAMING INDUSTRY; AI, BLOCKCHAIN AND FINTECH RESEARCHER AND CONSULTANT WITH OVER 5 YEARS OF EXPERIENCE IN THE AFRICAN GAMING ECOSYSTEM DELVES DEEP INTO HOW AFRICA’S GAMING INDUSTRY CAN REACH ITS FULL POTENTIAL THROUGH TECH.

In the last couple of years, Africa's sports betting scene has experienced unprecedented growth. This achievement is attributed to significant infrastructural development in the digital enablement of vital sectors in the region.

Internet penetration and access to the service has seen an increased rate that stood at 39.3 percent. Coupled with mobile phone acceptance, the new norm for bettors in Africa, particularly Nigeria, Kenya, and South Africa, is at the forefront of mobile subscriptions and internet penetration.

While a considerable proportion of over 1.2 billion people now have access to mobile phones, recent reports indicate over 600 million unique mobile phone users in sub-Saharan Africa. It is projected that this figure will double by 2025 reaching 871 million people, a 6% increase according to the GSMA report.

Financial inclusion is increasing thanks to the emergence of fintech technology, which has been critical in contributing to the recent growth of the sports betting scene and has helped bridge the gap of access to financial assistance in the continent. But still, the increasing population is a challenge; 60% of Africa’s population remain unbanked.

For the sports betting industry to reach that maturity stage, one has to look at the massive proportion of the population that lacks access to basic financial services.

By 2030, Africa is projected to be home to young people around the world. At the end of 2018 there were still over 800 million people who didn’t have internet accessibility, 44% of this population was in Africa.

In contrast, the majority of those who have access to the internet lack digital skills, in which the remaining unconnected population in the region is disproportionately illiterate or has low literacy levels. The digital divide in the area is proportionally still high.

Feature 专题报道

ADELEYE AWAKAN EST UN AUTEUR DE L'INDUSTRIE AFRICAINE DE JEUX D’ARGENT ; CHERCHEUR ET CONSULTANT EN IA, BLOCKCHAIN ET FINTECH, AVEC PLUS DE 5 ANS D'EXPÉRIENCE DANS L'ÉCOSYSTÈME AFRICAIN DU GAMING. IL ÉTUDIE EN PROFONDEUR COMMENT L'INDUSTRIE AFRICAINE DU GAMING PEUT ATTEINDRE SON PLEIN POTENTIEL GRÂCE À LA TECHNOLOGIE.

Au cours des deux dernières années, la scène des paris sportifs en Afrique a connu une croissance sans précédent, elle est due au développement important des infrastructures dans le domaine de la numérisation des secteurs vitaux de la région.

Le taux de pénétration d’internet et l'accès au service ont connu une augmentation de 39,3 %. Associée à l'acceptation du téléphone mobile, la nouvelle norme pour les parieurs en Afrique, en particulier au Nigeria, au Kenya et en Afrique du Sud, est à la pointe des abonnements mobiles et de la pénétration d'internet.

Alors que plus de 1,2 milliard de personnes ont maintenant accès à des téléphones portables, des rapports récents indiquent que plus de 600 millions sont des utilisateurs uniques de téléphones portables en Afrique subsaharienne. On prévoit que ce chiffre doublera d'ici 2025 pour atteindre 871 millions de personnes, soit une augmentation de 6 % selon le rapport du GSMA. L'inclusion financière s'accroît grâce à l'émergence de la technologie fintech, qui a joué un rôle essentiel dans la croissance récente de la scène des paris sportifs et a contribué à combler le fossé de l'accès à l'aide financière sur le continent.

Cependant, l'augmentation de la population constitue un défi ; 60 % de la population africaine n'est pas bancarisée.

Pour que l'industrie des paris sportifs atteigne ce stade de maturité, il faut tenir compte la proportion massive de la population qui n'a pas accès aux services financiers de base. Fin 2018, il y avait plus de 800 millions de personnes qui n'avaient pas accès à l'internet, 44 % de cette population se trouvait en Afrique.

En revanche, la majorité de ceux qui ont accès à l'internet n'ont pas de compétences numériques, ce qui fait que la population non connectée restante dans la région est disproportionnellement analphabète ou a un faible niveau d'alphabétisation. La fracture numérique dans la région est proportionnellement encore élevée.

183

Bridging that gap would open numerous opportunities for the sports betting industry.

However, regulating the iGaming industry in vital grey areas, with clear cut laws, is integral to developing the scene in Africa - as betting on smartphone devices is seen as the new norm.

Significantly, since the emergence of the health crisis amid COVID-19, related lockdown measures were put in place to curb the spread of the virus, and as a result online betting has surged in several African countries. The paradigm shift in customers' behavior to bet online is gaining momentum in the continent. For the gaming industry to reach its potential, regulators must keep updating and following tech momentum trends.

EDUCATING PUNTERS ON OTHER GAME LOCALISATIONS Sports popularisation is evident; especially football, since it is a mainstream culture of the African people. The love-affair for major European leagues in Africa has been a testament to the departure of several African players moving to these leagues.

For the young African population sports betting has created an atmosphere to perceive sports as another dimension of making quick money, particularly betting on football games. For the industry to reach its full potential when competing with other continents, one has to educate players on how to bet on different games according to the popularity of the game in that continent.

Although basketball, eSports, blackjack, and poker games have considerable followers in Africa, the popularisation of the betting segment acceptance is low when compared to football betting. The challenge punters must face is localisation of products. These areas need attention in Africa for the gaming industry to thrive.

184

“Sports betting has created an atmosphere for the young African population to perceive sports as another dimension of making quick money, particularly betting on football games” BOTTOM LINE In a post-COVID-19 world, it will be more urgent than ever for stakeholders in the gaming and gambling industry, as well as the government, to find intelligent, data-driven solutions to the region's most pressing problems by taking advantage of tech momentum. Consequently, regulators and bookmakers must embrace technology in the areas where it’s required.

The Fourth Industrial Revolution, such as Artificial Intelligence, Big data, and Blockchain technology can enable the use of crypto on sportsbook platforms. This is crucial as using AI and datadriven platforms can give customers a great experience, vital for the business model of sports betting businesses. This can also help promote responsible gambling for the future of the industry as tech is fast-tracking the digital transformation in numerous sectors worldwide.

Regulators should follow the trend of tech momentum and consider favorable laws and policies to protect investors. Bridging the digital divide, financial inclusion, and low digital illiteracy skills will not just take the sports betting business to a whole new level in Africa.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Combler ce fossé ouvrirait de nombreuses possibilités pour l'industrie des paris sportifs. Cependant, la réglementation de l'industrie des jeux d’argent en ligne dans des zones d'ombre vitales, avec des lois claires, est essentielle au développement de la scène en Afrique - les paris sur les smartphones étant considérés comme la nouvelle norme.

Cependant, depuis crise sanitaire due au COVID-19, des mesures de confinement ont été mises en place pour freiner la

Feature 专题报道

“Les paris sportifs ont créé une atmosphère permettant de percevoir le sport comme une autre dimension de l'argent rapide, en particulier les paris sur les matchs de football”

propagation du virus. Les paris en ligne ont donc connu une forte hausse dans plusieurs pays africains. Le changement de paradigme dans le comportement des clients en matière de paris en ligne gagne du terrain sur le continent. Pour que

particulière en Afrique pour que l'industrie du jeu puisse prospérer.

CONCLUSION

l'industrie du jeu atteigne son potentiel,

Dans un monde post-COVID-19, il sera plus

les régulateurs doivent continuer à mettre

urgent que jamais pour les parties prenantes

à jour et à suivre les tendances de la

de l'industrie du Gaming et des paris, ainsi

dynamique technologique.

que pour le gouvernement, de trouver des solutions intelligentes aux problèmes les

SENSIBILISER LES PARIEURS À D'AUTRES

plus urgents de la région en tirant profit

LOCALISATIONS DE JEUX

de la technologie. Par conséquent, les

La popularisation du sport est évidente, en particulier le football, car il s'agit d'une culture dominante du peuple africain.

régulateurs et les bookmakers doivent adopter la technologie dans les domaines où elle est nécessaire.

Le football est omniprésent, en effet,

La Quatrième Révolution Industrielle, telle

l’engouement pour les grandes ligues

que l'IA, la Big Data et la technologie de

européennes en Afrique témoigne du

Blockchain, peut permettre l'utilisation de la

départ de plusieurs joueurs africains qui

cryptographie sur les plateformes de paris

se sont installés dans ces ligues. Pour la

sportifs. Ceci est crucial car l'utilisation de l'IA

jeune population africaine, les paris sportifs

et des plateformes de données peut donner

ont créé une atmosphère permettant

aux clients une grande expérience vitale pour

de percevoir le sport comme une autre

le modèle commercial des entreprises de

dimension de l'argent rapide, en particulier

paris sportifs. Cela peut également contribuer

les paris sur les matchs de football. Pour

à promouvoir le jeu responsable pour l'avenir

que l'industrie atteigne son plein potentiel

du secteur, car la technologie accélère la

lorsqu'elle est en concurrence avec d'autres

transformation numérique dans de nombreux

continents, il faut apprendre aux joueurs à

secteurs à travers le monde.

parier sur différents jeux en fonction de la popularité du jeu sur ce continent.

Les régulateurs devraient suivre la

Bien que le basket-ball, le eSport, le

et envisager des lois et des politiques

blackjack et les jeux de poker aient un

favorables pour protéger les investisseurs.

nombre considérable d'adeptes en Afrique,

La réduction de la fracture numérique,

la popularité du secteur des paris est faible

l'inclusion financière et le faible taux

par rapport aux paris sur le football. Le

d'analphabétisme numérique ne

défi que doivent relever les parieurs est

permettront pas seulement d'élever le

la localisation des produits. Ces domaines

secteur des paris sportifs à un tout autre

doivent faire l'objet d'une attention

niveau en Afrique.

tendance de la dynamique technologique

185

SOUTH AFRICA: THE UNTOUCHED GEM

TRANS

186

Feature 专题报道

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

AFRICA IS CONSTANTLY GROWING, WITH SEVERAL INDUSTRIES LOOKING AT IT AS A MARKET WITH HIGH POTENTIAL. WITH EMERGING TECHNOLOGIES AND MAJOR INVESTMENT PROPELLING THIS GROWTH, WILLIAM SCOTT, A VETERAN OF SOUTH AFRICA’S GAMING INDUSTRY DELVES DEEP INTO WHY OFFSHORE COMPANIES SHOULD LOOK AT COUNTRIES IN AFRICA SUCH AS SOUTH AFRICA AS A PLACE TO CONDUCT BUSINESS

Africa is the second largest continent in terms of number of people but is one of the poorest. Africa currently accounts for only 1% of global GGR.

L'AFRIQUE EST EN CONSTANTE CROISSANCE ET PLUSIEURS INDUSTRIES LA CONSIDÈRENT COMME UN MARCHÉ À FORT POTENTIEL. WILLIAM SCOTT, UN VÉTÉRAN DE L'INDUSTRIE DES JEUX D’ARGENT EN AFRIQUE DU SUD, EXAMINE EN PROFONDEUR LES RAISONS POUR LESQUELLES LES SOCIÉTÉS OFFSHORES DEVRAIENT CONSIDÉRER DES PAYS AFRICAINS TELS QUE L'AFRIQUE DU SUD COMME UN ENDROIT OÙ FAIRE DES AFFAIRES.

L'Afrique est le deuxième plus grand continent en termes de nombre d'habitants mais aussi l'un des plus pauvres. L'Afrique ne représente actuellement qu’1 % des recettes brutes mondiales des jeux d’argent.

number of reasons why Africa is a great market to invest in.

De telles statistiques devraient en théorie rendre peu attrayant l'investissement sur le continent. Cependant, il y a un certain nombre de raisons qui font que l'Afrique est un excellent marché pour investir, les voici :

These reasons include the following:

•

Une population importante de 1,3 milliard de personnes dans 54 pays

•

Impact relativement faible de la COVID-19 par rapport aux autres marchés, à l'exception de l'Asie

•

Les recettes annuelles moyennes brutes des jeux d’argent (GGR) devraient croître d'environ 3,2% entre 2019 et 2022

•

Les GGR déclarées s'élèvent à 4,4 milliards de dollars en 2019, mais le chiffre réel devrait être beaucoup plus élevé en raison des problèmes de collecte des données et des difficultés de déclaration

•

Le marché passe d'un marché non réglementé/peu réglementé à un marché réglementé

Statistics such as these in theory should make investing in the continent not very attractive. However, there are a

•

Large population of 1.3 billion people over 54 countries

•

Relatively low impact of COVID compared to other markets except Asia

•

Gambling GGR expected to grow at around 3.2% CAGR between 2019 and 2022

•

Reported GGR of $4.4 billion in 2019 but the real number is expected to be higher (significantly) due to issues collecting data and reporting challenges

•

Market moving from largely unregulated/loosely regulated to regulated

However, it is worth noting that despite it being an attractive market, there are challenges. These include the fact that Africa is made up of 54 very different countries. Despite regulation being relatively easier when compared to other markets, taxation policy in a number of countries has been incoherent.

Sports betting is offered in 41 of the 54 countries in Africa and continues to grow in popularity. It is projected that around 66% of the growth between 2019 and 2022 is to come from sports betting. Lotteries account for a quarter of all GGR in Africa with 36 of the 54 countries in Africa offering some form of lottery. A large component of the lottery GGR is pool betting and only 10% coming from instant games.

Casinos account for around 45% of the GGR in Africa, largely generated in physical casinos. However, online casino games segment is growing in popularity.

There are no major international brands in Africa and South Africa. Only local or regional brands. This is expected to change as international operators start focusing on the region.

Toutefois, bien qu'il s'agisse d'un marché attrayant, il y a des défis à relever, comme le fait que l'Afrique soit composée de 54 pays très différents. Bien que la réglementation soit relativement plus facile à appliquer que sur d'autres marchés, la politique fiscale d'un certain nombre de pays est incohérente.

Les paris sportifs sont proposés dans 41 des 54 pays d'Afrique et leur popularité ne cesse de croître. Il est prévu qu'environ 66 % de la croissance entre 2019 et 2022 provienne des paris sportifs.

Les loteries représentent un quart de l'ensemble des GGR en Afrique, une grande partie des GGR de loterie est constituée de paris de pool et seulement 10 % proviennent de jeux instantanés.

Les casinos représentent environ 45 % des GGR en Afrique, principalement générés par les casinos physiques. Cependant, le secteur des jeux de casino en ligne gagne en popularité.

Il n'y a pas de grandes marques internationales en Afrique et en Afrique du Sud, uniquement des marques locales ou régionales.

Cela devrait changer à mesure que les opérateurs internationaux se concentrent sur la région.

187

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

South Africa accounts for close to 50% of the total GGR generated in Africa. Despite being a complex regulatory environment with multiple regulators, it is both an effective regulatory environment and is taxed at a reasonable level.

Casinos accounted for the largest share of the gambling market (pre- COVID). Betting is the fastest growing segment of the market on a mix of betting on sports and number games including the betting on the outcome of lotteries. Casino games are currently only legal in physical casinos. However, the betting market has evolved to take bets on the outcomes of live casino games such as roulette and blackjack.

“South Africa accounts for close to 50% of the total GGR generated in Africa” Distribution channels for gambling across Africa vary from jurisdiction to jurisdiction. The variations depend on local legislation and regulations and the prevalence of mobile money. Online has a wider definition in Africa. It includes traditional online – desktop, laptop, smartphone and tablet – but also includes SMS and USSD. In the case of SMS and USSD a message is sent to the operator placing a bet with cash deducted (or charged to) from the player’s mobile balance. The difference between SMS and USSD is that USSD uses short code entry or menus to place the bet.

Internet growth in Africa has been significant. In 2020, internet penetration was 39.3% (world 58.8%). This was a 11,567% increase from 2000. Mobile phone penetration was estimated to be 44% in 2019 and this continues to grow. The challenge Africa has is that in mobile data is relatively expensive hence the use of USSD and SMS which is cheap. However, the sale of smart phones is growing faster than feature phones.

Mobile gambling in Africa is growing rapidly. It is estimated that it accounts for around 15% of the total GGR generated in Africa.

With COVID, the move towards online and mobile gambling has driven the growth significantly. This has all been helped by the payment processing options that are available to the operators.

A significant proportion of the population in Africa is unbanked.

As a result, the major mobile operators across the continent have stepped in to put a bank in the hands of everyone who has a mobile phone. Mobile money had its origins in Kenya and has expanded to most countries in Africa. Mobile money is largely accepted as a de facto payment method across the continent. People deposit, transfer funds, purchase goods and services etc; using their mobile money accounts.

Feature 专题报道

L'Afrique du Sud représente près de 50 % de l'ensemble des GGR produites en Afrique. Il s'agit d'un environnement réglementaire efficace et il est taxé à un niveau raisonnable. Les paris constituent le secteur du marché qui connaît la croissance la plus rapide, ce qui comprend les paris sportifs et les jeux de chiffres, y compris les paris sur les résultats des loteries. Les jeux de casino ne sont actuellement légaux que dans les casinos physiques. Le marché des paris a évolué, il est désormais possible de placer des paris sur les résultats de jeux de casino en direct.

“L'Afrique du Sud représente près de 50 % de l'ensemble des GGR produites en Afrique” Les canaux de distribution des jeux d’argent en Afrique varient d'une juridiction à l'autre. Ces variations dépendent de la législation et des réglementations locales et de la prévalence de l'argent mobile. En Afrique, le terme "en ligne" comprend les jeux en ligne traditionnels (sur ordinateur, smartphone et tablette) mais aussi les SMS et l'USSD. Dans le cas des SMS et de l'USSD, un message est envoyé à l'opérateur qui place un pari dont l'argent est déduit (ou facturé) du solde du téléphone portable du joueur. La différence entre le SMS et l'USSD est que l'USSD utilise un code court ou des menus pour placer le pari.

