SiGMA Issue 11 by SiGMA Group

ISSUE 11

FALL/WINTER 2019 2019秋/冬季刊

第11期

COVER STORY 封面故事

BEATING THE ODDS 打破常规 p. 54

Communication Holds the Key 沟通是关键 p. 78

Cheques and Balances 相互制衡 p. 166

Driving Innovation 推动创新 p. 172

WORLD’S iGAMING VILLAGE 全球线上博彩公司汇聚地

EDITOR'S NOTE With our 2020 initiatives in Manila just around the corner, now seems like the right time to introduce this magazine to a broader audience. In a milestone move this magazine will feature both English and Mandarin, side-by-side for the first time ever. Our move east is also reflected heavily in our content, with several pieces dedicated to the emerging Asian markets, regulatory hurdles in Europe, and the new generation of players taking over the scene. iGaming veteran Nick Hill writes about the migration of European operators to Asian playgrounds, while Roz Wade from Asia Gaming Brief looks at why Cambodian markets find themselves on such shaky ground. Rounding things off, founder and CEO of iGaming Asia, Jesper Jensen, looks into the complexities of the Asian markets and Philippine Consul to Malta Roger Strickland sheds some light on the opportunities the up-and-coming region of Manila has to offer businesses. This issue also considers a number of pertinent issues which are currently impacting the industry, such as Malta’s growing infrastructure, employee retention, and as James Scicluna, Co-managing Partner at WH Partners writes – the tricky issue of balancing regulation with innovation. Federica Taccogna, Managing Director at FTI Consulting and Strategic Advisor to the MFSA also explores the relationship between banks and gaming firms in more depth. As always, thanks are due. SiGMA Group founder and CEO Eman Pulis’ sharp instincts and good advice has helped shape this magazine, while Jessica Camilleri’s eye for design and Aleksey Leonov’s unique style of photography make this magazine into something truly special. Thanks also to Julian Moore, Christopher Attard, Angel Martinez and Sirine Mannai – whose efforts have helped make this another stellar production.

编者注

随着我们2020年在马尼拉的计划即将开始，现在是时候向更多读者介绍本杂志了。本杂志将首次发行中英双语版本，跨出具有里程碑意义的一步。

我们发掘东方市场的战略也在我们的内容中得到了充分的反映，其中有几篇专门介绍了新兴的亚洲市场、欧

洲的监管障碍以及新一代的玩家。iGAMING行业的资深撰稿人NICK HILL撰写了有关欧洲运营商向亚洲市场迁

移的文章，而来自亚洲博彩简报（ASIA GAMING BRIEF）的ROZ WADE则探讨了柬埔寨市场为何如此不稳定。总

而言之，亚洲博彩（iGAMING ASIA）的创始人兼首席执行官JESPER JENSEN对亚洲市场的复杂性进行了研究，菲律宾驻马耳他领事ROGER STRICKLAND阐述了马尼拉这一新兴行业为企业提供的机遇。

这本杂志还提到了目前正在影响该行业的一些相关问题，例如马耳他不断发展的基础设施、员工留任以及如 WH PARTNERS的联合管理合伙人JAMES SCICLUNA

所提到的棘手问题——在监管与创新之间取得平衡。 FTI CONSULTING的董事总经理兼马耳他金融服务局战略顾问FEDERICA TACCOGNA还更深入地探讨了银行与博彩公司之间的关系。

同时，我们还要感谢大家的贡献。 SiGMA集团的创

始人兼首席执行官EMAN PULIS的精辟见解和优秀建议帮助促成了这本杂志，而JESSICA CAMILLERI 的设计眼光和ALEKSEY LEONOV独特的摄影风格

则让这本杂志变得独一无二。同时还要感谢JULIAN

MOORE、CHRISTOPHER ATTARD、ANGEL MARTINEZ 和SIRINE SAID，他们的努力让这本杂志成为一本出色的作品。

Innovation meets agility

Exciting new brand Ask us about it!

Come meet us at stand S3-S4 or at herogaming.com & heroaffiliates.com

ENJOY THE ISSUE! 请欣赏本期内容!

Katy Julian Aleksey Jess

Chris

Editor 编辑 Katy Micallef Creative Director 创意总监 Jessica Camilleri Photography 摄影 Aleksey Leonov

Contributors 撰稿人 Julian Moore & Jake Pollard Sales 销售 Hamza Afifi, Christopher Attard, Roberta Farrugia Nicholls, Petra Maria Poola & Denitsa Yordanova

CONTENTS 14

104

166

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. 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。

THE PHILIPPINES: THE HEART OF EAST ASIA 菲律宾：东亚的心脏

The Philippine Consul to Malta sheds some light on why it’s a great place to do business.

菲律宾驻马耳他领事详述，为何这里是适合做生意的好地方。

WHAT TO EXPECT 内容提要 We explore the topics defining the SiGMA conferences. 我们探索可定义西格玛会议的主题。

GAME FOR ASIA 亚洲博彩行业

Nick Hill writes about the over-regulated and over-taxed European markets. Nick Hill撰文，讲述关于欧洲市场监管过度和税收过重的情况。

BEATING THE ODDS 打破常规 Strong advice from Blexr on how to forge a fruitful career in iGaming. Blexr关于如何在打造成功的在线博彩职业生涯的金玉良言。

GANAPATI: A B2B BRAND WITH A B2C MENTALITY 一个秉承B2C理念的B2B品牌 Juliet Adelstein on marketing B2B products to a B2C market.

Juliet Adelstein谈B2B产品的B2C市场营销。

REGULATION: A STRATEGIC PERSPECTIVE 监管：战略眼光

Have regulatory interventions increased? Susan Breen and Niki Stephens discuss. 监管干预增多了吗？Susan Breen和Niki Stephens进行了探讨。

104

THINKING OUTSIDE OF THE BOX 跳出框框思考

SiGMA Pitch 2018 winners Tomobox sit down for a quick catch-up.

西格玛营销2018（SiGMA Pitch 2018）获奖企业Tomobox漫谈自己的生意之道。

166

CHEQUES AND BALANCES 相互制衡

Federica Taccogna explores the relationship between banks and gaming firms. Federica Taccogna探索银行与博彩公司之间的关系。

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.com.mt www.sigma.com.mt SiGMAgazine由专人递送到全球各地的博览会、贵宾室、马耳他大使馆和政府机构，此外，还可邮寄给全球10,000家世界领先的博彩公司及相关公司。如需获取

有关推广和广告的信息，请致电（+356）2700 2836/2133 6670或发送电子邮件至 christopher@sigma.com.mt www.sigma.com.mt

SiGMA is published by Viking PC Health Ltd., Gaming Hub, Judge Paolo Debono Str., Msida Skate Park, Msida. MSD2032, Malta.

Eman Pulis, Founder & CEO SiGMA, Malta AIBC Summit & Cannabiz World

Eman Pulis，创始人&CEO 马耳他人工智能和区块链峰会，SiGMA和Cannabiz世界峰会

Introduction 简介

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Since opening its doors to the iGaming scene five years ago, SiGMA has seen steady growth, with interest in the iGaming scene currently at an all-time-high. Bolstered by a unique mid-Med location, SiGMA has made its mark on the global iGaming map, continuing to build on its commitment to serve as a link for businesses looking to bridge interests across continents. And so as we close the year with sky high attendance numbers for our flagship show in Malta, we now look to capitalise on the huge surge in interest we’re seeing from affiliates, suppliers, and operators from outside of Europe. From expanding our footprint with bigger and better venues, to exploring new jurisdictions outside of Europe, our concern now will be to successfully accommodate the needs of a growing, and increasingly sophisticated global portfolio. The iGaming industry is in robust health, and with new markets emerging in the East - there’s never been a better time to do business. In 2020 SiGMA will build on global ambitions as it moves into Asia with the inaugural launch of a super show in Manila. As Asia tempts leading brands from the global gambling sector to expand business opportunities in the region, it’s fast becoming clear that Asia is the new frontier for both land-based and iGaming industries. Here we hope to solidify our Asian brand and bring fresh opportunities to companies looking to straddle both East and West, by strengthening inter-continental relationships and capitalising on the global opportunities flourishing in the gaming sector. The vibrant, entrepreneurial spirit in South-East Asia, specifically in the Philippines, makes this an ideal location and time for SiGMA Group to launch SiGMA Manila and AIBC Manila - bringing the biggest brands and jurisdictions in the sector together for a standout event set to spark game-changing debate, redefining the industry for Asia.

西格玛（SiGMA）自从五年前涉足iGAMING领域以来，业

绩稳步增长，目前对iGAMING领域的投入已达到了前所未有的水平。

凭借独特的中地中海位置，西格玛已在全球iGAMING地图上留下了它的印记，并将继续致力于为各大洲之间的企业架起连接的桥梁。

因此，当我们以出席率超高的马耳他旗舰展结束这一年时，我们希望能从欧洲以外的分支机构、供应商、运营商那里看到的激增的浓厚兴趣。

我们的关注点从以更大更好的场馆扩大我们的足迹，到探索欧洲以外的新司法管辖区变成现在，如何成功地满足日益增长且日益复杂的全球投资组合的需求。

iGAMING行业正处于健康的状态，随着东方国家新市场

的出现，再没有比这更好的生意时机了。西格玛将于2020 年在马尼拉举办一场超级展会，以此为契机进军其全球野心的亚洲部分。

亚洲仍在不断吸引着全球博彩业的领先品牌来拓展商机，人们很快就可以清楚地看到亚洲成为陆基博彩及 iGAMING行业的新前沿。

在这里，我们希望巩固我们的亚洲品牌，并通过加强洲际关系和利用博彩业蓬勃发展的全球机遇，为希望跨越东西方市场的企业带来新的机遇。

东南亚，尤其是菲律宾充满活力的创业精神，使这里成为西格玛集团推出“马尼拉西格玛展会（SiGMA MANILA）”

和“马尼拉人工智能和区块链展会（AIBC MANIL）”的理想地点。届时该行业最大的品牌和管辖区汇聚在一起，共同

举办一场与众不同的盛会，将引发改变游戏规则的辩论，重新定义亚洲的行业。

WORLDâ&#x20AC;&#x2122;S

E iGAMING VILLAG

MANILA 8-9 JUN 2020 SIGMA.PH

THE PHILIPPINES: THE HEART OF EAST ASIA 菲律宾：东亚的心脏

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

IN 2020 SiGMA GROUP WILL LAUNCH SiGMA MANILA AND THE MANILA AI AND BLOCKCHAIN SUMMIT FOLLOWING THE OPENING OF AN OFFICE IN THE REGION. PHILIPPINE CONSUL TO MALTA, ROGER A. STRICKLAND JR, A.H. SHEDS SOME LIGHT ON WHY THE PHILIPPINES MAKES FOR A GREAT PLACE TO DO BUSINESS. 2020年，SiGMA集团将在马尼拉设立办事处，随后将举办SiGMA马尼拉展会及马尼拉人工智能及区块链峰会。菲律宾驻马耳他领事ROGER A. STRICKLAND JR, A.H.进一步解释了菲律宾的独特营商优势。

THE PHILIPPINE CONSULATE IN MALTA AIMS TO STRENGTHEN RELATIONSHIPS BETWEEN MALTA AND THE PHILIPPINES, WHY IS THIS SO IMPORTANT? As a full member of the European Union and a gateway to both the EU and North Africa, Malta has always played an important role in international relations with both its neighbours but also countries outside the Mediterranean basin. Malta’s recent booming economy and the requirement for more skilled and unskilled workers has seen a large portion of workers coming from the Republic of the Philippines. Recent figures show about 5000 Filipinos gainfully working on the island, making this the largest non-EU population on the island. As Honorary Consul to the Philippines on the Island, I firmly believe that Filipinos have a lot to offer to local Maltese companies and their work ethics as well as fluent English are just two traits amongst many others that make such employment attractive. The strengthening of relations between both countries is of utmost importance as I firmly believe that the Philippines also has a lot to offer. The Consulate has made every endeavour to promote the Philippines as not only a place to do business with but also a place to visit on holiday. Over the past few years various meetings have taken place between the Consulate and the Philippine Chamber of Commerce and Industry, the Chamber of Commerce of the Philippine Islands and lastly the Federation of Filipino Chinese Chambers of Commerce & Industry.

菲律宾驻马耳他领事馆旨在加强马耳他与菲律宾之间的关系，两国的关系为何如此重要？

马耳他作为欧盟的正式成员国和进入欧盟和北非的门户，在与邻国以及地中海

盆地以外国家的国际关系中一直扮演着举足轻重的角色。近年来，马耳他经济蓬勃发展，市场对熟练和非熟练工人的需求激增。其中很大一部分工人都来自菲律宾共和国。最近的数据显示，来岛就业的菲律宾人约达5,000人，而且收入颇丰，是马耳他最大的非欧盟人口群体。作为菲律宾驻马耳他的名誉领事，我坚信，菲

律宾人可以为当地的马耳他公司做出更多贡献。他们具备诸多雇主青睐的优势，如良好的职业道德、流利的英语能力等。加强两国关系至关重要，因为我坚信菲律宾人可以提供很多马耳他需要的东西。菲律宾驻马耳他领事馆也极力将菲律宾打造成一片营商的乐土、一个度假的天堂。在过去几年中，领事馆与菲律宾工商联合会、菲律宾群岛工商会以及菲华商联总会举行了多次会议。

WHAT KIND OF SUPPORT DOES THE

Slingshot developed by the Department of Trade

CONSULATE OFFER TO BUSINESSES?

and Industry, this would be the first government-

Apart from providing a variety of consular services and assistance to Filipino nationals, we have also

initiated platform that would bring together key stakeholders to advance in the start-up community. As the Philippines embraces the global digital

assisted many Maltese in obtaining travel VISAS for

revolution and encourages more businesses

personal and business travel to the Philippines. The

to scale up, DTI has partnered with several

Consulate is open to assisting Malta companies in

government agencies and the private sector in

sourcing opportunities in the Philippines and playing

developing strategies and interventions that will

a key role of providing the correct information and

enable a new breed of businesses. Slingshot MNL

introducing the appropriate government channels.

served as the first government-initiated platform in the Philippines that gathered industry stakeholders

“The Consulate aims to engender opportunities for Maltese-registered companies to exhibit at the SiGMA shows in Manila and to foster a connection with Philippine companies as well as build-up the event in the coming months”

from both government and the private sector during the Philippines hosting of the Asia-Pacific Economic Community (APEC) Summit in 2015. It inspired and energised support for the growing start-up community in the Philippines and brought stories straight from innovation hubs, experts, and game-changers in the Asia Pacific Rim. After its conduct in 2015, dialogues were held between relevant stakeholders aimed to launch a new breed of businesses in new verticals like agriculture, biotechnology, electronics and digital start-ups. During the second staging in April 2016, DTI stood with a clearer mandate to listen, understand, and support key players in the Philippine start-up ecosystem. It provided support and inputs for the development of an action agenda that will further the start-up and innovation ecosystem in the

WHAT WAS THE DRIVING FORCE BEHIND THE

Philippines. With the tremendous support from the

PHILIPPINE CONSULATE IN MALTA’S DECISION

community, efforts made gave birth to DTI’s Startup

TO SUPPORT SiGMA GROUP’S ENDEAVOURS

Ecosystem Development Program (SEDP) which

IN MANILA?

aims to increase both the number of registered

The Philippine Consulate in Malta seeks to promote the Philippines as a business and holiday destination with the end view to strengthen relationships between Malta and the Philippines.

start-up survival and success rates in the country. Another milestone is the successful establishment of QBO Innovation Hub, a pioneering public-private effort between the DTI, Ideaspace Foundation, the

With this in mind the Consulate aims to engender

Department of Science and Technology (DOST)

opportunities for Maltese-registered companies to

and J.P. Morgan. QBO helps in the development,

exhibit at the SiGMA shows in Manila and to foster

growth, and scaling of the start-up ecosystem in

a connection with Philippine companies as well as

the Philippines. It is currently situated at the DTI

build-up the event in the coming months.

International Building in Makati City to provide

WHAT ARE SOME OF THE BENEFITS THE PHILIPPINES HAS TO OFFER COMPANIES, ESPECIALLY THOSE IN THE TECH AND iGAMING SECTORS? The Government of the Republic of the Philippines has been setting the relevant groundwork for this boom since 2015. With various initiatives such as

business start-ups annually and the percentage of

support services to start-up entrepreneurs. Slated on 20 October 2017, SlingShot ASEAN will bring together young minds with big ideas, innovators in constant pursuit of new solutions, supportive investors and venture capitalists, and policymakers from across ASEAN that are driven by the vision of a thriving innovation economy. (Courtesy of the Department of Trade & Industry)

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

菲律宾驻马耳他领事馆提供哪些营商支持？

除了为菲律宾公民提供各种领事服务和协助外，我们还协助许多马耳他人取得了菲律宾个人和商务旅行签证。领事馆十分乐意协助马耳他企业在菲律宾寻求业务机遇，在为这些企业提供正确的

亚太地区的创新中心、专家和行业规则改变者那里带来了值得借

鉴的成功经验。自2015年启动以来，相关利益者就农业、生物技术、电子和数字初创企业等新兴垂直领域的新业态展开了大量对话。

领事馆将努力为马耳他人注册的企业提供亮相马尼拉SIGMA展会

“领事馆将努力为马耳他人注册的企业提供亮相马尼拉SIGMA 展会的机会，积极与菲律宾公司建立联系，同时，在未来几个月内大力宣传推广展会”

宣传推广展会。

2016年4月，平台运营进入第二阶段，DTI的使命更加明确，那就是

信息、引介相关政府渠道等方面也起着十分关键的作用。

什么原因促使菲律宾驻马耳他领事馆支持SiGMA集团在马尼拉开展活动？

菲律宾驻马耳他领事馆一直极力将菲律宾建设为一个营商和度假胜地，我们的终极目的是加强马耳他与菲律宾的双边关系。因此，的机会，积极与菲律宾公司建立联系，同时，在未来几个月内大力菲律宾能给企业，尤其是科技和网络博彩行业的企业带来哪些利好？

自2015年以来，菲律宾共和国政府一直在积极为这些蓬勃发展

的行业奠定相关基础。贸易和工业部（DTI）推出了多项举措，包括 SLINGSHOT。 SLINGSHOT将是首个由政府发起的平台，它将把

关键利益相关者汇聚起来，大力扶持初创企业群体。随着菲律宾

积极响应全球数字革命，大力鼓励更多的企业扩大规模，DTI已与多个政府机构和私营部门展开合作，制定了营造多种新业态的战

略和干预措施。 2015年，菲律宾主办亚太经合组织（APEC）峰会期

间，SLINGSHOT MNL作为菲律宾第一个由政府发起的平台，聚集了众多政府和私营部门的行业利益相关者。这个平台带动了菲律

宾不断壮大的初创企业群体，给了它们更加有效的扶持，还直接从

倾听、理解并支持菲律宾的初创企业生态系统。平台还积极支持制定了一项行动议程，旨在进一步促进菲律宾创业和创新生态系统的发展。在这一群体的大力支持下，DTI经过多方面的努力，顺利

启动了创业生态系统发展计划（SEDP），旨在提高全国每年注册的初创企业数量以及初创企业存活率和成功率。另一个里程碑是成

功地建立了QBO创新中心，这是由DTI、IDEASPACE基金会、科技部

（DOST）和摩根大通共同发起的一个开创性公私合作项目。 QBO

将助力菲律宾创业生态系统的发展、成长和扩张。 QBO目前位于马卡蒂市的DTI国际大厦，专注于为创业企业家提供支持服务。预计

在2017年10月20日，SLINGSHOT东盟将齐聚英才：具有非凡创意

的年轻头脑、不断寻求新式解决方案的创新者、支持创业的投资者和风投人士，以及东盟各国愿为蓬勃发展的创新经济愿景背书的政策制定者。（由贸易和工业部提供）

WHY DO YOU THINK THE ASIAN MARKETS

The Philippines is an open economy allowing

ARE SEEING SUCH STRONG INTEREST FROM

100% foreign ownership in almost all sectors and

INVESTORS AT THE MOMENT?

supports a Build-Operate-Transfer (BOT) investment scheme. Government corporations are being

The business case of doing business with the Asian

privatised and the banking, insurance, shipping,

markets, specifically the Philippines, are varied and

telecommunications, and power industries have

wide. However, the main competitive advantages that

been de-regulated. Incentive packages include

investors have when looking at the Philippines for an

reduced corporate income tax rates and even tax

investment are the following: The Filipino workforce

exemptions and tax and duty-free importation of

itself is an advantage that the Philippines has over any

specific equipment and materials. Amongst the softer

other Asian country. The literacy rate stands at 94.6% - among the highest. English is the preferred language of business and commerce, making the Philippines the world’s third-largest English-speaking country. The Philippines is also located right at the heart of East

for expats - sun, sea, sand, and the company of the warmest people in the region. Filipinos are known for their openness to all cultures and their decidedly global outlook.

Asia and is within four hours flying time of the major

As the Southeast Asian economies integrate within the

capitals in the region. Straddling the crossroads of the

vast framework of the ASEAN Free Trade Agreement,

eastern and western business world, the Philippines

or AFTA, the Philippines is the natural and most

can serve either as a critical entry point to the over

strategic location for firms that want access to the

500 million people in the ASEAN Free Trade Area

large ASEAN market of 500 million people and the

market or as a manufacturing platform to access the

highly viable trade opportunities that it has to offer. The

powerhouse economies of East Asia, namely China, Japan, and Korea.

“Straddling the crossroads of the eastern and western business world, the Philippines can serve either as a critical entry point to the over 500 million people in the ASEAN Free Trade Area market or as a manufacturing platform to access the powerhouse economies of East Asia, namely China, Japan, and Korea”

advantages the Philippines offers a first class lifestyle

Philippines has enhanced and primed up various areas for investors and offers a dynamic and technology savvy consumer market of 96 million Filipinos accustomed to an array of product choices created by a highly competitive domestic economy. As the second-largest archipelago in the world, the Philippines offer such natural bounty from land to marine to mineral resources. The Philippines is perhaps the best place in the world to mix business with pleasure. Well-developed communication, transportation, business and economic infrastructure link the three major island groups and facilitate business growth and competitiveness. Highly accessible by air, water, and cyberspace, liberalisation of inter-island shipping and domestic aviation has further sparked improvements in facilities and services. Economic reforms emphasise regional growth, converting remote areas into business centres. The landmark BOT legislation allows private investors to engage in turnkey projects, building the required infrastructure and managing its use before turning it over to the Philippine government after a set period of time. (Courtesy of the Ministry of Foreign Affairs)

Now is the time for the Philippines to shine.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

你认为目前投资者为何会对亚洲市场表现出如此浓厚的兴趣？

在亚洲市场，特别是在菲律宾营商，相关商业案例比比皆是。然而，投资者看中菲律宾所具有的主要竞争优势如下：相对于其他亚洲国家，劳动力本身就是菲律宾的一项优势，识字率最高，达94.6%。菲律宾是世界上第三大英语国家，英语为菲律

宾首选的商务和贸易语言。同时，菲律宾位于东亚中心。仅需

Q&A 问答

“坐落于东西方商业世界的十字路口，菲律宾既可作为进军人口超5亿的东盟自由贸易区市场，也可以作为一个制造平台，对接包括中国、日本和韩国在内的主要经济体”

四个小时便可飞抵该地区内的主要首都城市。坐落于东西方

商业世界的十字路口，菲律宾既可作为进军人口超5亿的东盟自由贸易区市场的关键入口，也可以作为一个制造平台，对接包括中国、日本和韩国在内的主要经济体。

菲律宾是一个开放的经济体，各行各业都允许外商独资，政府还积极支持建设-经营-转让（BOT）投资计划。政府公司私有

化正如火如荼地进行中，政府也已逐步取消对银行、保险、航

运、电信和电力行业的管制。企业激励措施包括降低企业所得税税率甚至实行免税，对进口特定的设备和材料还实行免税

和免关税。菲律宾还具备众多软优势。外籍人士可在这里享受到梦寐以求的生活方式——阳光、大海、沙滩，自然风格纯粹

而美好，当地人更是热情友善。菲律宾人以其对文化的开放态度和广阔的全球性视野而闻名。

随着东南亚经济体在东盟自由贸易协定的大框架（AFTA）下

的不断融合，菲律宾以其得天独厚的自然和战略位置条件，成为各公司进军东盟这个承载5亿人口的巨型市场，寻找潜力

商机的不二之选。菲律宾从各方面着手，加强了投资者配套服务与设施。这个9,600万人的市场充满活力，消费者都谙熟技

术。国内竞争激烈的经济形势造就了可选产品种类的广泛性。作为世界上第二大群岛，菲律宾拥有丰富的自然资源，包括陆地、海洋及矿产资源。菲律宾可以说是世界上最能将营商与娱乐完美融合的国家。

高度发达的通讯、交通、商业和经济基础设施贯通菲律宾三大岛群，为企业发展和提高竞争力带来了极大的便利。航空、水路运输及网络空间四通八达，伴随着岛屿间航运和国内航空

的开放，各方面的设施和服务也得到了进一步改善。经济改革强调区域增长，重点是将偏远地区改造为商业中心。 BOT立法

具有里程碑意义。这项法律允许私人投资者参与交钥匙工程，让他们先建设所需的基础设施并管理投用，然后在一段时间之后再将项目移交给菲律宾政府。（由外交部提供）菲律宾大放异彩，正当其时。

CRACKDOWN IN CAMBODIA 柬埔寨镇压

WHAT’S ON THE CARDS FOR CAMBODIA’S GAMBLING SECTOR? JULIAN MOORE SPOKE WITH ROS WADE FROM ASIA GAMING BRIEF TO GET TO THE BOTTOM OF RECENT EVENTS IN THE COUNTRY FOLLOWING THEIR INAUGURAL MEKONG GAMING SUMMIT IN PHNOM PENH. 柬埔寨的博彩业前景如何？JULIAN MOORE与亚洲博彩简报（ASIA GAMING BRIEF）的ROS WADE进行了交谈，详解了在柬埔寨金边举行的首届湄公河博彩峰会之后该国最近发生的一些事件。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Earlier in 2019, Cambodia shocked the Asian gambling industry with what seems to be a sudden U-turn on the country’s previously pro-online gambling stance. Following a period of boom in the granting of casino licenses to boost Cambodia’s tourism sector as a destination for visiting Chinese gamblers, the government announced on August 18th this year that all online and arcade gambling in the Kingdom should cease operations by the end of the year. The decision by Prime Minister Hun Sen included a statement that “Cambodia needs to develop the country’s base on natural and cultural heritage tourism but not based on an income from online gambling.” Sihanoukville had been the focus of the newly developed gambling sector in Cambodia, with more than 60 casinos already licensed there and a construction boom in the beachfront town that was previously a haven for western backpackers. The apparent future fortunes of the town are closely tied to it becoming a Southeast Asian Macau, rivaling Macau’s gambling region that has long been a hotspot for Chinese gamblers. Live dealer tables are still streaming to online clients, most likely in China, and many believe the ban was not targeted at this kind of operation, which is carefully set up to ensure transparency and fair play.