En 2020, la pénétration d'Internet était de 39,3 % (58,8 % dans le monde), ce qui correspond à une augmentation de 11,567 % par rapport à 2000. Le taux de pénétration des téléphones portables était estimé à 44 % en 2019 et il continue d'augmenter. Les données mobiles sont relativement chères, d'où l'utilisation de l'USSD et des SMS, qui sont bon marché. Cependant, la vente de smartphones augmente plus rapidement que celle des “feature phones”.

Les jeux d'argent sur téléphone portable en Afrique représentent environ 15 % de l'ensemble des GGR générées en Afrique. L’épidémie de COVID-19 a accéléré l'évolution vers les jeux d'argent en ligne et sur mobile. Tout cela a été favorisé par les options de traitement des paiements dont disposent les opérateurs.

Une grande partie de la population africaine n'est pas bancarisée, les principaux opérateurs de téléphonie mobile du continent sont donc intervenus et ont mis en place l’argent mobile. L'argent mobile a vu le jour au Kenya et s'est étendu à la plupart des pays d'Afrique. L'argent mobile est accepté comme méthode de paiement sur tout le continent, permettant ainsi de déposer, transférer des fonds, acheter des biens et des services.

All gambling operators who operate online include a form of mobile

Tous les opérateurs de jeux d'argent qui opèrent en ligne incluent une forme d'argent mobile. L'intégration dans l'éco-

money. Integrations into the mobile phone operators eco system is key to their success. The processing rates for payments vary from country-to-country and are very competitive when compared to payment processing rates in Europe and elsewhere.

système des opérateurs de téléphonie mobile est la clé de leur succès. Les taux de traitement des paiements varient d'un pays à l'autre et sont très compétitifs par rapport à ceux en Europe et ailleurs.

189

SPOTLIGHT INTERNATIONAL PIONEERING GAMING INNOVATORS 聚焦国际开拓性博弈创新者

190

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

EUROPE

ASIA

AMERICAS

AFRICA

We’re celebrating some of the leading innovators and gamechangers in the emerging Gaming sectors across global markets.

It’s a guide to who-to-know and how they’ve shaped the industry for the future, an invaluable source focused on the up-andcoming and established minds in the emerging iGaming space.

As the rate of innovation increases exponentially through technologies such as blockchain and cryptocurrencies, there’s a new line of mediums to successfully gamble on entering the space. Others have further solidified their place in the sector with years of experience informing their ideas. We put the brightest minds leading their sector under the spotlight.

我们选择了全球市场上新兴iGAMING领域的领 先创新者和改变游戏规则的人。这个专题中我

们可以认识他门，并了解他们如何重塑产业的未 来，跟我们一起着眼于iGAMING领域中的新锐 和成熟的宝贵思维。

随着区块链和加密货币等技术的创新速度呈指

数级增长，新的媒介可以成功地踏入这一领域。 已有先锋者凭借多年的经验和想法进一步巩固

了自身在该领域的地位。 我们选取了业内十位备 受关注的顶尖领导者。

191

JEAN-LUC BIAMONTI, CHAIRMAN OF THE BOARD & CEO, MONTE-CARLO SOCIÉTÉ DES BAINS DE MER

PRÉSIDENT DU CONSEIL D'ADMINISTRATION ET PDG Jean-Luc Biamonti is the current Chairman and CEO of MonteCarlo Société des Bains de Mer, which operates Casino de MonteCarlo among others. Biamonti is also on the board of Columbia University, Covivio SA and Société Financière et d’Encaissement.

He mentioned in a recent press conference that, in light of the pandemic, “We will do everything possible to ensure that people do come to Monaco and feel safe here. As far as is possible and in full respect of health guidelines, we will make sure that Monaco remains an exception amongst other countries”.

Jean-Luc Biamonti est l'actuel président et PDG de Monte-Carlo Société des Bains de Mer, qui exploite notamment le Casino de Monte-Carlo. Biamonti est également membre du conseil d'administration de l'Université de Columbia, de Covivio SA et de la Société Financière et d'Encaissement. Lors d'une récente conférence de presse, il a déclaré que, compte tenu de la pandémie, "nous ferons tout notre possible pour que les gens viennent à Monaco et se sentent en sécurité ici. Dans la mesure du possible et dans le plein respect des directives sanitaires, nous veillerons à ce que Monaco reste une exception parmi les autres pays".

ELEN BARBER, CMO, KINDRED GROUP PLC

DIRECTRICE GÉNÉRALE DU MARKETING

Elen Barber is currently serving as the Chief Marketing Officer at Kindred Group PLC. Elen Barber has worked in the online gambling industry for over 14 years, with a strong background in affiliates and marketing. She started her career at Kindred Group back in 2010 as the Global Affiliate Manger and climbed her way up to Chief Marketing Officer in 2019.

Elen Barber a travaillé dans le secteur des jeux d'argent en ligne pendant plus de 14 ans, avec une solide expérience dans le domaine des affiliés et du marketing. Elle a commencé sa carrière au sein du Kindred Group en 2010 en tant que responsable mondiale des affiliés et est devenue directrice du marketing en 2019.

192

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

RICHARD BROWN, CEO, GiG PDG

Brown is the current CEO of GiG, where he joined as Managing Director for Media in 2017 and progressed to Chief Digital Officer two years later. Brown has vast industry experience and commercial background having previously adopted senior and directorial roles for companies such as Highlight Media Group, Web Guide Partner and THG Sports. When taking on the CEO role at GiG, he stated, “My focus will be on delivery, execution and optimisation, putting us on a path for great focus and renewed growth”.

M. Brown est l'actuel PDG de GiG, il a rejoint le groupe en tant que Directeur Général des Médias en 2017 et est passé au poste de Directeur Général du Numérique 2 ans plus tard. M. Brown possède une vaste expérience dans le secteur et une formation commerciale. Il a occupé des postes de direction et de cadre supérieur dans des entreprises telles que Highlight Media Group, Web Guide Partner et THG Sports. Lorsqu'il a pris ses fonctions de PDG chez GiG, il a déclaré : "Je me concentrerai sur la livraison, l'exécution et l'optimisation, ce qui nous mènera à une grande concentration et une croissance durable".

CARSTEN KOERL, CEO & FOUNDER, SPORTRADAR AG PDG ET FONDATEUR

Carsten Koerl is the CEO and Founder of Sportradar AG. Over his 19 years of service, Koerl has led the company to become one of the worldwide leaders in sports data and audio-visual content across a wide range of platforms and media. Before founding Sportradar AG, he fulfilled a host of management positions within software development and the gaming industry. When referencing the impact of the pandemic on the gaming industry, he recently noted the importance of being moving away from conventional sports as “Without matches you’re going to need to be damn creative... We tripled the number of live matches within the crisis without normal content".

Au cours de ses 19 années de service, Koerl a conduit l'entreprise à devenir l'un des leaders mondiaux en matière de données sportives et de contenu audiovisuel sur un large éventail de plateformes et de médias. Avant de fonder Sportradar AG, il a occupé de nombreux postes de direction dans le développement de logiciels et dans l’industrie des jeux d’argent. Lorsqu'il a évoqué l'impact de la pandémie sur l'industrie des jeux d’argent, il a récemment souligné l'importance de s'éloigner des sports traditionnels : "Sans matchs, il va falloir être sacrément créatif... Nous avons triplé le nombre de matchs en direct dans le cadre de la crise sans contenu normal".

193

ANDREW CLUCAS ,CHIEF OPERATING OFFICER, MICROGAMING

DIRECTEUR DE L’EXPLOITATION

Andrew Clucas is the Chief Operating Officer at Microgaming, and has been with the online gaming supplier since 2009 where he was appointed as Senior Manager of Corporate Affairs. Before pursuing a career in gaming at Microgaming, Clucas served in the Royal Air Force for 18 years where he was awarded an MBE and was promotion to wing commander in 2005.

Andrew Clucas est le Directeur de l’Exploitation de Microgaming, et travaille pour ce fournisseur de jeux d’argent en ligne depuis 2009, où il a été nommé cadre supérieur des affaires générales.

Avant de poursuivre une carrière dans les jeux d’argent chez Microgaming, Andrew Clucas a servi pendant 18 ans dans la Royal Air Force où il a obtenu un MBE et a été promu commandant d'escadre en 2005.

SIMON HAMMON, CPO, RELAX GAMING LTD

CPO

Simon Hammon is the Chief Product Officer at Relax Gaming and has been serving since 2018. Prior to assuming his role at Relax Gaming Ltd, Hammon was at Netent as a Product Manager and Chief Product Officer in 2011 where he was responsible for the company's product portfolio and future strategic growth and development. In reference to how online casinos predict the success of a game, Hammon has noted that “Ultimately, the players are the real critics and naturally, through your successes and failures, you get a good feel for what will and won’t work. But there is no golden formula for a hit game”.

Simon Hammon est le CPO de Relax Gaming et est en service depuis 2018. Avant de prendre ses fonctions chez Relax Gaming Ltd, M. Hammon travaillait chez Netent (2011) en tant que chef de produit et CPO, où il était responsable du portefeuille de produits de la société, de la croissance et du développement stratégiques futurs. En ce qui concerne la façon dont les casinos en ligne prédisent le succès d'un jeu, Hammon a noté que "Finalement, les joueurs sont les véritables critiques et naturellement, à travers vos succès et vos échecs, vous avez une bonne idée de ce qui va et ne va pas fonctionner. Mais il n'y a pas de formule magique pour un jeu à succès".

194

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

BORIS CHAINKIN, CEO, SOFT2BET

PDG

Boris Chainkin is the CEO at online gaming company Soft2bet.

Chainkin is a pioneer in the igaming industry with more than 19 years of experience in areas such as marketing, customer support, CRM and general operations. He has served in roles for Offsidegaming, B2B sportsbook and Gamebookers prior to assuming his role as CEO at Soft2Bet. Chainkin has commented on the importance of gamification tools in the future for operators specifically stating: “Gamification tools are only going to gain momentum as their popularity and application grows. It will become increasingly difficult as an operator to stay competitive if you are not looking at new ways to engage customers”.

M. Chainkin est un pionnier du secteur des jeux d’argent en ligne, avec plus de 19 ans d'expérience dans des domaines tels que le marketing, l'assistance à la clientèle, le CRM et les opérations générales. Il a occupé des postes chez Offsidegaming, B2B sportsbook et Gamebookers avant de devenir PDG de Soft2Bet. M. Chainkin a commenté l'importance des outils de gamification pour l'avenir pour les opérateurs en précisant "Les outils de gamification ne feront que gagner en importance à mesure que leur popularité et leur application augmenteront. Il sera de plus en plus difficile pour un opérateur de rester compétitif si vous ne cherchez pas de nouvelles façons de retenir vos clients".

TRUDE HØGSETH FELDE, SENIOR ADVISOR, THE NORWEGIAN GAMING AUTHORITY CONSEILLÈRE PRINCIPALE

Trude Høgseth Felde is the Senior Advisor at The Norwegian Gaming Authority, where she has been working since 2001. Alongside her role at The Norwegian Gaming Authority, Felde is also serving as President of the International Assocation of gaming Regulators (IAGR). Her areas of expertise include regulation of the Norwegian market, European regulation, online gaming and social gaming.

Parallèlement à son rôle au sein de l'Autorité norvégienne des jeux d’argent où elle travaille depuis 2001, Mme Felde est également présidente de l'Association internationale des régulateurs de jeux d’argent (IAGR). Ses domaines d'expertise comprennent la réglementation du marché norvégien, la réglementation européenne, les jeux d’argent en ligne et les jeux sociaux.

195

MICHAEL LEADBEATER, GROUP LEGAL DIRECTOR, GVC GROUP DIRECTEUR JURIDIQUE DU GROUPE

Michael Leadbeater is the Group Legal Director at leading sports betting and gaming group, GVC Group. He has extensive knowledge of the legal and regulatory world, starting his career in 1999 as a Trainee Solicitor for Eversheds. Leadbeater made the leap into the gaming sphere as a Legal Consuel for renowned online betting and gaming provider, William Hill, where he stayed until 2018.

Michael Leadbeater est le Directeur Juridique du Groupe de paris sportifs et de jeux d‘argent GVC Group. Il a une connaissance approfondie du monde juridique et réglementaire, ayant commencé sa carrière en 1999 en tant que stagiaire en droit pour Eversheds. Leadbeater a franchi le pas dans la sphère des jeux d’argent en tant que conseiller juridique pour le célèbre fournisseur de paris et de jeux d’argent en ligne, William Hill, où il est resté jusqu'en 2018.

MICHAEL DUGHER, CHIEF EXECUTIVE, BETTING AND GAMING COUNCIL (GGC)

DIRECTEUR GÉNÉRAL

Michael Dugher is serving as the first Chief Executive of the Betting and Gaming Council, and is responsible for improving the gambling environment by tackling problem gambling in the UK. Dugher brings his wealth of experience in politics as the Former Labour MP and Shadow Secretary of State for Culture, Media and Sport to his current position. When discussing 'unfair’ casino lockdowns throughout the UK in light of COVID-19, he had previously urged the UK government to keep casinos open noting, “It will have a hugely negative impact on our businesses and staff, despite their efforts to ensure a very safe environment for customers”.

Michael Dugher est chargé d'améliorer l'environnement des jeux d’argent en s'attaquant aux dépendances aux jeux d'argent au Royaume-Uni. M. Dugher apporte sa riche expérience en politique en tant qu'ancien député travailliste et secrétaire d'État à la culture, aux médias et aux sports. Lorsqu'il a discuté des fermetures "injustes" de casinos au Royaume-Uni dues à la COVID-19, il avait exhorté le gouvernement britannique à maintenir les casinos ouverts, affirmant que "cela aura un impact extrêmement négatif sur nos entreprises et notre personnel, malgré leurs efforts pour garantir un environnement très sûr aux clients".

196

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

DREW SVITKO, EXECUTIVE DIRECTOR, PENNSYLVANIA LOTTERY

DIRECTOR EJECUTIVO DE LA LOTERÍA DE PENSILVANIA Drew Svitko is the Executive Director of Pennsylvania Lottery where he has been serving since 2015. He joined the company in 2000 as Interim Director for Lottery Security. Aside from Pennsylvania Lottery, Svitko has served roles at Oberthur Gaming Technologies and Scientific Games SA. Svitko has stressed in the past the importance of responsible gambling and protecting older customers in particular stating, “We are already hard at work looking for new and innovative ways to continue responsibly growing our business to support our older residents”.

Drew Svitko es el director ejecutivo de la Lotería de Pensilvania, a la que ha servido desde 2015. Se unió a la empresa en el 2000 como director interino de seguridad. Aparte de la Lotería de Pennsylvania, Svitko ha trabajado en Oberthur Gaming Technologies y Scientific Games SA. Svitko ha destacado en el pasado la importancia del juego responsable y de la protección de los clientes mayores en particular, con declaraciones como: "Ya estamos trabajando duro en la búsqueda de formas nuevas e innovadoras para que nuestro negocio siga creciendo de forma responsable y apoyar a nuestros residentes mayores".

ELLEN WHITTEMORE, WYNN RESORTS EXECUTIVE VICE PRESIDENT, GENERAL COUNSEL & SECRETARY VICEPRESIDENA EJECUTIVA, ASESORA GENERAL Y SECRETARIA DE WYNN RESORTS

Ellen Whittemore is Wynn Resorts Executive Vice President, General Counsel and Secretary. She graduated with a B.A. from the University of Nevada, and received her J.D. from the University of San Diego School of Law. Whittemore has over 30 years of experience in some of the world’s largest and most progressive gaming companies. She owns over 1,970 units of Wynn Resorts stock worth over $2,930,308.

Whittemore oversees Wynn’s legal affairs and community relations and is also a member of the Board of Directors of Global Gaming Europe.

Ellen Whittemore es la vicepresidenta ejecutiva, asesora general y secretaria de Wynn Resorts. Se licenció en la Universidad de Nevada y realizó su doctorado en la Facultad de Derecho de la Universidad de San Diego. Whittemore lleva más de 30 años trabajando para algunas de las empresas de juegos más grandes y progresistas del mundo. Es propietaria de más de 1.970 unidades de acciones de Wynn Resorts con un valor de más de 2.930.308 dólares (más de 2,4 millones de euros). Whittemore es la encargada de supervisor los asuntos legales y las relaciones con la comunidad de Wynn y, además, es miembro del Consejo de Administración de Global Gaming Europe.

197

JOHNNY AITKEN, CEO, POINTSBET USA DIRECTOR EJECUTICO DE POINTSBET USA

Johnny Aitken is the CEO of Pointsbet USA, an American online operator specialising in sportsbooks for major U.S. sports markets such as the NFL, the NBA, the Olympic Games, and the NHL. A Harvard Business graduate, Aitken has since served in roles specialising in sportsbook, business relationship management. When commenting on what Pointsbet USA has in store in the future in terms of U.S. expansion, the CEO stated that “In terms of 2021 and beyond, it remains to be seen which states will legalise sports betting, pass regulation and get ready to accept their first bet”. Earlier on this year, the operator became the exclusive sports betting provider for NBC Sports, a milestone Aitken has commented on in the past.

Johnny Aitken es el director ejecutivo de Pointsbet USA, un operador estadounidense en línea especializado en apuestas deportivas para los principales mercados deportivos de EE. UU. como la NFL, la NBA, los Juegos Olímpicos y la NHL. Después de graduarse en negocios en Hardvard, Aitken se ha centrado en las apuestas deportivas y en la gestión de relaciones comerciales. Al comentar lo que Pointsbet USA tiene previsto en el futuro en términos de expansión en los EE. UU., el director ha declarado que "En cuanto al 2021 y más adelante, aún tenemos que ver qué estados legalizarán las apuestas deportivas, aprobarán la regulación y se prepararán para empezar a apostar". A principios de este año, el operador se convirtió en el proveedor exclusivo de apuestas deportivas de NBC Sports, toda una hazaña que Aitken ha comentado en el pasado.

ALEJANDRA BURATO, REGIONAL MANAGER LATAM, ZITRO GAMES

GERENTE REGIONAL DE AMÉRICA LATINA DE ZITRO GAMES Alejandra Burato is the Regional Manager for LatAm at Zitro Games, a Spanish-based provider of casino slots and interactive games. Under this role she is responsible for defining the company's sales and operations strategy, as well as leading the successful implementation of Zitro’s business plan for LatAm. When discussing the rapid expansion of Zitro across LatAm through partnerships with local operators and moving offices locally, she commented: “The vertiginous growth of Zitro throughout the region, and in particular in Colombia, has led us to the decision to strengthen our human, commercial and technical structure".

Alejandra Burato es la gerente regional para Latinoamérica de Zitro Games, un proveedor de slots y juegos interactivos con sede en España. Es la responsable de definir la estrategia de ventas y operaciones de la empresa, así como de dirigir que se implemente con éxito el plan de negocios de Zitro en América Latina. Sobre la rápida expansión de Zitro en toda América Latina a través de las con operadores locales y el traslado de oficinas a nivel local, ha comentado: "El crecimiento vertiginoso de Zitro en toda la región, y concretamente en Colombia, nos ha llevado a fortalecer la estructura humana, comercial y técnica de la empresa".

198

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

JOSE ANTONIO MARTÍNEZ SAMPEDRO, PRESIDENT AND CEO, CODERE SAMPEDRO PRESIDENTE Y DIRECTOR EJECUTIVO DE CODERE

Jose Antonio Martínez Sampedro is the President and CEO of leading Spanish multinational company for land-based and online gaming, Codere. Sampedro has been with the company since its conception in 1980. Recently, Codere have been focussing on their growth into the Latin American market by partnering with the likes of Pariplay, and also a proposal to achieve their online Buenos Aires licence.

José Antonio Martínez Sampedro es el presidente y director ejecutivo de Codere, la empresa multinacional española más importante de juegos terrestres y en línea. Sampedro ha formado parte de la empresa desde su creación en 1980. Últimamente, Codere se ha centrado crecer en el mercado latinoamericano, a través de la asociación con empresas como Pariplay, y en conseguir la licencia en línea de Buenos Aires.

LIZ SIVER, GENERAL MANAGER, NEOPOLLARD INTERACTIVE

GENERAL DE NEOPOLLARD INTERACTIVE Liz Siver is the General Manager for North America at Michigan based lottery supplier NeoPollard Interactive. Before embarking on her role at NeoPollard Interactive in 2017, Siver spent most of her career at Microsoft, where she started as a Marketing Manager in 1999 and climbed up to Director of Public Sector Sales in 2013. Recently, NeoPollard Interactive was named lottery supplier of the year for the second year in a row at the EGR North America Awards; Siver affirming the company will continue striving to be the industry's leading partner of choice.

Liz Siver es la directora general de NeoPollard Interactive, un proveedor de lotería de Michigan. Antes de empezar a trabajar en NeoPollard Interactive en 2017, Siver se había pasado la mayor parte de su carrera en Microsoft, donde comenzó como Gerente de Marketing en 1999 y ascendió a Directora de Ventas del Sector Público en 2013. Hace poco, NeoPollard Interactive ha sido nombrado como proveedor de lotería por Segundo año consecutivo en los premios EGR de América del Norte. Siver afirma que la empresa continuará esforzándose convertirse en el líder de la industria.

199

CHRISTIAN GENETSKI, CLO, FANDUEL DIRECTOR DE APRENDIZAJE FANDUEL

Christian Genetski is the CLO of New York based innovative sportstech entertainment company FanDuel, primarily focussing on the U.S. markets. Alongside his role as CLO for FanDuel, he was appointed Chief Commerical Officer in 2017. Genetski has extensive experience in the legal field having launched his professional career as a Trial Attorney for computer crime and intellectual property for the U.S. Department of Justice. Under his leadership, FanDuel grew from being a daily fantasy sports operator to a DFS market leader and sports betting operator.

Christian Genetski es el director de aprendizaje de FanDuel, una empresa innovadora de entretenimiento de tecnología deportiva con sede en Nueva York, que se centra principalmente en los mercados de los Estados Unidos. Además de su papel como director de aprendizaje, fue nombrado Director Comercial en 2017. Genetski cuenta con una amplia experiencia en el campo legal, tras haber iniciado su carrera profesional como Abogado Litigante en delitos informáticos y propiedad intelectual para el Departamento de Justicia de los Estados Unidos. Bajo su liderazgo, FanDuel ha pasado de ser un operador de deportes de fantasía diarios a ser un líder del mercado de DFS y operador de apuestas deportivas.

SEBASTIAN PERRIER, FOUNDING PARTNER, NEKO GAMES SOCIO FUNDADOR DE NEKO GAMES

Sebastian Perrier is the Founding Partner of Neko Games, the Argentinian design studio that is part of the Microgaming global network of creative studios. Perrier is an expert within the Latin American gaming industry, having over 10 years of experience, serving as the General Manger for LatAm at Jackpotjoy Group in 2015, and the iGaming Director for LatAm at Scientific Games.

Alongside his role at Neko Games, he is also the Managing Partner at iGamingLatam.com.

Sebastian Perrier es el socio fundador de Neko Games, un estudio de diseño argentino que forma parte de la red global de estudios creativos Microgaming. Perrier es un experto dentro de la industria de los juegos de América Latina, con más de 10 años de experiencia. Desde 2015, trabaja como director general de América Latina en el Grupo Jackpotjoy y como el director de iGaming para América Latina en Scientific Games. Además de su papel en Neko Games, también es el Socio Gerente de iGamingLatam.com.

200

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

LORRIE BAMFORD, VICE PRESIDENT, CORPORATE COMPLIANCE USA

VICEPRESIDENTA – CUMPLIMIENTO SOCIETARIO EE. UU. Lorrie Bamford is tasked with managing the 'legal minutae' of many businesses that have various plans of action that are made up of several elements, ensuring that all are compliant with regulations in 26 uniquely different jurisdictions. Ms. Bamford acts as a legal advisor who is able to develop policies, oversees education and training, manages any prize claims and constantly keeps up to date with new and amended compliance reports. While balancing all of this, Lorrie Bamford is able to perform at a very high level, keeping up to date with any important legal or contractual matter for the firm and its clients.

Lorrie Bamford se encarga de gestionar el "minutaje jurídico" de muchas empresas que tienen múltiples planes de acción compuestos por varios elementos y su deber es asegurarse de que todos ellos cumplan con la normativa en 26 jurisdicciones excepcionalmente diferentes. La Sra. Bamford actúa como asesora jurídica capaz de elaborar políticas, supervisar la educación y la capacitación, gestionar las reclamaciones de precios y estar al día con los informes de cumplimiento nuevos y modificados. Además de encargarse de todo esto, Lorrie cada día se esfuerza al máximo para mantenerse al día de cualquier asunto legal o contractual importante para el bufete y sus clientes.

ALEJANDRO SERRANO ZAERA, COO, TECNAILS DIRECTOR DE OPERACIONES DE TECNAILS

Alejandro Serrano Zaera is the Chief Operating Officer (COO) of Tecnails, a Europe and Latin America focussed technology company specialising on providing software platform solutions to gaming operators with over 15 years of experience. Zaera was the Project Manager at Tecnails before taking on his role as COO in 2019.

Regarding Tecnail’s latest partnership with B2B supplier GoldenRace this year in bid to push forward their virtual sports offerings, he commented that “Offering virtual sports is something we consider vital for the future and this integration allows our clients to enjoy the best supplier of virtual sports in the industry”.

Alejandro Serrano Zaera es el director de pperaciones de Tecnails, una empresa de tecnología centrada en Europa y América Latina, especializada en proporcionar soluciones sobre las plataformas de software a operadores de juegos con más de 15 años de experiencia.

Zaera fue el director de proyectos de Tecnails antes de asumir el cargo de director de operaciones en 2019. En cuanto a la última asociación de este año de Tecnail con el proveedor de B2B GoldenRace para impulsar sus ofertas de deportes virtuales, Serrano ha comentado que "Ofrecer deportes virtuales es algo que consideramos vital para el futuro y esta integración les permite a nuestros clientes disfrutar del mejor proveedor de deportes virtuales de la industria".

201

ANGELA LEONG, CO-CHAIRWOMAN & EXECUTIVE DIRECTOR, SJM HOLDINGS LTD 梁安琪，澳门博彩控股有限公司联席主席兼执行董事

Angela Leong is the Co-Chairwoman and Executive Director of SJM Holdings, with offerings in both Hotel and Gaming Operations in Macau. Angela, in addition, serves as the Managing Director and Chief Administrative Officer for SJM Holdings Limited holding company of casino operator Sociedade de Jogos de Macau.

She is known in the industry as the face of the Macau Legislative Assembly, and owner of one of the largest individual stake holders in SJM Holdings Ltd. Since 2005, Leong has been the elected legislator and is very influential in the regions political sphere. 梁安琪是澳博控股的联席主席及执行董事，负责澳门的酒店及博彩

业务。 此外，她还担任澳博控股有限公司的董事总经理和行政总裁， 该公司是澳门赌场运营商SOCIEDADE DE JOGOS DE MACAU的控 股公司。她是澳门立法会的代言人，也是澳门博彩控股有限公司最

大的个人股东之一。 自2005年起，梁安琪一直是民选议员，在澳门地 区的政治领域具有很大的影响力。

FREDRIK ELMQVIST, CEO, FOUNDER & DIRECTOR, YGGDRASIL GAMING

首席执行官、创始人及总监

Fredrik Elmqvist is the CEO, Founder and Director of Yggdrasil Gaming, leading the company to become one of the fastest iGaming companies in the world. Before his role at Yggdrasil, he served as CEO at Net Entertainment Malta. In bid to build momentum in order to thrust the company into the thriving Asian market, Yggdrasil has recently boosted thier presence in Asia following recent partnerships with the likes of QTech Games, Flow Gaming, and Azure Tech.

FREDRIK ELMQVIST是YGGDRASIL GAMING的首席执行官、创始

人和董事，带领公司成为世界上速度最快的IGAMING公司之一。 在

加入YGGDRASIL之前，他曾在NET ENTERTAINMENT MALTA担任

首席执行官。 为了将公司推向蓬勃发展的亚洲市场，YGGDRASIL最 近与QTECH GAMES、FLOW GAMING和AZURE TECH等公司建立 了合作关系，加强在亚洲的业务。

202

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

CALVIN CHENG, CO-FOUNDER & CHAIRMAN OF THE BOARD, RETECH GROUP

郑恩里，睿泰集团联合创始人兼董事会主席

Calvin Cheng is the Co-Founder and Chairman of the Board at Retech Group since 2016. Retech is one of China’s biggest builders of online corporate training platforms, providing their services to large companies, government, training providers and social organisations. Cheng had led Retech to IPO in 2017, proving to be one of the most impressive tech floats on the ASX that year. He was awarded as a Young Global Leader by the World's Economic Forum at Davos. 郑恩里自2016年起担任睿泰集团的联合创始人和董事长。 睿泰是

中国最大的在线企业培训平台建设者之一，为大型企业、政府、培训 机构和社会组织提供服务。 郑恩里曾带领睿泰在2017年上市，成为

当年澳交所最令人印象深刻的科技股之一。 他曾被达沃斯世界经济 论坛评为全球青年领袖。

WILFRED WONG, PRESIDENT & EXECUTIVE DIRECTOR, SANDS CHINA 王英偉，金沙中国有限公司总裁兼执行董事

Wilfred Wong is the President and Executive Director of Sands China, operator and Integrated Resorts developer in Macau. He is credited for generating 56% of group EBITDA as well as 63% of net revenue in 2019 under his leadership. Before assuming his position as President and Executive Director at the company in 2015, Wong served as the Chief Operating Officer. Wong has also dabbled in politics, having been an elected member of the National People’s Congress of the People’s Republic of China from 1997 to 2012. 王英偉是金沙中国的总裁兼执行董事，金沙中国为澳门的运营商和综

合度假村开发商。 在他的领导下，2019年创造了56%的集团EBITDA以 及63%的净收入，他功不可没。 在2015年担任公司总裁及执行董事之

前，王英偉曾担任首席运营官。 王英偉还涉足政治，曾于1997年至2012 年当选为中华人民共和国全国人民代表大会委员。

203

TAN TEE HOW, CHAIRMAN, CASINO REGULATORY AUTHORITY (CRA)

赌场监管局（CRA）主席

Tan Tee How is the Deputy Chairman of the Casino Authority (CRA), which oversees Singapore’s casinos. The CRA is responsible for ensuring that casinos are run without criminal influence, and are conducted honestly, without causing harm to vulnerable persons and minors. He has also served as CEO of the National Healthcare Group and as the Permanent Secretary of the Ministry of National Development. Since his appointment as Chairman of the CRA, Tan Tee How has highlighted the importance for the CRA to keep up with the new emerging technologies, and responsible gambling.

TAN TEE HOW是赌场管理局（CRA）主席，该局负责监督新加

坡的赌场。 CRA负责确保赌场的经营不受犯罪影响，诚实经营， 不对弱势人群和未成年人造成伤害。 他还曾担任国家医疗卫生 集团的首席执行官，以及国家发展部常务秘书。 自从他被任命 为CRA主席以来，TAN TEE HOW强调了CRA跟上新兴技术和 责任博弈的重要性。

STEVE KAROUL, PRESIDENT & CEO, EURO ASIA CONSULTING LLC LLC总裁兼首席执行官

A veteran in the gaming industry for casino marketing, Steve Karoul is the President and CEO of Euro Asia Consulting LLC. Karoul has served in the industry for over 40 years, with experience working for the top casinos in the industry. Karoul has been part of a host of very interesting projects. He has worked for the Senior Management team that opened the US $ 5.5 billion project, Marina Bay Sands in Singapore. He is also an educator and author who has written for a host of casino publications including Global Gaming Business, Casino Life Magazine, Urbino, Indian Gaming, Casino World, Casino Enterprise Management.

STEVE KAROUL是博弈业赌场营销的资深人士，现为EURO ASIA

CONSULTING LLC.总裁兼首席执行官。 KAROUL在这个行业服务

了40多年，拥有在业内顶级赌场工作的经验。 KAROUL曾参与过许

多有趣的项目，例如，他曾为新加坡滨海湾金沙项目的高级管理团 队工作，该项目耗资55亿美元。 他也是一位教育家和作家，曾为许 多赌场出版物撰稿，包括GLOBAL GAMING BUSINESS、CASINO LIFE MAGAZINE、URBINO、INDIAN GAMING、CASINO

WORLD、CASINO ENTERPRISE MANAGEMENT以及INSIDE ASIAN GAMING。

204

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

SHAUN MCCAMLEY, FOUNDER & MANAGING PARTNER, EURO PACIFIC ASIA CONSULTING LTD

创始人及管理合伙人

Shaun McCamley is the Founding and Managing Partner at Euro Pacific Asia Consulting Ltd where he is responsible for consulting with the industries’ leading land-based and online gaming operators. With over 39 years' experience in land-based and online gaming industries, McCamley has been recognised by the Global Gaming Business Weekly as one of the top 25 industry people to watch. Prior to Euro Pacific Asia Consulting Ltd, he served as President, CEO and SVP of international casino resort destinations. For instance, McCamley drove the operational success of Ho Tram Resort Casino resulting in a $6M increase in company profits within the first 12 months.

SHAUN MCCAMLEY是EURO PACIFIC ASIA CONSULTING LTD的 创始和管理合伙人，负责为业内领先的实体和在线博彩运营商提

供咨询。 MCCAMLEY在实体和在线博彩业拥有超过39年的经验，被 GLOBAL GAMING BUSINESS WEEKLY周刊评为25位最值得关注

的行业人士之一。 在加入EURO PACIFIC ASIA CONSULTING LTD之 前，他曾担任国际赌场度假村目的地的总裁、首席执行官和高级副

总裁。 此外，MCCAMLEY推动了濠庄酒店度假村的运营成功，使公司 利润在头12个月内增加了600万美元。

MATT MADDOX, DIRECTOR & CEO, WYNN RESORTS

总监兼首席执行官

Matt Maddox has been the Director and CEO of Wynn Resorts since 2018, following Founder Steve Wynn’s departure. Maddox joined Wynn Resorts during its conception back in 2002 where he served as Vice President of Investor Relations and Treasurer. In 2003, he relocated to Macau to launch the company’s expansion into Asia and served as Chief Financial Officer. Maddox is noted for his involvement in leading the financing behind the $4.2 billion Wynn Palace in Cotai, Macau. When discussing the influence of the pandemic on the land-based industry, Maddox remains hopeful stating “We are confident that Macau will continue to benefit from the return of consumer demand as we head into 2021”. 在创始人STEVE WYNN离职后，MATT MADDOX自2018年起担任WYNN RESORTS

的董事兼首席执行官。 MADDOX在2002年WYNN RESORTS成立期间就加入了公司， 并担任投资者关系副总裁和财务主管。 2003年，他迁往澳门，启动公司在亚洲的扩

张，并担任首席财务官。 MADDOX因参与领导澳门路氹42亿美元永利皇宫背后的融

资而备受瞩目。 当谈到疫情对实体产业的影响时，MADDOX仍然充满希望，他说："我 们有信心在进入2021年后，澳门将继续受益于消费者需求的回升"。

205

JOE PISANO, CEO, JADE ENTERTAINMENT & GAMING

首席执行官

Joe Pisano is the CEO at JADE Entertainment and Gaming, headquartered in the Philippines since 2010. The company distributes casino gaming machines to some of the major manufacturers such as IGT, Novomatic, FutureLogic and Crane.