“The Cambodian government is planning to publish long-awaited legislation to regulate its gaming industry in early 2020” However, many industry insiders say that the situation may not be so clear cut, with casinos in Sihanoukville still currently offering live dealer operations for their online gambling audiences. “Many of the casinos in Sihanoukville are continuing to offer online services, at least until the end of the year when their online gaming licenses will expire. The Cambodian government has said that these licenses will not be renewed in 2020, but there still appears to be some ambiguity about the extent of the ban or whether it will be permanent,” says Roz Wade.

2019年初，柬埔寨风向突变，一改先前支持网上博彩业的

立场，震惊了亚洲博彩业。为促进柬埔寨旅游业，让其成为中国赌客的目的地，柬埔寨政府曾在一段时期内大量发放赌场牌照。一段繁荣期过后，柬埔寨政府于今年8月18日

宣布，该国所有的网上赌博业和实体赌博业务都必须在今年年底前停业。

柬埔寨首相洪森出台了一系列决定，其中包括一项声明

称“柬埔寨的发展需要以自然和文化遗产旅游为基础，而不是以网络博彩收入为基础”。

西哈努克城曾是柬埔寨新发展的博彩业中心，那里有60

多家已经获得了营业执照的赌场，这个海滨小城的博彩业十分繁荣，一度是西方背包客的天堂。这座城市很有可能

会成为“东南亚的澳门”，媲美澳门的博彩业。要知道，澳门博彩业一直以来都是中国赌客的热衷之地。

网上赌博活动仍在开展着，客户估计都是中国人。许多人都认为，这一禁令并不是要针对网上交易，因为这类交易是为确保透明度和公平竞争而精心建立起来的。

然而，许多业内人士表示，西哈努克城的赌场目前仍在为网上赌客提供赌博服务，所以现在情况并不那么明朗。

“柬埔寨政府计划于2020年初发布法规来规范其博彩业，公众对该法规企盼已久”

ROZ WADE说：“西哈努克城有许多赌场仍在继续提供网

上博彩服务，它们的博彩执照最起码要到今年年底才会到期。柬埔寨政府表示，到2020年将不会再续签这些执照，

但对于禁令的具体范围以及其是否为永久性的，似乎仍未完全明确。 ”

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

因此，业内人士似乎认为，当前的混乱是柬埔寨政府规

范博彩活动的障碍。有传言称将聘请一名新的执照许可主管，各大行业巨头都已经在争夺这一职位。 So it seems that industry insiders see the current confusion as a bump in the road while the Cambodian government finds a way to regulate activities. There has been talk of appointing a master licensor, with major industry names already jostling for position. But what role does China play in this story? It’s thought that the Chinese authorities are the driving force behind the Cambodian government’s abrupt about-face in their online gambling aspirations. Across the Southeast Asian territories, Beijing’s decision to put pressure on the Philippines and Cambodia to crackdown on online gambling operations sent shockwaves through the sectors in both countries. SO HOW WILL CAMBODIA UNSCRAMBLE THE UNCERTAINTY IN THE SECTOR? Roz Wade thinks that “The Cambodian government is planning to publish long-awaited legislation to regulate its gaming industry in early 2020, covering taxation systems and established gaming zones. This should help to clarify the situation for industry players.” Of course, it’s not just Cambodia that seems to be in the firing line with the Chinese crackdown. The Philippines is also looking to appease China, with the Philippine Amusement and Gaming Corporation (PAGCOR) suspending the issuing of new online licenses at least until the end of 2019.

“it’s a good sign that regulators around the region are thinking seriously about online gambling and taking measures to make sure that it is properly regulated and administered” PAGCOR chairperson Andrea Domingo says she plans to use the suspension to address all the concerns, yet it seems unlikely this will appease Beijing which would like to see online gambling banned in the Philippines.

那么中国在这个故事中扮演了什么角色呢？有人认为，中国当局是柬埔寨政府突然改变网上赌博政策的推动力。中国政府向菲律宾和柬埔寨等东南亚国家施压，要求它们打击网上赌博活动，这一做法在这两国的博彩业掀起轩然大波。

那么，柬埔寨将如何解读该行业的不确定性呢？

ROZ WADE认为：“柬埔寨政府计划于2020年初发布法规来规范其博彩业，公众对该法规企盼已久，它将涵盖

税收制度和已建立的博彩区。该信息应该有助于行业参与者认清形势。 ”

当然，中国的施压不只让柬埔寨掀起巨浪。菲律宾也想

讨好中国，菲律宾的娱乐和博彩公司（PAGCOR）至少到 2019年底都会暂停发放新的网上博彩执照。

“这是一个好兆头，这说明该地区的监管机构正在认真对待网上博彩业，并且他们正在采取措施，设法让该行业受到合理的监管” PAGCOR主席ANDREA DOMINGO说，她想通过这次暂

停来解决所有的问题，但这似乎不太可能令中国满意，因为北京希望看到菲律宾禁止网上赌博。那么整个地区的未来会如何呢？

ROZ总结说道:“……这是一个好兆头，这说明该地区的

监管机构正在认真对待网上博彩业，并且他们正在采取措施，设法让该行业受到合理的监管。认真的投资者更希望有明确的监管规则，这样他们才能做出长期、可持续的商业决策。 ”

WHAT DOES THE FUTURE HOLD FOR THE REGION AS A WHOLE? Roz concludes, “It’s a good sign that regulators around the region are thinking seriously about online gambling and taking measures to make sure that it is properly regulated and administered. Serious investors prefer to have clear guidelines so that they can make long-term, sustainable business decisions.”

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 1 - Regulation and Compliance 会议 1-监管与合规

Malta has long been a hub for iGaming, earning praise for a flexible and strong legislative framework. Follow debate on the introduction of one of Malta’s most important acts – The Malta Gaming Act, with panellists including MGA CEO Heathcliff Farrugia, Rebecca Smitt from William Hill and Olga Finkel from WH Partners. The Prime Minister of Malta, the Hon. Joseph Muscat also gives a key note, with the focus expected to be on Malta’s future role as a global iGaming village. While Malta will feature heavily in the Regulation and Compliance conference, we’re also looking at global markets. Emerging playgrounds such as those in Africa and Latin America offer both risk and rewards to operators looking to move out of increasingly saturated European arenas. With their financial landscapes channelling unprecedented growth and increased economic stability, these gaming markets are ones to watch. Conference debate will also turn to the pertinent issues of how regulation can help protect vulnerable investors, as well as navigating tricky issues such as compliance and taxation, especially as the digital economy replaces older, more traditional processes, such as taxation. Responsible gambling has also been a major issue for operators this year, we delve into the difficulties attached to providing adequate player support, while also considering the sustainability of implementing these procedures. Tune in on the 27th as an esteemed line-up of speakers answer some of the most challenging questions facing the regulated international iGaming sphere. Has over zealous regulation killed innovation or has the industry struck the right balance? Follow the live stream shared across our channels or watch the clips back on the SiGMA Youtube channel.

HEATHCLIFF FARRUGIA CEO at Malta Gaming Authority

JAMES SCICLUNA Co-Managing Partner at WH Partners

马耳他长期以来一直是线上博彩行业的枢纽，凭借其灵活

强大的法律架构获得了诸多赞誉。在与会成员（包括马耳他博彩管理局（MGA）首席执行官HEATHCLIFF FARRUGIA、英国威廉希尔公司（WILLIAM HILL）的REBECCA SMITT 和WH PARTNERS的OLGA FUBKEL）就马耳他重要法案之一THE MALTA GAMING ACT展开讨论后，马耳他首相

JOSEPH MUSCAT也发表了主题演讲，重点探讨了马耳他作为全球线上博彩行业枢纽在未来应该扮演何等角色。

虽然马耳他是监管与合规会议中探讨的主要地区，但我们

也一直在关注全球市场的发展动态。非洲和拉丁美洲等区域的新兴娱乐场开始涌现，对于想要脱离日益饱和的欧洲市场运营商来说，是风险也是机遇。随着金融环境渐入佳

境，经济空前增长且日趋稳定，博彩市场非常值得关注。

会议讨论议题涉及监管机构如何采取措施保护抗风险能力较低的投资者，以及如何处理诸如合规性和税务（尤其是当数字经济取代如税务等相对过时、传统的流程时）等棘手问题。博彩行业应承担的责任也是今年运营商面临的主要问题，我们深入研究了在为玩家提供足够支持方面遇到的难题，同时还探索了实施这些程序的可持续性问题。

敬请关注27号播出的演讲者阵容，收看相关视频，届时他们将回答有关规范国际线上博彩领域所面临的最具挑战性的问题。严格监管是否扼杀了创新？该行业是否已找

到适当的平衡点？关注我们各个频道的现场直播，或观看 SIGMA YOUTUBE频道上的视频剪辑。

HON. JOSEPH MUSCAT Prime Minister of Malta

SUSAN BREEN Partner at Mishcon de Reya

A live performance created exclusively for Malta

Buy Tickets

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 2 - Blockchain and Bitcoin SV 会议 2-区块链和博彩游戏

Blockchain is changing the face of online gaming, with sites now offering their services entirely through blockchain platforms. DAO. Casino protocol is set to replace “traditional” centralised online casinos with gambling systems based on a collaboration of multiple parties. It ensures the automation of transactions and facilitates interactions between all the industry participants: casino operators, game developers, affiliates and players. In our conference on Blockchain and Bitcoin SV, Jimmy Nguyen opens the doors to a cryptocurrency future for all, taking a deeper look at this convergence of business and tech. Another of the draws of blockchain in the iGaming space is the ability to execute random number generation via fully decentralised platforms, with transactions being completely visible to other parties in the network and therefore verifiable and auditable. From a security perspective, all blockchain data transfers are immutable and rely on powerful cryptography that is better than any other system out there. Our fireside chat will shed more light on blockchain’s new direction for iGaming, and how it will work. The payments system is also getting a new look as a result of blockchain, with new solutions emerging to challenge the established, and more costly, payment service providers. It’s out with the old guard and in with the new, as crypto marches onwards with the intention of dominating the iGaming sector and changing the way transactions are processed for operators. What are the benefits, and what are the pitfalls? Our conference on integration of the blockchain payments technology delves into what the future holds for cryptocurrency-based payment systems and which problems need to be addressed to make this the payment system of choice for operators? Join us in the conference room for an entire afternoon of future-proof debate on the marriage of blockchain and iGaming.

CALVIN AYRE Founder of Ayre Group

ALEXANDER BORODICH Founder and CEO of Universa Blockchain

区块链正在改变网络博彩游戏的面貌，现在的网站都是完全基于区块链平台来提供服务。 DAO.CASINO赌场协

议将改变“传统的”集中式在线赌场，取而代之的是基于

多方合作的在线赌博系统。它确保了交易的自动化，并能促进赌场运营商、游戏开发商、会员联盟、玩家等所有参

与者之间的互动。 JIMMY NGUYEN在我们“区块链和博彩游戏讨论会”上，为所有人开启了一扇通往加密货币未来

的大门，较为深入地讨论了这种商业和技术的结合模式。区块链在iGAMING领域的另一个亮点是，它能够基于完全去中心化的平台执行随机数的生成，其中交易对网络

中的其他各方是可见的，因此可以进行验证和审核。从安全的角度来看，所有区块链数据传输都是基于强大的加密技术进行的，是不可修改的，这比其他任何系统都要

好。我们的专访将就区块链的新应用，iGAMING方向以及它的运作原理作进一步的阐述。

由于区块链的出现，支付系统也有了新的改变，不断涌现的新的解决方案正在挑战现有的、成本较高的支付服务

提供商。加密技术在不断发展，有望最终统治iGAMING行业，并改变运营商处理交易的方式，传统的加密技术已经

过时，新的加密技术正在兴起。好处是什么，缺陷是什么？我们的“区块链支付技术整合讨论会”深入将探讨：基于

加密货币的支付系统的未来会如何？要使其成为运营商的首选支付系统需要解决哪些问题呢？

欢迎加入我们的会议，我们将围绕区块链和iGAMING的共同未来，进行一整个下午的讨论。

JIMMY NGUYEN Founding President of Bitcoin Association

MARK BLANDFORD Partner at Burlywood Capital

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 3 - Payments and Fintech 会议 3-金融科技与支付大会

With speakers from heavyweight industries such as Trustly and Kindred lined up for the Payments and Fintech conference, the audience is in for a treat. Payment technologies have dominated much of 2019, and as they cross wires with the regulatory and compliance scene, both players and operators have faced issues. Alternative payment solutions that have helped make KYC processes easier have flourished and cyptocurrency has proven to have favourable operator use-cases across industries. The debate will also touch on the regulatory hurdles faced by new payment processors. It may be a necessary evil, but how much regulation is too much, asks GoldBlue’s Rune Loderup. Security and anti-fraud issues also feature heavily, and with regulators making their presence known, this is in an issue that hits close to home for many professionals in the industry. We also dive into differences and similarities between compliance approaches across continents and at how VPN’s have rushed into the iGaming scene. With payment processors arguably one of the most important aspects of the iGaming industry, now is a good time to ruffle some feathers and test the waters. Holding the gateway keys that could make or break businesses in emerging markets, our panels examine the current trends and challenges in the banking and payment industries moving into 2020. Having been successfully implemented across applications such as fraud analysis and customer risk scoring, AI in decision making continues to augment our daily experience. How does this relate to the state of the industry and can it address vulnerabilities within the legal framework? We examine this in more detail whilst looking at the opportunities and challenges new generations are facing as this industry continues to evolve. Up-and-coming companies such as last year’s Start-Up Pitch winners, Tomobox, have plenty to say here – watch them and other top speakers on the 27th of November.

ERIC BENZ CEO at Changelly

MARC BERNEGGER Serial Entrepreneur focusing on Fintech, Digital Assets and Exponential Technologies

金融科技与支付盛会的与会者都是来自诸如TRUSTLY和 KINDRED这样重量级的行业发言人，在场的观众们有望享受一场“盛宴”。支付技术主导了2019年，但是由于支

付技术与监管和合规领域相互交叉，玩家和运营商都面临着一定的问题。帮助简化KYC流程的替代支付解决方

案已蓬勃发展，且加密货币已被证明在各个行业中都有有利的运营商案例。

会上还将讨论新的支付处理商面临的监管障碍，这可能是个难以避免的“问题”，但什么程度的监管才是过分的监管呢？GOLDBLUE的RUNE LODERUP问道。

安全和反欺诈问题也很重要，而且随着监管机构的介入，这对许多业内专业人士来说，已成为一个非常重要的问题。我们还将深入探讨各大洲合规性方法之间的差异和

相似之处，以及VPN是如何迅速进入iGAMING领域的。

支付处理商可以说是iGAMING行业的一个重要方面，而现在正是试试水的好时机。我们的评审组掌握了可以创造或破坏新兴市场业务的关口钥匙，我们审视了当前银行和支付领域向2020年过渡的趋势及挑战。

在欺诈分析和客户风险评分等应用程序中成功实施后，人工智能在决策中的应用继续提高我们的日常生活体

验。这与行业现状有何联系？是否可以解决法律框架内的漏洞？我们会更详细地研究这个问题，同时也会关注

随着行业的不断发展，新一代人所面临的机遇和挑战。在会上，一些新兴公司的发言人（例如去年的创业大赛

（START-UP PITCH）冠军——TOMOBOX）会和观众分享

很多内容。还有更多业界翘楚，11月27日与您不见不散。

TAL ITZHAK RON Chairman and CEO, Tal Ron, Drihem & Co Law Firm

RUNE LODERUP Chairman of the board at GoldBlue AB

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 4 - Affiliates and CMO 会议 4-会员联盟与首席营销官会议

The Affiliates and CMO conference is the fourth conference taking place at SiGMA’19. The conference will cover engaging topics such as emerging markets, the regulation of markets and upcoming trends in SEO. This November we’ve got a focus on emerging markets, looking specifically at the opportunities in Asia. With SiGMA Group expanding operations to include the Asian markets and build a bridge for business opportunities between East and West, there’s plenty of insights about how to get in early and ensure you’re ready for SiGMA Manila in June 2020. Simon Eaton from GiG will be presenting about how affiliates and operators should approach relationships between Europe and Asia, what the pitfalls may be, and which new opportunities warrant further investigation. He will then be joined on stage by Johan Styren from Dilanti Media to look at how affiliates can master the enormous Asian market while looking beyond GAFA and cultural differences. Are there issues to be faced with the shifting regulatory landscape in these territories, and how should European companies navigate these new waters? Staying on the topic of how affiliates can target new markets around the world, Claus Jansson, Bob Schmidt, and Robin Caller discuss where content must be localised in order to be effective. Regardless of the vertical, country-specific content is a must-have for any affiliate with a target audience. Hear from the experts how they make it happen. There’s plenty more topics to interest everyone as the Affiliates and CMO conference continues, including harnessing the power of blockchain-powered social media, the changing face of the regulatory environment in Italy, and legal advice on how to prepare your affiliate business for sale. With some stellar names from the industry throughout the afternoon, including Charles Gillespie from Gambling.com, Matthew Ingman from Iovation, Richard Vikström from Internet Vikings, this conference is not to be missed.

CLAUS JANSSON Head Of Sales at Better Collective

JASON BARNARD Search Engine Marketing Consultant

会员联盟与首席营销官会议是西格玛2019峰会（SiGMA’19

）的第四次会议。会议涵盖新兴市场、市场监管以及SEO未来趋势等吸引人的主题。

今年11月，我们聚焦于新兴市场，重点讨论了亚洲的机遇。西格玛集团随着业务向亚洲市场的扩张，在东西方之间搭建了一座商机的桥梁。 2020年6月西格玛将举行马尼拉峰

会。对于这次会议，如何及早参与，如何做好相应准备，我们有不少的见解。

来自GIG的SIMON EATON将介绍会员联盟和运营商应如何处理欧洲和亚洲之间的关系，可能存在哪些陷阱，以及有哪些值得关注的新机遇。届时，他将与来自迪兰蒂传媒

（DILANTI MEDIA）的JOHAN STYREN一同登台，探讨会员

联盟如何在超越GAFA和文化差异的同时，把握巨大的亚洲

市场。这些地区不断变化的监管格局是否会带来一些问题，欧洲企业应如何适应这些新市场呢？

围绕会员联盟如何瞄准全球新市场这一主题，CLAUS

JANSSON、BOB SCHMIDT、ROBIN CALLER讨论了内容须

本地化才能有效的问题。无论垂直行业如何，特定国家或地区的内容对于任何有目标受众的联盟都是必不可少的。来听听专业人士是怎么做的。

随着会员联盟与首席营销官会议的继续，还有很多话题值得大家关注，包括以区块链为基础的社交媒体的力量如何

利用，意大利监管环境的变化，以及有关如何筹备会员联盟业务的法律建议。

包括来自GAMBLING.COM的CHARLES GILLESPIE，来自IOVATION的MATTHEW INGMAN，来自INTERNET

VIKINGS的RICHARD VIKSTRÖM在内的业内知名人士将汇聚一堂进行整个下午的讨论。这样的盛会不容错过。

JOHAN STYREN CEO at Dilanti Media

SIMON EATON Internet Marketing Consultant

Letâ&#x20AC;&#x2DC;s talk. About money.

Our payment service solutions. As individual as your business. www.europaymentgroup.com

Visit us at S15 + 150

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 5 - HR & Careers 会议 5-人力资源与职业

As the iGaming sector continues to grow and outperform the competitors in the digital entertainment sector, the number of people employed in the industry continues to climb higher each year. As the sector increasingly relies upon a broad range of technology roles to service the constant digital, coding, and now blockchain-focussed requirements of the industry, HR and careers has never been more crucial for iGaming businesses. Jonathan Shaw from Baton & Baton kicks off the debate in this morning’s conference as he summises that human resources are in short supply, while turnover is high, and looks to come up with a plan of action to address the issues. Also looking at the drain on human resources, and how the need for immigration from one country to another can negatively affect staffing levels, Megan Easey, a long time contributor to iGaming conferences and industry HR veteran, discusses the double-edged sword of moving people between different locations to support talent acquisition. How do the top agencies in the industry fit this into their recruitment strategies? Find out in her keynote on Friday morning in the conference room. There’s much more about HR issues throughout the morning, addressing issues surrounding talent retention, employee engagement, and the future of HR. Malta’s unofficial AI ambassador, Angelo Dalli, looks at how artificial intelligence will shake up the human resources sector, while a panel discussion on DAOs looks at the opportunity presented by the ‘wisdom of crowds’. With other debates including the importance of culture in the employee proposition, how HR can embrace the core principles of an agile environment, and company reputation in the age of lightning fast communication, the HR & Careers conference looks set to ignite a variety of viewpoints from our speakers and our audience.

FRANCINA MOISA Managing Director at Nicholls Moisa

LUCA CATANIA Head of Growth and Insights at Blexr

随着iGAMING行业持续发展并超越了数字娱乐领域的其他竞争对手，该行业的就业人数也在每年不断

攀升。随着该行业越来越依赖于技术人员，以满足行业长期以来的数字化和码化如今聚焦于区块链的需求，人力资源对于iGAMING公司而言变得前所未有

的重要。来自BATON & BATON的JONATHAN SHAW 在今天上午的会议开幕上总结道：人力资源短缺，而

人员流动率却很高。他希望拿出一个行动计划来解决这些问题。

MEGAN EASEY是iGAMING会议的长期撰稿人和行

业人力资源资深人士，她还着眼于人力资源的流失以及移民需求如何对人员配备水平产生负面影响。她讨论了在不同部门之间调动人员来进行人才培养的利

弊。行业中的顶级代理商如何将这个问题纳入到招聘策略中？您可以在她周五上午在会议室的主题演讲中找到答案。

整个上午有关人力资源问题的讨论有很多，涉及如何引进和留住人才、员工敬业度以及人力资源的未来等问题。马耳他的非官方AI大使ANGELO DALLI着眼于

人工智能如何撼动人力资源领域，而关于DAO的小组讨论则着眼于“群体智慧”带来的机遇。

其他讨论包括文化在员工定位中的重要性、人力资源如何接受敏捷环境的核心原则以及在快速沟通时代

中的公司声誉。人力资源与职业会议似乎引出了演讲者和听众的各种观点。

MEGAN EASEY Success Consultant

RODERICK SPITERI SCHILLIG Head of Employer Branding and External Relations at Betsson

WE ARE GAME CHANGERS

What to Expect 内容提要

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Conf 6 - eSports & Disruption 会议 6-电子竞技与颠覆

The global popularity of eSports has been a huge opportunity for iGaming companies, and while the eSports sector has been growing for some years now, the iGaming sector is only just coming to terms with what eSports can offer from a betting perspective. In our Friday afternoon keynotes and panel discussions, bringing this year’s conference activity to a close, there’s a host of speakers with combined decades of experience in this area. Ivan Filletti from Gaming Malta opens the debate with his opening remarks at 2pm, followed by a look at the emergence of iGaming in eSports with Robert Montgomery. Ian Smith, from the eSports Integrity Commission, and Oren Cohen Shwartz, of Skywind Group, unravel the opportunities and challenges for an industry that’s bigger than Hollywood! How do iGaming companies take responsibility for prevention of cheating, match-fixing, doping, and more, with a view to protecting the participants, the betting community, and promoting sporting integrity in the eSports sector? Looking at the disruptive side of the iGaming industry, our afternoon sessions continue with Simon Bennet from AoE Creative looking at the changing face of online marketing, as organic content-driven growth takes centre stage and shakes up the marketing landscape. Then continuing the theme of what comes next for the iGaming industry, Joshua Kell from Horizon AVL looks at horizons and pitfalls in the burgeoning gaming market. There’s plenty more on eSports and disruption as we enjoy more insights from speakers through the session. Tony Pearce from Centurions joins Joshua Kell on the main stage to talk about the use-cases for blockchain in eSports and entertainment, while Stav Zilbershtein from Hyperion Tech delves into the commercial opportunity for data mining in exchange for services. There’s far too much going on in this final conference session to list here, so it’s best just to take a seat, grab a notepad, and settle in to find out what the future holds for the iGaming sector.