His role as a Business Developer for Asia at IGT back in 2002 was a catalyst for his role at JADE Entertainment and Gaming. While touching on the topic of COVID-19 recovery, Pisano believes that it would take around 3 years for the gaming market in Asia to reach 2019 levels given there’s a vaccine within the coming year.

JOE PISANO是JADE ENTERTAINMENT AND GAMING的 首席执行官，设立于2010年，总部设在菲律宾。 该公司向

IGT、NOVOMATIC、FUTURELOGIC和CRANE等一些主要制造商分

销赌场游戏机。 早在2002年，他就在IGT担任亚洲区业务开发，这成

为他担任JADE ENTERTAINMENT AND GAMING要职的催化剂。 在

谈论新冠肺炎的复苏时，PISANO认为，未来一年即将研发出疫苗， 而亚洲的博弈市场需要3年左右的时间才能达到2019年的水平。

LIM KOK THAY, CHAIRMAN & CEO, GENTING BERHAD

董事长兼首席执行官

Lim Kok Thay is the Chairman and CEO at Genting Berhad, a leading multinational across sectors in leisure and hospitality, plantations, property development, energy and life sciences. Lim has transformed the business through numerous global expansion projects, following the resignation of his late father Lim Goh Tong, namely Resorts World Genting in Malaysia, Genting UK Plc, and Resorts World Sentosa in Singapore and Resorts World in Manilla. Alongside his position at Genting Berhad, Lim serves as the Director for the Travellers International Hotel Group. 林国泰是云顶集团的董事长兼首席执行官，云顶集团是一家领先的 跨国企业，业务范围涵盖休闲和酒店、种植园、房地产开发、能源和 生命科学等领域。 林国泰在其已故父亲林梧桐辞职后，通过众多全 球扩张项目实现了业务转型，即马来西亚云顶名胜世界、英国云顶 集团、新加坡圣淘沙名胜世界和马尼拉名胜世界。 除了在云顶集团 的职位外，林国栋还担任旅行者国际酒店集团的董事。

206

Special Feature 特色专题

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

YAHAYA ADAMU MAIKORI, SENIOR PARTNER, LAW ALLIANZ ASSOCIÉ PRINCIPAL

Yahaya Maikori is the Senior Partner at Law Allianz in Nigeria, a firm focusing on entertainment law spanning the Gaming, Media and Intellectual Property, and Technology industries. Maikori holds a degree from Obafemi Awolowo University Ile-Ife. His professional career began as a legal advisor to various firms such as Aso Savings and Loans Plc., Company Secretary to First Alliance Pension and Benefits Limited (currently ARM Pensions).

Law Allianz est un cabinet situé au Nigéria spécialisé dans le droit du divertissement couvrant les secteurs des jeux, des médias et de la propriété intellectuelle, et de la technologie. Maikori est titulaire d'un diplôme de l'université Obafemi Awolowo d'Ile-Ife. Sa carrière professionnelle a débuté en tant que conseiller juridique auprès de diverses entreprises telles que Aso Savings and Loans Plc, secrétaire général de First Alliance Pension and Benefits Limited (actuellement ARM Pensions).

STEVE HALL, LEAD INNOVATOR, JARVIE WORLDWIDE GAMING

CHEF D’INNOVATION

Steve Hall is the Lead Innovator for over 3 years at Jarive Worldwide Gaming, specialising in developing unique games for both offline and online operators across all gaming and betting segments. Hall’s career in the gaming sector is widespread. He began his career in the sector as a dealer at the Sportsman Casino with London Clubs.

Hall has also served as the Director of Move Play Learn Foundation, the Managing Director for Afriticket Systems, and the Founder of Pixelock.com in 2014.

Steve Hall est le Chef d’Innovation depuis plus de 3 ans chez Jarvie Worldwide Gaming, spécialisé dans le développement de jeux uniques pour les opérateurs en ligne et hors ligne dans tous les segments des jeux d’argent et des paris. La carrière de M. Hall dans le secteur des jeux est très étendue. Il a commencé sa carrière dans le secteur en tant que croupier au Sportsman Casino avec les London Clubs. M. Hall a également été directeur de la Move Play Learn Foundation, directeur général d'Afriticket Systems et fondateur de Pixelock.com en 2014.

207

XOLILE NTULI, CFO, SOUTH AFRICAN NATIONAL LOTTERY COMMISSION DIRECTRICE FINANCIÈRE

Xolile Ntuli is the Chief Financial Officer of the South African National Lottery Commission for over 5 years. Xolile was also the Senior Audit Manager at Auditor-General of South Africa from 2008 to 2014, prior to assuming a position as Senior Finance Manager for the South African National Lottery Commission.

Xolile Ntuli est la Directrice Financière de la Commission Nationale des Loteries d'Afrique du Sud depuis plus de 5 ans.

Xolile a également été Directrice de l'Audit chez l'Auditeur Général d'Afrique du Sud de 2008 à 2014, avant d'occuper le poste de directrice financière principale de la Commission Nationale des Loteries d'Afrique du Sud.

EMEKA ENYADIKE, DIRECTOR, DIGITAL SPORTS AFRICA DIRECTEUR

Emeka Enyadike has been the Director of Digital Sports Africa, based in South Africa, for 2 years. Prior to taking on his position at Digital Sports Africa, he was the Africa Football Manager at SuperSport for just over 3 years where he led the expansion of the International Broadcaster’s digitalisation across Africa; launching platforms for SuperSport’s partners, and the Kenya Premier League.

Enyadike has a distinguished career in the international sports market and is a global sports industry leader.

Emeka Enyadike est le directeur de Digital Sports Africa, basé en Afrique du Sud, depuis 2 ans. Avant cela, il a été pendant un peu plus de trois ans directeur du football africain à SuperSport, où il a dirigé l'expansion de la numérisation du radiodiffuseur international à travers l'Afrique, en lançant des plateformes pour les partenaires de SuperSport et la Premier League du Kenya.

Enyadike a une carrière remarquable sur le marché international du sport et est un leader mondial de l'industrie du sport.

208

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

JOHN BAMIDELE, FOUNDER & CEO, AFRICA SOVEREIGN MEDIA FONDATEUR ET PDG

John Bamidele is the Founder and CEO of Africa Sovereign Media, the largest online news publication covering the gambling industry in Africa; with over 10,000 industry leaders tuning into the news site. In reference to COVID-19 acting as an accelerator for iGaming adoption, Bamidele has mentioned “Although virtual games are on the rise in Africa, eSport is not.

However, with the pandemic putting a stop to physical sports all over the world, sport betting companies in Africa are beginning to be more innovative”.

John Bamidele est le fondateur et le PDG de Africa Sovereign Media, la plus grande revue d'information en ligne couvrant le secteur des jeux d’argent en Afrique ; avec plus de 10 000 leaders de l'industrie qui se connectent au site d'information.

En ce qui cocerne la COVID-19, qui agit comme un accélérateur pour l'adoption des jeux d’argent en ligne, M. Bamidele a déclaré: "Bien que les jeux virtuels soient en hausse en Afrique, l'esport ne l'est pas. Cependant, avec la pandémie qui met un terme aux sports physiques dans le monde entier, les sociétés de paris sportifs en Afrique commencent à être plus innovantes".

FOYE JOHNSON ADEWALE, EXECUTIVE DIRECTOR, WESTERNBET, WESTERN SPORTBET NIGERIA LIMITED DIRECTEUR EXÉCUTIF

Foye Johnson Adewale is currently an Executive Director at Western Sportbet Nigeria Limited (Westernbet). Adewale has over 20 years of experience in a host of positions such as Marketing, Customer Service and Business Development from the educational sector to the gaming sector.

Before assuming his role at Westernbet, Adewale served as one of the pioneers of the two big brands in the gaming industry in Nigeria: KC Gaming Network Limited popularly called Bet9ja and SV Gaming Limited also popularly called BetKing where he aided the revenue generation from zero to nine-digit figure monthly within the first year of operation of both brands.

Adewale a plus de 20 ans d'expérience dans une série de postes tels que le marketing, le service client et le développement commercial, du secteur éducatif au secteur des jeux d’argent. Avant d'assumer son rôle chez Westernbet, M. Adewale a été l'un des pionniers des deux grandes marques de l'industrie du jeu au Nigeria : KC Gaming Network Limited, communément appelé Bet9ja, et SV Gaming Limited, également appelé BetKing, où il a contribué à générer des revenus mensuels à neuf chiffres en partant de zéro au cours de la première année des deux marques.

209

TAYO ATOLOYE, COUNTRY MANAGER, MARATHONBET DIRECTEUR NATIONAL

Tayo Atoloye is the Country Manager at sports betting company Marathonbet otherwise known as Nigeria for Panserve. Atoloye has extensive experience in managerial roles spanning over 17 years in general management, sales, marketing and customer service functions in industries such as telecommunications, consulting and gaming. He previously served as the Regional Manager for Africa at Evolution Gaming from 2018 to 2019.

Tayo Atoloye est le Directeur National de la société de paris sportifs Marathonbet, également connue sous le nom de Nigeria for Panserve. Atoloye possède une vaste expérience dans des fonctions de direction, acquise pendant plus de 17 ans en tant que directeur général, de vente, de marketing et de service client dans des secteurs tels que les Télécommunications, le Conseil et les Jeux d’argent. Il a précédemment occupé le poste de directeur régional en Afrique chez Evolution Gaming de 2018 à 2019.

JANIETZCHE MEGUN, FOUNDER & PRESIDENT, LEGENDS GAMING SOLUTIONS

FONDATRICE ET PRÉSIDENTE

Janietzche Megun is the Founder and President of Legends Gaming Solutions which focuses on the hurdles gaming companies are experiencing when trying to administer compliance, licencing and transformation objectives in South Africa. She has over 27 years' experience in training, new business setup, development, HR, IT and M&A to name a few.

Megun noted that while the gaming market in South Africa is continuously growing, there are constant struggles regarding licencing demands and challenges.

Legends Gaming Solutions se concentre sur les obstacles auxquels sont confrontées les sociétés de jeux d’argent lorsqu'elles tentent de gérer les objectifs de conformité, de licence et de transformation en Afrique du Sud. Elle a plus de 27 ans d'expérience dans la formation, la création de nouvelles entreprises, le développement, les ressources humaines, l'informatique et les fusions et acquisitions, pour n'en citer que quelques-unes. Megun a fait remarquer que si le marché des jeux d’argent en Afrique du Sud est en constante croissance, il y a des luttes constantes concernant les demandes de licences et les défis à relever.

210

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Special Feature 特色专题

JUDY KIRAGU, DIRECTOR, GOLDENKEY CASINO DIRECTRICE

Judy Kiragu is the Director of GoldenKey Casino, Tamarind. Having worked in the gaming industry for several years, she has rich industry knowledge. Kiragu has also branched into Project management where she is the director of Research and publications at KAPM. (Kenya Association of Project Managers). She was also appointed an ICE Africa Champion. When discussing the main hurdles facing the industry in East Africa, Kiragu noted that the misconception that increased taxes are a solution to problem gambling. She continues stating that there is a growing need to “reconcile public, government and the industry so that unregulated operators do not take advantage”.

Ayant travaillé dans le secteur des jeux d’argent pendant plusieurs années, elle possède de riches connaissances. Judy Kiragu s'est également spécialisée dans la gestion de projets, où elle est directrice de la recherche et des publications de KAPM. (Association kenyane des gestionnaires de projets). Elle a également été nommée championne d'Afrique de l'ICE. Kiragu a fait remarquer l'idée fausse selon laquelle l'augmentation des taxes est une solution aux dépendances de jeux d’argent. Elle poursuit en affirmant qu'il est de plus en plus nécessaire de "réconcilier le public, le gouvernement et l'industrie afin que les opérateurs non réglementés ne profitent pas de la situation".

ADEKUNLE ADENIJI, MANAGING DIRECTOR, BETBONANZA DIRECTEUR GÉNÉRAL

Adeniji is the Managing Director of Nigerian online betting website betBonanza. He began his career in the gambling sector by selling lottery e-books and writing during his tertiary education. Adeniji is also the CEO/Founder of Lofit Gaming networks Ltd (9jawin), a new sports betting company in Nigeria. Prior to his role at betBonanza, he assumed positions at two gaming companies in Nigeria; namely Betking.com and bet9ja. Having been in the industry for a decade, Adeniji has extensive industry experience in the African market.

M. Adeniji a commencé sa carrière dans le secteur des jeux d’argent en vendant des ebooks de loterie et en écrivant pendant ses études supérieures. M. Adeniji est également le PDG/fondateur de Lofit Gaming networks Ltd (9jawin), une nouvelle société de paris sportifs au Nigeria. Avant d'occuper son poste chez betBonanza, il a occupé des postes dans deux sociétés de jeux d’argent au Nigeria, à savoir Betking.com et bet9ja. Présent dans l'industrie depuis une décennie, M. Adeniji a une grande expérience sur le marché africain.

211

Who’s Who 谁是谁 | SiGMA

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Name Title ——trans website chinese

Text

Name Title ——trans website chinese

Text

Name Title ——trans website

WHO’S WHO 谁是谁

Text

chinese

Name Title ——trans website

Text

IN THE MALTA GAMING INDUSTRY 马耳他的博弈业人士

chinese

Name Title ——trans website

Text

chinese

213

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Caroline Steel Senior Client Director 高级客户总监 www.1account.net/business

1account, based in London, is fully GDPR compliant, ISO27001 certified and compliant with all local laws and regulations. It aims to help gambling affiliates navigate the new regulatory landscape, ensuring they are able to pass more compliant traffic on to operators. 1account offers its robust age verification and KYC services to gambling affiliates at no cost.

1a首席商务官unt总部位于伦敦，完全符合GDPR标准，

通过了ISO27001认证，并符合所有当地法律和法规。 该

公司旨在帮助博弈代理商适应新的监管环境，确保他们

能够将更多的合规流量传递给运营商。 1a首席商务官unt

免费为博弈代理商提供强大的年龄验证和KYC服务。

www.1xbet.com

1XBET is an international bookmaker with over 10 years of experience.

We offer casino games, slots and live casino products from worldleading providers. We also offer an in-house agent scheme and an affiliate program, and support more than 250 payment solutions from all over the world, with over 30 languages available in customer support.

1XBET是一家拥有超过10年经验的国际博弈公司。

我们提供来自全球领先供应商的赌场游戏、老虎机和真人娱乐 场产品。 我们还提供内部代理计划和代理商计划，并支持来自

世界各地的250多种支付解决方案，客户支持的语言超过30种。

Ryan Cachia COO 首席运营官 www.acquiring.com

As the merchant acquiring division of TRU//ST Payments Group, acquiring.com has market-leading expertise in building flexi-smart payment ecosystems for online gaming merchants, offering multicurrency payments, OCTS, crypto payments, Apple pay for gaming in EMEA and the US, multi-language payment pages and possessing an acquiring network of over forty banks globally.

作为TRU//ST Payments Group的商户收单部门，acquiring.

com在为在线博弈商户构建灵活智能的支付生态系统方面拥

有市场领先的专业知识，为欧洲、中东、非洲和美国提供多币种

支付、OCTS、加密支付以及Apple pay博弈支付，有多语言支付

页面，并拥有全球四十多家银行的收单网络。

Alex Shcherbakov Head of Affiliates 代理商主管 www.alpha-affiliates.com

Alpha Affiliates is an affiliate program with experience in the gambling market. The company is accredited by MGA licences and is able to conduct online gambling on the basis of Curaçao licences. Our services and software enable us to manage, optimise and control our performance marketing programs. We guarantee credibility, reliability and stability.

是一个在博弈市场上具有丰富经验的代理商计划。 该公司

已获得MGA牌照认证，并能够在库拉索岛许可证的基础上

进行在线博弈。 我们的服务和软件使我们能够可靠地管理、 优化和控制绩效营销项目。 我们保证信誉、可靠性、稳定性

和玩家导向。

Domenico Mazzola Commercial Director 商务总监 www.altenar.com Altenar provides a fully-managed sportsbook solution, integrated seamlessly into your Client Management Platform and portal.

Our state-of-the-art software offers the stability of an established product, hosted on our secure and redundant infrastructure. Altenar coordinates risk management, as well as trading and business support services on a 24/7 basis.

214

Altenar提供全面管理的体育博弈解决方案，无缝集成到您

的客户管理平台和门户网站。 我们最先进的软件提供了一 个成熟产品的稳定性，在我们安全和精要的基础设施上进 行托管。 Altenar提供全年无休的风险管理以及交易和业

务支援服务。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Keith Mangion Livori Casino Director 赌场总监 www.amazinggaming.com

Amazing Gaming is born out of the aspiration to develop and offer a full suite of engaging player-facing products, based on the experience that was garnered over the years by the teams backing it. Amazing Gaming offers a well-rounded live casino & odds feed solution.

Amazing Gaming是基于团队多年来积累的经验，开发和 提供一整套面向玩家的产品的愿望而诞生的。 Amazing

Gaming提供全面的真人娱乐场和赔率解决方案。

Daniel Buttigieg Head of Business Development 业务发展主任 www.apcopay.eu

ApcoPay is a fully integrated payments solution, an all-in-one platform that provides clients with all they need to cater for multi-channel and multi-currency payment options through a single interface. The solution is designed to cater for high transaction volumes, scalability and continuous improvement. We are specialists in payment solutions with over 12 years’ industry experience.