GUY BAR SADE Co Founder and CEO at Simpool.io

IAN SMITH Sports Governance and Regulatory Expert Consultant

电子竞技在全球范围内的普及为iGAMING行业的公司提供了巨大的机遇。虽然电子竞技行业已经发展了很多年，但是iGAMING 行业仅仅还在探索如何将博彩融入到电子竞技中。

在周五下午的主题演讲和小组讨论中，我们为今年的会议活动

画上了圆满的句号，许多演讲者在这一领域有着数十年的经验。来自GAMING MALTA的IVAN FILLETTI下午2点致开幕词，正式拉开会议序幕。接着他与ROBERT MONTGOMERY一起探讨了 iGAMING在电子竞技中的崛起。

来自电子竞技诚信委员会的IAN SMITH和SKYWIND集团的

OREN COHEN SHWARTZ，一起阐释了这个比好莱坞更大的行

业所面临的机遇和挑战！以及IGMING行业的公司如何担负起防止作弊、假球、兴奋剂等行为的责任，保护参与者、博彩界，并发扬电子竞技行业的体育诚信。

我们下午的会议着眼于iGAMING行业颠覆性的一面，继续与来

自AOE CREATIVE的SIMON BENNET一起探讨在随着以内容为

驱动的有机发展占据主导的情况下，在线营销所发生的变化。随后，来自HORIZO AVL的JOSHUA KELL继续探讨了iGAMING行业的下一个主题，着眼于新兴游戏市场中的前景和陷阱。

会上关于电子竞技和颠覆性的内容很多，在整个会议期间，我们听到了演讲者许多真知灼见。来自CENTURIONS的

TONY PEARCE与JOSHUA KELL一起讨论了在电子竞技和娱乐业中区块链的应用实例，而来自HYPERION TECH的STAV

ZILBERSHTEIN则深入阐述了在服务中进行数据挖掘的商业机遇。

在本次最终会议中，有太多的事务需要列出，因此最好是找个位置坐下来，拿个笔记本，然后一起讨论iGAMING领域的未来。

IVAN FILLETTI Head of Operations and Business Development for the Gaming Malta Foundation

OREN COHEN SHWARTZ Managing Director at Skywind Group

The last payments integration you will ever need_

www.switchpayments.com

建立社区

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

AS MALTA CONTINUES TO FLOURISH AS A HUB FOR INNOVATION AND BUSINESS, IT IS UNSURPRISING THAT COMPANIES HAVE BEEN FLOCKING TO THE ISLAND OF LATE. AS THEY LOOK TO PUT DOWN ROOTS, SOHO OFFICE SPACE FINDS ITSELF IN THE RIGHT PLACE AT THE RIGHT TIME. THE COUNTRY’S LARGEST CO-WORKING NETWORK ALREADY HAS MORE THAN 200 COMPANIES UNDER THEIR BELT AND NOW, WITH A GROWING WORKFORCE DOMINATING THE SCENE, THEY’RE UPPING THEIR GAME. SiGMA MAGAZINE CATCHES UP WITH THE COFOUNDERS MICHAEL STEEN PEDERSEN AND KRIS JES PETERSEN.

OFF TO A GOOD START As Michael explains, the SOHO Office Space originally started because they needed the workspace for themselves. Finding the space a bit too large for the needs of the company they decided to rent out some of the space, spark a community feel, and grow the community. The rest, as they say, is history. “We filled out the space really quickly, before we knew it we had a full house – we grabbed the opportunity to grow and rebuild, things just took off, and within months the office spaces were fully booked. “We thought it would be fun and interesting, there are a lot of companies here, and so we found a niche in the market and perfected our knowledge of the companies. We know how they think, what they want, because of course we’ve been there ourselves. “It’s a plug and play solution; you don’t have to think about anything, you can come in and plug into the SOHO ecosystem, get all your office needs met, introductions to potential business partners, strategic partners, and suppliers, even a social life. Imagine you’ve just landed in a new country, you don’t know anybody, you still have to adapt to the new place. SOHO allows you to get straight down to business without the hassle.” GROWTH AND SUCCESS The next leg of their journey includes their most recent acquisition: five floors in the heart of bustling metropolis, St. Julians. The office space, which they bought on plan is conveniently located next to the Intercontinental Hotel and is estimated to be ready for its inaugural launch in 2021.

随着马耳他的持续蓬勃发展，成为创新和业务开展的中心，近来纷纷有公司涌向这个岛国也就不足为奇了。在正打算扎根的时

候，SOHO OFFICE SPACE发现自己刚好在正确的时间来到了正确的地点。马耳他目前最

大的联合办公网络中已有200多家合作伙伴，随着越来越多的员工力量主导这一领域，他们都在不断提高。 SiGMA杂志采访了联合创始人MICHAEL STEEN PEDERSEN 和 KRIS JES PETERSEN。 SOHO是如何创立的？

正如MICHAEL解释的那样，SOHO创立的最初原因是最他们自己需要工作空间。由于空间太大，超出了公司需求，他们决定出租一些空间，创建一种社区氛围，并发展该社区。其他的，正如他们所说，要归因于历史。

“我们很快就把这个空间填满了，还没等我们反应过来，房子就满了。于是，我们抓住了这个发展机会，重建办公室，然后业务就这么开始了，并且在几个月内，办公空间就被预定完了。

“我们认为这会很有趣，这里有很多公司，所以我们发现了一个商机，还完善了对这些公司的了解。我们知道他们的想法和需求，因为我们曾经和他们一样。 ”

“这是一个‘即插即用’的解决方案。你无需考虑任何事情，直接加入SOHO的生态系统，即可满足你所有的办公需求。你还可

以在这里结识潜在的业务合作伙伴、战略合作伙伴和供应商，甚至还可以丰富你的社交生活。想象一下，如果您刚刚来到一个陌生的国家，没有任何认识的人，但您还必须得适应这个新的地方。 SOHO可以为您省去麻烦，让您可以直接开展业务。 ” 成长与成功

他们的下一个旅程包括最近的一次办公空间购置：位于繁华大都市圣朱利安斯中心的五层楼。该办公空间是按照计划购买

的，位于洲际酒店旁边，设施便利，预计将于2021年正式启动。

As the demand for office space grows they have continued to expand on the flexible solutions they currently offer. As part of their multi-location strategy they opened in the business district of Gzira in May, finding a convenient space at Savoy Gardens and are now fully occupied. In November they set up a business centre in The Strand, bringing 1000 sqr metres of luxury to their clients. The new set up will include stand-out features such as private office space, a virtual office, a massive event space and meeting rooms for conference calls or client visits, as well as plenty of amenities that increase employee well-being and comfort, such as a sauna, gym, members café or rooftop bar. They’ve also made sure to include plenty of benefits that aim to encourage an all-important social environment, crucial for encouraging creative thinking and productivity. Their co-working spaces also cater for the different seasons, with big terraces and outdoor areas offering cosy spaces made comfortable with heat lamps and summer chill out zones that offer sun decks and cool, shaded spaces. In 2020 a rooftop swimming pool will complete the picture.

“The close-knit community-feel that SOHO’s shared workspaces bring, offers a diverse atmosphere for employees that is great for businesses focusing on improving retention” “In an age of increased remote and flexible working opportunities, the benefits of co-working and shared workspaces are clear to see. We’re trying to push the limits of what we believe you need to have. “We have this super strong community in SOHO St. Julians and now in Savoy Gardens we’re taking everything to the next level, building on international standards to bring a great community of people together and create opportunities for collaboration and networking.” COMMUNITY IS KEY We also discuss the importance of customer retention. With Malta plagued by high levels of staff turnover, employee happiness is a crucial part of any company’s strategy for a social and professional plan. The close-knit community-feel that SOHO’s shared workspaces bring, offers a diverse atmosphere for employees that is great for businesses focusing on improving retention.

随着对办公空间需求的增长，他们也不断扩展了当前的灵活解决方案。作为其多地点战略的一部分，他们于5月在

GZIRA商业区启动办公空间，同时在萨沃伊花园（SAVOY

GARDENS）寻找便利空间，现已全部租出。 11月，他们会在斯特兰德（THE STRAND)设立商务中心，为客户带来1000 平方米的豪华场地。

该新场地会引进一些突出功能，例如私人办公空间、虚拟办公室、大型活动场地以及用于电话会议或客户拜访的会议

室，还有许多可提高员工福利和舒适度的便利设施，如桑拿房、健身房、员工咖啡厅和屋顶酒吧。他们还确保引进大量

福利，旨在帮助建立一个至关重要的社交环境，这对于鼓励创造性思维和提高生产力至关重要。

“ SOHO共享办公区所带来的结和社区气氛，可以为员工提供了多样化的氛围，这对于想要提高员工留任率的企业来说非常有用” 他们的共享办公空间还可以满足不同季节的需求，大露台和户外区域可提供舒适的空间，暖灯设置让您冬天更加舒适，而夏季休息区则包含日光浴阳台和乘凉区域。到2020

年，还将新增一个屋顶游泳池，让整个办公场所更加完美。 “在一个远程和灵活工作机会越来越多的时代，联合办公和共享办公区的好处显而易见。我们也正在努力突破您的需求极限。 ”

“这个超级强大的社区位于圣朱利安斯，而现在，在萨沃伊

花园（SAVOY GARDENS），我们正努力将一切提升到另一个水。以国际标准为基础，将人们召集在一起，组成一个强大的社区，为合作和社交创造机会。 ” 社区氛围是关键

我们还讨论了留住客户的重要性。马耳他深受员工流动率高的困扰，员工的幸福感是所有公司制定社会和专业计划

战略的重要组成部分。SOHO共享办公区所带来的团结和

社区气氛，可以为员工提供了多样化的氛围，这对于想要提高员工留任率的企业来说非常有用。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“Community is the key word, the difference between having an office and having an office building is definitely the opportunity for community and networking. We have big offices now as well, so obviously we’re talking about employee happiness and retention – it’s important employees want to be in the office, that the environment is one they want to stay in. You want them to have a good time.” All good workspaces need to have flow, to have space for collaboration and creativity, to have that feel-good community factor. At SOHO they have managed to find the right balance of all these elements – for any company looking to build their success, SOHO should be their next port of call.

“社区是关键，拥有办公室和拥有办公大楼之间的区别就

是社区和网络机会的区别。我们现在也有大型的办公室，显然我们谈论的是员工的幸福感和保留率。 ” 让员工想要待在办公室里非常重要，要让办公室变成他们喜欢的环境，要希望他们在那里待得愉快。

好的办公空间都需要具有流动性，需要有协作和创造的空间，需要有一个良好的社区氛围。而SOHO已经成功在所

有这些要素之间找到了合适的平衡，对于任何希望公司来说，SOHO是不二之选。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

GLIMPSING THE iGAMING HORIZON

感受iGAMING视野 BY OLIVER DE BONO, COO FOR SIGMA GROUP SiGMA集团首席运营官——OLIVER DE BONO

OLIVER DE BONO IS THE CURRENT COO OF SiGMA GROUP, A POSITION HE HAS HELD SINCE 2017. HE ENTERED THE iGAMING FRAY IN 2006, ACCUMULATING OVER A DECADE OF EXPERIENCE WORKING IN THE RECRUITMENT FIELD AT A SENIOR LEVEL. HE HAS ASSISTED IN SETTING UP A NUMBER OF COMPANIES IN THE iGAMING SPHERE, AND WAS ALSO ONE OF THE ARCHITECTS BEHIND THE INAUGURAL EDITION OF THE MALTA AI AND BLOCKCHAIN SUMMIT, PLAYING AN INTEGRAL ROLE IN THE SUCCESS OF ITS LAUNCH IN 2018. OLIVER DE BONO是SiGMA集团的现任首席运营官，自2017年以来一直担任

该职位。他于2006年加入IGAMING领域，积累了十多年高水平的招聘经验。他

协助建立了iGAMING领域的多家公司，也是马耳他人工智能和区块链峰会创

刊的设计师之一，为2018年成功发行该期刊做出了不可或缺的努力。

The progressive nature of the iGaming market makes for a state of constant flux, not just from a geographical standpoint but also in terms of the evolution of today’s products. With every year bringing about innovative ideas to the market, we are now looking at a major shift in trends which are set to take the market by storm. Indeed, operators, suppliers, and affiliates must look for greener pastures if they hope to keep a finger in the iGaming pie. Recent developments in blockchain technology have already synergised harmoniously with the iGaming space, with the rise of gambling dApps generating massive transaction figures in a relatively unknown market. This combined with “the rise of hyper casual” players, we’re set to go back to basics and provide simplified forms of betting built on the intrinsic trust brought about by technology. In this nuanced landscape, not only do players feel like the “house always wins” scenario is an outdated concept, but they’re also realising that through quick and easy crypto transaction, the modern player experience has improved tenfold.

iGAMING市场的“渐进式”本质促成了一种不断变

化的状态，不管是从地域的角度还是从当今产品演变的角度来看，都是如此。随着每年都有创新想法涌入市场，我们现在关注的是趋势的重大转变，这些转变必将对市场差产生巨大影响。的确，如果运

营商、供应商和分支机构要想继续涉足iGAMING领域，就必须另谋出路。

区块链技术的最新发展已经和iGAMING领域产生

了协同效应，博彩业去中心化的兴起促使这个相对未知的市场中产生了大量交易数据。结合“超休闲

游戏”玩家的兴起，我们将回归基础，并以技术带来的固有信任为基础，提供简化的博彩形式。

在这种微妙的环境下，玩家不仅会觉得“赌场老板永远是赢家”的说法已经过时，还会意识到快速简单的

加密交易方式已经使现代玩家的体验提高了十倍。

BUILD STRONG BETTING

BRANDS

WITH US!

MEET US AT STAND

THE MOST INNOVATIVE BETTING PRODUCT ON THE MARKET!

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

正如所预料的那样，减少的交易时间和匿名因素为银行和支付处理商提供了一个很好的调和机会。然

而，不仅游戏技术在发生改变，市场游戏化和多样化 As is to be expected, reduced transaction times and the element of anonymity presents a great opportunity for banks and payment processors to reconcile. However, not only is the technology of games changing, but so is the innovation of both gamifying and diversifying a market that many games have been around for centuries with very little movement in terms of a player’s lived experience. One example in particular I believe will take a great liking is the intro of Full Colour Games - a company focused on reidentifying our basic card game and adding not only a great interactive play style, but also upgrading the intrinsic card game math and re-assessing rules built in times far gone. The additional player interactions certainly add a sense of fulfilment when the multitude of additional bets succeed.

“The future looks incredibly bright for those with a keen eye and a willingness to acclimatise to evolving and emerging markets” As the regulatory world shifts, iGaming is clearly evolving with it. From a geographical standpoint, there appear to be a number of surprise regulators on the horizon, some of which are making huge strides in unexpected markets. In fact, some are returning to better known markets such as G2E Vegas, wherein the question remains as to whether the USA will ever come out of a predominantly land-based market and catch up with Europe and the rapidly evolving Asian market, where many operators are shifting focus due to over regulation in the previously dominant European markets. To this end, both Africa and LatAm are key contenders to look out for. With new regulations on the horizon in the larger LatAm states and with a quickly growing African market, it’s easy to say iGaming is a global industry and I’m confident the best is yet to come. We are looking forward to discussing many of the above topics this November at SiGMA Malta where we are working to bring together the movers and shakers of an industry now coming out of its shell. All-in-all, the truth of the matter is that the iGaming evolution is an ongoing cycle of change that adapts to novel situations with passion and vigour. The future looks incredibly bright for those with a keen eye and a willingness to acclimatise to evolving and emerging markets. Having etched its name firmly into the annals of iGaming history, SiGMA will be leading the charge on every front and beyond.

的方式也在不断创新。在这个市场中，有一些游戏已经存在了很久，但就玩家的体验来看，这些游戏几乎没有什么变化。

我认为特别值得一提的是FULL COLOR GAMES公司的简介：本公司致力于重新定义我们的基础纸牌

游戏，不仅新增了出色的互动式游戏风格，而且还升级了很久以前制定的固有纸牌游戏的计算和评估规则。当额外的投注获得成功时，玩家互动无疑可以增强玩家的满足感。

随着监管领域的变化，iGAMING行业显然也会随之

变化。从地域的角度来看，似乎即将会出现许多突如其来的监管机构，其中一些监管机构正在意料之外

的市场中取得巨大进步。实际上，一些监管机构正在重返更知名市场，例如拉斯维加斯全球国际博彩展

览会（G2E），但其中的问题仍然是，美国是否会走出

主要的实体市场，赶上欧洲和快速发展的亚洲市场。在这些市场中，由于先前占主导地位的欧洲市场存在监管过度，许多监管机构转移了重心。

“对于那些具有敏锐的眼光且愿意去适应不断变化的新兴市场的人来说，未来非常光明” 为此，非洲和拉美都是值得关注的主要竞争者，因

为拉丁美洲较大的国家即将出台新的监管规定，而非洲市场正在迅速增长，因此，要说iGAMING是一

个全球性的行业，谁都会同意。我相信最好的还在后面。我们期待今年11月在马耳他的SiGMA大会上对上述主题进行更多讨论，我们也正在努力将这个破壳而出的行业推动者和影响者汇集到该大会上。

总而言之，事情的真相是：iGAMING行业会不断发

生变化，以饱满的激情和活力，适应新的形势。对于

那些具有敏锐的眼光且愿意去适应不断变化的新兴市场的人来说，未来非常光明。将名字牢牢地刻在了 iGAMING历史年鉴上的SIGMA将带头向各个战线冲锋，走向更远。

Identity verification for gaming GREAT NEWS! GREAT NEWS!

People want to game on your platform!

But you need to verify who they are…

...and check they’re allowed in.

79 But if you take too long to do so...

Think fast! It’s time for...

...they’ll go elsewhere.

of users will leave if the onboarding process doesn’t live up to expectations

Remote Identity Verification Remote Identity Verification

ID + Age verification

Users scan their government-issued ID using their phone

And if there’s a fraudster or underage user...

Thanks to an unstoppable hybrid of AI and human experts

It’s fast and reliable

...so legitimate users get through quickly at scale

We’ll auto-fill the details from their ID for a faster and more accurate process!

...you’ll catch them!

GAME FOR ASIA 亚洲博彩行业

iGAMING VETERAN NICK HILL AND SiGMA BRAND AMBASSADOR FOR ASIA WRITES ABOUT HOW ASIA MAY HOLD THE ANSWERS FOR OPERATORS TIRED OF AN OVER-SATURATED EUROPEAN MARKET. NICK HILL不仅是线上博彩领域的资深人士，还是SiGMA集团（SiGMA GROUP）的亚洲区

品牌大使。他在这里提到了亚洲将如何为疲于应对欧洲饱和市场的运营商提供解决方案。

OVER-REGULATED AND OVER-TAXED Something that has started to become more apparent is that Western operators are beginning to look for alternative markets outside of Europe - African and Latin American markets are both on their radar, as is the big jewel in the crown – Asia, which has become a much more sophisticated market of late. Increasingly, operators are finding their revenues starting to flat line in the over-regulated, over-taxed and over-compliant markets of Europe. The added operational expenditure due to compliance requirements, coupled with over-taxation and overzealous regulation is stifling business. UK, Denmark, Sweden – all these newly regulated markets are literally strangling the operators, so it’s little surprise they’ve turned towards the fresh, new opportunities other emerging markets can offer them. These companies are now looking to add additional incomes to their revenue stream so that they can appease their shareholders. What we have to bear in mind is that a lot of operators have had exponential growth for the last 20 years and that has suddenly declined to single digit growth.

过度管制和过度课税

西方运营商中开始出现这样一种趋势——在欧洲以外的地区寻找替代性市场，非洲和拉丁美洲市场都在其关注范围内，其中最受瞩目的当

属亚洲市场，其已在近期发展得越来越成熟。运营商逐渐发现，由于欧洲市场的过度监管、

过度课税和过度强调合规，其盈利呈现下滑趋势。由于合规性要求，导致运营支出增长，再加上过度课税和过于苛刻的管制，企业叫苦

不迭。英国、丹麦、瑞典——所有这些新进受管制市场实际上阻断了运营商的发展，因此，毫不意外地，他们转向了其他新兴市场，以寻求新的机遇。

这些公司现在正在寻求其他的创收方式，以满足股东要求。在过去的20年内，许多运营商曾

经历过指数级增长，但现在却骤降到个位数增长，这不得不令我们深思。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

GREY MARKET REVENUE Whether they’re publicly quoted or privately owned they’re starting to look at these alternative markets. Grey market revenue can be problematic however. If you’re regulated by the UKGC, anything over 5% of your gross gaming revenue that’s coming from other territories has to be declared. Grey revenue coming from China or South East Asia is not something you want to have blackening your books and they need to set up certain vehicles like corporate structures that enable them to shield the main company from the visibility of accepting grey and black market revenues.

“Increasingly, operators are finding their revenues starting to flatline in the over-regulated, over-taxed and over-compliant markets of Europe” Part of the reason that SiGMA Group has ventured into Asia is because they’ve recognised that this is a trend that is starting to ripple across markets in Europe and as they become more saturated, will likely play a huge role in defining what lies ahead for operators navigating this complex industry. This is something companies must face – and soon, if they hope to carve out a stable future for themselves. MIND THE GAP Many European companies make the mistake of thinking they can come over and boiler plate what they’ve been doing in Europe, that they can replicate the model they’ve been working with in regulated markets and still find success. The reality is that that isn’t what is going to happen because the market is totally different, from payment processing to AML and KYC policies; Asia is a totally different beast. Because it’s not a regulated market you don’t have these policies in place, it’s a different way of engaging with players, so the European operator has to be ready to embrace and work with partners they identify here - they need to be able to work with the people on the ground who understand the market – the Asian operators, providers, and consultancies who ultimately will enable them to penetrate the market successfully. EVERYTHING TO PLAY FOR South Asian players are all about trust – it is crucial they are able to trust that content. And because they are highly superstitious - anything that is technology-based and not physical-based is going to cause trust issues. If they feel something is rigged, by any stretch of the imagination, they won’t play that game.

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Take Baccarat – king of the tables in Asia and a very simple

suddenly taken off in Asia. It’s not just the pure domain

game. Western providers may have mastered the game, but

of sports betting and live dealers, which it was up until

have they mastered how to penetrate the Asian market, do

about 5 years ago. The younger player, who is not

they focus enough attention on it? Probably not, but with

so superstitious, who is upwardly mobile, who has a

changing demographics they may not need to.

disposable income and isn’t scared of digital payments,

Here in Asia you’ve got two types of players: the first is the older, more superstitious type of payer who tends to be a cash or credit player. These historical, agent-managed traditional networks have ruled the roost for the last 20 years but are now slowly dying off because of the advent of the smart phone and because the population is aging.

is growing and will soon over take the more traditional players. The Western operators can then come in and start to focus more on this new demographic of gambler. For companies who do make the move from west to east and east to west, making use of external services, such as those specialising in consultancy for businesses operating

The younger, more millennial generation are coming in

in new markets, will be crucial for ensuring a smooth

and embracing the tech, hence why slot content has

transition and pain-free ride as they cross that bridge.

灰市收入

无论这些运营商是上市公司还是私企，均开始关注这些替代性市场。但是，灰市收入可能会成为一个问题。受到英国博彩委员会（UKGC）监管的公司须将其他地区获

得的博彩总收入的5%予以上报。他们可不想将从中国或东南亚获得的灰色收入计入账簿，所以，他们需要想些办法，例如调整公司结构，以防将从灰市和黑市所获得的收入公布于众。

SiGMA 集团（SiGMA GROUP）进军亚洲的部分原因是因为他们已经意识到，这种趋势已经开始在欧洲各个

市场之间蔓延开来，此外，随着欧洲市场的日益饱和，在这一复杂的行业里，这种做法可能会在运营商把握未来发展方向方面发挥巨大作用。如果公司希望能在未来的发展中稳中求胜，这便是他们在不久的将来均须面对的事情。注意差距

许多欧洲公司错误地认为自己将在欧洲市场的套路运

用在亚洲市场，通过复制他们在规范市场中一直使用的模式仍能在亚洲市场获得成功。但事实并非如此，无论

是从支付处理和反洗钱（AML）还是客户（KYC）政策，亚洲市场和欧洲市场截然不同。亚洲市场呈现出完全不同的景象。

由于其并非属于受管制市场，所以这些政策无法得到落实。其与玩家互动方式也有所不同，因此欧洲运营商应做好准备，与在亚洲市场指定的合作伙伴友好协作，选择一些了解市场情况的当地伙伴，包括亚洲运营商、供应商和咨询公司，这有助于他们成功打入市场。一切皆有可能

对于南亚玩家而言，信任至上，即所提供的内容要能够获得他们的信任，这一点非常重要。而且由于他们的迷

信观念较重，任何基于技术而非实际的事物都会导致信任问题。如果他们认为游戏中的某些部分受到操纵，那么无论怎么样，他们都不会接受该游戏。

“运营商逐渐发现，由于欧洲市场的过度监管、过度课税和过度强调合规，其盈利呈现下滑趋势”

以百家乐（BACCARAT）为例，它是亚洲最受欢迎的一款赌桌游戏，且玩法非常简单。西方供应商可能已经掌握

了该游戏，但他们对该游戏的掌握程度是否足以帮助其打入亚洲市场，以及他们是否足够重视这款游戏，这些问题仍值得考究。答案可能是否定的，但随着玩家年龄的变化，他们可能不需要这样做。

在亚洲，有两种类型的玩家：第一种年龄较长，比较迷

信，且往往是现金或信用玩家。这些年代久远、代理托管

的传统网络在过去20年中一直处于主导地位，但由于智能手机的出现以及人口老龄化，现在正逐渐消失。

第二种是不断增加的年轻一代、千禧一代的玩家，这类群体对技术的接受度高。那么，为什么老虎机游戏在亚洲市场突然大获成功呢？因为老虎机游戏并非属于纯

粹的体育博彩和真人荷官的游戏领域，其大约在5年前开始流行起来。年轻玩家群体在不断壮大，他们的不太迷信，层次更高，且具有可支配收入，可接受数字支付方式，因此很快将取代传统玩家。这样一来，西方运营商便可以开始准备行动，并着重发展这些新一代博彩玩家群体。

对于那些已经开拓海外市场的公司来说，利用外部服务

（例如专门为在新兴市场运营的企业提供咨询服务）来确保平稳过渡、免受波折就显得尤为重要。

J U N E

2 0 2 0

SAVE

THE

DATES

WHAT THE VIPS H A D T O S AY

BEN GOERTZEL

DAVID GUNKEL

FOUNDER AND CEO OF SINGULARITY NET & CHIEF SCIENTIST AT HANSON ROBOTICS

FOUNDING CO-EDITOR - THE INTERNATIONAL JOURNAL OF ŽIŽEK STUDIES

“This is the beginning of an AI revolution. We are going to usher in a new era where AIs and humans live together peacefully.”

“The question is whether we can tie liability and accountability to a human being when you have machines enabling independent decision making.”

BOBBY LEE

LORD MARLAND

CRYPTO ENTREPRENEUR “Even though Bitcoin is a cryptocurrency and people can use it in their daily lives, I think for the next 10 years its primary use should be as an investment.”

CHAIRMAN COMMONWEALTH ENTERPRISE & INVESTMENT COUNCIL “Regulation has got to be handled carefully, where the framework for malpractice is prevented but the industry is allowed to develop”

BROCK PIERCE

NOEL SHARKEY

CHAIRMAN OF THE BOARD THE BITCOIN FOUNDATION “In 2017 the cockroaches came out, the market was infected and we had all of the wrong people doing things for the wrong reasons.”

COMPUTER SCIENTIST

“AI can work really well a lot of the time, but when it makes a mistake, boy does it make a mistake. ”

AIBCSUMMIT.COM

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Cover Story 封面故事

BEATING THE ODDS 打破常规

THESE FOUR WOMEN ARE AMONG MANY WHO HAVE HELPED BRING SUCCESS TO BLEXR, A PERFORMANCE MARKETING COMPANY BASED IN MALTA. THIS IS THEIR ADVICE ON HOW TO FORGE A FRUITFUL CAREER IN iGAMING. 这四位女性是帮助BLEXR（一家位于马耳他的绩效营销

公司）取得成功的众多女性的其中几位。这是他们关于如何在iGAMING行业成就丰硕事业的建议。

WORDS BY MARIO CACCIOTTOLO, PR AND BRANDING MANAGER FOR BLEXR ——BLEXR的公关兼品牌经理MARIO CACCIOTTOLO。

RIMANTE KVASINSKAITE SENIOR SEO ANALYST 高级SEO分析师

Cover Story 封面故事

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

I was hired by Blexr in September 2017, even though I didn’t have any gambling experience. I had invaluable, intense training, got to work on thrilling projects and was promoted after a year. I’m currently working in a team responsible for our top website, and I also onboard new members of our SEO team. The more I worked in SEO, the more I fell in love with it. I really enjoy being surrounded by inspiring fellow professionals, going to top industry conferences, and always getting to try out new things. My dynamic job really excites me. SEO is the future of marketing and a key to online business success. It’s highly competitive and this pushes us to keep up with the latest industry trends and constantly keep our knowledge sharp. Success can be measured in different ways. I believe my achievements have come from being a hard worker and a team player, as well as from always looking for ways to add value. When I started at Blexr I studied obsessively to make up for my lack of industry experience. I also made a point of showing initiative, raising my hand first and fast, even when the tasks intimidated me. Adopting this approach meant I always learned and grew and ultimately progressed. Therefore, I highly recommend being proactive and trusting the process. I’m also a big believer in always doing your best work at work and leaving your ego at home. It’s a good idea to ask for immediate feedback but don’t take that advice personally. Bring positive energy into the room and start everything from a respectful place. Having a healthy work-life balance will also play a crucial part in avoiding feeling burned out. Being a team player is a must for me, I suggest being loud with generous praise when it’s deserved. It will build trust, keep a happy environment, and make people in the team feel recognised. I do recommend that people specialise. It’s easier to become a generalist later, but specialising will fill a very specific business need, give you a competitive advantage as well as making you feel proud that you have an area of expertise. Being a part of the iGaming industry – particularly in Malta – puts you in a privileged position. To keep up with the fast pace you must be driven, determined, and assertive. Just bring the best professional version of yourself to work and show up prepared – success won’t pass you by.

“Specialising will fill a very specific business need, give you a competitive advantage and make you feel proud that you have an area of expertise”

尽管没有任何与博彩相关的经验但我还是在2017年9月被BLEXR录

用了。我接受了非常宝贵的高强度培训，然后参与了激动人心的项目，并且在一年之后获得了晋升。

我目前在一个负责我们顶级网站的团队中工作，我还负责为我们的 SEO团队招收新成员。

我在SEO领域工作得越久，我就越喜欢这份工作。我非常喜欢身边围

绕着一群充满激情的专业人士我可以参加行业顶级会议，并且总是能尝试一些新事物。这份充满活力的工作让我感到非常兴奋。

SEO是市场营销的未来，也是线上业务成功的关键所在。激烈的竞争

促使我们必须紧跟最新的行业趋势，并且不断提升我们的专业知识。成功可以用不同的方式来衡量。我认为我的成就来自于我的努力以及团队合作，还有就是，我总是在寻求增加价值的方法。

刚开始在BLEXR工作时，我就着魔似地不断学习，以弥补我对于行业

经验的缺乏。我还特别注意主动性，即使是面对让我感到害怕的任务时，我也会第一个举手，快速出击。

这样我就总是在学习、成长并最终取得进步。因此，我强烈建议您一定要积极主动并相信这个过程会让您进步。

我也一直信奉着：在工作中竭尽所能，把自我留在家中。请求即时的反馈是一件好事，但不要认为那些建议是针对你个人的。带着正能量进入工作的地方，在一个互相尊重的环境里开始一切。在工作和生活之

间保持良好的平衡也是至关重要的，这样的平衡能有效避免倦怠感。我认为每个人都必须具有团队精神，在需要称赞别人的时候就应该大声而慷慨地赞扬。这有助于相互建立信任，保持愉快的环境，让团队中的每一个人都可以获得认同感。

“成为专业人员可以满足非常具体的业务需求，为您带来竞争优势，并且可以让您为自己拥有某个领域的专长而感到自豪。 ”

我建议人们把自己的工作专业化。以后要成为多面手是比较容易的，但是先成为专业人员可以满足非常具体的业务需求，为您带来竞争优势，并且可以让您为自己拥有某个领域的专长而感到自豪。

成为iGAMING行业的一员，尤其是在马耳他，您会获得特别优待。为了跟上快节奏，您必须充满动力，有决心，坚定且自信。

只需带着最好的职业形象去工作，做好准备，成功不会与您擦肩而过。

I didn’t have any knowledge about the iGaming industry, but I heard Blexr was looking for SEO staff, and the company’s culture intrigued me. I was honest in my interview and told them I didn’t know anything about SEO – my background was in linguistics. However, I made it clear that I would do my best and learn as quickly as I could. They hired me and in June 2017 I began my new career as an SEO analyst. I will forever be grateful to Blexr for taking that big leap of faith to hire me. For the first few weeks I was more of a student than an employee, undergoing full-day learning. Every day we had question and answer sessions with managers, where no query was a stupid one. I then asked my team lots of questions and built up my knowledge. It was an amazing time, and I ended up working on one of our key web properties. Recently, I was given the chance to move into our growth team. I like this area because it makes us think more about what our users want. It gets them on board with our philosophy and our ideas, allowing us to check what they like and what they think about our products. We measure user loyalty and satisfaction, helping our teams understand the information we discover, allowing them to develop our sites to be what our users want. I stay focused on keeping our company aligned with our users, rather than the other way around. My other focus is on our internal development, how good we’re feeling as a company and how we are helping our employees grow. We organise training courses to help improve our staff’s skillsets, and we run regular internal surveys to measure how happy our staff are at work. At Blexr there’s a culture of learning. I would recommend everyone looking at a career in iGaming put in an hour or two each day to keep their knowledge current and their skills sharp. Otherwise, you may find yourself going out of date fast. Never say “no” to something just because you don’t know how. Grab opportunities as they come up and then figure out how to do something. You’ll learn, it’s just a matter of taking that first step and getting out of your comfort zone. I also strongly believe in Laszlo Bock’s advice that we all should think of ourselves as founders and act like it. It’s not about responsibilities or the role you’re given, it’s all about your attitude and your initiative. This means acting on anything that would improve the business, the culture, or working conditions. That’s how you, and the company you work for, grow and succeed together.

“It’s not about responsibilities or the role you’re given, it’s all about your attitude and your initiative”

我听说BLEXR正在寻找SEO人员，虽然我对iGAMING行业或 SEO一无所知，但BLEXR的公司文化吸引了我。

我在面试的时候很诚实，告诉他们我对SEO一无所知，我只

有语言学相关背景。但是，我明确表示，我将尽我所能，尽快

学习，最终他们雇佣了我，于是在2017年6月，我开始了作为

SEO分析师的新职业。我永远感激BLEXR，他们冒着风险选择了相信我，并雇佣了我。

在刚开始的几周里，我更像是一名学生，而不是一位员工，整天都在学习。每天我们都会与经理们进行问答环节，任何问

题都可以问。然后我向我的团队请教了很多问题，也积累了知识。那真是一段令人难以置信的时光，我最终从事与我们的主要网络属性之一相关的工作。

最近，我有幸得到加入我们成长团队的机会。我喜欢这个领

域，因为它使我们可以更多地考虑用户的需求。它有助于用户了解我们的理念和想法，也有助于我们了解用户的喜好，以及用户对我们产品的看法。

我们衡量用户的忠诚度和满意度，帮助我们的团队理解我们

发现的信息，从而能够根据用户的需求来开发我们的网站。我始终专注于让公司适应用户，而不是让用户适应公司。

我的另一个关注点是我们的内部发展，我们的公司文化，以及我们如何帮助员工成长。我们组织培训课程，帮助员工提高技能，定期进行内部调查，衡量员工的工作满意度。

BLEXR有一种学习的文化。我建议每一位想在iGAMING行业

谋职的人士每天花一两个小时提升自己的知识和技能，否则，您可能很快就会发现自己跟不上时代的脚步了。

不要因为您不知道如何处理就对某件事说“不”。可以先抓住

机会，然后再思考办法。您可以慢慢学习，但是首先您需要迈

“这与您所承担的责任或担任的角色无关，而与您的态度和主动性有关”

出第一步，并走出自己的舒适圈。

我也非常坚信LASZLO BOCK的建议，即我们都应该把自己当做公司的创始人，并像创始人那样行事。这与您所承担的责任或担任的角色无关，而与您的态度和主动性有关。

这意味着要采取任何可以提升业务、改善工作文化或工作条

件的措施。这样，您就会和您工作的公司共同成长，共同成功。

Cover Story 封面故事

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

MAGDA GORAJ

GROWTH PROGRAMME LEAD 成长计划负责人

FAYE PACE DECESARE PR & EVENTS CO-ORDINATOR 公关与活动协调员

Cover Story 封面故事

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

About three years ago I was an English teacher in a boys’ school. I wasn’t really enjoying it, and then I noticed how betting companies had great staff parties, with lots of international team members, and they were clearly having a good time. I have a BA in English and a Masters in Shakespeare and Education. I’m also an English speaker, so I put all this in my CV and looked into content departments at various iGaming companies. I pointed out how my skills crossed over into iGaming – how I was a leader (of a team of pupils), how I’d work well with product owners (as I did with other teachers), how I was used to organising day-to-day tasks for myself and others.

“Being hardworking and enthusiastic is how you get to improve your situation. My career really took off when I showed I had a passion for it”

No matter what you do, if you want to get into iGaming then your skills will often be transferable, so I’d recommend taking a step back and looking at your abilities so you can convince iGaming companies why you’d be an asset to them. I was taken on by Blexr in November 2016 as a content writer. I did that for a couple of years before I was asked to switch to the new PR and Branding team, which looks after the company’s image.

大约三年前，我在一所男子学校担任英语教师，但我不是很喜欢

We handle our social media, organise branded events and community projects and look to create a good name for Blexr, both in the industry and in the wider community. A big part of this is to show how good an employer we are, so that we are attractive to highly-skilled potential employees.

我拥有英语学士学位和莎士比亚与教育硕士学位。同时我还说英

To be a success in whatever role you have, you need to show an appetite for the position and if you want a change, you need to be vocal about what you want to happen. I worked on my copy to make it better, and I also learned about how to handle our social media accounts. I made a point of working on any feedback – which is best when it’s constructive – so that I improved. And I realised I needed more of an eye for detail. I’ve grown my skills, and that’s helped me to progress. I’ve also been friendly and respectful and polite, which are important qualities. People like to work with those that have a positive outlook and show enthusiasm. That can be hard when perhaps you’re in a role you don’t really like, but being hard-working and enthusiastic is how you get to improve your situation. My career really took off when I showed I had a passion for it.

这份工作。后来我看到博彩公司的员工聚会是多么棒，还有很多国际团队成员，显然他们非常开心。

语，因此我将所有这些内容都列入了我的个人简历中，还调查了各个iGAMING公司的内容部门。

我阐述了可以如何把我的技能运用到iGAMING领域，我是如何领导一个团队的（我曾领导过一群学生），我如何与产品负责人很好地合作（就像我曾与其他老师合作一样），以及我已经习惯于为自己和他人组织安排日常任务。

无论您是做什么的，如果您想进入iGAMING领域，那么您的技能通常都是要可以转化的。所以我建议您退后一步，审视一下自己的技能，想想如何说服行业公司你会为他们带来价值。

2016年11月，我被BLEXR聘用为内容编辑。我在这个岗位做了几

年后，被调到新的公关和品牌团队，该团队负责维护公司的形象。我们运营社交媒体、组织品牌活动和社区项目，致力于在行业内

为BLEXR树立良好的名声并提高BLEXR的知名度。其中很大一部分工作是向人们展示我们的优势，吸引潜在的高技能人才。

无论你担任的是什么职位，要想获得成功，你都需要表现出对这

个职位的渴望。如果你想改变，必须直言不讳地说出自己的想法。我对广告文案进行改进，使其变得更好，我还学习了如何运营我们的社交媒体帐户。我坚持处理所有的反馈（最好是有建设性的反馈），因此我也有所进步。我意识到我需要更多地关注细节。我

“你可以通过努力和热情来改善状况。在我表现出对工作的热情时，我的事业就真正地开始腾飞了。 ”

的技能提高了，这也帮助我进步了。

我也对他人友善、尊重他人、礼貌待人，这些素质都很重要。人们都喜欢和积极热情的人一起工作。

如果你不喜欢自己的工作，你就很难做到这一点，但你可以通过努力和热情来改善状况。在我表现出对工作的热情时，我的事业就真正地开始腾飞了。

“Once you’ve picked the right niche you want to be in, it’s a good advantage if you can show interest and work hard”

I joined Blexr in December 2015 as a junior designer and have been promoted twice. It’s been a great journey so far. The company has grown a lot since I started. At the beginning we were only two employees – me and another woman who worked in finance. As the company grew so did the design department, and now I’m in a team of five. Before I start designing, I analyse our user’s behaviour, carry out competitor research and search for any other relevant information. I organise a meeting with product team members to establish a wireframe. Only then do I start designing. If the site does not have an existing UI library, I create one and establish a style guide. Once the design is done, a meeting is organised to gain feedback from different departments and amendments are made to finalise the design.

我于2015年12月加入BLEXR，成为一名初级设计师，并且在这里升职两次。目前来看，这是一段很棒的旅程。

After development of every page I carry out a QA from a design perspective. I have also compiled user personas for some of our sites, so that we can get a better understanding of our target audience.

自我加入以来，公司取得很大的发展。最初，我们部门只有两

I’ve handled a variety of projects at Blexr. I’ve done design work for around 10 sites, as well as designing and organising our first two stands at SiGMA. Over time we have changed our processes, so I’ve had to adapt myself to a number of different things including the introduction of the Agile methodology at Blexr.

在设计之前，我会分析用户的行为，进行竞争对手研究并搜索

Agile has been great for the company and for me personally. It helped me understand why and how we do things. I had the opportunity of becoming a scrum master for a team for a while, which I enjoyed because I got to work on my coaching skills. My time at Blexr has taught me that no-one has all the answers, we are all learning. The best solutions crop up when we are all pitching ideas as a team. Once you’ve picked the right niche you want to be in, it’s a good advantage if you can show interest and work hard. We have great people in the office that you can learn from at Blexr, and they’re easy to get along with. They help you and tell you how you can improve. Currently we are being taught and encouraged to perform tests on our sites for conversion rate optimisation (CRO) purposes. We want to measure the performance of our sites. It’s something that I have been looking forward to doing for a long time and I’m excited to see the future benefits of this practice. I’m an analytical person and I like the idea of contributing to the company’s wider goals. I want to add value to whatever I’m doing and I get to feel that way in my role here.

名员工：我和另一位从事金融工作的女士。随着公司和设计部门的发展，我们现在发展成了一个有5位成员的团队。

其他所有相关信息。我还会与产品团队成员举行会议以建立线性框架。然后，我才开始设计。如果网站没有现成的UI库，我会创建一个UI库和风格指南。设计完成后，我们还会组织

一次会议，以获取来自不同部门的反馈，并进行修改，确定最终设计。

每开发完一页，我都会从设计的角度对其进行质量检查。我

还为我们的一些网站编写了用户角色，以便我们更好地了解目标受众。

我在BLEXR处理过许多项目。到目前为止，我已经完成了大约 10个网站的设计工作，还设计并组织了我们在SiGMA的前两个展位。随着时间的推移，我们的流程也有所改变，因此我必须适应许多不同的事物，包括在BLEXR引入灵活方法。

不管是对公司还是我个人而言灵活方法都很棒。它帮助我理解我们工作的原因和流程。我曾有幸为一个团队担任了一段时间的教练，我也很享受这个过程，因为这样我可以练习我的培训技能。

在BLEXR的这段时间，我学到了：没有人能解决所有问题，我

们都是在学习。当我们以团队为整体来提出想法时，才能想出最好的解决方案。一旦选择了一份喜欢的工作，你会充满兴趣、努力工作，这将会是一个很好的优势。

在BLEXR，我们有很棒的同事，很容易相处，而且可以从他们那儿学到很多东西。他们会帮助你，告诉你如何改进。

“我想在自己的岗位上创造价值，而在这里，我所扮演的角色正好让我有这种感觉”

目前，公司正在培训并鼓励我们对网站进行测试，从而最优化网站转化率。我们想要测试我们网站的性能，这是我期待已久的事情，我也很期待看到这种做法以后会带来的好处。

我是做分析的，我喜欢为公司更广泛的目标做贡献的理念。我想在自己的岗位上创造价值，而在这里，我所扮演的角色正好让我有这种感觉。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Cover Story 封面故事

ERIKA ZAMMIT

SENIOR UX WEB DESIGNER 资深用户体验（UX）网页设计师

Videoslots

BEEN LOOKING FOR? FOR MORE INFO VISIT: www.videoslotscareers.com

Gambling can be addictive, play responsibly. Videoslots.com is operated by Videoslots Ltd, a company registered in Malta having registration number C 49090. Panda Media Ltd is regulated by the Malta Gaming Authority under licence number MGA/CL1/956/2014, MGA/CL1/1048/2014, MGA/CL1/1047/2014, MGA/CL1/1091/2015, MGA/CL1/1261/2016 and MGA/CL1/1262/2016 and the Gambling Commission in United Kingdom under licence number 000-039380-R-319311-007. The facilities provided to UK players is solely made in reliance on the latter licence.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

AHEAD OF THE CURVE 引领潮流

VASILIJE LEKOVIC, DIRECTOR OF GAMING ACCOUNTS AT TRUSTLY, A SWEDISH FINTECH COMPANY THAT MAKES ONLINE BANKING PAYMENTS FAST, SIMPLE, AND SECURE SAT DOWN WITH SiGMA TO DISCUSS HOW THE PAY N PLAY® MODEL IS REVOLUTIONISING THE PLAYER EXPERIENCE 瑞典金融科技公司TRUSTLY致力于研发快捷安全的在线银行支付方式，其博彩业务总监瓦西里耶·列科维奇（VASILIJE LEKOVIC）向SIGMA杂志阐明了

PAY N PLAY模式如何彻底改变玩家体验。 65

LET’S TALK ABOUT THE PAY N PLAY MODEL. HOW IS IT STREAMLINING THE PROCESS FOR PLAYERS? Trustly’s aim has always been to bring innovation to gambling. The way Pay N Play works is by deviating from the regular ways players tend to create their account before playing, such as by filling out lengthy registration forms or sending in proof of identity. Players can instead circumvent this journey completely by paying their deposit directly from their bank. The account can then be created and verified through Trustly by the collection of KYC (Know Your Customer) data. The data is then shared with the operators, allowing the player to get straight to playing. This has brought extremely good results across multiple markets since introduction in 2015. Today we serve around 70 brands with Pay N Play products throughout Sweden, Finland, Germany, Estonia and The Netherlands and very soon we hope to launch in other markets as well. WHY DO YOU THINK IT HAS BEEN SO SUCCESSFUL IN THE SPORTS BETTING AND GAMBLING INDUSTRIES? The main advantage that Pay N Play brings to gambling operators is a simplified and improved user experience for their players, an enhanced KYC and verification process and an instant pay out product. These days players expect a quick and simple experience - a no hassle registration and instant payouts. And that’s exactly what Pay N Play provides. CAN YOU EXPLAIN IN MORE DETAIL HOW PAY N

lengthy registration process can be a huge drop out point for users. With the Pay N Play solution, this issue has been addressed, it’s a super simplified experience. What we see in markets where we have launched the product, is that more and more users are shifting towards websites with Pay N Play and away from traditional gaming websites because they know that they get a user experience which allows them to enjoy playing without wasting time on lengthy registration systems and tedious identification processes. COMPLIANCE IS A HOT TOPIC FOR OPERATORS NOWADAYS. HOW DOES PAY N PLAY FIT INTO THIS EQUATION? Pay N Play helps operators to fulfill both Danish and MGA KYC requirements by providing verified KYC data to operators. This helps them to optimise their KYC processes and prevent fraudulent activity. The majority of the collected KYC data comes from the user’s bank, where the user has already established their identity when opening a bank account by providing personal documentation.

“Users are looking for instant gratification. They don’t want to be tied down to a lengthy registration process; they don’t want slow, outdated methods”

PLAY MODELS CATER FOR THIS NEW GENERATION OF PLAYERS? Users are looking for instant gratification. They don’t want to be tied down to a lengthy registration process; they don’t want slow, outdated methods. Pay N Play addresses this need by ensuring a fast, simplified experience across different devices. It plays right into the requirements for the new, millennial players, who want a quick and intimate experience, both before they start playing the game and also when it comes to getting their money back into their bank account. And Pay N Play offers that – by including one click instant pay outs, which is an important advantage in this era. SO WE COULD SAY THAT COMBINING THE REGISTRATION AND DEPOSIT STEP HAS HAD A POSITIVE IMPACT ON PLAYER RETENTION FOR OPERATORS. Yes, especially for player acquisition, player retention, player conversion and player re-activation. It’s had an extremely positive impact on all those parameters. The

WHAT’S NEXT FOR TRUSTLY? For about a year now, we’ve been working on a new innovative feature called In-Banner Betting. Imagine a banner on your favorite sports betting website that gives you special odds on the weekend’s big football derby. Instead of looking at the odds and then leaving the website to register, deposit, and place a bet, Trustly’s In-Banner Technology makes it possible for you to complete the entire process simply by placing a bet directly from the banner. You don’t even need to leave your favorite sports news website. Trustly is already live with the basic version of the product with Catena media, one of the biggest European affiliate companies. And we’re currently working with multiple affiliates and operators on launching this across different brands and markets. We strongly believe that In-Banner Betting will be another game changer and that it will disrupt the whole industry!