ApcoPay是一个全面集成的支付解决方案，一体化的平台， 透过单一界面为客户提供多渠道和多币种支付选择，满足

所有需求。 该解决方案专为满足高交易量、可扩展性和持续 改进的需求而设计。 我们是支付解决方案方面的专家，拥有

超过12年的产业经验，由充满热忱的专家团队推动。

Petr Mistrik COO 首席运营官 www.apollogames.com

Apollo Games is one of the leading online gaming software suppliers at the forefront of the iGaming industry in Europe.

Apollo offers an array of features world-class digital entertainment. Our priority is to produce products that excel in terms of quality and meet the demands of our customers.

是领先的在线博弈软件供应商之一，处于欧洲iGaming产业的前

沿。 Apollo提供了一系列的功能——丰富的老虎机游戏，不同级别

的波动性，令人惊叹的视觉图形，以及各种游戏主题的世界级数字

娱乐。 我们的首要任务是生产出品质卓越的产品，满足客户的需求。

www.appexmoney.com

Appexmoney was established as a technical integrator to perform tasks in creating software for acceptance payments. Appexmoney is now the leading payment platform with more than 10 years’ experience in the ecommerce market. Looking for an online payment system to start accepting cards? Our professional team will help you to do that faster and easier.

Appexmoney是领先的支付平台，在电商市场上有超 过10年的经验。 寻找稳固的在线支付系统以便开始接 受卡片支付？我们的专业团队将帮助您更快、更轻松

地完成这一任务。

Dr. Manfred Galdes Managing Partner 管理合伙人 www.arqgroup.com

ARQ’s established Gaming Unit has vast experience in the complex commercial, regulatory & compliance requirements, including: Licence applications & compliance; Responsible gaming; Risk advisory; AML & CFT. Our specialists from the regulatory, accounting & technology fields are dedicated to protecting clients against potential regulatory & commercial pitfalls, through proactive and precise advisory support.

ARQ成熟的博弈部门在复杂的商业、监管和合规要求方面拥

有丰富的经验，包括：牌照申请和合规；责任博弈；风险咨询； 反洗钱与反恐怖主义。 我们的专家来自监管、会计和技术领

域，致力于通过积极主动且精确的咨询支持，保护客户避免潜

在的监管和商业陷阱。

215

Name Title ——trans website

Name Title ——trans website

Name Title ——trans website

Name Title ——trans website

Name Title ——trans website

Who’s Who 谁是谁 | SiGMA

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Per Sundell Senior Business Development Manager 高级业务发展经理 www.bambora.com Bambora是一家整个产业的新挑战者。 Bambora旨在通

Bambora is a newcomer who has challenged a whole industry.

Bambora aims to simplify payments for small and medium-sized companies by changing the way the payment industry works. Together with our iGaming clients, we have developed, streamlined and implemented payment solutions, meeting the highest requirements on availability, performance, security and flexibility.

过改变支付产业的运作方式，简化中小型公司的支付。 我们 与我们的iGaming客户一起开发、简化和实施了来自世界

各地的支付解决方案，满足了对可用性、性能、安全性和灵

活性的最高要求。

Mark Attard Partner & CEO 合伙人兼首席执行官 www.bdo.com.mt/en-gb 作为BDO全球网络的一份子，马耳他BDO是一家端到端的专业

Forming part of BDO’s Global Network, BDO Malta is an end-toend professional services and business advisory firm assisting both local and international companies in accelerating business growth. BDO has helped clients across a wide range of industries, supported by solid technical expertise, deep market insights and a global business mind-set.

服务和咨询公司，通过超绝的客户服务，协助本地与国际公司

加速业务增长。 在马耳他拥有超过40年的经验，BDO已形塑成 该领域的领导者，以坚实的技术专业、深刻的市场洞察以及全

球企业心态，支持我们的横跨多产业的客户。

Sergey Chernyavski Deputy Director 副总监 www.free-slot.belatragames.com/ Belatra Games为iGaming产业提供令人兴奋的在线游

Belatra Games provide exciting online games for the iGaming industry. Starting in 1993 a close-knit team of professionals are creating high-tech games that operators from different countries use. We are driven by a thirst for new discoveries and a fierce desire to help our partners achieve their goals.

戏。 经验开始于1993年，一个紧密的专业团队正在创造高 科技游戏，来自不同国家的运营商使用。 我们的动力来自 于对新发现的渴求，以及帮助合作伙伴实现目标的强烈

愿望。 欢迎来到令人兴奋的在线老虎机世界！

Chris Nikolopoulos CCO 首席商务官 www.betby.com BETBY是一家软件供应商，它已经建立了一个革命性的体

BETBY is a software provider which has built, and has been constantly improving, a revolutionary sportsbook involving machine learning and artificial intelligence integrated with premium quality data feeds. We develop, we predict, we detect and we do it quickly, efficiently and with absolute focus on needs of our partners.

育博弈，涉及机器学习和人工智能，并与优质数据源整合。 我们开发、预测、检测，并且快速高效，绝对专注于我们合

作伙伴的需求。

Aris Gabrielyan Head of Regional Business Development 区域业务发展负责主任 www.betconstruct.com

BetConstruct is a global award-winning technology and services provider for the online and land-based gaming industry.

BetConstruct’s innovative and proven offerings include online and retail Sportsbook - ready to be launched and managed through SpringBME, its Business Management Environment.

From stand-alone set up to turn-key and white label solutions, BetConstruct offers an unparalleled opportunity to succeed.

BetConstruct是一家全球屡获殊荣的在线和实体博弈业技术和服务供应 商。 BetConstruct的创新和成熟的产品包括在线和零售体育博弈以及更

多——所有这些都可以通过SpringBME（其开创性的商业管理环境）推出

和管理。 所有的合作伙伴都能从BetConstruct Spring平台中受益，它拥

有强大的后台工具和全方位的服务。 从独立设置到一站式和白标解决方

案，BetConstruct为其合作伙伴提供了无与伦比的成功机会。 217

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Richard Hogg CCO 首席商务官 www.betgames.tv

BetGames.TV is a unique, innovative and pioneering live dealer betting games supplier established in 2012. Based in Vilnius, Lithuania, with games broadcasted from our head office across the world (Europe, Asia, CIS, LatAm).

The company offers fixed odds betting products combined with popular lotteries and table games to the industry’s leading operators/platforms.

BetGames.TV是一家独特、创新且具开拓性的真人庄 家投注游戏供应商。 公司为业界尖端的运营与平台提

供固定赔率的投注产品，结合流行的彩票和桌面游戏。

Phil Kornyshev Head of Affiliates 代理商主任 www.betmaster.io

Betmaster Partners offers 3 of our own brands for promotion: Betmaster, Casinoin and Bongo.gg. Enjoy up to 60% revenue share, great CPA/hybrid deals upon request, detailed stats that update hourly and fast payments. We welcome each and every affiliate – start earning with Betmaster Partners!

Betmaster合作伙伴提供3个我们自己的品牌进行推

广：Betmaster，Casoinin和Bongo.gg。 享受高达60％的收入

分成，根据要求享受伟大的CPA/混合交易，每小时更新的详 细统计和快速支付。 我们欢迎每一位代理商成员——开始与

Betmaster合作伙伴一起赚钱吧！

Alexandros Gerontikos Regional Sales Director W. Europe 西欧区域销售总监 www.betradar.com

Betradar are the leading B2B supplier of modular turnkey betting services and solutions. Betradar provides more than 600 bookmakers in over 80 countries with all the necessary services available to succeed. The services provided by Betradar range from sportsbook solutions to individual service packages.

Betradar是领先的B2B模块化一站式博弈服务和解决方案 供应商。 Betradar为超过80个国家的600多家博弈公司提

供了成功所需的所有服务。 Betradar提供的服务范围从体

育博弈解决方案到个人服务包。

Niklas Fagerstrom Head of Affiliates 代理商主任 www.betwinner.com

BETWINNER use a personal approach for every partner, helping to maximise benefits by taking into account the peculiarities of the platform the partner is willing to use. Betwinner’s key advantage is the “low base players” effect which makes it easier for our partners to monetise our traffic.

BETWINNER公司成立于2007年，经过多年的发展，形成了一支由

经验丰富的专业人士组成的强大团队。 我们为每一个合作伙伴提 供个性化的服务，考虑到合作伙伴愿意使用的平台的特点，帮助

他们实现利益最大化。 Betwinner的主要优势是 “低基数玩家 “效

应，这使得合作伙伴更容易将我们的流量货币化。

Claudia Melcaru Head of Business Development 业务发展主管 www.bfgames.com

BF Games is a modern game development studio whose aim is to bring new quality products into the existing legacy gaming market. We provide extensive game designs and implementation from scratch, with the conversion of land-based games to our online, high-performance game server.

218

BF Games是一家现代化的游戏开发工作室，其目标是为

现有的传统博弈市场带来新的优质产品。 我们提供广泛的

游戏设计和实施，从零开始，将实体游戏转换到我们的在线

高性能游戏服务器。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

David Borg Co-Founder 共同创始人 www.bigwig.mt

BigWig Headhunters is an Executive Recruitment brand focusing on executive level roles in the iGaming and financial services industries.

We focus on service and recruitment strategy - our goal is to help your company grow stronger through the recruitment of “the right” personnel and we are there to guide you all the way.

BigWig Headhunters是一个专注于iGaming和金融服务产业高 管级职位的招聘品牌。 我们与志同道合的合作伙伴共同专注于

服务及招聘策略，而不是盲目地发送无关紧要的简历。 我们的目 标是通过招聘 “合适的 “人才来帮助您的公司发展壮大，我们将

全程指导您。 您的成功就是我们的成功。

Ian Hills General Manager 总经理 www.blexr.com

Blexr is a performance marketing company that specialises in generating high-quality leads. We have partnerships with more than 800 brands and a large portfolio of websites which connect our users with exactly what they’re looking for, whether that’s a great casino, a top sportsbook, or an amazing forex broker.

Blexr是一家专门从事产生高质量线索的绩效营销公司。 我们与800

多个品牌建立了合作关系，并拥有大量的网站组合，可以将我们的用 户与其正在寻找之物准确地联系起来，无论是一个伟大的赌场，一个

顶级的体育博弈，还是一个令人惊叹的外汇经纪商。

Ran Cohen CEO & Co-founder 首席执行官和共同创始人 www.bridgerpay.com

We are a SaaS company that built a bridge between merchants and payment providers to save the merchants the tech resources required to manage multiple payment providers, save failed transactions and cart abandonment by utilising our proprietary cascading model and improve the overall operation and customer service for online merchants.

我们是一家SaaS公司，在商户和支付服务商之间搭建了一

座桥梁，为商户节省了管理多个支付服务商所需的技术资 源，利用我们专有的层叠模式避免了交易失败和购物车放

弃的情况，提高了网上商户的整体运营和客户服务水平。

www.britepaymentgroup.com

The Brite future of instant payments. Brite is a Swedish secondgeneration FinTech challenger in the European payment space, using direct bank-to-bank payments as its core. Offering one of the market’s fastest API solutions, products instant bank deposits, instant withdrawals and the full-service solution ‘Brite Play’.

Brite未来的即时支付。 Brite是瑞典第二代金融科技在欧洲

支付领域的挑战者，以银行对银行直接支付为核心。 提供市 场上最快的API解决方案之一，产品即时银行存款、即时取

款和全方位服务解决方案 “Brite Play”。

Andrew Stone Head of Affiliates 代理商负责人 www.buffalopartners.com

With over 20 years’ experience, Buffalo Partners represents a collection of the world’s largest online casinos and sportsbooks. A true pioneer of the industry, we launched the very first online casino gaming club in 1994. We operate world-wide, and are currently focusing on entering the US market.

凭借20多年的经验，Buffalo Partners代表了世界上最大

的在线赌场和体育博弈的集合。 作为一个真正的产业先锋， 我们在1994年推出了第一个在线赌场博弈俱乐部。 我们的

业务遍及全球，目前正专注于进入美国市场。

219

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Assaf Dor CEO 首席执行官 www.cellxpert.com

Cellxpert, the leading affiliate tracking software, puts you in full control of your affiliate program. Run all marketing channels and reach meaningful insights based on your performance, results and ROI. One practical solution to increase your revenue: From tracking and campaign performance management to ad serving and regulation tools.

Cellxpert，领先的代理商追踪软件，让您完全控制代理商

计划。 运行所有的营销渠道，并根据您的业绩、结果和投资 回报率获得有意义的见解。 一个实用的解决方案来增加您

的收入，从追踪和活动绩效管理到广告服务和监管工具。

Oliver de Bono CCO 首席商务官 www.condor-gaming.com

Condor Gaming is a powerful innovator in the world of online casinos. Launched in 2012, it has birthed five incredible brands that operate across Europe. It has taken the entire concept of online gaming to new heights with its modern and imaginative approach by going above and beyond the traditional online casino experience.

220

Condor Gaming是在线赌场世界的强大创新者。 自2012年成立以 来，它已经诞生了5个（很快就会有6个！）令人难以置信的品牌，并

在欧洲各地运营。 它以其现代和富有想象力的方法，超越传统的在

线赌场体验，将整个在线游戏的概念带到了惊人的新高度。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Tom Bloor Head of Gaming 博弈主管 www.cryptopay.me

Cryptopay is a global payment gateway that allows merchants to accept bitcoin and other cryptocurrencies. Using Cryptopay, merchants can settle in digital assets, or traditional fiat currency. With a suite of reporting and risk management tools to offer in addition, Cryptopay is the leading gateway provider for cryptocurrency payments.

Cryptopay是一个全球支付网关，允许商家接受比特币和

其他加密货币。 使用Cryptopay，商家可以用数字资产或传 统的法币进行结算。 此外，Cryptopay还提供一套报告和风

险管理工具，是加密货币支付的领先网关供应商。

Roger A. Strickland Jr Director 总监 www.csbgroup.com

CSB Group offers a 360° approach to iGaming operators by assisting them with setting up or re-locating their operations to Malta. The Group is backed by a highly skilled iGaming advisory team who professionally assists with everything from iGaming licence applications and tax advice, to regulatory & compliance, and real estate.

CSB集团为iGaming运营商提供360度全方位的服务，有效地协

助他们在马耳他建立或重新定位其iGaming业务。 集团拥有一

支技术精湛的iGaming咨询团队，专业协助iGaming牌照申请、

税务咨询、公司注册、会计和工资、监管和合规、VFA和DLT资产、

就业咨询、服务式办公空间和房地产。

Simon Westbury Head of Sales Department 销售部主管 www.digitain.com

As a multi-channel sportsbook and casino platform provider, we work to innovate and provide our customers with a product that delivers on quality, drives productivity and increases profits.

Our sportsbook covers a market-leading 70,000+ live events each month and more than 3,000 betting markets. Our team of traders have access to our proprietary platform utilising in-house algorithms and tools, with state-of-the-art technology.

作为一个多渠道的体育博弈和赌场平台供应商，我们不懈地努力 创新，为客户提供优质的产品，提高生产力，最重要的是增加利

润。 我们的体育博弈每月覆盖市场领先的70,000多场现场赛事和 3,000多个投注市场。 我们的交易员团队可以使用专有平台，利用

内部算法和工具，利用最先进的技术，根据每个交易员的技能和知

识，为他们匹配特定的赛事。

www.dam.gi/

DAM is an authorised and licenced distributed ledger technology provider with the Gibraltar Financial Services Commission for the purposes of digital asset custodianship and digital asset management.

Our team, advisors and board of directors are dedicated to drive adoption, education and innovative investment strategies in distributed ledger technologies and their derived asset classes.

DAM是直布罗陀金融服务委员会授权和许可的分布式账

本技术供应商，用于数字资产托管和数字资产管理。 我们的 团队、顾问和董事会致力于推动分布式账本技术及其衍生

资产类别的采用、教育和创新投资策略。

Jonathan Amrani Head of Operations 运营主管 www.ecopayz.com

ecoPayz is a secure online payment solution provider with 20 years of experience. Our main services are e-wallet, payment card and prepaid voucher solutions for businesses and individuals worldwide. ecoPayz is a registered trading name of PSI-Pay Ltd, a company authorised and regulated by UK’s Financial Conduct Authority.

ecoPayz是一家拥有20年经验的安全在线支付解决方案供应

商。 ecoPayz是PSI-Pay Ltd的註冊商業名稱，PSI-Pay Ltd是一家由

英國金融市場行為管理局授權和監管的公司，我們的主要服務是為

全球的企業和個人提供電子錢包、支付卡和預付券解決方案。

221

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Dominic-Daniel Lienard CEO 首席执行官 www.edict.de

Edict egaming GmbH develops cutting-edge casino software for the gaming industry. As a subsidiary of Merkur Interactive, edict is part of the Gauselmann Group and distributor of the Merkur slots. Edict provides established online operators as well as industry newcomers with two remarkable gaming products: edict Game Solution and Turnkey Solution.

Edict egaming GmbH为博弈业开发最先进的赌场软件。 作为

Merkur Interactive的子公司，Edict是Gauselmann集团的一

部分，也是Merkur老虎机的分销商。 Edict为成熟的在线运营商

和产业新秀提供了两种卓越的博弈产品：Edict游戏解决方案和

交钥匙解决方案。

Todor Zahariev Managing Director 执行总监 www.egt-interactive.com

EGT Interactive brings 16 years of experience of the EGT’s land-based casino slots to the world of online casino games. Our portfolio of online casino games is notable for its original look and traditional characteristics, and this unique trait is setting us apart from the competition.