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“新一代用户追求便捷。他们不想被冗长的注册程序所束缚，也不想要缓慢又过时的方式。 ” 请您谈谈PAY N PLAY模式是如何为玩家简化流程的呢？

在博彩领域，TRUSTLY一直追求创新。在常规模式下，玩家需在

游戏之前创建账户，比如填写冗长的注册表或发送身份证明。而 PAY N PLAY模式创新之处在于，玩家只需直接通过银行存入款

项，便可避免那些繁琐程序。通过从银行和其他第三方来源收集

KYC 数据来了解客户，即时创建和验证账户，数据可由运营商共享，因此玩家可以直接开始游戏。该模式自2015年推出以来，在各大市场上成绩斐然。如今，在瑞典、芬兰、德国、爱沙尼亚和荷

兰，我们为大约70个品牌提供PAY N PLAY产品及服务，希望不久之后，可以进军其他市场。

PAY N PLAY在体育博彩和赌博行业如此成功，您对此有何看法？

对博彩运营商而言，PAY N PLAY的主要优势是简化和改善玩家

的用户体验，改善KYC和验证流程以及提供即时支付方式。如今，玩家青睐于快捷的用户体验—注册简便和即时支付，而这正是 PAY N PLAY的优势所在。

PAY N PLAY模式是如何满足新一代玩家需求，您是否可以详细讲述一下？

新一代用户追求便捷。他们不想被冗长的注册程序所束缚，也不想要缓慢又过时的方式。过时的方式。他们希望在开始游戏前的

程序尽量简便，银行到账速度及时。 PAY N PLAY不受设备所限，给玩家带来快捷的用户体验，而这正符合千禧一代的需求。

用户希望在游戏和提款过程中都有迅速且私密的用户体验。而

PAY N PLAY产品可实现一键式即时支付，完全符合新时代需求。因此，我们可以说，将注册和存金相结合，着实为运营商赢得了大批忠实用户。

尤其是在玩家获得率、留存率、转化率和重新激活率方面，PAY N PLAY模式都产生了非常积极的影响。对于用户而言，冗长的注

册流程可能是一个巨大的包袱。而PAY N PLAY提供极简化的体验，可以有效解决这个问题。在产品使用市场中可以发现，越来

越多的用户从传统博彩网站转向使用配备PAY N PLAY的网站。玩家获得了快捷的用户体验，不用在冗长繁琐的注册和身份识别流程上浪费时间，可以尽情享受游戏乐趣。

门话题。 PAY N PLAY对如今，对于运营商而言，合规性是一个热门

此有何解决方案呢？

PAY N PLAY向运营商提供经过验证的KYC数据，帮助运营商获

取满足丹麦MGA要求的客户资料，这样，有助于优化KYC流程并防止欺诈。 KYC数据不是由用户提供，也不必由运营商进行额外

验证，而是由TRUSTLY提供并进行验证。大部分KYC数据都来自用户所使用的银行，当用户在银行开户时就已经确认身份并提供了个人资料。

TRUSTLY下一步作何打算？

近一年来，我们一直在研究一项创新模式—横幅投注（IN-

BANNER BETTING）。想象一下，您在最喜欢的体育博彩网站上看到一条横幅广告，上面标注着周末大型足球德比比赛中开出

的特别赔率。通过TRUSTLY横幅投注技术，您可以从横幅直接下注，完成全部流程，而不用退出网站之后再注册，存款，下注。一

直盯着赔率、退出、注册、存金和下注，您甚至可以继续查看您最喜欢的体育新闻网站。

欧洲最大的联营公司之一CATENA媒体，已经采用了TRUSTLY

产品的基本版本。目前，我们正与多家联营企业和运营商合作，在不同品牌和市场推出该款产品。

我们坚信，横幅投注将成为博彩界的一大革新，势必颠覆整个行业！

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

A B2B BRAND WITH A B2C MENTALITY

一个秉承B2C理念的B2B品牌 JULIET ADELSTEIN IS THE COO OF GANAPATI PLC AND THE CO-CEO OF GANAEIGHT COIN LTD. SHE JOINED GANAPATI FOLLOWING 3 YEARS AT JAPAN’S TOP ADVERTISING AGENCY, WHERE SHE BROKERED AND MANAGED GLOBAL SPONSORSHIP AND ATHLETE ENDORSEMENT DEALS FOR SOME OF JAPAN’S BIGGEST COMPANIES. AFTER 7 YEARS LIVING AND WORKING IN JAPAN, JULIET’S EXPERTISE LIES IN BRIDGING THE GAP BETWEEN EASTERN AND WESTERN CULTURE. HERE SHE EXPLORES HOW ONLINE CASINO GAME DEVELOPERS ARE SETTING OUT TO MARKET B2B PRODUCTS TO A B2C MARKET. JULIET ADELSTEIN是GANAPATI PLC的首席运营官，也是GANAEIGHT COIN

LTD的联合首席执行官。在加入GANAPATI之前，她在一家日本顶级的广告代理机构工作了3年，为一些日本最大的公司代理和管理全球赞助和运动员代言事

务。凭借着在日本生活和工作7年的经验，JULIET擅长弥合东西方文化之间的鸿沟。在这里，她探讨了在线赌场游戏开发商如何将B2B产品推向B2C市场。

In most tech companies, the method of marketing a

However, the implication behind these deals is that the

product has traditionally been determined according to

sports figures or teams involved are being used as tools

whether it is being received by a business or a consumer.

for direct response marketing, and with the ultimate aim of

iGaming on the other hand, a uniquely untraditional

customer acquisition, rather than as valuable partners for

industry in itself, is beginning to notice a shift away from

strategically building brands.

this way of thinking.

At Ganapati, a B2B slot provider, sponsorship deals

It is generally accepted that business-to-business (or “B2B”)

have played a significant role in the marketing of our

marketing strategies tend to be formed as a result of a

products to the end-user – the players, and have proved

logical process involving factual information, whereas those

to be extremely successful for all involved. Ganapati has

with a business-to-consumer (“B2C”) focus usually come

previously collaborated with singer Enrique Iglesias, for

from a place which is more creative and emotion-based.

our game She Ninja Suzu, as well as the star of Pen-

iGaming brands, however, commonly take a different approach. Whilst the aim of game providers is ultimately to attract businesses, in iGaming, even B2B brands require their own identity in order to be repeatedly recognised and played in online casinos. Something which is particularly important for online casino suppliers to bear in mind is customer experience – B2B iGaming brands need to place players’ needs at the centre of their marketing campaigns. It is often reported that the missing element in B2B

Pineapple-Apple-Pen, Pikotaro. More recently, Ganapati partnered with boxing legend Manny Pacquiao, to produce his official slot game, Pacquiao One Punch KO. This game has taken the company’s offerings to new heights by introducing a sport sponsorship with a globally renowned star to its ever-expanding portfolio. The best for Ganapati is still yet to come, with even more exciting sponsorship projects in the pipeline. The company, embracing the B2C mentality, ensures that these sponsorship deals are not just a marketing ploy, but are used within our games to generate the theme and an engaging storyline.

marketing is the “human touch”, or to put it another way, personality – it is easy to forget that even B2B companies are people dealing with people. In today’s digital, socially-connected age, every company’s public image matters, as does connecting and engaging with your product’s end-user. It is therefore increasingly important to humanise your company. Brand awareness is no longer only relevant to B2C

“It is often reported that the missing element in B2B marketing is the ‘human touch’, or to put it another way, personality ”

marketing. As audience behaviours change, so should marketing strategies. Today, there are more and more examples of brands that are using B2C tactics to acquire and retain B2B users – Slack, which prides itself on its “customer-centric” marketing model, and of course Microsoft, which employs a creative “storytelling” content marketing approach to accurately convey the team’s passion to the users of their products. So, how exactly are online casino game developers setting out to market B2B products to a B2C market? Whereas operators these days are rife with sports sponsorship and brand endorsement deals, they are relatively uncommon elsewhere in the industry. Why don’t B2B brands do these in the same way? Paddy Power has recently announced Jose Mourinho as the new face of their games. Every sports betting company you can think of sponsors a football club.

Whilst gambling and sport certainly seem to go hand-inhand, if it is simply a question of associating a famous name or logo with your brand, then there is no meaning behind the deal – a powerful partnership involves an emotional narrative and a collaborative approach. Storytelling is particularly important – rather than a traditional endorsement deal, if an entirely new product were to be created together with the sports property, it would be significantly more meaningful to both parties and therefore more likely to appeal to a wider audience. And, of course, put that B2B brand on the map. So, since there is clearly already an overlap, perhaps the gap between who we are marketing to in iGaming is narrowing. The B2B market is oversaturated, thus in order for these B2B brands to attract players and maintain positive customer relationships, it is essential to

It’s unavoidable.

endeavour to implement creative means to stand out. If

For the 2019/2020 Premier League season, 84% of football

means marketing messages collide, is it such a bad thing?

clubs have ties with gambling or betting companies.

After all, our industry is all about advancement.

we can find new and original ways to achieve this, which

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

大多数科技公司都是采用传统的做法，根据产品的目标

帕迪鲍尔（PADDY POWER）最近宣布穆里尼奥（JOSE

方法。然而，作为一个独特且非传统的行业，iGAMING

育博彩公司都会赞助一个足球俱乐部，这是必然的。

受众是企业还是个人消费者来确定将产品推向市场的开始转变这种思维方式。

人们普遍认为，企业对企业（“B2B”）的营销策略往往基于涉及真实信息的逻辑过程，而企业对消费者（“B2C”

）的营销策略往往来源于一个基于情感且更具创造力的过程。

但是，iGAMING品牌通常会采取不同的方式。虽然游戏供应商的最终目的是吸引企业，但在iGAMING行业，即使是B2B品牌，也需要有自己的知名度，这样在在线博彩网站中才能被识别，玩家才会反复玩他们的游戏。

“经常有报道称，B2B营销中缺少的要素是“人性化”，或者换句话说，就是个性化” 对于在线博彩供应商来说，客户体验非常重

要，iGAMING行业的B2B品牌需要把玩家的需求置于其营销活动的中心。

经常有报道称，B2B营销中缺少的要素是“人性化”，或

者换句话说，就是个性化。即便B2B公司采用的也是人与人打交道的方式，但他们很容易被忘记。

在当今这个数字化、社交化的时代，每家公司的公众形

象都至关重要，与产品的最终用户建立联系和互动也同样如此。因此，使公司人性化变得越来越重要。

B2C营销不再是影响品牌知名度的唯一因素。随着受众行为的变化，营销策略也应随之变化。

如今，有越来越多的品牌利用B2C策略来吸引并留住

B2B用户的例子：SLACK以其“以客户为中心”的营销

模式而感到自豪，当然还有微软，采用富有创意的“讲故事”的内容营销方法，将团队的激情准确传达给用户。

那么，在线博彩游戏开发商究竟打算如何将B2B产品推向B2C市场呢？

尽管如今的运营商都通过体育赞助和品牌代言来进行

推广，但这些在业内其他地方还是相对较少见。为什么 B2B品牌不这样做呢？

MOURINHO）成为他们的新代言人。你能想到的所有体在2019/2020赛季的英超联赛中，84％的足球俱乐部都与赌博或博彩公司有联系。

然而，这些交易背后所蕴含的却是：那些体育人物或体育团队只是被用作直接反应营销的工具且以获取客户为最终目标，而不是作为有价值的合作伙伴，用于战略性地建立品牌。

作为一个B2B博彩供应商，GANAPATI的赞助交易在

将产品推向最终用户（即玩家）的过程中发挥了重要作用，并且已经得到证明，这对所有的参与者来说都非

常成功。 GANAPATI之前与歌手安立奎·伊格莱西亚斯

（ENRIQUE IGLESIAS）合作过SHE NINJA SUZU游戏

项目，还和《PEN-PINEAPPLE-APPLE-PEN》的演唱者

PIKOTARO合作过。最近，GANAPATI与拳击传奇人物曼尼·帕奎奥（MANNY PACQUIAO）合作，制作了他的官

方博彩游戏——《PACQUIAO ONE PUNCH KO》。该游

戏通过在其不断扩展的产品组合中引入全球知名球星的体育赞助，将公司的产品推向了一个新的高度。对于 GANAPATI来说，好戏还在后面，还有更多激动人心的

赞助项目正在筹备中。 GANAPATI秉承B2C理念，确保这

些赞助不仅仅是一种营销策略，而且还会用于在我们的游戏中引入主题和精彩的故事情节。

尽管赌博和体育似乎密不可分，但如果仅仅是简单地将您的品牌与一个著名的名字或标志关联起来，那么这些赞助交易就失去了意义。强大的合作伙伴关系涉及感性叙述和合作取向。

故事叙述尤其重要，这一点与传统的代言方式不同。如

果一个全新的产品能够与体育产业一起被创造出来，那么该产品对双方来说都会很有意义，因此更有可能吸引更多受众。

当然，也能极大地提高该B2B品牌的知名度。

由于两者之间显然已存在交叠，因此我们的iGAMING

营销对象之间的差距也可能正在缩小。B2B市场过于

饱和，因此，对于这些B2B品牌来说，要想吸引玩家，保

持积极的客户关系，就必须采取创新的方法，让自己脱

颖而出。如果我们能想出新颖独创的方法来实现这一目标，也就是营销信息碰撞，这会是一件坏事吗？毕竟，我们行业所做的一切都是为了进步。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

TRIALS AND TRIBULATIONS 考验和磨难

AS ANY EVENT PLANNER WILL TELL YOU, ORGANISING AN EVENT IS FULL OF YOUR USUAL BLOOD, SWEAT AND TEARS; ORGANISING AN iGAMING EVENT ON THE OTHER HAND OFFERS A RARELY SEEN RAY OF SUNSHINE BREAKING THROUGH ALL THE LOGISTICAL MAYHEM. 任何一位活动策划者都会说，组织一场活动靠的是平时的血汗和泪水；而组织一场 iGAMING活动，则能使平时看不到的后勤混乱全部都暴露无遗。 BY EMILY MICALLEF, SiGMA GROUP EVENT DIRECTOR 作者：EMILY MICALLEF，西格玛集团（SiGMA GROUP）活动总监

The entire iGaming industry seems to have an inexhaustible enthusiasm for the industry itself. Quite apart from the many attractive perks that come with most iGaming companies nowadays, the fact that the industry seems to attract only the best-of-the-best, creates an ever-growing and ever-improving collection of creative minds and outgoing personalities, which make iGaming events some of the most imaginative and inspirational. So, it stands to reason, that an event with this type of attendee is not your standard event. Known as being over the top and dripping in glitz and glamour, this distracting façade is actually only a small part of what makes these events so successful. The iGaming industry in Malta alone employs over 11 thousand people and has become one of the main pillars of the Maltese economy, generating around 6,850 full-time jobs in the first half of 2018 and contributing 12% to the total value of the Maltese economy. In Europe, Asia and now also Africa, the importance of the business deals made at these events, and their contributions to the market cannot be overstated. Not to mention the ripple effect of profit which is cascaded down to suppliers of transport, hotels, caterers and many more. Therefore, it is the content of these networking events which takes centre stage and which has to be the main focus of an event planners agenda.

整个iGAMING行业似乎都对行业本身有着无穷的热情。撇开当今大多数iGAMING公司所具有的许多诱人优势，事实是，这个行业似乎只吸引最好的人，这样它才得以创造了一个不断增长和完善的充满创造性思维和外向性特点的

环境，使iGAMING活动成为一些最富有想象力和启发性的活动。

因此，理所当然的是，一个有这种参与者的活动不会是您见

过的常规活动。这种被人们认为是“超凡脱俗，流光溢彩”的表面，实际上只是这些活动如此成功的一小部分原因。

仅在马耳他，iGAMING行业的从业者就有1.1万多名，现已

是马耳他的一大主要经济支柱，2018年上半年就创造了约 6850个全职工作岗位，贡献了马耳他经济总值的12%。对

于在欧洲、亚洲以及现在的非洲，在这些活动中达成的商业交易的重要性，及其对市场的贡献，怎么称赞都不为过。更不用提利润的涟漪效应，还会波及到运输、酒店、餐饮等服务提供商。

因此，这些社交活动的内容是关键，也是活动策划者考虑的重点。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

One of the biggest obstacles faced is the party-image, which has now been so strongly associated with the industry that it is an uphill struggle to create a healthy balance between the entertainment and the business verticals of the event. Don’t get me wrong, the entertainment, and networking opportunities must always remain high up on the agenda, but the rapid growth of the industry and the extra zeros on the end of the price tag of these events, has created a higher level of seriousness for participating companies. This has led to a significant increase in expectation of compliance procedures and the result is a unique challenge of innovation vs. legislation.

其中一个头号难题就是活动的形象，它现在与整个行业联系紧密，所以要在活动的娱乐性和商业性之间建立一个健康的平衡是相当费脑筋的。

不要误解我的意思，娱乐和社交机会都是必须始终优先考虑的，但是行业本身的快速发展以及这类活动的成本的增加，都对参与公司的重视程度提出了更高的要求。

这导致了合规程序预期的大大增加，其结果便是创新与立法之间的权衡。

那么，为什么SiGMA的活动在业界能做到如此出色呢?

我们在马耳他的旗舰活动这些年来呈指数型增长，且没有

“In Europe, Asia, and now also Africa, the importance of the business deals made at these events, and their contributions to the market cannot be overstated”

SO HOW HAVE SiGMA EVENTS HELD THE ATTENTION OF THE INDUSTRY SO WELL? Our flagship event in Malta has grown exponentially over the years and sees no sign of slowing down. Interest in Malta from outside of Europe hovers at an all-time high, our expansion into Asia, with SiGMA Manila in June 2020 is a fantastic opportunity for our local suppliers to bridge the gap between East and West. This will bring new business opportunities to European operators looking to expand their interests and to suppliers in the local area keen to strike up a strong relationship with Western companies. SO IS IT THE CONTENT OF SIGMAS EVENTS, THE ELABORATE AND INDULGENT NETWORKING EVENTS, OR THE PLANNING PROCESS ITSELF THAT HAS LED TO SUCCESS? The answer is that it is a wonderful, eclectic, mad mix of all three. No event can truly be successful without taking all of the above into account. SiGMA has managed to find a sense of balance and in spite of it all become a stable fixture in Malta. When it comes to events in the fast-paced iGaming industry, especially these last couple of years, expectations are high and the rewards can be great. It is not for the faint hearted though - the chance for failure is real, as shown by the graveyard of iGaming events that have tried and failed to establish themselves. But the benefits can outweigh the risks. All that is needed is a little bit of luck and the incentive to push forwards and successfully navigate the obstacle course that is event planning. But what is life if not a game of luck?

任何放缓的迹象。来自欧洲以外的客户对马耳他的兴趣达

到了空前水平，随着2020年6月SiGMA马尼拉展会（SiGMA

MANILA）的举办，我们将进军亚洲，这对我们当地的供应商来说是一个建造东西方桥梁的绝佳机会。这将为有扩张需

求的欧洲运营商以及渴望与西方公司建立牢靠关系的本地供应商带来新的商机。

“对于在欧洲、亚洲以及现在的非洲，在这些活动中达成的商业交易的重要性，及其对市场的贡献，怎么称赞都不为过” 那么，SiGMA活动成功的原因到底是在于其活动内容够精

彩、还是其社交活动安排够细致、还是活动策划过程本身呢? 答案是，兼而有之，它是这三者完美、折衷、疯狂的结合。若

不考虑这几个因素，任何活动都无法真正做成功，而SiGMA 已找到一种平衡，而且使这些在马耳他形成了一种稳定模式。

在快节奏的游戏行业，尤其是最近几年，人们对游戏的期

望值很高，得到的回报也很丰厚。然而，这并不适合胆小的

人——失败的可能性是真实存在的，那些努力过最后却没有达到预期的iGAMING事件的也是历历在目。

但收获会大于风险。我们所需要的只是激励自己向前的动力，然后成功地战胜困难，这就需要好的活动策划，再加上一点点运气。

但是，人生就是一场需要运气的游戏，你说呢？

COMMUNICATION HOLDS THE KEY 沟通是关键

GREENTUBE MALTA HAS AN ANNIVERSARY TO CELEBRATE. FIRST LICENSED BY THE MGA IN 2006, THE COMPANY BEGAN TO EMPLOY STAFF ON THE ISLAND IN 2009 AND NOW HAS A PLETHORA OF WELL-DESERVED MILESTONES TO TOAST. AFTER STARTING OUT WITH A TEAM OF JUST SIX EMPLOYEES, IT IS NOW ALMOST 50 STRONG. AT ITS HEADQUARTERS IN VIENNA, THERE ARE MORE THAN 400 EMPLOYEES WORKING FOR THE COMPANY. SiGMA MAGAZINE MEETS WITH TREVOR DE GIORGIO, A MAN WHO HAS BORNE WITNESS TO MALTA’S TRANSFORMATION INTO AN INTERNATIONAL iGAMING HUB. 马耳他GREENTUBE公司将迎来周年纪念日。该公司于2006年从马耳他博彩管理局（MGA）获得许可证，然后于2009年开始招聘员工，发展至今已获得了不小的成就。从最初只有6名员工的团队发展到

现在的近50人。其维也纳总部的员工更是超过了400名。 TREVOR DE GIORGIO，作为马耳他走向国际 iGAMING中心这一过程的见证者接受了SIGMA杂志的专访。

Trevor made his first foray in the industry when he took on a work placement with the then MEP Simon Busuttil. It was a case of being in the right place at the right time. A threemonth posting turned into a year and he found himself at the heart of a controversial debate, as the IMCO debated whether online gaming should be included in the services directive. It proved to be a definitive moment for both the industry and his career – and certainly one that piqued his interest. He followed this up during a spell with the MGA, helping them set up an EU affairs office. Eventually, in January 2010, Greentube came knocking. He joined as a lawyer for the company’s in-house counsel that June. It was a formative decision and, as he says, one that he had to mull over. He had enjoyed his work at the MGA and had thrived under its mentors, then CEO Reuben Portanier and Head of Legal and Chief of Legal and Regulatory Affairs, Joe Borg.

TREVOR首次涉足这个行业还是在与当时的欧洲议会议员SIMON BUSUTTIL一起共事的时候。这就叫做天时地利人和。原本三个月

的工作延续到了一年，之后，他发现自己处于一项十分前沿而有争

议的事业之中，因为欧洲议会下属部门“内部市场与消费者保护委

员会（IMCO）”就网上博彩是否应该被纳入到他们的服务框架都存在争议。事实证明，那个时候这个行业和他的个人事业都正好处于一个关键性时期——当然他对此是持积极态度的。

他在马耳他博彩管理局工作期间，仍在负责这方面事务，

并帮助，建立了该行业的欧盟事务办公室。终于在2010年1

月，GREENTUBE公司向他伸出橄榄枝。同年6月，他以内部法律顾问的身份加入了该公司。这是一个关键的决定，正如他所说，他是

经过了深思熟虑的。他很喜欢曾经在马耳他博彩管理局的工作，并认为自己在首席执行官 REUBEN PORTANIER、法律主管和法律与监管事务主管JOE BORG的领导下获得了巨大进步。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

In the intervening period, Greentube had seen a gradual

has shown this, is that compliance is key,” says Trevor de

shift from the dot com approach to a dot country one.

Giorgio. “There are a number of different facets which

When Trevor first joined the company, it was only licensed

everyone attributes to compliance but they should be

in Malta. Now, it holds licences in eight other jurisdictions:

handled individually because they’re all equally important.”

the UK, Alderney, Gibraltar, Spain, Italy, Romania, Belgium, and Germany’s Schleswig Holstein. As with everything else, Greentube takes compliance seriously, offering the

Trevor goes on to explain that if you look at the UK, there are multiple challenges to deal with, including compliance,

industry a forward-thinking approach to tackling tricky

money laundering, and responsible gaming. “The

and often restrictive regulatory demands.

problem”, he says, “is that we try to package them all in a neat little compliance box, but they are separate issues. They’re linked but have their own individual peculiarities.

“I’ve seen a positive change of attitude here in Malta. I’ve seen a regulator that is looking at not only ensuring the market is regulated but also communicating with other regulators”

You need to be prepared for every single one. “How you do that depends on the compliance attitude of the board and its appetite for risk. I have to say that here at Greentube, because of our link with the NOVOMATIC Group, we take compliance very seriously. We have a board position where we try to ensure we are as compliant as possible and I think the results show. We have seen challenges in a number of different jurisdictions, and we have adapted and moved forward. I’ve seen a positive change of attitude here in Malta. I’ve seen a regulator that is looking at not only ensuring the market is regulated but also communicating with

“The UK regulator has set the trend. Initially I believe

other regulators. If we want to move forward, regulators

quite a few operators took it with a pinch of salt, and you

need to speak to each other. If we remain isolated in our

can’t do that. The reality nowadays, and I think the UK

castles then the situation is not going to improve.”

与此同时，GREENTUBE公司从仅在互联网发展到在许多具

“你的做法取决于董事会对合规性的态度和风险承受度。我

的许可证。现如今，该公司已持有英国、奥尔德尼、直布罗陀、

集团的关系，我们非常重视合规性。而董事会则在尽力让我

体国家得到认证。 TREVOR刚加入公司时，公司只有马耳他

西班牙、意大利、罗马尼亚、比利时以及德国的石勒苏益格-

荷尔斯泰因等八个司法管辖区的许可证。与其他所有事物一样，GREENTUBE公司认真对待合规性问题，为该行业提供

了一种用于应对棘手的监管要求（且往往是限制性的）的前瞻性的方法。

“英国监管机构已经引领了潮流。最初，我认为有相当多的

运营商是半信半疑的，认为前景黯淡。今天，我认为英国已经用事实证明了该行业完全有前景，关键是要合规。 “虽然

人们遇到的合规性问题也有很多种，但却需要分别来处理，因为每种问题都同样重要。 ”

TREVOR接着说，如果你看看英国，有很多挑战需要应对，包

不得不说，在GREENTUBE公司，由于我们与NOVOMATIC

们做到合规，我觉得结果还不错。我们在许多不同的司法管辖区都遇到了挑战，但我们已经适应并且取得了进展。 ”

“我在马耳他看到了这种态度的积极转变。我看到一家监管部门不只是做监管市场工作，还会与其他监管部门进行沟通”

括合规性问题、洗钱问题以及如何做负责的博彩的问题。他

“我在马耳他看到了这种态度的积极转变。我看到一家监管

立的问题,它们是有相互联系的问题，但有各自的特点。你需

通。如果我们想向前迈进，各监管部门需要相互沟通。如果

说：“然而我们总想把它们一股脑的都解决了，但它们是独要为每一个问题做好准备。 ”

部门不只是做监管市场工作，还会与其他监管部门进行沟我们仍然各行其是，那么情况就难以好转。 ”

“We need to be prepared and the only way to do that is to listen to similar experiences”

“我们需要做好准备，而唯一的方法就是学习类似的经验”

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“I like what I’ve seen from the new administrator at the MGA, I like it a lot. They’re not just open to speaking to regulators – this has been common throughout – but they speak a lot to operators, they ask them about the trends. They want to listen as well, and I appreciate that. “ “The Key Individual scheme introduced by the MGA, whereby senior company executives undergo a due diligence process, is a strong step in the right direction. I think it maintains individual responsibility for the sector. People know now that you are answerable for what’s going on. I don’t believe in the situation where you have one person who is covering 20 to 30 companies as a key official. I don’t think that is sustainable and if I was to read between the lines, I think it shows that the MGA doesn’t think it is sustainable either. We need to have much more visibility on what is going on and I feel that ensures responsibility.” It is refreshing to see such a proactive attitude. Even when the UK Gambling Commission started issuing its first fines, many operators took a rather lackadaisical ‘wait and see’ approach. In contrast, Trevor tells us Greentube took the issues affecting the industry to heart, hoping their approach would be prevention rather than cure. Whilst it’s not a panacea to all regulatory ills, it has certainly prepared them to meet challenges head on. “You need to stay ahead of the game - and we have done this. We believe we have taken a proactive approach that is required to counter any difficulties. Training is essential. We need to be prepared and the only way to do that is to listen to similar experiences.” One thing Trevor believes is currently lacking, that would help make life simpler for operators and suppliers alike, is if regulators came together more frequently to discuss their experiences and work out best practice that might help standardise compliance regulation. “We sometimes have a tendency to close ourselves off and not communicate with each other. I believe if we started doing that more, sharing these similar experiences, we’d learn much more.” Of course, there are also issues that stem from the regulatory side. One of the biggest challenges according to Trevor is the perceived conflict between compliance and brand. “On the one hand, the brand wants to make the site a strong revenue stream, whilst compliance is seen as trying to limit that revenue stream. The biggest bumps in the road happen when there isn’t proper communication. If you communicate with each other, you will eliminate that point of conflict.” There are also difficulties when regulators ask for change without allowing for enough time for the company to solve the issue. “We like to call it the butterfly effect, where if we touch one part of our platform, there will be a ripple effect. Sometimes the period of time given to us to fix it is not enough, and we need to explain this to regulators. We aren’t delaying because we want to make as much money as possible; we simply need to make sure the platform performs properly after we carry out the changes. It’s not just flicking a switch, it’s much, much more complicated.”

“马耳他博彩管理局的新管理者们所提倡的内容，让

我很是喜欢。他们不仅愿意与其他监管机构沟通（这点不稀罕），而且他们还愿意和运营商沟通，听取有

关行业动态方面的问题。他们也愿意听，这点我很赞赏。 ”

“马耳他博彩管理局推出的‘关键个人计划’是朝着正确方向迈出的重要一步。根据该计划，公司高管将接

受尽职调查。我认为该计划强化了个人对行业的责任感。人们现在知道每个人都要对正在发生的事情负

责。我觉得不能存在一个人担任20-30家公司的核心

管理者的情况，因为他不可能顾得过来。也就是说，我认为马耳他博彩管理局也不会认可这种不长久的方

式。我认为我们必须要了解事情的进展情况才能确保每个人都对手头的事情负责。 ”

看到这样积极的态度，是令人振奋的。即使是在英国博彩委员会开出第一批罚单时，许多赌场运营商还是采取了一种相当漫不经心的“观望”态度。相比之

下，TREVOR说GREENTUBE公司非常重视那些会影

响行业的问题，他们更愿意采取“预防”而非“治疗”的方法。虽然这不是解决所有监管弊病的万灵药，但可以肯定，他们已经做好了迎接挑战的准备。

“你需要始终保持领先——我们已经做到了。提倡，我

们认为我们已经采取了积极主动的态度来应对任何

困难。培训是必不可少的。我们需要做好准备，而唯一的方法就是学习类似的经验。 ”

TREVOR认为，目前还需要完善的是，如果监管机构能够抓紧开会讨论并制定出可能有助于合规监管标准

化的最佳措施，那么运营商和供应商就会过得更加顺心了。 “我们有时倾向于封闭自己，不与他人交流。我

相信，如果我们一开始就更多地交流，分享类似的经验，那么我们会学到更多。 ”

当然，监管方面的问题还是有的。 TREVOR认为，其中一个最大的挑战就是合规性与品牌之间的冲突。他

说：“一方面，品牌希望使网站成为一个强大的收入来源，而合规性被视为是限制这种收入来源的东西。这

时，如果没有恰当的沟通，便会出现大问题。如果彼此互相沟通好，那么这种矛盾就能解决。 ”

如果监管机构要求企业去整改，却不给足够的时间，这也会产生问题。他说：“我们喜欢称之为蝴蝶效应，

当我们只触及系统的一部分，却会波及更大的方面。有时，给予我们的整改的时间不够，我们需要向监管机构阐明。我们不是因为想多赚钱而故意拖延，而只

是想在整改之后确保平台能够正常运行。这可不是开关一按就马上解决的事，而是很复杂很复杂的事。 ”

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

WRITTEN IN THE STARS

大势所趋

BITSTARZ HAS BEEN RECOGNISED THROUGH NUMEROUS AWARDS AS ONE OF THE BEST CRYPTO CASINO’S IN PLAY. SRDJAN KAPOR, HEAD OF AFFILIATION & ACQUISITION AT BITSTARZ CASINOS SHEDS SOME LIGHT ON THEIR JOURNEY THUS FAR. BITSTARZ获得过许多奖项，是公认的顶级加密赌场。 BITSTARZ 赌场的合作

与收购主管SRDJAN KAPOR对这一路走来的历程有自己的心得。 85

YOU HAVE BEEN RECOGNISED AS THE BEST CRYPTO

it’s on public display, I know for sure the money has been

CASINO, AND WON AN ASKGAMBLERS AWARD FOR

sent to me, which gives me, as a player an extra level of

PLAYERS CHOICE 2018 – WHAT IS IT THAT MAKES

security and peace of mind.

YOU STAND OUT FROM THE CROWD? DO YOU HAVE ANY PLANS TO ADD ANY OTHER There’s nothing more humbling and honouring than

CRYPTOCURRENCIES TO YOUR OFFERING?

being voted best casino 2018 by actual players, so first I’d like to thank everyone who voted for us. You guys

We are always open to offer more cryptocurrencies,

are amazing! I have to admit, being the first casino in the

especially if there’s a demand from the players. The only

world to offer crypto alongside FIAT has given us some

challenge we’re facing in regards to offering more, smaller

major advantages. I mean, it always helps to have had a

cryptocurrencies is that many of the casino game providers

bit more time to perfect the player experience. We also

don’t support them for wagering, but they’re getting there!

have a “player first” perspective on everything we do, and

We also offer a fantastic opportunity to convert the BTC into

are quick to implement changes based on feedback from

various FIAT currencies on deposit, which enables the BTC

players. This doesn’t just make BitStarz a better casino

depositors to get access to a wider range of games. I mean,

product, but also make the players feel extra appreciated.

they shouldn’t have to suffer because the game providers

To add to that, our promotions, excellent service and fast

can’t catch up (hint hint).

withdrawals are just some of the major reasons why so many players choose to play here as well. SINCE LAUNCHING BACK IN 2014, YOU’VE GONE ON TO REDEFINE THE ONLINE CASINO INDUSTRY – 5 YEARS ON, WHERE IS BITSTARZ NOW? WHAT HAVE BEEN SOME OF THE BIGGEST CHALLENGES YOU’VE ENCOUNTERED ALONG THE WAY? BitStarz was founded on the notion that Bitcoin and other cryptocurrencies are the future of online gaming. Our

“If you do the exact same thing as everyone else, you become like everyone else. The hard part is to stay one step ahead”

conviction of this is as strong as it was when we started, and we’re seeing more and more casinos adopting the use of BTC and Altcoins. I hope that means we’re doing something right. I think the biggest challenges we face (alongside our competitors) is predicting the next big thing. If you do the exact same thing as everyone else, you become like everyone else, so the hard part is to try to stay one step ahead. One other thing worth mentioning as well, is of course the competition among casinos today, as we are all fighting for the same players. With that said, it really serves as a great motivator for us at BitStarz.

BITSTARZ SERVICE – IS THIS AN ESSENTIAL FEATURE FOR TODAY’S GENERATION OF PLAYERS? There’s no doubt that fast withdrawals are absolutely vital. It’s not just about people nowadays wanting to get things quickly, but it has a lot to do with trust. I’ve personally experienced casinos stalling my withdrawals, and when it happens I choose to go somewhere else. The players are taking a leap of faith by depositing their own hard-earned

WHAT ARE THE ADVANTAGES FOR PLAYERS IN BEING

money into the casino. Hence, I believe it’s only fair to show

ABLE TO PLACE WAGERS IN BTC OVER REGULAR

them the same respect in return by ensuring they get their

CURRENCIES?

winnings out with lightning speed. We have an average

I wouldn’t say there’s a benefits of wagering in BTC as opposed to FIAT currencies, as wagering is wagering. However, there are some major benefits of depositing and withdrawing in BTC as opposed to traditional currencies. When you’re using FIAT options such as e-wallets and cards, there’s a middle man. When you deposit and withdraw Bitcoin, you’re making a direct transaction to

processing time of 10 minutes, and plenty of players experience automatic withdrawals as well. On top of that, we don’t have any withdrawal limits, which mean you can withdraw all your winnings in a day, without restriction. As an example, we had a player winning over €2 million in a single spin, and as soon as he requested withdrawals they were processed within 10 minutes or less.

and from your casino account (like digital cash in other

WHAT CAN WE EXPECT TO SEE IN 2020, ANY

words), which gives you more control over your own

INTERESTING PLANS LINED UP?

money. One other thing that I personally like about using

SPEEDY CASHOUTS ARE A DEFINING PART OF THE

BTC when playing in a casino, is the withdrawal speed

Well, we always have a few aces up our sleeves (total pun

and the transactions being visible in the blockchain. As

intended), but we’d like for that to remain a secret!

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“如果你和其他人做一样的事，那你只会变得和其他人一样，所以关键是要做到先人一步” 你们被评为最好的加密赌场，并获得了2018年玩家之

选“ASKGAMBLER”大奖——你们是如何做到脱颖而出的呢?

没有什么比被真实玩家投票选为2018年最佳赌场更令人骄傲和

荣耀的了。所以首先我要感谢所有投票给我们的人，你们太棒了！我不得不承认，成为世界上首个同时支持加密货币和法定货币的赌场，这的确能让我们获得某些优势。也就是说，这让我们有更多时间去完善玩家体验。我们所做的每件事，都秉承“玩家至

上”的原则，并且能够根据玩家的反馈及时做出改变。这不仅使得 BITSTARZ成为了更好的赌场，也让玩家觉得自己被格外尊重。除

此之外，我们的推广活动、优质服务以及取款的便捷性也是众多玩家选择这里的主要原因。

自2014年开业以来，你们在不断重新定义线上博彩业——5年过去了，BITSTARZ现在处于什么位置？你们一路走来遇到的最大挑战是什么？

比特币和其他加密货币是在线博彩业的未来，这是BITSTARZ在创

立之初就秉承的观点。现在我们仍然坚信这一点，我们看到越来越多的赌场开始使用比特币和阿尔特币（ALTCOIN）。我希望这意味

着我们正在做正确的事。而我们遇到的最大的挑战就是去预知下

一次大事件，我们的竞争对手也和我们一样。如果你和其他人做一样的事，那你只会变得和其他人一样，所以关键是要做到先人一

步。另外值得一提是今天各赌场之间的竞争，因为我们都在争夺同样的玩家。不过，这确实也是BITSTARZ的一大动力。

对于玩家来说，与常规货币相比，押注比特币有什么好处?

我不会说在押注时比特币比法定货币有什么好处，因为押注本身没有区别。然而，与传统货币相比，在比特币中存钱和取款却有很

大的优势。当你使用电子钱包和信用卡等法定货币时，你需要通过中间人来进行交易。而当你存取比特币时，你是在与你的赌场账户进行直接交易（就像把现金数字化了），这样你可以更自由的支配自己的钱。就我个人而言，在赌场使用比特币还有一个原因，那就是它的取款速度和交易过程可以在区块链看得见。因为它是完全

透明的，我能确定钱已经到我这儿了，这让我作为一个玩家感到特别的安全和放心。

你们是否打算再加入其他的加密货币呢?

我们一直都乐于提供更多的加密货币选择，尤其是在玩家有需求

的情况下。如果要提供更多、更小的加密货币，唯一的困难是，很多赌不能支持用这些新货币下注，不过赌场方面也在朝这个方向努

力！我们还提供了一个非常棒的功能，玩家可将比特币兑换成各种

法定货币，让比特币存款人可以玩更多的游戏。我的意思是说，我们不能因为赌场跟不上步调而让玩家忍受任何痛苦（使眼色）。

快速提现是BITSTARZ的服务特色——这对当今一代的玩家来说是一项必须的功能吗?

毫无疑问，快速取款是绝对重要的。这不仅是因为现在的人们想要迅速取款，而且还事关信任方面。我个人经历过赌场拖延取款的情况，一发生这种事，我就再也不去那家了。玩家们把自己辛苦赚来的钱存进赌场，本身就是一种冒险。因此，我认为只有确保以闪电

般的速度让他们拿到奖金，才是对他们的尊重。我们的平均处理时

间是10分钟，同时许多玩家也会使用自动取款功能。最重要的是，我们没有任何取款限制，也就是说，你可以一天内把所有奖金取

出，完全没有任何限制。比方说，我们有个玩家单次赢了200多万欧元，但他取款时只要10分钟甚至更少的时间就够了。 2020年会有什么惊喜吗，有没有什么有趣的计划呢?

当然，我们手上一直都握有王牌（双关），但我们希望暂时还是保密吧！

THE FUTURE OF RECRUITMENT 未来招聘

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

IN 2018 A COMPREHENSIVE STUDY BY EY SHOWCASED THAT FINDING THE RIGHT TALENT IS A KEY CHALLENGE FOR 64% OF BUSINESSES. FRANCINA MOISA, iGAMING ELITE AND NICHOLLSMOISA DIRECTOR, WRITES ABOUT HOW BRINGING THE RECRUITMENT PROCESS INTO THE FUTURE CAN HELP BUSINESSES ACHIEVE SUPERIOR EMPLOYEE ATTRACTION AND RETENTION RATES, GAIN COMPETITIVE ADVANTAGE IN THE MARKET PLACE AND REDUCE ATTRITION COSTS. 安永（EY）在2018年进行的一项综合研究表明，找到合适的人才是64％的企业面临的关键挑战。iGAMING ELITE和NICHOLLSMOISA的董事FRANCINA MOISA写道，未来如何进行招聘过程，对于企业获得卓越的

员工吸引力和留用率，在市场上获得竞争优势，以及降低人员流失成本等方面都是非常有意义的。

Imagine that you are a start-up gaming business, or maybe an established company looking to launch within a new market. Would you compromise on the quality of your acquisition campaigns? Would you attempt to acquire your consumers with no attention to detail? Would you launch into a new market and acquire customers with absolutely no CRM strategy in place? Offer Affiliates an uncompetitive rewards structure by sending a database mailshot? Sounds insane, doesn’t it ? Add to this an unhealthy obsession of “who has the most benefits” and you will find yourself in a race to the bottom to access talent relevant to your business.

“Gaming companies are missing out on the key ingredient to successful talent attraction and retention: cultural and commercial alignment” Without a doubt businesses have to market themselves to their audience and potential talent targets, but by focusing on monetary benefits and basic emotional engagement to the brief “wow factor”, gaming companies are missing out on the key ingredient to successful talent attraction and retention: cultural and commercial alignment. Is it not time that you move past the basic Skype video calls, generic psychometric testing and benefit list that sounds the same for everyone? You invest heavily in your technology, service and product offering, office space and sustainable initiatives. Why leave your recruitment process behind, stuck in the ’00s? But sometimes companies have little choice and it’s up to industry service providers, such as ourselves, to raise the bar and present solutions that are designed to reduce this risk and help businesses engage and retain talent in a long-term, sustainable way, rather than through spot trading.

想象一下，如果你是一家刚起步的游戏公司，或者是一家希望在一个新的市场中开展业务的老牌公司。那么，你会在收购活动的质量上做出妥协吗？你会在不注重细节的情况下

争取消费者吗？你会进入一个新市场并在没有任何CRM策

略的情况下获得客户吗？你会通过发送一个数据库邮件，为附属公司提供一个没有竞争力的奖励机制吗？听起来很疯狂，不是吗？

再加上对“谁的利益最大”这种不健康的执念，你会发现自己在争取专业人才的竞争中垫底。

毫无疑问，企业必须向受众和潜在的人才目标推销自己。但

是当只专注于通过金钱利益和对低概率的“意外惊喜”的基本情感投入来吸引人才时，游戏公司正在错过成功吸引和留住人才的关键因素：文化和商业的结合。

难道现在还不是你放弃基本SKYPE视频通话、普通心理测试以及福利清单的时机吗？

“游戏公司正在错过成功吸引和留住人才的关键因素：文化和商业的结合”

你在技术、服务和产品供应、办公空间和可持续发展计划方面投入了大量资金。为什么你的招聘过程如此落后，还停留在“00年代”呢？

但公司有时别无选择，这就需要行业服务提供商（比如我

们），来提高标准，并提出解决方案，降低这种风险，帮助企业长期、可持续的方式来吸引和留住人才，而不是通过一锤子买卖。

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.

iNTERGAME ONLINE.com

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

As business owners ourselves, we directly understand the impact that wrong hires, high staff turnover and scattered recruitment processes have on your business and rather than accepting that “it is what it is” and succumb to inertia, we decided to do something about it. Imagine if you could know everything there is to know about a candidate, before committing yourself to a face-to-face meeting. Imagine if you could measure, scientifically, whether you are compatible from a behavioural, psychometric and commercial value point of view. Imagine if you could ask potential talent specific, scenario-based questions that are designed to draw up their problem solving skills and specific expertise in your key area of interest. Imagine if you had access to all of this information at your fingertips, from anywhere in the world. This is our “something”. We committed ourselves to change and innovation and we are proud to introduce to you our exclusive and unique candidate assessment system I.R.i.S , helping you bring your recruitment process into the future and achieve long-term results in a more cost efficient way. All of this, underpinned by a combined expertise of over 30 years in strategic headhunting, targeted advertising and market mapping across EMEA. Lead the way in innovation across the board and start it where you can see the quickest, most tangible difference: in your employees. “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.” - Charles Darwin Are you ready to change?

作为企业老板们，我们直接了解到错误录用、高员工流动率、零散的招

聘程序对我们业务造成的影响，因此我们决定采取了一些措施，而不是接受“这就是事实”并屈服于惰性。

想象一下，如果你能在举行面试之前，就已经了解候选人的一切。想象

一下，如果你能从行为、心理测量、商业价值的角度，科学地衡量对方是否合适。想象一下，如果可以问一些潜在的基于具体场景的问题，这些问题可以了解他们在你主要关注领域上的问题解决能力和具体的专

业知识。想象一下，如果所有这些信息，你都能从世界任何地方就轻而易举获得。

这是我们要做的我们致力于变革和创新，我们很荣幸向你介绍我们独

有的候选人评估系统I.R.I.S。它能帮助你将招聘流程进行大升级，并以

更具成本效益的方式取得长期成果。所有一切都是得益于我们在欧洲、中东、非洲地区的战略猎头、定向广告及市场定位方面所积攒超过30 年的专业知识基础。

全面领导创新，你能以最快的速度、最显眼的方式看到你员工之间的差异。

“能够生存下来的物种不是最强壮的，也不是最聪明的，而是最能适应变化的。 ” - Charles Darwin 你准备好做出改变了吗？

Photos supplied by Mischon De Reya 照片由Mischon De Reya提供

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

REGULATION: A STRATEGIC PERSPECTIVE

监管：战略眼光

SUSAN BREEN AND NIKI STEPHENS, PARTNERS IN THE BETTING & GAMING TEAM AT LEADING LAW FIRM MISHCON DE REYA, DISCUSS THE INCREASE IN REGULATORY INTERVENTIONS AND THE RELATED STRATEGIC IMPLICATIONS FOR iGAMING BUSINESSES. 世界领先的律师事务所MISHCON DE REYA的博彩团队合伙人SUSAN BREEN和NIKI

STEPHENS对监管干预措施的强化情况以及线上博彩业务的相关战略意义进行了讨论。

WHAT IMPACT HAS REGULATORY CREEP HAD ON THE SECTOR? SUSAN: The industry continues to grow in top line terms, and despite governmental initiatives to restrict supply (e.g. advertising, customer due diligence, control on affiliates) new markets (e.g. US, South America) are opening. However, regulation is now one of the biggest determinants of industry growth. Deploying the right regulatory strategy is a critical operational imperative and will unlock M&A opportunities for operators and affiliates alike. HAS THE APPROACH TO REGULATORY ENFORCEMENT CHANGED OVER THE LAST FEW YEARS? NIKI: Yes absolutely. From a UK perspective, there has been a significant increase in investigations by the UK Gambling Commission (UKGC). In its 2018-2019 enforcement report, the UKGC stated that it has carried out 160 investigations and hundreds of compliance assessments; a significant increase on previous years. The nature of the assessments has also changed. Licensees can expect regulators to look more closely at how the business operates, the customer journey and back-end systems.

监管规模的悄然扩大对行业产生了哪些影响？ SUSAN：尽管政府采取了限制供应的举措（例

如广告、客户尽职调查、联盟管控等），但行业的各项收入指标仍在持续增长，新兴市场（例如美国、南美）也在不断开放。无论如何，监管是当前

行业发展的重要决定因素之一。部署正确的监管策略势在必行，且其可为运营商和联盟等创造并购机会。

监管的执行方式在过去几年内是否有所变化？

NIKI：当然，这一点毋庸置疑。就英国而言，英国

博彩委员会（UKGC）的调查力度大幅增加。根据英国博彩委员会发布的2018-2019年执法报告

显示，其已实施了160项调查和数百项合规性评估；与往年相比有显着增长，且评估性质也有所变化。此外，监管机构将会更加密切地关注持牌方的业务运作方式、客户体验和后端系统。

SUSAN: And of course it’s not just the UKGC.

•

that compliance sits at the heart of your

out a number of assessments this year and other

business. Regulators like to see evidence.

jurisdictions are following suit. Compliance has

Keep records of internal meetings at which

an increasingly important place on the agenda at

compliance matters are discussed.

board level. But all this costs: it’s a contributing factor to the increase in M&A activity.

•

Think about resourcing. Is your compliance function sufficiently large to ensure that the

DO YOU EXPECT THIS APPROACH TO

business keeps moving in the right direction

CONTINUE?

and advancements in compliance continue to be made? Operators need to ensure that

NIKI: We expect the UKGC to continue regular

customers continue to be monitored effectively.

compliance assessments and to initiate licence reviews where necessary. We also expect to see

•

Create an action plan to help monitor

a shift in focus to areas such as due diligence on

progress. Ensuring ongoing compliance is a

supply chains/B2B relationships and data security.

continuous cycle and the evaluation phase is

SUSAN: The focus to date has been on online casinos but sports betting and other businesses are not immune and they should also be examining their compliance policies and procedures. An example of this is the recent focus by the UKGC on certain white label businesses. WHAT STEPS SHOULD BUSINESSES BE TAKING? NIKI: Most businesses will have already made significant progress in improving compliance. Those who have critically assessed each aspect of their business will be better prepared for regulatory assessments: prevention is better than cure. SUSAN: Compliance and cost-pressures are driving M&A activity with some operators and affiliates accelerating their exit or growth strategies as a result. Those looking for an exit will need to have their house in order if they are to achieve optimal deal terms. Buyers will need to consider their integration strategies carefully and ensure acquisitions do not affect their ability

critical. Are the improvements you have made working? If not, why not? This is particularly important in areas such as customer interaction where the emphasis is shifting towards outcomes-based regulation.

“Ultimately, there is no short cut. Compliance needs to be at the heart of any buy, build or exit strategy” SUSAN: On the affiliate side, businesses should be monitoring and auditing their advertising and marketing strategies, and the activities of any sub-affiliates, on a regular basis to ensure ongoing compliance. The issues identified by the UKGC in certain recent cases involving white labels apply equally to affiliates.

to meet compliance obligations and monitor

Ultimately, there is no short cut. Compliance needs

customers so as not to inherit legacy issues.

to be at the heart of any buy, build or exit strategy.

WHAT ARE YOUR TOP TIPS IN THE CURRENT CLIMATE?

Think about how you will show a regulator

We know, for example, that the MGA has carried

Consolidation is set to continue and the top three ingredients for smart M&A which delivers value are: (i) acquiring quality ‘value added’ (ii) at the

NIKI: There are a number of things that

right price and (iii) successful post-transaction

businesses should be doing but here are three

integration. Value can easily be compromised

that come to mind:

where compliance weaknesses exist.