EGT互动将EGT实体赌场老虎机16年的经验带到了网 上娱乐场游戏的世界。 我们的在线赌场游戏组合以其 原始的外观和传统的特点而著称，这一独特的特点使

我们在竞争中脱颖而出。

Aleksandra Kobylanska Formal Spokesperson 正式发言人 www.ehlion.com

EHLION is an ISO 17100-certified, leading global translation service provider with two decades of experience, offering language services for the iGaming industry. Based in Malta with offices in Berlin, our team of international language professionals is well-versed in terminology linked with the iGaming sector and proficient in delivering professional translations, localization services and content creation. We offer services in more than 100 languages and over 800 language combinations.

EHLION 是一家通过 ISO 17100 认证的全球领先翻译服务 提供商，拥有二十年的经验，为 iGaming 产业提供语言服

务。 总部设在马耳他，并在柏林设有办事处，我们的国际语 言专家团队精通与iGaming产业相关的术语，并精通提供

专业翻译、本地化服务和内容创作。 我们提供100多种语言

和800多种语言组合的服务。

Chris Smart Senior Vice President 高级副总 www.emerchantpay.com

eMerchantpay is a leading online, mobile and POS payment service provider. We help e-commerce businesses of all sizes and sectors accept payments via multiple customer touch points. Designed to increase conversions, our offering includes robust payment processing technology coupled with popular alternative payment methods and a range of acquiring services.

eMerchantpay是一家领先的在线，移动和POS支付服务

提供商。 我们帮助各种规模和部门的电子商务企业通过多

个客户接触点接受付款。 我们的设计是为了提高转换率，我 们的产品包括强大的支付处理技术，加上流行的替代支付

方式和一系列的收单服务。

Jan Urbanec CEO 首席执行官 www.endorphina.com

Endorphina is a creative provider of trendy slot games, that have been tested thoroughly by GLI since 2019.. We release around 10 games on average per year and are proud to say that each game is made completely in-house. Our portfolio ranges from both innovative and traditional themes, that are loved by players globally.

222

Endorphina是一家富有创意的潮流老虎机游戏提供商，自

2019年以来，经过GLI的全面测试。 我们平均每年发布约10款游 戏，并自豪地说，每款游戏都是完全在内部制作的。 我们的产品

组合范围包括创新和传统主题，受到世界各地玩家的喜爱。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Luca Della Santa Business Development Manager 业务发展经理 www.eagaming.com

Eurasian Gaming is a leading game provider for the iGaming Industry.

We specialise in creating awesome slot games that are designed to engage players in different markets and demographics. We offer a high-quality game portfolio consisting in slot games and other game types such as video bingos and fish hunting games.

Eurasian Gaming是iGaming产业的领先游戏供应商。 我

们专注于创造最棒的老虎机游戏，旨在吸引不同市场和人

口的玩家。 我们提供高质量的游戏组合，包括老虎机游戏和

其他游戏类型，如电子游戏和捕鱼游戏。

Aleksandar Saric Senior Partner & CEO 高级合伙人兼首席执行官 www.exfeed.com

ExeFeed is a company that specialises in odds calculation as well as creating applications for sports betting. Currently ExeFeed deliver a number of services such as live betting with 15,000 events per month, a live bet builder which enables you to compile different selections in a single match, live match trackers, pre-match betting and goal.

ExeFeed是一家专门从事赔率计算以及创建体育博弈应用程 序的公司。 目前，ExeFeed提供了一系列服务，如每月15,000

场赛事的现场投注，可以让您在一场比赛中进行不同选择的 现场投注生成器，现场比赛追踪器，赛前投注和进球赛，让客

户可以同时投注六场赛事。

Dr. Adrian Sciberras Founder & CEO 创始人兼首席执行官 www.fairwindsmanagement.net

Fairwinds Management Limited is a company formation and administration specialist offering an extensive range of corporate, legal and accounting services. We handle company incorporations, open bank accounts, submit VAT and tax applications and other administration tasks related to new set ups. We also provide iGaming & Betting Licence Registrations.

Fairwinds Management Limited是一家公司成立和管理 专家，提供广泛的公司、法律和会计服务。 我们处理公司注 册、开立银行账户、提交增值税和税务申请以及其他与新

成立公司有关的行政工作。 我们还提供iGaming和投注牌

照注册服务。

Luke Agius Barthet Head of Sales and Business Development 销售和业务发展主管 www.fortytwo.com

Fortytwo partners with brands and enterprises in order to provide quality mobile messaging: SMS, Instant Messaging, VIP Messenger, Broadcast Messaging, Voice Messaging, 2FA, and Number Validation.

Since 2001, our specialised team has developed a suite of messaging solutions focusing on the gaming industry.

Fortytwo与品牌和企业合作，以提供优质的移动信息服

务。 短信、即时消息、VIP信使、广播消息、语音消息、2FA和

号码验证。 自2001年以来，我们的专业团队已经开发了一

套专注于博弈产业的消息解决方案。

Sylvain Boniver COO & Co-Founder 首席运营官兼共同创始人 www.gaming1.com

The Gaming1 Group, which belongs to the Ardent Group portfolio, is the leader in the Belgian gaming market (casinos, sports betting and poker) – both land-based and online. We aim to become a global reference in the regulated online gaming markets thanks to the development of our own technology and our omnichannel approach.

隶属于Ardent集团旗下的Gaming1集团，是比利时博弈市 场（赌场、体育投注和扑克）的领导者，包括实体和在线博

弈。 我们的目标是成为全球受监管的在线博弈市场的典范，

归功于我们自身技术的发展和全渠道的方法。

223

BETMACAN

Present Innovative Jackpot Game BETMACAN

MLP JACKPOT GAME

100

OF NUMBERS Start Playing With 1 €

Vs

?

Strategy Makes Your Winning Chances High.

Easy Where You Can To Plan To Choose A Number Play & Apply Your Bid. Win 94 Time On Your Bid Value And Many More Winning Chances To Win In Other Categories.

You Can Delete & Modify Your Bid. I-Tech Labs Australia Have Never Tested A Game Like This Before.

Visit : www.betmacan.com

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Sapar Karyagdyyev CEO 首席执行官 www.gamingtec.com

Gamingtec offers a secure state-of-the-art software platform and turnkey solutions in the iGaming industry. More than 7000 games produced by different developers are integrated and available as a turnkey solution or via flexible API integration. The company`s clients also benefit from advanced CRM software, bonus engine, and payment gateway.

Gamingtec为iGaming产业提供安全的先进软件平台和一 站式解决方案。 超过7000款由不同开发商制作的游戏被集 成，并作为一站式解决方案或通过灵活的API集成。 该公司

的客户也受益于先进的CRM软件，奖金引擎和支付网关。

Ariel Reem CEO 首席执行官 www.genesis.com.mt

Genesis creates an ever-evolving online gambling experience by focusing on data, our player experience, and personalisation of our products and services. We believe that having a diverse, individual approach to product development and player communication is key to providing a unique experience.

Genesis通过关注数据、玩家体验以及产品和服务的个 性化来创造不断发展的在线博弈体验。 我们相信，拥有 多样化、个性化的产品开发和玩家沟通方式是提供独

特体验的关键。

Jean-Christophe Antoine Head of GGNetwork 负责人 www.ggnetwork.com

GGNetwork is the world’s largest Poker Network with more than 20 operators from all around the world. When joining, operators will have their brands catapulted to the Online Poker podium.

It’s led by poker experts that can help any casino or sportsbook operators successfully launch.

GGNetwork是世界上最大的扑克网络，拥有来自世界各地 的20多家运营商。 只要加入，任何运营商都可以将自己的

品牌推向在线扑克的领奖台。 它由扑克专家领导，可以帮助

任何赌场或体育博弈运营商成功地推出他们的产品。

Arcangelo Lonoce Head of Business Development – Europe 欧洲业务发展主管 www.habanerosystems.com

Habanero creates Slot and Table games popular in both Western and Asian gaming markets. We provide world-class products, reliability and support - to enable your success. Our complete catalogue of Slot games, Table Games and Video Pokers deliver the best gaming experience using HTML5.

Habanero创造了在西方和亚洲博弈市场上流行的老虎机

和桌面游戏。 我们提供世界一流的产品、可靠性和支持——

为您的成功保驾护航。 我们的老虎机游戏、桌面游戏和视频

扑克的完整目录采用HTML5提供最佳的博弈体验。

Pierre Barrial President & CEO 总裁兼首席执行官 www.idemia.com

IDEMIA, the global leader in augmented identity, provides a trusted environment enabling citizens and consumers alike to perform their daily critical activities (such as pay, connect and travel), in the physical, as well as digital space.

IDEMIA是增强身份识别领域的全球领导者，它提供了一个 值得信赖的环境，使公民和消费者能够在物理和数字空间

中进行日常关键活动（如支付、连接和旅行）。

225

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Jaime Debono Managing Director 执行总监 www.igacademy.com

With 30,000+ learners online, 2,500+ classroom attendees and 60+ corporate clients, iGaming Academy is the industry’s foremost provider of compliance and skills-based training. Available in eLearning or faceto-face format and delivered via our state of the art, full customisable learning management system.

iGaming Academy拥有30,000多名在线学员、2,500多名

课堂学员和60多名企业客户，是业内最重要的合规和技能

培训提供商。 我们提供电子学习或面授形式，并通过我们先

进的、完全可定制的学习管理系统进行授课。

Mario Fiorini Director 总监 www.igamingadvisors.com

iGamingAdvisors is a turnkey solution for acquisition of a Gaming License, company formation and more. Our advisors will assist you throughout the whole process, irrespective of whether you are relocating from a different jurisdiction or a startup. iGamingAdvisors offer key functions roles, TAX, setting up of ICOs, White Paper review and more.

iGamingAdvisors是获取博弈执照、成立公司等的一站式 C:15 / M:0 / Y:0 / K:50

C:90 / M:50 / Y:0 / K:50

解决方案。 无论您是否来自不同的司法管辖区，或是初创企

业，我们的顾问将全程为您提供帮助。 iGamingAdvisors提

供关键的职能角色、税务、建立ICO、白皮书审查等。

C:70 / M:50 / Y:30 / K:100

Peter Ekmark CEO 首席执行官 www.internetvikings.com

Internet Vikings is a Swedish-based provider of hosting, domain names and marketing solutions established in 2008. The full suite of services includes hosting services across the most relevant jurisdictions, domain names, and marketing solutions in the field of brand protection, making Internet Vikings a one-stop-shop for iGaming operators.

Internet Vikings是一家总部设在瑞典的主机、域名和营销解决 C:0 / M:0 / Y:0 / K:0 方案供应商，成立于2008年。 全套服务包括最相关司法管辖区

的托管服务、域名和品牌保护领域的营销解决方案，使Internet

Vikings成为iGaming运营商的一站式服务。

André Kruf Business Manager 业务经理 www.kajotgames.com

Our vision is to be a company that is a reliable partner to its most demanding customers worldwide with the latest technology in the IT industry. The possibilities are endless, so we do everything to see players all around the world enjoying our games.

我们的愿景是成为一家拥有IT产业最新技术的公司，成为

全球最苛刻客户的可靠合作伙伴。 可能性是无限的，所以我

们尽一切努力让全世界的玩家都能享受到我们的游戏。

www.koalapays.com

KoalaPays is an all-in-one business banking solution designed to make money management simple and secure. With our account, clients can complete SWIFT and SEPA transactions around the globe, order prepaid cards or exchange funds in more than 20 international currencies to choose from.

226

KoalaPays是一个一体化的商业银行解决方案，旨在使资

金管理变得简单和安全。 通过我们的账户，客户可以在全球

范围内完成SWIFT和SEPA交易，订购预付卡或兑换资金，

有20多种国际货币可供选择。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

www.konungcasino.com

With the trust of the Vikings, Konung Casino gives players around the world the feeling to be part of Nordic history and community. We are always curious, want to discover new things and worlds and have a common passion – the exciting world of gambling!

在维京人的信任下，Konung Casino让全世界的玩家感受

到成为北欧历史和社区的一部分。 我们总是充满好奇心，

希望发现新的事物和世界，并且有一个共同的激情——刺

激的博弈世界！

Agne Galvelyte Head of Legal & Compliance 法律与合规部主管 www.matchingvisions.com

With everything under one roof, affiliates need to look no further to grow their business. Matching Visions is the fastest growing affiliate network in the industry and we have no plans on slowing down. With our highly competitive deals and state-of-the-art software, affiliates no longer need to chase deals, payments and keep track of different login details.

Matching Visions是代理商最好的朋友。 一切都在一个

屋檐下，代理商不用再寻找管道发展业务了。 Matching

Visions是业内发展最快的代理网络，我们没有计划放慢脚

步。 有了我们极具竞争力的交易和最先进的软件，代理商不

再需要追逐交易、付款和追踪一堆不同的登录细节。

Svetlana Zabolotnova Affiliate Manager 代理商经理 www.megapartners.io

Megapartners is an affiliate program with licenced gambling and betting brands: megapari and megaslots. Our advantages: RS/Hybrid/ CPA, NNCO, 5% from sub-affiliates and Lifetime RevShare. If you have any questions, contact our support which is available 24/7, speaks more than 50 languages and appreciate every partner and player.

More brands are coming soon.

Megapartners是与博弈品牌Megapari和Megaslot合作的

代理商计划。我们的优势：RS/Hybrid/CPA、NNCO、5%的 子代理商与终身利润分成。如果您有任何问题，请联系我

们的支持人员，我们的支持人员会讲50多种语言，全天候

服务，并且感谢所有合作伙伴及玩家。

David Lloyd Worldwide Director of Operations 全球运营总监 www.melbet.com

Bet on sports and significant world events, enjoy online casino with constantly expanding selection of slots! Since 2012, Melbet has delighted clients from Europe, Asia, and Africa with bonuses and frequent promotions with large prize pools. With Melbet, every player can find something of their choice.

投注于体育和世界重大事件，享受在线娱乐场不断扩大的

老虎机选择！自2012年以来，Melbet已经为来自欧洲、亚 洲和非洲的客户提供了大量奖金和频繁的促销活动。 在

Melbet，每个玩家都能找到自己喜欢的东西。

Paul Kavanagh CEO 首席执行官 website

MiFinity, a global playments provider, was setup with the aim of offering a range of cost effective and efficient end-to-end payment solutions.

MiFinity are a fully regulated company with the sole objective to be the market leader in the online payments space. We partner with specific providers that support us on this growth journey.

MiFinity是一家全球性的支付服务提供商，成立于18年前，

旨在提供一系列具有成本效益和效率的端到端支付解决方 案。 MiFinity是一家完全受监管的公司，唯一的目标是成为

在线支付领域的市场领导者。 我们与特定的供应商合作，以

支持我们的成长之旅。

227

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Matteo Dimatteo Owner 所有人 mondogaming.eu

Mondogaming is a B2B and B2C sports betting solution for the gaming industry, founded in 2012 with a background of almost 10 years in the gaming sector. We offer multiple solutions and with our customisable white labels, we are able to meet all the needs of our customers.

Mondogaming是一家面向博弈产业的B2B和B2C体育投

注解决方案，成立于2012年，拥有近10年的博弈产业背景。

我们提供多种解决方案，通过我们的定制化白标，我们能够

满足客户的所有需求。

Ileana Volpe Business Development Researcher 业务发展研究员 www.new.neosurf.com

Neosurf is a world renowned payments solution, enabling gamers and gamblers to pay online without credit card usage and without disclosing personal information. Founded in 2004 the Neosurf model is now regarded as one of the principal payment method, globally.

Neosurf是全球知名的支付解决方案，让玩家无需使用信

用卡，也无需透露个人信息就可以在线支付。 Neosurf成立

于2004年，目前已成为全球主要的支付方式之一。

WORLD’S GAMING FESTIVAL

Up-to-the-minute global coverage

NOW IN 10 LANGUAGES

www.SiGMA.world

228

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Dexter Cutajar Head of Commercial 商务主管 www.netrefer.com

NetRefer is the industry leader in the provision of Unified Performance Marketing. We power the most successful and high-volume partner programs through a centralised and scalable platform of products.

Our goal is to maintain high quality client service. Our focus revolves around the capability of our people to deliver effective and efficient integrated services.

NetRefer是提供统一绩效营销的产业领导者。 我们通过一个集

中的、可扩展的产品平台，为最成功的、大批量的合作伙伴项目

提供动力。 我们的客户始终是一切工作的核心。 我们的目标是持 续保持高质量的客户服务，重点围绕着我们员工的能力，在持续

改进的文化中提供有效和高效的综合服务。

Umberto Corridori SVP Sales EU, Digital Payments 数字支付部欧盟销售高级副总 www.nuvei.com

SafeCharge is now Nuvei! We are the payment technology partner of thriving brands. We provide the intelligence and technology businesses need to succeed locally and globally, through one integration — propelling them further, faster. Uniting payment consulting and payment technology, we help businesses remove payment barriers, optimize operating costs and increase acceptance rates both locally and globally.

SafeCharge现为Nuvei！我们是蓬勃发展的品牌的支付技

术合作伙伴。 我们提供企业在本地和全球取得成功所需的 智能和技术，通过一次性整合——推动他们走得更远，更

快。 我们将支付咨询与支付技术相结合，帮助企业消除支付

障碍，优化运营成本，提高本地和全球的接受率。

Anna Shvera Business Development 业务发展部 www.payment.center

Payment.Center has been registered as a payment service provider since 2013. Today our group of companies have financial licences in regions such as the EU, CIS, Asia. This allows us to cooperate with our clients transparently all over the world and provide high-quality levels of our services.

Payment.Center自2013年起注册为支付服务提供商。 如

今，我们的集团公司在欧盟、独联体、亚洲等地区拥有金融

牌照，这使我们能够与世界各地的客户进行透明的合作，并

提供高质量水平的服务。

Christine Hili Recruitment Lead 招聘负责人 www.pentasia.com

Pentasia is the global leader in iGaming staffing solutions. We have been dominant in the market since 2001 and have placed over 7,500 candidates across 6 continents. With offices in 5 countries, our unique international footprint enables us to match high-quality candidates with world class companies wherever they conduct business.