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“总而言之，成功没有捷径。应将合规性作为任何购买、构建或退出战略的核心” SUSAN：当然，发生变化的不只是英国博彩委员会。例如，我们还了解到，马耳他博彩管理局（MGA）在今年开展了多项评估工作，且其他司法管辖区也纷纷效仿。在董事会层面，合规性在议程中的重要性也日益突显。但所有这些均有助于促进并购活动的增加。您希望这种局面持续下去吗？

NIKI：我们希望英国博彩委员会能够继续进行常规的合规性评估，并在必要时启动许可证审查程序。此外，我们还希望能将监管重点

投向诸如供应链/B2B关系等方面的尽职调查和数据安全等领域。

SUSAN：迄今为止，虽然在线赌场始终是监管重点，但体育博彩和其他业务也应参与其中，其合规性政策和程序也应接受调查。最近，英国博彩委员会就已经开始将视线转向某些白标业务。企业应采取哪些措施？

履行合规义务和监测客户的能力，以免造成遗留问题。面对当前的局势，您能给出一些建议吗？

NIKI：企业要做的事情很多，但我想在这里重点强调三点：

• 企业需思考如何向监管机构证明合规性是公司业务的核心。监管机构非常看重证据，所以请保留有关讨论合规性事宜的内部会议记录。

• 企业需考虑资源配置问题。确定合规职能部门的规模是否足以维持业务的正常发展，以及合规性方面是否在不断完善。运营商需确保继续对客户进行有效监测。

• 企业需拟定执行计划，促进监测开展。确保长期持续合规，同时，评估阶段也至关重要。企业应评定做出的改进是否有效，如果无

效，则应追因溯源。这一点在客户交互等领域中尤为重要，因为该等领域的重心正在转向基于结果的监管。

NIKI：大多数企业在改善合规性方面已取得了重大进展。只有那些对

SUSAN：在联盟方面，企业应定期监控和审核其广告、营销策略以及

做好准备，惩创于已然,不如防患于未然。

案例中发现的白标问题同样适用于联盟。

自身业务的各个方面进行严格评估的企业，才能更好地为监管评估

SUSAN：合规性和成本压力将推动并购活动，最终一些运营商和联

盟选择加快退出进程或采取增长型战略。对于那些计划采取退出战略的企业而言，如果要想获得理想的交易条件，就必须先进行内部整顿，而买方则需要仔细考虑其整合战略，并确保收购不会影响其

任何分级联盟的活动，以确保持续合规。英国博彩委员会近期在某些总而言之，成功没有捷径。应将合规性作为任何购买、构建或退出战

略的核心。并购可继续进行，其成功的三大要素是：(I)以合理价格(II) 获得质量“附加值”及(III)交易后的成功整合。需注意，合规性较薄弱的企业，价值容易受损。

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

JUST ANOTHER DAY AT THE OFFICE 办公用品领域的新天地

WHEN IT COMES TO OFFICE FURNITURE AND STATIONERY SUPPLIES, NEW iGAMING COMPANIES RELOCATING AND SETTING UP IN MALTA CAN SOMETIMES FIND IT DIFFICULT TO FIND A GREAT PARTNER TO WORK WITH. OFICI IS A YOUNG AND DYNAMIC MALTESE COMPANY THAT HAS QUICKLY BECOME THE PARTNER OF CHOICE IN THE iGAMING SECTOR FOR OFFICE SUPPLIES. JULIAN MOORE MET WITH KEITH ABELA, DIRECTOR OF OFICI TO FIND OUT MORE. 在马耳他进行搬迁和设立的iGAMING行业新兴公司，在办公家具和文具用品方面，有时会发现很难找到一个好的合作伙伴。 OFICI是一家年轻且充满活力的马耳他公司，已迅速成长为iGAMING行业办公用品领域的首选合作伙伴。为了解更多信息，JULIAN MOORE会见了OFICI的总监KEITH ABELA。

YOU HAVE SOME COOL FURNITURE - DO YOU HELP CLIENTS WITH DESIGNING THE RIGHT LOOK FOR THEIR OFFICE? We like to look at the long-term benefit for our customers, and we start from the design stage. Our aim is to have the customer up and running in the shortest time possible. So basically our philosophy is to start working with customers at the earliest opportunity - preferably when they just have the floors, walls and windows! We’ll help set them up with their office furniture, such as desks and chairs, and then printers, office supplies, everything - right down to the pens and pencils on their desks, so they’re ready to start work. WHAT ARE THE BENEFITS FOR YOUR CUSTOMERS OF HAVING A LONG-TERM RELATIONSHIP WITH OFICI? When you buy office furniture from us, you’ll doubtless end up buying your office supplies, stationery and printer equipment from us also, so we like to develop good relationships with our clients, because we’re going to be in regular contact. Whether it’s every week or every month, our clients like to know that there’s someone they can trust at the other end of the phone when they call to place a new order. And they know they’re going to get the same high level of service that they’ve come to expect from Ofici. We’re always going to provide good quality at a fair price, and you’ll always be speaking to someone you know - office supplies is not always the highest priority at a business, so we like to make it as easy as possible for the person tasked with managing office supplies.

你们的家具很棒，那你们还为客户设计办公室吗？

我们为客户提供从设计阶段开始的定制解决方案，以

确保他们在与OFICI合作获得长期利益。我们致力于帮助他们在尽可能短的时间内启动和经营公司。我们的

目标是尽早开始与客户合作——最好是在客户的办公

室里只有地板、墙壁和窗户的时候！我们与客户们一起努力，根据他们的办公空间和要求帮助确定最佳的配

置和产品，然后配备合适的办公家具、打印机和办公用品等一切用品，甚至包括办公桌上的钢笔和铅笔，这样客户就可以直接开始营业了。

与OFICI建立长期合作关系对客户来说有什么好处？一旦选择从OFICI购买办公家具，您最终也肯定要从

我们这里购买办公用品、文具和打印机设备。通过这种 360度的全方位解决方案，我们之间的关系更像是合

作伙伴，而不仅仅是客户和供应商。无论是每周还是每

月，我们的客户管理团队都会随时为您提供帮助。无论是大客户还是小客户，我们都会满足他们的需求。他们

可以放心，在OFICI获得的服务绝对不会让他们失望。在公司里，办公用品并不总是最重要的，因此我们也希望让公司内部负责管理办公用品的人员尽可能地轻松一些。我们的承诺是：始终以公道的价格提供优质的产品和服务，同时始终与客户保持友好联系。

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

THERE’S PLENTY OF FOREIGN COMPANIES OPERATING IN MALTA - HOW DO YOU MAKE LIFE EASY FOR NEW BUSINESSES TO THE ISLAND? When new companies arrive in Malta, they may not know how to get things set up, so we’re keen to help them in these early stages of getting a new office set up and we’ll go above and beyond to help them out. We’ve got a very large assortment of office supplies, so we can cater for all kinds of companies and tastes. With our three main pillars of office furniture, office equipment and office supplies, we offer a complete solution to set up an office in the shortest time possible. Our clients love that we take this off their hands and make it one less thing to worry about when bringing a new business to Malta. With us, they can be up and running in no time.

“Office design has evolved and a lot of clients are looking at ergonomics which is increasingly important to keep employees comfortable” WHAT’S MOST IMPORTANT IN OFFICE DESIGN TO KEEP EMPLOYEES HAPPY AND PRODUCTIVE? Nowadays, office design has evolved and a lot of clients are looking at ergonomics which is increasingly important to keep employees comfortable and producing their best work. Since many workers spend more time at the office than they do at home, comfort is playing a much more central role to how businesses create their working spaces. Things are getting a bit more lively and colourful in the world of office design, which is great to see. At Ofici we stock colourful products alongside the more traditional supplies, and we have a number of suppliers who can ship more design-focused furniture and supplies in a short time frame, which means we remain agile and able to provide great solutions at short notice! With a happy workforce, the business runs very smoothly. ARE THERE WAYS FOR YOUR CLIENTS TO MAINTAIN A GREEN APPROACH TO OFFICE DESIGN AND SUPPLIES? DO YOU HAVE AN ‘ECO’ OPTION? All of our suppliers are certified as ecologically friendly, our paper supplier is certified and even plastic use is kept to a minimum. Where possible, our suppliers use renewable resources when it comes to their energy requirements too. In fact, at SiGMA we’ll be launching Malta’s first hybrid photocopy machine, which uses eco-friendly printing technology from Toshiba. It uses special ink which means that you can print something out, and then put the paper back in the machine and it will clean off the ink and print a fresh document, thus saving paper usage. These eco-machines are the future for office supplies and we’re proud to be leading the way in Malta. It’s new to the industry, it’s new to Malta, and we will have the first machine at our premises in early November. We’re looking forward to launching this new product at SiGMA’19.

有很多外国公司在马耳他开展业务，您打算如何为这些岛上的新企业提供方便？

我们有三个主要产品类别：办公家具、办公设备和办公用品，可以提供一套完整的解决方案，在最短的时

间内完成办公室配备。客户们很乐意将这件事托付给我们，这样他们在马耳他开设新公司时就少了一件

担忧的事。有了OFICI的协助，他们可以立即启动和经营业务。

您觉得在办公室设计中，让员工快乐且能提高效率的最重要因素是什么？

如今，办公室设计已经发生了变化，许多客户比较关注人机工程学。人机工程学对于保持员工的舒适感和提高工作效率越来越重要。由于许多员工在办公室中度过的时间比在家中还多，因此公司在考虑办公室空间的设计时，舒适感已经成为最重要的因素之一。

好处之一是，这使得办公室设计中的一切都变得更加生动有趣。在OFICI，我们除了储备传统的办公耗材

外，还储备了各种丰富多彩的产品，并且我们有许多供应商可以在短时间内提供更多根据设计定制的家具和办公耗材，这意味着我们能始终快速响应，能够

在短时间内提供出色的解决方案！拥有一支快乐的员工队伍，公司会运营得非常顺利。

“办公室设计已经发生了变化，许多客户比较关注人机工程学。人机工程学对于保持员工的舒适感和提高工作效率越来越重要” 在办公室设计和办公耗材方面，你们为客户提供绿色解决方案吗？你们是否有“环保”选择？

我们所有的供应商都通过了环保认证，我们的纸张供应商也通过了认证，我们甚至将塑料的使用也控制在最低限度。在可能的情况下，我们的供应商也会在能源需求方面使用可再生资源。

事实上，我们将在SiGMA上推出马耳他的第一台混合

式影印机，该机器采用的是东芝的环保打印技术。它使

用的是一种特殊墨水，你可以在打印了一些东西之后，将打印后的纸张放回设备中，这样就可以清除墨水并

打印新文档，从而节省纸张消耗。这些环保机器是办公用品的未来，我们很自豪能在马耳他走在前列。这对整个行业来说是新事物，对马耳他来说也是新事物，我们将在11月初在我们的办公室安装第一台机器。我们也很期待在SiGMA 19上发布这款新产品。

A CHIP OFF THE OLD BLOCK

老酒装新瓶

BRUCE MERATI IS COO OF BC TECHNOLOGIES, A SPORTSBOOK SYSTEM PROVIDER, LICENSED AS A MANUFACTURER AND DISTRIBUTOR IN NEVADA, AND CEO OF UPLAY1, A GAMING IP COMPANY. HE WRITES ABOUT HOW BLOCKCHAIN TECH CAN BE EMBRACED BY US REGULATORS FOR SPORTS INTEGRITY, AS WELL AS TOUCHING ON HOW US LAND-BASED CASINOS CAN HAVE THEIR OWN DIGITAL CURRENCY ON A PRIVATE BLOCKCHAIN. BRUCE MERATI是BC技术公司的首席运营官，该公司是一家体育书籍系统的提供

商，也是内华达州获得授权的制造商和经销商，同时还是游戏IP公司UPLAY1的首席

执行官。他写了有关区块链技术被美国监管机构接纳的过程，以及该技术维护体育诚信的作用，并谈到了美国的实体赌场如何在私人区块链上拥有自己的数字货币。

New developments in the US are accelerating the need for adoption of blockchain and crypto technologies by US gaming operators. The gaming market is going through a paradigm shift, creating business opportunities for innovative tech companies. Below is a summary of the technologies adopted in the past by US casinos as well as upcoming prospects: LOVE AND HATE AFFAIR The relationship between US gaming operators and new technologies has been jam-packed with love and hate affairs. When electronic microchips were first introduced into slot machines in the 1970s, gaming operators were besotted. The transition to video slots created the stage for billions of dollars in annual gaming revenues that financed the construction of mega casinos and integrated resorts. However, the opposite happened in the 1990s when online gaming was just getting off the ground. By then US casinos had already invested substantial amounts in land, buildings, and slot machines, and saw online gaming as a threat to their brick and mortar operations. To protect their investments, they lobbied with lawmakers to take the position that online gaming was illegal under the 1961 Wire Act. CASINOS OVERBUILT The success of casinos in Nevada encouraged New Jersey and many other states to build casinos to house as many slot machines as possible. Operators kept building new properties across the country to a saturation level that caused bankruptcies and the shutdown of several casinos. In addition to this, the decline in slot revenues due to recent changes in player demographics has compelled casinos to look for new revenue opportunities.

100

美国的全新发展加快了美国游戏运营商采用区块链和密码技术的进度。游戏市场正在经历一场模

式变革，同时为创新型科技公司创造了商机。以下是针对美国赌场以前所采用的技术的概览以及对以后发展的展望: 爱恨交织

美国的游戏运营商与新技术之间的关系一直以来都爱恨交加。 20世纪70年代，当电子微芯片首次

被引入老虎机时，博彩运营商们为之着迷。再到视频老虎机出现时，已能创造出每年数十亿美元的博彩收入了，这些收入为大型赌场和综合度假村

的建设提供了资金。然而，在20世纪90年代，情况

却相反了。当时网上博彩业刚刚起步，美国的赌场已经在场地、场馆还有老虎机上都投入了大量资金，并将网上博彩看做对其实体业务的威胁。为了保护他们的投资，他们游说立法者，要求依据

1961年的《电信法令》判定网上博彩为非法行为。过度修建赌场

内华达州赌场过去的成功刺激了新泽西州等其他许多州也来跟风，它们大兴赌场，尽可能地往里面

塞老虎机。运营商们不断在全国各地兴建新赌场，使其处于饱和状态，最后许多赌场破产关门。除此之外，由于玩家人口结构的新变化，老虎机收入在下降，这也迫使赌场需要寻找新的收入来源。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

101

CHANGE OF HEART It was not until a few years ago that casino executives started to realise that online gaming would not cannibalise their land-based businesses. The change of heart triggered the Department of Justice (DOJ) to issue an opinion in 2011 that the Wire Act did not apply to online gaming. To help its embattled casinos in Atlantic City, New Jersey immediately started offering online gaming, triggering adjacent states to follow suit. LAWS AND POLITICS

transparent and efficient betting exchange system such as NASDAQ to process sports bets similar to options and futures traded on the Chicago Board Options Exchange (CBOE). Sports bets are essentially future contracts and need to comply with both securities and gambling laws. A structure where a B2C operator is taking bets from bettors and sending them to a licensed B2B odds provider that interacts with centralised betting exchanges, provides a transparent and efficient betting market that complies with both federal and state laws. It also provides uniform odds pricing between all operators.

The next history-making event happened in 2018 when the US Supreme Court ruled that any state had the rights to offer its own sports betting. The ruling caused a flurry of states on the East Coast to jump into sports wagering. This mad rush caused the next political tactic whereby a major political donor influenced the DOJ to reverse its 2011 opinion in January 2019. The fact that more and more states continue passing laws to legalise sports wagering and online gaming shows that

“The decline in slot revenues due to recent changes in player demographics has compelled casinos to look for new revenue opportunities”

state legislators believe the cat is out of the bag and the process will not be reversed. SPORTS WAGERING INTEGRITY Sports betting on a state-by-state basis is creating fragmented markets as well as new challenges and risk exposures. The current structure fosters money-laundering, match fixing, and conflict of interests between multi-state operators and the states they operate in. Currently, there are no checks and balances to catch fraudsters that hide their illicit activities such as money laundering by hedging their own bets between two operators in two different states, or match fixing by spreading bets between different operators. BLOCKCHAIN AND BETTING EXCHANGE

CASINO CRYPTO CURRENCY Over the years, land-based casinos produced in-house currencies such as chips for table games and TITO (Ticket-In-Ticket-Out) for slot machines as well as strict cage procedures for counting and handling cash and chips. Technologies are now in place for them to issue a stable Casino Crypto Currency (C3), which is backed by the cash they hold in their cages. This gives players the option not to cash their chips when leaving a casino, but instead to exchange them with C3, stored on a secure digital wallet over a private blockchain network that can be spent within the casino’s resort or used online for gaming and wagering, saving them credit card fees currently eroding low

There is a pressing need for US operators to

margin betting businesses.

start using technologies that encrypt and link

102

large and suspicious bets, allowing regulators to

In summary, there is a rapid paradigm shift in the

access the data for further investigations using

US, creating new opportunities for technology

private keys. A blockchain portal can deliver

companies to collaborate with US casinos to

such functionalities while the industry adopts a

generate new revenue streams.

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“由于玩家人口结构的新变化，老虎机收入在下降，这也迫使赌场需要寻找新的收入来源”

转变态度

区块链和博彩交易所

们的实体业务。这一改变促使美国司法部(DOJ)在2011年发布了一

的技术，从而使监管机构可使用私钥访问数据，进行进一步调查。

直到近几年，赌场管理者们才开始意识到，网上博彩业不会蚕食他份意见书，认定《电信法令》不适用于网上博彩业。为帮助大西洋城陷入困境的赌场，新泽西州很快开始开展了网上博彩业务，随后邻近各州纷纷效仿。法律和政治

再往后，具有历史性意义的事件则发生在2018年，当时美国最高法院裁定，任何州都有权开展自己的体育博彩业务。这一裁决导致美国东海岸各州纷纷加入到体育博彩中来。这次疯狂热潮，导致了下一个政策的出现。那就是有一个大政府捐款家迫使司法部在2019

年1月推翻了其在2011年发布的意见书。。然而事实确是，越来越多的州相继通过法律，将体育博彩和网上博彩业合法化，州议员们恍然大悟，这个过程是无法逆转的。体育博彩的整合

各个州各自为营的模式使得体育博彩市场变得不集中，同时产生了新的挑战，暴露了新的风险。这种结构模式助长了洗钱、操纵比赛，以及跨州经营者与自身所在州之间的利益冲突。目前，还没有

任何制衡措施来抓捕那些骗子。这些骗子会隐秘自己的非法行为，比如通过对冲自己在两个不同州的两家运营商之间的赌注来洗钱，或者通过在两家不同运营商之间押注来操纵比赛。

美国的运营商们迫切需要使用加密技术以及可追踪大额可疑押注区块链门户就可提供这些功能，而行业则会采用犹如纳斯达克交

易所一样透明、高效的博彩交易系统来处理体育博彩业务，类似于在芝加哥期权交易所（CBOE）上交易的期权和期货。

体育博彩本质上是期货合约，需要遵守证券和博彩相关法律。 B2C 运营商接受投注者的投注，并将赌注发送到中央投注交易所授权 B2B赔率提供商，这种结构会提供一个透明、高效、符合联邦和州法律的博彩市场。它还会让所有运营商的赔率定价保持一致。赌场加密货币

多年来，以实体为基础的赌场制造内部货币，如用于桌上游戏的筹

码，用于老虎机的TITO（筹码），以及用于计算和处理现金和筹码的严格的存管程序。现在，它们可以有技术发行一种稳定的赌场加密货币(C3)，这种货币的数额对应他们存管的现金。这样一来，玩家

在离开赌场时不必把筹码兑现，而只需将其兑换成C3货币，存储在私人区块链网络里一个安全的电子钱包中，然后可以用它在赌场

度假村消费或用于在线赌博投注。这样还可节省信用卡费用，而正是这些费用在侵蚀本身已经很有限的博彩业务利润。

总的来说，美国正在发生迅速的模式转变，科技公司与美国赌场会有新的机会进行合作，创造新的收入来源。

103

THINKING OUTSIDE THE BOX 打破常规

104

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

FOLLOWING THEIR WIN AT SiGMA PITCH IN 2018, KATY MICALLEF SITS DOWN WITH CEO OF TOMOBOX, DAVID SACHS, FOR A QUICK CATCH-UP ON WHERE THE LAND LIES FOR THE GAMING INDUSTRY AT THE MOMENT AND WHAT LIES AHEAD FOR THIS INNOVATIVE COMPANY. 在赢得2018年度SiGMA大赛（SiGMA PITCH）之后，TOMOBOX的首席执行官DAVID SACHS接受了 KATY MICALLEF的一次快速采访，讨论游戏行业的现状以及他们这家创新公司未来的发展前景。

HOW HAVE THINGS CHANGED FOR YOU SINCE SiGMA PITCH? OBVIOUSLY IT’S A GREAT FEATHER IN YOUR CAP TO WIN BUT HAVE THERE BEEN ANY OTHER BENEFITS? I crossed paths with Parliamentary Secretary, Silvio Schembri recently. and he recognised me, so this is evidently a good sign. The first step we took was to move our sales and marketing operations to Malta. We’re also partnered with NOUV, so we have a strong presence here through the Microsoft Innovation Centre, which was one of the prizes. We have also already carried out 2 paid workshops here at Microsoft, focusing on AI and on responsible gaming. It’s worked out very well for us, not just the exposure but the continuance and the ability to be on the ground. We’re just 2 hours flight from Tel Aviv – and we had Eman [Pulis] visit Tel Aviv too, so there’s a synergy. SO YOU WOULD AGREE EVENTS LIKE START-UP PITCH HAVE A PLACE IN HELPING GET START-UPS OFF THE GROUND AND UP AND RUNNING... As a multiple time entrepreneur I was all against start-up pitches... until I won one! Joking aside, the number one challenge for start-ups is: how do you get above the noise? You may have a great solution, but so do a thousand other start-ups. One of the great things SiGMA has done for the industry is picking up ten really great companies out of a couple of hundred competitors and allowing them to convey their message, to get above the crowd and reach the customer. That’s our daily struggle – how do I get in front of the customer, potential partners, and investors? PART OF WHAT YOU OFFER IS TO HELP PRODUCE PLAYER CHURN AND GET PLAYER ATTENTION, WHAT WOULD YOU SAY IN YOUR OPINION IS THE SECRET TO HAPPY PLAYERS, PLAYERS WHO WANT TO STICK AROUND? Nowadays it’s two-fold. One thing is they need to feel safe; they need to feel that someone is not ripping them off unfairly. I think that goes handin-hand with responsible gaming. I think you’re seeing operators who only cared about getting in more deposits and money, getting more respect for their brand. What we’re seeing is that the churn, keeping players happy and giving them bonuses, but also giving them a feeling of safety, is good for gaming. I think the key word is sustainability, sustaining your business consistently through trust. I think what we’re trying to do is help players keep their boundaries – this is the kind of trust responsible brands are trying to build.

SiGMA大赛以后，有给你们带来什么变化吗？当然，赢得比赛是一件值得骄傲的事情，那么这次比赛有没有给你们带来其他好处呢？

我最近碰到了马耳他国务秘书西尔维奥·斯肯布里(SILVIO SCHEMBRI)，他认出了我，这就是一个好迹象。因为我们

的第一步就是要将销售和营销业务转移至马耳他。我们与 NOUV也有合作，因此我们在微软创新中心的影响力也赠

大了，这也是其中一项好处。我们还在微软举办了2次付费

讲习班，聚焦人工智能和负责任的游戏。研习班的效果非常好，不仅提高了我们的曝光率，还证明了我们拥有在该行业继续扎根的能力。我们距特拉维夫只有2个小时的飞行路

程，我们让EMAN [PULIS]去参观了特拉维夫，这也起到了一种协同作用。

您认为像创业大赛（START-UP PITCH）这样的活动可以帮助初创企业起步、发展等等吗？

作为一名多次创业的创业者，我一直以来都很排斥创业大

赛......直到我赢得了一次比赛！但正经来说，初创企业面临的首要挑战是：如何才能让别人听到你的声音？你可能有

一个很好的解决方案，但其他千千万万家初创公司也有很

好的解决方案。 SiGMA的伟大在于：从几百个竞争者中挑选出了十家真正优秀的公司，让这些优秀公司可以发出自己的声音，从人群中脱颖而出，接触客户。那是我们每天都在思考的问题：如何接触到客户、潜在合作伙伴和投资者。

你们业务的一部分就是帮助客户分析玩家流失率、吸引玩家，那么您认为让玩家满意，留住玩家的秘诀是什么？

这个问题主要有两方面的因素。一方面是他们需要安全感，需要觉得没有人不公平地剥夺他们的利益。我认为这与负

责任的游戏密切相关。另一方面是，您看到的是运营商都只在关心充值、盈利，以及让更多的人喜欢他们的品牌。而我们看重的是玩家流失率、让玩家满意、给他们奖金，同时也给他们安全感，这对游戏行业是有益的。

我认为关键是可持续性，通过信任来持续支撑你的业务。我认为我们的工作就是帮助玩家维持这种安全感与信任感，这是负责任的品牌应该建立的信任。

105

123, St. George’s Road, St. Julian’s, Malta

2000 sq.m of New, Highly Finished Office Space ...in the Heart of St. Julian’s

Offices finished to the highest standards and equipped with all necessary services and systems creating a modern, cutting-edge office space environment. Located in the central part of St. Julian’s/Paceville area, this office block sits right opposite Mercury Tower, overlooking planned piazza. This property is located just 2 minutes away from bus stops, 5 minutes away from closest taxi stand and within walking distance from prime renting localities such as Swieqi, Pembroke, Ibragg and Sliema. These offices are within Malta’s prime entertaining/nightlife hub.

Project Completion: 2020

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

EMERGING TECH SUCH AS AI IS UNLOCKING A LOT OF POSSIBILITIES WHEN IT COMES TO IDENTIFYING PLAYER ADDICTION, FRAUD ETC, WHAT IS TOMOBOX DOING IN TERMS OF RESPONSIBLE GAMING? People were doing things before AI on player addiction, AML and fraud, but what we’re seeing is too much data to handle when going the traditional route. What machine learning does for you is that it can learn patterns if you teach it the right way. So our job is to teach it to identify patterns for players susceptible to compulsive playing. We’ve started with analytics and now we’re asking it to be predictive and at the end of the day we want the next phase to be prescriptive. What we’re finding is AI can filter the noise and do the mundane, dirty jobs, allowing humans to resolve the pressing issues. There’s no artificial intelligence without human intelligence. IS AI THE 4TH REVOLUTION, THE NEXT INDUSTRIAL REVOLUTION? It’s imminent. What’s kept us is not the math, we had some of the math we just didn’t have the data to validate it. What we are missing is people in that space. We need to emphasise education more, we need to be more forthcoming. We want our kids to be able to learn AI from an early age, to think in terms of AI.