Pentasia是全球领先的iGaming员工解决方案供应商。 自

2001年以来，我们一直在市场上占据主导地位，并已在6大 洲安置了超过7500名人选。 我们在5个国家设有办事处，独

特的国际足迹使我们能够将高质量的人选与世界一流的公

司相匹配，无论他们在哪里开展业务。

Martina CEO 首席执行官 www.pu-partners.com

This is a real center of attraction for top webmasters who want to distribute traffic with maximum benefit. You cooperate with us on the best terms with high CR offers. A competent team is always ready to help you with analytics or promos.

对那些希望以最大利益分配流量的顶级网站管理员而言， 这是一个真正的吸引中心。 以最好的条件与我们合作，获

得高额的CR报价。 我们的能力团队随时准备为您提供分析

或促销服务。

229

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Johan Törnqvist CEO 首席执行官 www.playngo.com/

Founded in 2005 Play’n GO has grown into a global supplier of topquality certified content to some of the industry’s largest operators, providing not only exceptional gaming entertainment but also exceptional back-office tools including our casino platform and OMNY, our server-based gaming solution.

成立于2005年的Play’n GO已经成长为一个全球供应商，

为一些产业内最大的运营商提供最高质量的认证内容，不

仅提供卓越的博弈娱乐，还提供卓越的后台工具，包括我们

的赌场平台，以及基于服务器的博弈解决方案OMNY。

Katja Norstrand Head of Affiliates 代理商主管 www.poshfriends.com

PoshFriends is a HQ affiliate program working with trendy projects Casino-X, Joycasino and Championslots. They demonstrate great retention results and the maximum LTV due to motivating benefits, fast and powerful platform, instant payouts and a professional maintenance of high-rollers. Top geos include the Nordics, CIS countries, Japan, Eastern Europe.

230

PoshFriends是一个HQ代理商计划，与Casino-

X、Joycasino和Championslots等时尚项目合作。 他们展

示了巨大的保留结果和最大的生命周期价值，由于激励的 好处，快速和强大的平台，即时支付和专业的维护高收入

者。 顶尖地域包括北欧、独联体国家、日本、东欧。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

www.pragmaticplay.com/en

Pragmatic Play is a premium content provider offering a multiproduct portfolio of innovative, regulated and mobile-focused gaming products. We strive to create the most engaging and evocative gaming experience across a range of products, including slots, live casino and bingo, all of which are available via a single API.

Pragmatic Play是一家优质内容提供商，提供创新、受监管且

以移动为重点的博弈多产品组合。 我们努力在一系列产品中创 造最吸引人和最令人回味的博弈体验，包括老虎机、真人赌场

和宾果，所有这些产品都可以通过单一的API获得。

Mark Woollard Business Development Director 业务发展总监 www.pragmatic.solutions

Owned by the same investment group as the ever-successful Pragmatic Play, Pragmatic Solutions is a fully API-based, mobile focused iGaming Platform Provider (PAM) for regulated markets. Our platform solution was developed for the right purpose, right from the start: to offer a best-in-class blend of speed, flexibility and scalability.

隶属与Pragmatic Play相同的投资集团，Pragmatic Solutions

是一家完全基于API、专注于移动的iGaming平台供应商（PAM） ，面向受监管市场。 从一开始，我们的平台解决方案就以正确的

目的开发：提供速度、灵活性和可扩展性的最佳融合。

Mario Benito Head of Sales 销售主管 www.rfrancodigital.com

R. Franco Digital provides operators with a complete set of business solutions for online gambling led by our powerful IRIS omnichannel platform, and a wide-ranging portfolio of 40+ slot games, AWP, video poker, video bingo, roulette, casino and mini-games.

R. Franco Digital通过强大的IRIS全渠道平台，以及40多 种老虎机游戏、AWP、视频扑克、视频宾果、轮盘、娱乐场

和小游戏的广泛组合，为运营商提供一整套在线博弈业务

解决方案。

Denis Burlakov CEO 首席执行官 www.rbk.money

RBK.money is a global payment platform for online businesses.

All-in-one payment service helps merchants to grow, develop and improve efficiency. We provide a fast integration of all popular payment methods in less than 48 hours. User-friendly checkout allows clients to make a purchase easily and makes most of the payments.

RBK.money是一个面向全球的网商支付平台。 一体化的支 付服务帮助商户成长、发展和提高效率。 我们在48小时内

快速整合所有流行的支付方式。 用户友好的结账方式让客

户轻松购物，并实现大部分的支付。

Jeffrey Buttigieg Co-Founder of Remax Malta 马耳他共同创始人 www.remax-malta.com

Our goal is not only to be a leader in our market but it is to continue to set the pace in the real estate industry by not only introducing innovative ways of buying and selling real estate in Malta but also by empowering our sales and letting agents to thrive and provide an unsurpassed real estate service.

我们的总体目标是不仅要成为市场的领导者，而且要继续引 领房地产产业的步伐，不仅要引入创新的马耳他房地产买卖 方式，而且要为我们的销售和出租人员提供突破性的工具和 教育，使他们能够在自己的房地产事业中茁壮成长，并为公

众提供无与伦比的房地产服务。

231

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Mila Veber Senior Affiliate Manager 高级代理商经理 www.royalpartners.club

Royal Partners is a promising and growing partner programme that allows you to earn money by attracting players to licenced online casino brands. Cooperation with Royal Partners guarantees an active income of up to 60% of the profits of large online casinos and individual conditions for regular partners.

Royal Partners是一个前景看好且不断发展的合作伙伴计

划，它允许您通过吸引玩家到授权的在线赌场品牌来赚钱。 与Royal Partners的合作保证了高达60%的大型在线娱乐

场利润的活跃收入，并为常规合作伙伴提供了个别条件。

Peter Nolte CEO 首席执行官 www.salsatechnology.com

Salsa Technology is an omni-channel iGaming platform servicing new and established online and land-based operators. Its game aggregating platform (GAP) is available in LatAm and around the globe.

The company is LatAm’s leading technology developer and is growing into other markets.

Salsa Technology是一个全渠道的iGaming平台，服务于

新的和成熟的在线和实体运营商。 其游戏聚合平台（GAP）

在拉美和全球均可使用。 该公司是拉美地区领先的技术开

发商，并正在向其他市场发展。

Robert Dowling CCO 首席商务官 www.singular.uk

Singular is an established brand with 10+ years of experience working with Tier 1 iGaming operators. Singular Product Portfolio includes a comprehensive and flexible iGaming platform, sports betting platform with market leading features alongside a retail solution and a casino core with 7000+ casino games.

Singular是一个成熟的品牌，拥有10年以上与一线iGaming运 营商合作的经验。 Singular的產品組合包括一個全面而靈活的 iGaming平台、具有市場領先功能的體育投注平台、零售解決

方案和擁有7000多款赌場遊戲的赌场核心。

Jerry Land Vice President 副总裁 www.skillonnet.com

SkillOnNet provides white label casino and full turnkey services to top brands worldwide, with an incredible selection of over 2,500 third party games from the biggest casino software providers in the world.

Join the Success!

SkillOnNet为全球顶级品牌提供白标娱乐场和全套一站式

服务，并提供来自全球最大赌场软件提供商的超过2500款

第三方游戏的惊人选择。 成功的行列吧！

Vadim Potapenko Head of Sales 销售主管 www.slotegrator.pro

Slotegrator offers everything gambling operators need to launch and expand online casino and sportsbook projects. It offers many products, including turnkey and white label online casino and sportsbook platform development, game content, and payment systems integration. Slotegrator also provides legal consultancy and assistance for gambling licence acquisition and regulatory compliance.

232

Slotegrator提供博弈运营商推出和扩展在线赌场和体育

博弈项目所需的一切。 它提供多种产品，包括一站式和白

标在线赌场和体育博弈平台开发、游戏内容和支付系统集 成。 Slotegrator还提供法律咨询，并协助获取博弈牌照和

监管合规。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Luka Namoradze CMO 首席营销官 www.smartsoftgaming.com

SmartSoft Gaming is a certified software provider managed by a team with 20 years of experience in the online gaming industry.

The company offers a wide range of popular games, including slots, roulette, PvP card and board games, bingo, keno, scratch cards, minigames and their exclusive flagship game – JetX.

SmartSoft Gaming是一家经过认证的软件供应商，由一

个在在线博弈产业拥有20年经验的团队管理。 公司提供广 泛的流行游戏，包括老虎机、轮盘、PvP卡与棋牌游戏、宾

果、基诺、刮刮卡、小游戏和他们的独家旗舰游戏——JetX。

Boris Chaikin CEO 首席执行官 www.soft2bet.com

Soft2bet is pioneering the future of casino and sportsbook. Soft2bet acts as a B2B platform supplier with an extensive operator portfolio comprising 20+ innovative brands; delivering top quality, gamified casino and sports betting content from some of the industry’s most prominent suppliers. Its renowned offering entails 5,000+ casino games, 69 providers, and 4000 affiliates

Soft2bet是赌场和体育博弈的未来先锋。 Soft2bet是一家 B2B平台供应商，拥有由20多个创新品牌组成的广泛的运

营商组合，提供来自业界最著名供应商的高质量、游戏化的 赌场和体育博弈内容。 其著名的产品包括5,000多种赌场游

戏、69家供应商和4000家代理商。

Ivan Montik Group CEO 集团首席执行官 www.softswiss.com

SoftSwiss is a widely acclaimed, multi-vertical iGaming software provider. It offers an ultra-powerful online casino platform, a game aggregator, white label solutions, proprietary games, a flexible affiliate marketing platform, sports betting platform and reliable crypto payment processing.

SoftSwiss是一家广受好评的多垂直iGaming软件供应商。

它提供了一个超强大的在线赌场平台、游戏聚合器、白标解 决方案、专有游戏、灵活的联盟营销平台、体育投注平台和

可靠的加密支付处理。

Kris Jes Petersen Co-Founder & Director 共同创始人兼总监 www.sohomalta.com

SOHO Office Space is Malta’s largest serviced office and coworking network, housing more than 4500sqm of office space. SOHO’s third unique office location features a member’s café, lounge bar, and top of the art event space. Join us on our rooftop terraced bar, experiencing the prime SOHO community feel.

SOHO办公空间是马耳他最大的服务式办公和协同办公网

络，拥有超过4500平方米的办公空间。 SOHO第三个独特的

办公地点设有会员咖啡馆、休闲酒吧和顶级艺术活动空间。 加入我们的屋顶露台酒吧，体验SOHO社区的优越感。

Radosław Barański Senior Affiliate Manager 高级代理商经理 www.stsaffiliates.com

The STS Gaming Group is a leading company in the gaming industry of the CEE region, providing betting services to over 1 million customers in Europe. The portfolio of the Group includes sportsbook, virtual sports, casino and live casino as well as a wide range of eSports betting.

STS博弈集团是中欧和东欧地区博弈业的龙头企业， 为欧洲100多万客户提供博弈服务。 集团的业务范围

包括体育博弈、虚拟体育、赌场和真人娱乐场以及广泛

的电子竞技投注。

233

SiGMA | Who’s Who 谁是谁

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Joshua Farrugia Head of Affiliates 代理商负责人 www.suprnation.io

Founded in 2015, SuprNation has already made great strides with two well-established products in VoodooDreams and NYspins.

Following with the launch of our latest flagship, Duelz, we are determined to deliver the best possible gaming experience, as well as continuing to disrupt the industry through groundbreaking innovation and technological foresight.

成立于2015年的SuprNation已经在VoodooDreams和NYspins 两款成熟的产品上取得了长足的进步。 继推出最新的旗舰产品

Duelz之后，我们决心为玩家提供最佳的博弈体验，让他们在选择

自己喜欢的娱乐场时，能够获得最佳的体验，同时通过突破性的创

新和技术的前瞻性，继续颠覆产业。

Radek Janicek CEO 首席执行官 www.tech4bet.com/

Tech4Bet,a new Czech company with experienced professionals, specialises in the customer game development. The individual approach is important to us and we quickly respond to our business partners requirements. We focus on the needs of players and operators to develop successful tailor-made games for each market or online casino.

Tech4Bet,一家新的捷克公司，拥有经验丰富的专业人员，专

门从事客户游戏开发。 个性化的方法对我们来说是很重要的， 我们快速响应业务合作伙伴的要求。 我们专注于玩家和运营

商的需求，为每个市场或在线赌场开发成功的定制游戏。

Jan Lunde CEO & Commercial Director 首席执行官兼商务总监 www.thunderkick.com

A proud independent casino game supplier with offices in Stockholm and Malta that is best known for the blockbusters Pink Elephants, Carnival Queen, Esqueleto Explosivo and Fruit Warp. Offering a portfolio of 32 HTML5 slot games that are live on most regulated markets and leading casino operators in the world.

是一家值得骄傲的独立赌场游戏供应商，在斯德哥尔摩和马耳

他设有办事处，以Pink Elephants、Carnival Queen、Esqueleto Explosivo和Fruit Warp等作品闻名。 提供32款HTML5老虎机游

戏的组合，这些游戏在大多数受监管的市场和全球领先的娱乐场

运营商中上线。

Rob Lemmen CCO 首席商务官 www.truevo.com

Truevo Payments is an EU-licencee and payments company based in Malta. As a principal member of Visa and Mastercard, Truevo provides gateway services, card acquiring, original credit transfers (OCTs) and virtual POS services to businesses across Europe. If you’re looking for a reliable and secure payments partner, visit our website.

Truevo Payments是一家总部设在马耳他、获欧盟牌照的支付

公司。 作为Visa和万事达卡的主要成员，Truevo为欧洲各地的企

业提供网关服务、收单、原始信用转账（OCTs）和虚拟POS服务。 如果您正在寻找一个可靠和安全的支付合作伙伴。

Roberto Villani Sales Manager 销售经理 www.trustly.com

Trustly is a Swedish FinTech company that makes online banking payments fast, simple and secure. We offer instant deposits and withdrawals to players across 29 European countries and our latest product, Pay N Play®, streamlines the sign-up step so players can start playing games instantly while ensuring operators stay compliant.

234

Trustly是一家瑞典金融科技公司，让在线银行支付变得快速、

简单和安全。 我们为欧洲29个国家的玩家提供即时存款和取款

服务，我们的最新产品Pay N Play®简化了注册步骤，使玩家可

以立即开始玩游戏，同时确保运营商保持合规。

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Who’s Who 谁是谁 | SiGMA

Mario Ovcharov CEO 首席执行官 www.ultraplay.co

UltraPlay is a modern technology company, founded in 2010, with the core ambition to offer an innovative approach to the online gaming industry by providing advanced betting solutions focused on sports and eSports betting, live betting, white-label, online casino and blockchain technology.

UltraPlay是一家现代科技公司，成立于2010年，其核心目 标是通过提供先进的投注解决方案，专注于体育和电子竞

技投注、实时投注、白标、在线赌场和区块链技术，为在线博

弈产业提供创新方法。

Irina Skrynova Customer Success Head 客户成功主管 www.unlimint.com

Unlimint (formerly Cardpay) provides fast-growing innovative tech businesses with a constantly evolving business interface, made by innovators for innovators, and designed to make the financial world of tomorrow closer to businesses here and now. From London to Singapore we help local clients enter new markets, and global businesses explore new industries.

Unlimint（前身为Cardpay）成立于2009年，为快速成长的创新

科技企业提供不断发展的商业界面，由创新者制造、为创新者而 生，旨在让未来的金融世界更贴近此时此地的企业。 从伦敦到新 加坡，从旧金山到圣保罗，我们帮助本地客户进入新的市场，帮

助全球企业探索新的产业，达到新的里程碑。

Tetiana Bratchykova Head of V.Partners 负责人 v.partners/

Founded in 2016, V.Partners has become one of the most trustworthy and reliable casino affiliate programs which operates on their, in-house built from scratch, platform. Such feature makes V.Partners very flexible from the perspective of development and integration of new tools and features for the affiliates and webmasters.

成立于2016年，V.Partners已经成为最值得信赖和可靠的

赌场代理商计划之一，它在其内部从头开始建立的平台上

运作。 这样的特点使得V.Partners在为代理商和网站管理

员开发和整合新工具和功能方面非常灵活。

Ali Atam CMO 首席营销官 www.videoslots.com

Established in 2011 and based in Malta, Videoslots is an innovative online casino with more than 4500 gaming slots. Videoslots is a leader in providing safe, fun entertainment experience and with the aim to remain the largest online casino in the industry.

成立于2011年，总部设在马耳他，Videoslots是一家创新的 在线娱乐场，拥有4500多个游戏老虎机。 Videoslots是提

供安全、有趣的娱乐体验的领导者，其目标是保持产业内最

大的在线赌场。

James Scicluna Co-Managing Partner 共同管理合伙人 www.whpartners.eu

WH Partners is a Malta-based leading law firm with a business focus and expertise in gaming & gambling, blockchain, fintech, M&A, corporate finance and tax. The firm specialises in e-commerce, telecoms, data protection, intellectual property, software development as well as investment funds, fund management and fund administration and real estate.

WH Partners是一家总部位于马耳他的领先律师事务所，

其业务重点和专长是游戏与博弈、区块链、金融科技、并购、 公司财务和税务。 该公司专注于电子商务、电信、数据保护、 知识产权、软件开发以及投资基金、基金管理和基金管理

以及房地产。

235

SiGMA | Media Partners

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

MEDIA PARTNERS 5 Star iGaming Media delivers daily coverage and industry-leading news, articles, interviews, and business analysis for the interactive gaming industry. We have always been on the forefront when it comes to finding new ways to keep readers engaged. We listen and respond to our audience’s demands for more interactive digital media, and are constantly paving new avenues for brands to participate in these endeavors.

5 Star iGaming Media为互动博弈产业提供每日报道和产

业领先的新闻、文章、采访和商业分析。 我们一直走在前列， 当涉及到寻找新的方式来保持读者的参与。 我们倾听并回 应受众对更多互动数字媒体的需求，并不断为品牌参与这

些努力开辟新的途径。 5star.media

Alfaleads is a performance marketing agency. We help affiliates monetise any traffic and provide advertisers with high quality traffic. Our partners hold us in high esteem as the leaders in the iGaming and Dating verticals. We offer a unique solution based on our expertise and a combination of classic marketing technologies.

Alfaleads是一家综合性的代理营销机构。 我们帮助我们的代理商将

任何流量货币化，广告主可以期待高质量的流量和全面的营销策略。

我们的合作伙伴对我们有很高的评价，认为我们是iGaming和交友垂 直领域流量和质量领先的机构。 我们提供了一个独特的解决方案，以

经典的营销技术为基础，加上我们在该领域的专业知识的结合。 alfaleads.net/en/

Asia Gaming Brief is a market intelligence, events, and networking company focused on Asia’s rapidly expanding gaming industry.

Our network of contacts across the land-based and online gaming industries means we have our finger on the pulse of all things gaming, from the latest trends and products through to changes in regulation and emerging jurisdictions.

Asia Gaming Brief是一家专注于亚洲快速发展的博弈业

的市场情报、活动和网络公司。 我们在实体与在线博弈业的 联系网络意味着我们对博弈业的所有事情，从最新的趋势

和产品到监管和新兴司法管辖区的变化都了如指掌。 agbrief.com

AskGamblers, an award-winning casino affiliate website, provides the most trusted online casino, slot, and bonus reviews. It also features real player opinions and ratings highly valued by the iGaming community. Thanks to its unique Casino Complaint Service, over $30 million has been turned to players thus far. Our motto is: “Get the truth. Then play.”

AskGamblers是一家屡获殊荣的赌场代理网站，提供最值

得信赖的在线赌场、老虎机和奖金评论。 它还提供真实玩家 的意见和评级，受到iGaming社区的高度重视。 由于其独特

的娱乐场投诉服务，迄今为止，已经有超过3000万美元的

资金转给了玩家。 我们的座右铭是 “了解真相，然后再玩。 ” askgamblers.com

236

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Best Bitcoin Casino is the premier online hub for reviews, news, and updates, with a solid reputation in the crypto, fiat money, and blockchain gaming sectors since 2013. With more than five years in the business, the company delivers high-quality and relevant content about online casinos, dApps, games, bonuses, and iGaming events.

Media Partners 媒体伙伴们 | SiGMA

Best Bitcoin Casino是评论、新闻和更新的首要在线中心，

自2013年以来，在加密货币、法币和区块链博弈领域拥有坚 实的声誉。 凭借五年多的业务经验，该公司提供有关在线赌

场、dApp、游戏、奖金和iGaming活动的高质量和相关内容。 bestbitcoincasino.com

CalvinAyre.com is the most visited and trusted gambling industry news site. Since 2010, we’ve been covering the global gambling industry across six continents. Our readers are a unique mix of gambling industry professionals, gamblers and mainstream media looking to get the inside scoop on this fast-moving industry.

CalvinAyre.com是访问量最大、最值得信赖的博弈产业新

闻网站。 自2010年以来，我们一直在报道全球六大洲的博弈 产业。 博弈业专业人士、玩家和主流媒体形成我们的独特的

读者组合，他们希望了解这个快速发展的产业的内部消息。 calvinayre.com

CASINO LIFE & BUSINESS MAGAZINE is a bridge between the casino world and the audience. The monthly magazine is the oldest promotor of gambling in Central and Eastern Europe with sections dedicated to land-based and online gaming, events from all over the world, latest technologies and trends on regulated markets from the region.

CASINO LIFE & BUSINESS MAGAZINE是赌场世界与观众

之间的桥梁。 这本月刊是中东欧历史最悠久的博弈业推广 者，设有实体和在线博弈、世界各地的活动、最新技术和该

地区受监管市场的趋势等栏目。 casino-magazine.ro

Cassiopeia Services Ltd. is a new generation PR and Communication agency working with international private & listed companies across various fields. The company’s passion for technology puts innovation at the core of Cassiopeia’s strategy, which is driven by digital communication, social empowerment and brand strength through multiple channels.

Cassiopeia Services Ltd.是一家新一代的公关和传播机

构，与国际私人和上市公司在不同领域合作。 公司对技术的

热情使创新成为Cassiopeia战略的核心，其战略的驱动力

是通过多种渠道进行数字传播、社会赋能和品牌力量。 cassiopeia.agency

#3F4A4E

Digital Gaming is a 100% digital group with extensive knowledge in the gaming and entertainment industry, reporting the latest news through relevant content #iGaming. We provide digital services and viable growth, managing to quickly scale and position ourselves as the Peruvian and South American news portal among other digital solutions.

#8AC841

Digital Gaming是一个100%的数字化集团，在博弈和娱乐产

业拥有丰富的知识，通过相关内容报道最新的新闻#iGaming。 我们提供数字服务和可行的增长，管理迅速扩大规模，并将自

己定位为秘鲁和南美新闻门户网站，以及其他数字解决方案。 www.digitalgamingpe.com 237

SiGMA | Media Partners

Since 2000, elRecreativo.com has been a byword for online gaming information in the Spanish and Latin American markets. Besides industry news, in elRecreativo.com you can find information about companies, international and national events, poker tournaments, the most interesting gaming weblinks, an archive with more than 50,000 news published along the years and a daily digital newsletter.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

自2000年以来，elRecreativo.com一直是西班牙和拉丁美

洲市场在线博弈信息的代名词。 除了产业新闻外，您还可以

在elRecreativo.com找到公司信息、国际和国内活动、扑克

锦标赛、最有趣的博弈网站链接、超过50,000条新闻的档

案以及每日数字新闻。 elrecreativo.com

The E-PLAY Gambling Portal is the best source of information in the entertainment and gambling market in Eastern Europe and Africa. We have 20 years of presence in the market, supported by the experience of our team of specialists as well as cooperation with partners from around the world.

E-PLAY Gambling Portal是东欧和非洲娱乐与博弈市场的 最佳信息来源。 我们在市场上有20年的经验，并由我们专

家团队的经验以及与世界各地的合作伙伴的合作支持。

e-playonline.com

Focus Gaming News is a media group that produces a daily digital newspaper aimed at international gaming executives. This communication tool is monthly visited by more than 100,000 readers and delivers up-to-date news from the gaming and iGaming business industry. Our newsletter is received by more than 20,000 subscribers.

Focus Gaming News是一家媒体集团，每天制作一份针

对国际博弈业主管的数字报纸。 该通讯工具每月有超过

100,000名读者访问，提供博弈和iGaming商业产业的最新

新闻。 我们的通讯有超过20,000名订阅者。 focusgn.com

FortuneZ.com is a global digital media publication covering Markets, iGaming, Sports Betting, eSports, Blockchain and Cryptocurrency news. Founded in the year 2000, FORTUNEZ has over a million followers in total across Facebook, Twitter, Instagram and LinkedIn, a testament of recognition by the industry’s professionals, aficionados, and enthusiasts alike.

FortuneZ.com是一家全球性的数字媒体刊物，内容涵盖

市场、iGaming、体育投注、电子竞技、区块链和加密货币新

闻。 FORTUNEZ成立于2000年，在脸书、推特、Instagram和

LinkedIn上总共有超过一百万的追随者，这证明了产业的专

业人士、业余爱好者和产业迷的认可。 fortunez.com

Gamblers Post is a dedicated news and networking portal in the online gaming industry which features news, reviews, opinions, interviews, contacts and much more. We help operators get in touch with affiliates and inform our users about the latest news in the gambling world.

Gamblers Post是一个专门的在线博弈产业新闻和网络门

户，其中包括新闻、评论、意见、采访、联系人等更多信息。 我 们帮助运营商与代理商取得联系，并向我们的用户提供有

关博弈世界的最新消息。

gamblerspost.com 238

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

Gambling Insider is a must-read bi-monthly publication for the global gaming industry. Covering key issues affecting the online and landbased sectors in each region, the magazine entertains as well as informs the world’s leading operators, suppliers, affiliates, legal experts and regulators with agenda-setting news, in-depth analysis and crucial data.

Media Partners 媒体伙伴们 | SiGMA

Gambling Insider是全球博弈业必读的双月刊。 该杂志涵

盖了影响各地区在线和实体部门的关键问题，通过议程设 置的新闻、深入分析和关键数据，为全球领先的运营商、供

应商、代理商、法律专家和监管机构提供娱乐和信息。 gamblinginsider.com

Gaming International Online was launched in early 2019 having originally been a section within Casino International dedicated to iGaming. GIO magazine enjoys a monthly distribution as a stand-alone digital publication to 11,500 iGaming professionals and delivers a weekly newsletter to a similar subscription base. This appears in print as a monthly section within Casino International.

Gaming International Online在2019年初推出，原为《Casino International》内的一个栏目，专注于iGaming。 GIO杂志每

月以独立数字出版物的形式向11,500名iGaming专业人士发

行，还向类似的订阅者提供每周通讯，并以印刷品的形式出现在

《Casino International》内的每月栏目中。 gaminginternational.online

Gbc.ng (www.gbc.ng) is a leading B2B gaming digital news portal set up to inform and educate gaming professionals in Africa on the latest trends in gaming. With over 9,500 top gaming executives and professionals reading the portal, it’s definitely the most authoritative site in Africa.

Gbc.ng Gbc.ng是一家领先的B2B博弈数字新闻门户网

站，旨在为非洲的博弈专业人士提供最新的博弈趋势信息

和教育。 有超过9500名顶级博弈高管和专业人士阅读该门

户网站，绝对是非洲最权威的网站。 gbc.ng

Gioconews is a gaming network sharing a monthly review distributed internationally. The magazine is in two languages: Italian and English. The website also has an online daily paper (www.gioconews.it) and two other specific online daily news sections dedicated to Poker and Casino.

Gioconews是一个在国际上发行的博弈网络分享月评。 该

杂志有两种语言：意大利语和英语。 网站还有一个在线日报

（www.gioconews.it）和另外两个专门针对扑克和赌场的

特定在线日报新闻栏目。 gioconews.it

GAMING & MEDIA

G&M News multiplatform represents an evolution in top quality B2B and B2C content creation. From Latin America to the world, based on a strong team of experts of the land-based and iGaming sectors, the company documents and promotes innovation, leadership, business, information and style, with a unique, academic approach to the global gaming industry.

G&M News多平台代表了高质量B2B和B2C内容创作的演

变。 从拉美到全球，基于强大的实体和iGaming领域的专家 团队，以独特的、学术的方式记录和推广全球博弈业的创

新、领导力、商业、信息和风格。 g-mnews.com 239

SiGMA | Media Partners

GTH has been the go-to unified localisations provider for the iGaming industry for over a decade. During its ten-year plus journey, GTH has empowered a multitude of brands. Using real-life linguists who know the iGaming industry is a huge plus for GTH. Check out how GTH can boost your brand by contacting their sales team.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

十多年来，GTH一直是iGaming产业的统一本地化供应商。 在

其十多年的发展历程中，GTH已经为众多品牌提供了服务。 对

GTH来说，使用熟悉iGaming产业的真实语言专家是一个巨大

的优势。 请联系他们的销售团队，看看GTH如何提升你的品牌。 gthtranslation.com

IBET DIRECTORY is the number one online directory for the iGaming industry. We bring together iGaming suppliers, operators, affiliates, games, products, events and news. Combining our coverage of everything iGaming, IBET DIRECTORY has quickly become the key point of reference for many professionals within the betting industry.

IBET DIRECTORY是iGaming产业的第一在线目录。 我们汇 集了iGaming供应商、运营商、代理商、游戏、产品、活动和

新闻。 结合我们对iGaming的全面报道，IBET DIRECTORY

已迅速成为博弈产业内许多专业人士的关键参考点。

ibetdirectory.com

240

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

IGaming Brazil is a betting news portal that covers the main categories of online and offline games in Brazil and worldwide. Present in the main events of the sector, it has become indispensable for those who want to be well informed about the most relevant issues in the industry, becoming one of the most respected and prestigious portals in the world.

Media Partners 媒体伙伴们 | SiGMA

IGaming Brazil是一个博弈新闻门户网站，涵盖了巴西和

全球主要类别的在线和离线游戏。 在该产业的主要活动中 亮相，其已成为想要了解该产业最切要问题者所不可缺少

的，成为世界上最受尊敬和最有声望的门户网站之一。 igamingbrazil.com

We are an association of leading iGaming companies based in Malta and operating in the European & international markets. Our mission is to give the industry a common voice and to drive positive change in the environments we operate in.

iGEN是由总部设在马耳他、在欧洲和国际市场上运营的领

先iGaming公司组成的协会。 我们的使命是为产业提供一

个共同的声音，并推动我们经营环境的积极变化。

igenorg.eu

Published bi-monthly, iNTERGAMINGi magazine reaches thousands of online gaming executives around the globe. Each issue is full of industry news, analytical features, interviews with industry leaders and product updates. It regularly includes regulatory updates and jurisdictional supplements. Each issue contains sections dedicated to the sports betting, casino gaming and affiliate sectors.

iNTERGAMINGi杂志每两个月出版一次，涵盖全球成千上万的在 线博弈管理人员。 每期杂志都有大量的产业新闻、分析专题、产 业领袖访谈和产品更新。 它定期包括监管更新和管辖范围的补

充。 每期杂志都有专门针对体育投注、赌场博弈和代理商的栏目。 intergameonline.com

Jamma is the name of Italy’s leading gaming & gambling newspaper and online magazine portal. It is chosen by some of the most vital companies and online users who want to stay informed. Jamma is providing users the latest gaming technical services and forums, with legislative, financial and commercial news every day.

Jamma 是意大利领先的游戏和博弈报纸以及在线杂志，

是所有希望保持随时信息更新、最重要公司以及在线用户

的选择。 Jamma为用户提供最新的博弈技术服务和论坛，

每天都有立法、金融和商业新闻。 jamma-europe.eu

Malta Business was born to inform readers about the Maltese economic system and the many opportunities for project development that the island offers. We believe it is appropriate to make the economic and social news about Malta accessible, in the belief that companies look further into the Mediterranean as a reference for their growth.

Malta Business的诞生是为了让读者了解马耳他的经济体 系，以及岛上提供的众多项目发展机会。 我们认为，让人们 了解有关马耳他的经济和社会新闻是合适的，相信企业会

把目光进一步投向地中海，作为发展的参考。 maltabusiness.it 241

SiGMA | Media Partners

PressGiochi is a digital daily newspaper dedicated to the Italian gambling industry. All the elements of the industry such as: newslot, Vlt, casinos, poker, betting, bingo, lotteries, on- or off-line are presented in editorial content, articles and interviews. In PressGiochi. it you can find information about companies as well as national and international events.

ISSUE 13 AUTUMN / WINTER 2020 第13版 2020年秋/冬

PressGiochi是一家致力于意大利博弈产业的数字日报，业界的

所有元素都在里面。 新型老虎机、Vlt、赌场、扑克、投注、宾果、彩

票、在线或离线编辑内容、文章和采访等。 在PressGiochi.it，您

可以找到关于公司、国际和国内活动的信息。

pressgiochi.it

SoloAzar is a digital newspaper specialising in the gaming industry.

For 16 years, more than 16,500 subscribers have received vital news from the sector through the newsletter in its two versions - Latin American and International. Readers can also find coverage of the most important events.

SoloAzar是一家专门针对博弈业的数字报纸。 16年来， 超过16,500名订户通过拉丁美洲和国际两个版本的时

事通讯获得了该产业的重要新闻。 读者还可以找到最重

要的活动报道。

soloazar.com/en/home

The Betting Coach is a world leader in the creation of sports blogs for betting providers, link building and strategic marketing for its partners. It is dynamic and acts as a reference point for millions of users. It collaborates with the best betting companies and publishing groups and is partnered up with the greatest and most popular iGaming event organizers.

为博弈供应商创建体育博客、为合作伙伴建立链接以及战略营

销方面，The Betting Coach处于世界领先地位。 它是动态的，是

数百万用户的参考点。 它与最好的博弈公司和出版集团合作，并

与最大和最受欢迎的iGaming活动组织者合作。

topcasinosolutions.com

This Week in Gambling has produced news videos for the gaming industry every week for six years, reporting and commenting on both land-based and online gambling. We also conduct interviews with industry leaders and professionals, as well as create game review videos for slot machines, table games, casino skill games and web based slots!

六年来，This Week in Gambling每周都会制作博弈产业

的新闻视频，对实体和在线博弈进行报道和评论。 我们还对

产业领袖和专业人士进行采访，并制作老虎机、赌桌游戏、 赌场技巧游戏和网络老虎机的游戏评测视频！

thisweekingambling.com

Top Casino Solutions (TCS) is your one-stop online portal for online casino software platform reviews, tips and B2B industry news. We provide objective and reliable information about today’s best white label, turnkey and self-service solutions to the iGaming industry’s upcoming and existing online casino operators.

Top Casino Solutions（TCS）是您的一站式在线门户，为

您提供在线赌场软件平台评论、技巧和B2B产业新闻。 我们

为iGaming产业新兴与现有的在线赌场运营商提供当前最

好的白标、一站式与自助服务解决方案的客观可靠信息。

topcasinosolutions.com 242