“I believe the fact that the government is so present in this arena, that they can find the time to speak at these events and create traction, shows they mean business” THERE’S DEFINITELY A KNOWLEDGE GAP AT THE MOMENT...WHAT ARE YOUR THOUGHTS ON MALTA’S ATTEMPTS TO BRIDGE THIS? We had the Chairman of the Malta.ai Taskforce launch the initiative for a National AI Strategy at our event last May. I think the initiative is great although it’s still early days to regulate the AI sphere but what the Maltese government is taking on-board is essential to attract these types of businesses to the island of Malta in order to get regulated in the Maltese system. I believe the fact that the government is so present in this arena, that they can find the time to speak at these events and create traction, shows they mean business. I think when people talk about it all the time it instigates action. Politicians should make the ground easy for businesses to come in and launch. I feel very welcome in Malta. There’s keen interest, not just lip service. WHAT ARE THE BIGGEST CHALLENGES YOU’VE HAD TO OVERCOME THIS YEAR AND HOW HAVE YOU TACKLED THEM? I would say most of the operators on the issue of AI doing anything are 2 years away from a solution. I’m not saying they won’t get there, but 2 years in AI means that when they get there things have already moved 4 years ahead. The number one thing I advise large customers and small customers is to just experiment, because if you don’t experiment and fail a little bit you’re never going to get it.

在识别游戏上瘾、欺诈等方面，诸如AI之类的新兴技术解锁了

很多可能性。那就负责任的游戏而言，TOMOBOX在做的努力有哪些呢？

在AI出现之前，人们就已经对游戏成瘾、反洗钱和欺诈等采取行动了。但是，用传统方法来进行这些工作时，数据量实在太

大了。而机器学习能够做到你教它学。所以我们的工作就是教它识别游戏成瘾的范例。开始时，我们教它进行逻辑分析，现在我们要让它有预测性，最终，也就是下一阶段，我们希望它

能够形成约定俗成的规范。你会发现AI可以帮你解决麻烦，完成那些单调乏味的工作，人类可以去做更重要的事情。没有人类智慧，就没有人工智能。

“我认为马耳他政府在这个领域很有影响力，也觉得他们应该多在此类活动上发表讲话，起带头作用，表明他们的决心”

您觉得人工智能会是第四次革命吗？也就是第四次工业革命。第四次工业革命已经迫在眉睫了。让我们停步不前的不是数学

上的问题，我们已经解决了一些相关问题，只是还没有数据来验证这些模型。我们所缺少的是这个领域的人才。因此我们需要更加重视教育，需要更多的人才储备。我们希望我们的孩子从小的时候就可以学习人工智能，从人工智能的角度思考问题。

目前确实存在一定的知识缺口……您对马耳他为弥补这一缺口所做的努力有何看法？

去年5月，我们邀请MALTA.AI团队的董事长在我们的活动上发起了一项国家人工智能战略倡议。我认为这是一项伟大的倡

议，尽管目前对AI领域进行的监管尚处于初期阶段，但是马耳

他政府所采取的行动对于将此领域的企业吸引到马耳他至关重要，这些企业都是因为马耳他的监管体系而来。

我认为马耳他政府在这个领域很有影响力，也觉得他们应该多在此类活动上发表讲话，起带头作用，表明他们的决心。我想，

当人们一直在谈论一件事的时候，这件事就会促使人们采取行动。政治家们应该让企业更容易落地和发展。我感觉我们在马

耳他很欢迎。人们对我们公司很感兴趣，不仅仅是嘴上说说。你们今年克服的最大挑战是什么？是如何克服的？

我想说，就人工智能而言，大多数运营商都需要花2年的时间

才能得出一个解决方案。我并不是说他们想不出解决方案，但是在人工智能领域，如果你花两年的时间得到解决方案，那么一切又都已经往前发展4年了。

不管是大客户，还是小客户，我给他们最重要的建议就是：敢于尝试。如果你不去尝试，不经受一点挫败，你就永远想不出解决办法。

107

108

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

了解亚洲模式 AS THE FOUNDER AND CEO OF iGAMING ASIA, JESPER JENSEN IS ALL ABOUT SPORTS BETTING. HE HAS BEEN BOTH A TRADING DIRECTOR AND CEO OF SOME OF THE LARGEST ASIAN CREDIT OPERATORS. BELOW HE SHARES HIS THOUGHTS ON THE INTRICACIES OF THE ASIAN GAMING MARKET. 对iGAMING 亚洲的创始人兼首席执行官JESPER JENSEN来说，体

育博彩就是他工作的全部。他还曾担任一些亚洲大型信贷机构的交易主管和首席执行官。以下是他对亚洲游戏市场复杂性的看法。

I have always been fascinated by the Asian market, particularly because when compared to a traditional European operator it has high volumes and tiny margins. Based in Manila, Philippines, iGaming Asia has a client pool both in Southeast Asia and in Europe. The Philippines has a good English speaking talent pool and is the only regulated market in the region. The company has a group of experts covering many areas, but its particular focus is on sports betting and regulatory frameworks. There is enormous potential in Southeast Asia, in particular, due to a growing middle class. Europe is becoming heavily regulated, overcrowded with operators, white labels, and affiliates, with everyone wanting a piece of the pie. Did you know that the biggest poker network in the world is IDN Play from Indonesia, and it focuses only on Indonesia?

我一直对亚洲市场很感兴趣，尤其是与传统的欧洲经营者相比，亚洲市场的规模很大，但保证金很低。

iGAMING 亚洲总部位于菲律宾马尼拉，在东南亚和欧洲都有客户。菲律宾的英语人才基础厚

实，同时也是该地区唯一具有监管的市场。公司拥有各个领域的专家团队，但其工作重心还是在体育博彩和监管框架上。

特别是由于中产阶级的增长，东南亚市场有了

巨大的潜力。欧洲的监管越来越严格，各种运营商、白标公司、关联公司拥挤不堪，每个人都想分一杯羹。

你知道吗？世界上最大的扑克网是印度尼西亚

的IDN PLAY，不过它只针对印度尼西亚开放。

109

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

iGAMING ASIA Initially, the focus was to advise non-Asian focused companies willing to have a presence in Asia. A lot of

with typical trading teams. Instead they will go in a different direction - towards becoming event-and-datadriven operators.

these companies wanted introductions to operators.

A typical iGaming Asia approach includes an overview

However, it was never the intention to become an external

of the executive team, current practices and objectives,

sales team arm in Asia. Instead, the focus was turned

together with an overview of their technology. With this,

to the established Asian operators, giving them advice

analysis, a defined roadmap, and structure are given -

primarily on optimising their sportsbook and management

followed by proper guidance. The approach also includes

consulting. We are also helping European content and data

training and workshops of key employees. A long-term

providers to improve their products in Asia.

outcome of engaging with iGaming Asia would be a better product and an optimised trading profit.

“Europe is becoming heavily regulated, overcrowded with operators, white-labels and affiliates with everyone wanting a piece of the pie”

SPORTS BETTING IN ASIA The size of sports betting is hard to estimate in Asia, but it is significantly higher than the one in Europe due to the volume of the credit market. A lot of Asian operators will be on various sponsorship deals in Europe, in particular, shirt sponsorships for English Premier League clubs. This advertisement is held not necessarily to attract European players, but rather to entice the huge Asian population where marketing conducted locally is illegal in general.

Lately, we have also headed west to consult European

For any sports betting company to compete in Asia you would

operators on how best to adopt the Asian model. More

need to have proper systems in place to cope with big bets

companies in Europe want a new strategy on trading and

and tiny margins. The key components of that are a robust

are stepping away from roles as traditional bookmakers

data warehouse, trading tools and an agency back office.

iGAMING亚洲

亚洲体育博彩业

咨询服务。因为有很多外地公司想通过我们了解运营商。然

欧洲的，因为信贷市场的规模非常大。许多亚洲运营商在欧

最初，我们的重心是为那些想进入亚洲市场的外地公司提供而，我们从未打算以外来者的身份在亚洲拓展新市场。相反，我们把目标转向了那些本地的亚洲运营商，为它们提供体育博彩优化和管理咨询方面的服务。我们还在帮助欧洲的内容和数据提供商改善他们在亚洲的产品。

近来，我们还在就如何才能更好地运用亚洲模式向西方的欧

亚洲的体育博彩规模是很难估计的，不过肯定是要远高于

洲签订各种赞助协议，特别是为英超俱乐部提供球衣赞助。这样打广告的目的并非为了吸引欧洲玩家，而是为了吸引庞大的亚洲人口，因为在亚洲进行这方面的营销一般都是非法的。

iGAMING亚洲的典型模式包含了执行团队，当前实践和目

“欧洲的监管越来越严格，各种运营商、白标公司、关联公司拥挤不堪，每个人都想分一杯羹”

线图和结构，然后是适当的指导。该方法还包括对关键员工

任何体育博彩公司要想在亚洲竞争，都需要有合适的系统来

好处，那就是产品变得更好，交易利润变得更多。

个强大的数据系统、交易工具和一个代理商后台。

洲运营商征询意见。越来越多的欧洲公司希望有新的经营策略，并逐渐摆脱作为传统庄家和典型交易团队的角色。它们要朝着相反的方向走——成为基于活动及数据的运营商。

标，以及对其技术的总结。在此基础上，给出分析、明确的路的培训和讲习班。与iGAMING亚洲进行合作会获得长远的

应对巨额的赌注和微薄的保证金。其中的关键部分是要有一

111

You’ll also need to differentiate between the

In general, winning players are welcome, as they will

different payments models such as traditional B2C,

set the correct price and sharpen the bookmakers’

which can be compared to a typical European

odds even further. That’s also the reason why

approach with local payment options.

European bookmakers are using Asian bookmakers

A cash market, which is done via agents, who will

for reference odds and follow.

supply the end-user with an account once the money

Compared to Europe, the focus is on binary markets,

is received, is done either via bank transfer or cash-

not 200 different betting types, accumulators,

in-hand. A credit market is also done via agents, but

cash-out functionality and bet-builder options. Asian

any outstanding credit is settled every Monday.

Handicap and totals will generate at least 95% of

“More companies in Europe want a new strategy on trading and are stepping away from roles as traditional bookmakers with typical trading teams”

For both cash

the turnover.

and credit,

For live betting, the bet acceptance is also different,

agents will

where the position of the ball determines whether

usually be forced

or not a bet is accepted immediately or not. For this,

to take a position

you would need real-time information via various

by an operator.

content providers who have scouts on stadiums.

This is quite the opposite to a standard affiliate deal, as the agent will have to

REGULATORY WORKS When the new proposed framework for online licensing in the Philippines came out in 2016 from

cover the losses.

PAGCOR, we supplied the government with extensive

The traditional

order for the Ministry of Economy and Finance to

decimal / fractional odds will need to be adapted to Malay odds that also dictate the margin. If you are

guidance. The same was applied for Cambodia in review their current regulatory frameworks.

lower than the competition, don’t expect any traffic.

We have also been representing the Isle of Man,

Asia is all about the numbers.

which offers a gateway to Asia, with a robust yet fair licensing regime, a pro-growth taxation system and

A restriction of (winning) players is a widely used

a world-class infrastructure, but it also gives Asian

approach in Europe and heavily debated. A winning

companies a chance to expand further into the West

bet, a member who is continuously beating closing

and vice versa.

odds or an arbitrage bet, is enough to have one’s account immediately restricted. Same goes for multiple accounts and “bonus fraud”.

112

UNDERSTANDING THE MARKET iGaming Asia is present at most conferences and

This would not be doable in Asia for the operator, as

networking events happening in the key markets

one user can have multiple accounts. It is only the

of Asia, whether it comes to speaking on a panel or

agent who would be able to “restrict” the end-user.

arranging exclusive events.

Bonus fraud in Asia is almost impossible, as players

We encourage people to come to all relevant

receive a commission on turnover, typically 0.25% to

networking and conferences in Asia, including the

0.30%. “The more you bet, the more you get”.

upcoming SiGMA Manila 2020 show.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

你还需要区分包括传统B2C在内的不同支付模式，可以与典型的欧洲支付方式中的本地支付选项进行比较。

现金交易可以以银行转账或现金入账的方式通过代理人来完成。代理人在收到钱后给最终用户提供一个账户。信用交易也是通过代理人来完成的，只不过要求每周一结清未偿还的欠款。

对于现金和信用这两种模式，运营商通常必然会拉入代理人这样一

个角色的参与。这与标准会员交易截然不同，如果出现损失需要代理商来弥补。

Feature 专题报道

“越来越多的欧洲公司希望有新的经营策略，并逐渐摆脱作为传统庄家和典型交易团队的角色”

传统的小数/分数赔率需要适应还规定了保证金的马来赔率。如果你

低于竞争对手，那就不要期望有任何人光顾。在亚洲最重要的是数字。限制（获胜）玩家是一种在欧洲广泛采用的方式，该方法存在的争议也很多。当赌局获胜，若有玩家不断以相同赔率获胜，或是从赌局套

利，那么他的账户就会立即受到限制。如果出现多账户或“奖金欺诈” 情况时，也会如此。

但这种方式对亚洲运营商来说却行不通，因为在这里一个用户可以拥有多个账户。只有代理人才能“限制”最终用户。

在亚洲，几乎不会有奖金欺诈，因为玩家一般都可以获得0.25%0.3%的营业额佣金。 “你赌得越多，得到的就越多”。

一般来说，大家都喜欢有玩家获胜，因为这些赢家将会纠正价格，并进一步提高庄家的赔率。这也是为什么欧洲的庄家会用亚洲的庄家作为参考赔率的原因。

与欧洲相比，亚洲的重点是二元市场，而不是200种不同的下注类型、累加器、兑现功能、下注者选项等。亚洲代理人分盘和整个市场将产生至少95%的营业额。

对于现场投注，投注接受度也不同，球的位置决定了投注是否会被马上接受。为此，你需要从可以探查体育场上信息的各种提供商来获取实时信息。监管工作

当菲律宾娱乐与博彩公司（PAGCOR）2016年提出新的有关菲律宾网络博彩的管制框架时，我们为当地政府提供了广泛的指导。还有柬埔寨也是一样，我们帮其经济与财政部审查了现在的监管框架。

我们还一直是马恩岛的代言人，马恩岛是通往亚洲的门户，拥有健全而公平的许可证制度、促进增长的税收制度以及世界一流的基础设

施，同时它还给亚洲企业提供了进一步向西方扩张的机会，西方企业也可以借之向亚洲扩张。了解市场

iGAMING 亚洲出席了在亚洲主要市场上举行的大多数会议和社交

活动，既有讨论会，也有独家活动。

我们鼓励人们参加亚洲的各种相关社交活动和会议，包括即将举行的2020SiGMA马尼拉展会（SiGMA MANILA 2020）。

113

一次结果既定的投注 116

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

FROM A REVAMPED WEBSITE TO THEIR NEWLY LAUNCHED SIMPLE CASINO, HERO GAMING ARE COMMITTED TO BRINGING THE VERY BEST TO THE TABLE. SIGMA MAGAZINE SITS DOWN WITH CMO MIKAEL JANSSON FOR AN IN-DEPTH LOOK AT WHAT IT TAKES TO DELIVER GAME CHANGING ENTERTAINMENT. 从改版网站到推出新游戏“简易赌场”（SIMPLE CASINO），英雄游戏公司（HERO GAMING）决心做最好的桌面游戏。该公司首席营销官MIKAEL JANSSON日前接受了《西格玛杂志（SIGMA MAGAZINE）》的专访，就有关如何提供新颖的游戏方式进行了深入探讨。

YOU RECENTLY REVAMPED YOUR SITE – WHAT ARE THE STAND-OUT FEATURES IN ITS RE-DESIGN? The renovated website offers some outstanding features which enable current and potential affiliates to stay updated and also have access to current information related to our 4 brands; Speedy Casino, Speedy Bet, Simple Casino, and Casino Heroes. This revamp has allowed us to portray our four brands in a much clearer way. All of our affiliates can now download any marketing assets without logging in, while also having access to the marketing guidelines necessary. They can also read up on the latest news surrounding our affiliate programme, which conferences the Hero Affiliates will be attending, compliance news, as well as any major updates from Hero Gaming. We took this website rebuild as an opportunity to become more transparent. We have included personal contact details of our affiliate managers who are always more than happy to assist affiliates in promoting our brands. YOU LAUNCHED SIMPLE CASINO IN THE BEGINNING OF SEPTEMBER – WHY DO PLAYERS LOVE USING IT SO MUCH? In the spring of 2018 we had a long and hard think about what the future of online casinos would look like and came up with a concept based solely upon user experience data. The aim was to provide players with a casino that would, as much as possible, resemble a brick and mortar casino where you step in through the door, sit down at a table, and start playing. When you leave the casino, you walk out the same way, with (hopefully) some winnings in your pocket.

你们最近更新了网站——是否增加了什么新的功能呢？

我们的网站WWW.HEROAFFILIATES.COM更新后，现有的和潜在的会员可以实时了解最新内

容，通过网站获取有关我们4个品牌的最新资料。这4个品牌它们分别是“快速赌场”、“快速下注”

、“简易赌场”、“赌场英雄”。这次改版让我们更清晰地介绍了我们的四个品牌。

现在，我们所有的会员都可以不登录就下载任何营销资料，查阅必要的营销指南。还可以及时了解有关我们会员计划的最新资讯，了解“英雄会员”参加的会议，合规性新闻以及英雄游戏公司的任何重大更新内容。

我们把这次网站重建当做一次让我们增加透明度的机会。我们还公开了我们会员经理的个人联系方式。我们的会员经理总是非常乐意为会员提供帮助。

你们九月初推出了《简易赌场》——大受玩家欢迎，其原因是什么呢?

2018年春季，我们对在线赌场的未来进行了长

期而深刻的思考，然后提出了一个完全基于用户体验数据的概念。

这样做的目的是要为玩家提供一个尽可能类似于实体赌场的环境，你可以进门，再坐在桌边开

始玩。当你离开赌场时，你以同样的方式离开，（也许）口袋里还带着一些奖金。

117

That product is today known as Speedy Casino, and shortly after its launch in June of 2018 we launched its betting equivalent Speedy Bet. As a natural prolongation of the enormous success of the Speedy brands, we wanted to bring the No Fuss experience of our Nordic-facing online casinos to players in the rest of the world. When you land on Simple Casino, it’s very clear what you need to do since you are greeted by a harmonic interface with only one call to action - play now. After a smooth and hassle-free registration (that takes under 60 seconds), everything the player wants is easy and to hand. The entire player journey on Simple Casino is designed to be completely hassle free. There is no learning curve and no distractions. Within just a few steps from the casino door, you can “sit down” by your table or slot of choice and roll away. Our focus on simplicity and user friendliness has indeed paid off and we see more players every day truly enjoying the fastest and smoothest online casino experience on the market. YOU RECENTLY LAUNCHED THE HERO GAMING FOUNDATION; CAN YOU TELL US MORE ABOUT THIS INITIATIVE – WHICH CHARITIES WILL YOU BE FOCUSING ON? The Hero Gaming Foundation (HGF) is a programme central to our business strategy in making the organisation a socially accountable and responsible operator, that contributes towards a greater good, ensuring a level of sustainability in causes that benefit both community and environment. Hero Gaming have often supported various causes, however through this new set-up we have created a space where a set plan of action is established, funds are maximised, and ideas are executed. A fantastic team of Heroes who are eager to give back to our society and stand up to make a difference in a valuable way manage this programme with full transparency.

118

The HGF will support 3 main areas each year: Environment, People, and Animals; all closely connected to each of our company values: Love, Dare & Win. This year we have committed to spreading the love by supporting children undergoing medical treatment in Malta and NGOs in Sweden supporting vulnerable children. They dare to make a difference by organising a beach sand-sifting clean-up in Malta, protecting eco-systems in the Baltic Sea, and supporting the protection of rainforests. And they want to be winners by rehoming a retired racehorse from Malta to Sweden, sponsoring the installation of litter bins in Malta and covering the yearly running costs of a school in Africa.

“We took this website rebuild as an opportunity to become more transparent” This is the beginning of an exciting journey for HGF and we are determined to make a difference by supporting and participating in several inspiring projects. We aim to give back to our communities in Malta, Sweden, and around the world, by contributing to changes in the places and causes we love. WHAT CAN YOU TELL US ABOUT YOUR AFFILIATES PROGRAM – HERO AFFILIATES? Promoting our brands, Speedy Casino, Speedy Bet, Simple Casino and Casino Heroes has never been so easy. We use the well-known affiliate software NetRefer which allows affiliates to access their marketing toolkit, reports and figures which they need. Our Hero Team is always there to assist affiliates, keep them updated, and provide content for the affiliates’ sites, mailshots, and other business requests. The affiliate program provides the affiliate to have a tailormade reward plan based on the affiliate’s own traffic.

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“我们把这次网站重建当做一次让我们增加透明度的机会”

这款产品今天被称为“快速赌场”，在2018年6月推出后不久，我们就又推出了与它相类似的赌博产品“快速下注”。

作为已取得巨大成功的“快速”类产品的延伸，我们希望将面向

北欧的在线赌场的“无忧”（NO FUSS）体验带给世界其他地区的玩家。

当你登陆“简易赌场”，要做什么都是非常清楚的，你会看到一个和谐的欢迎界面，然后只有一个招呼语，即“立即玩”。

顺利注册后（注册时间不到60秒），玩家就可以轻松开始。 “简易

赌场”的整个游戏过程被设计的非常直接。没有学习曲线，没有干扰。你可以在离赌场大门几步之遥的赌桌旁坐下来，或者选择一台老虎机进行游戏，结束后可马上离开。

我们在简易性、用户友好方面的投入确实得到了回报，我们看到

每天都有越来越多的玩家在真正享受着市场上最快、最流畅的在线赌场体验。

你们最近成立了英雄游戏基金会。你能否介绍下这个项目，以及你们会关注哪些慈善机构？

英雄游戏基金会（HGF）是我们业务战略的核心项目，旨在使我们的组织成为一个服务于社会、负责任的运营商，为社会公益做出贡献，并确保可保持一定水准的发展公益事业。

英雄游戏也经常支持各种各样的事业，但通过设立这个新机构，我们创造了一个空间，在这里我们可以建立特定的行动计划，使

资金最大化，使想法更易于实施。它是一支了不起的英雄团队，他们渴望回馈社会，以一种有价值的方式付出行动，以完全透明的方式进行管理。

HGF基金会每年将支持3大主要领域：环境、人类、动物。所有这一切都与我们公司的价值观紧密相连：爱心、勇敢、赢取。今年，我们支持在马耳他接受治疗的儿童和在瑞典支持弱势儿童的非政府

组织，这是体现“爱心”的一面。我们敢于做出改变，在马耳他组织了一场沙滩筛沙清理活动，保护波罗的海的生态系统，和热带雨

林。这提现了我们的“勇敢”。我们将一匹退役的赛马从马耳他转

移到瑞典，赞助在马耳他安装垃圾箱以及赞助一所非洲学校一年的运营费用，这是我们在积极“赢取”的体现。

这是HGF激动人心的旅程的开始，我们决心通过支持和参与多

个启发性项目来有所作为。我们希望通过促进我们所热爱的地

方和事业发生积极改变，来回馈我们在马耳他，瑞典和世界各地的社区。

可以介绍下你们的会员计划——英雄联盟吗？

它让快速赌场、快速下注、简易赌场、赌场英雄等我们这几个品牌推广变得更加容易。我们应用了著名的会员软件NETREFER。通过该软件，会员可以访问其营销工具包、报告及其他所需数据。

我们的英雄团队随时都能为会员提供帮助，使他们随时了解最新

情况，并满足他们对会员站点、广告邮件和其他业务方面的要求。会员计划为会员可以定制一个基于自身流量的奖励计划。

119

122

重温SIGMA的重要时刻

123

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

Stockholm, 10th April 2019 斯德哥尔摩，2 0 1 9 年 4 月 1 0 日

125

126

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

127

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

Amsterdam, 17th July 2019 阿姆斯特丹，2 0 1 9 年 7 月 1 7 日

129

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

131

Manila Press Conference, 20th September 2019 马尼拉新闻发布会，2 0 1 9 年 9 月 2 0 日

132

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

133

Lisbon, 17th October 2019 里斯本，2 0 1 9 年 1 0 月 1 7 日

134

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Gallery 图库

135

RAISING THE STAKES 加大赌注

GGNETWORK, PART OF NSUS GROUP, WAS FOUNDED IN 2014 BY A GROUP OF POKER PLAYERS IN COLLEGE WHO HAD A PASSION FOR POKER AND VIDEO GAMES. THEY REALISED THE AVERAGE QUALITY OF POKER SOFTWARE WAS MEDIOCRE COMPARED TO WHAT COULD BE SEEN IN VIDEO GAMING AND MOBILE APPLICATIONS, SO THEY SET OUT TO REVOLUTIONISE THE POKER INDUSTRY THROUGH A STRONG PRODUCT VISION. FIVE YEARS LATER, GGNETWORK HAS GROWN INTO THE WORLD’S LARGEST POKER NETWORK WITH MORE THAN 20 OPERATORS AROUND THE WORLD. WE CAUGHT UP WITH JEAN-CHRISTOPHE ANTOINE, HEAD OF GGNETWORK.

138

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

GGNETWORK IS THE WORLD’S LARGEST POKER NETWORK* TODAY BUT STILL REMAINS RELATIVELY UNKNOWN THROUGHOUT MUCH OF EUROPE. CAN YOU EXPLAIN HOW YOU JOINED AND WHAT THE COMPANY VISION IS? The founders always had the following motto in mind: ‘Make Poker Fun Again’. It sounds like a political slogan but it’s actually the driving force behind everything they have been working on. I had noticed their success and already loved their product while I was working at Betsson Group, so when I had the opportunity to join them, I did not think twice. The vision is derived from the motto. We want to bring the fun back to a game that has been too studied, analysed, optimised - eventually scaring away a lot of people who enjoy a friendly and enjoyable experience. The company has been focusing on building top-notch software because we wanted to offer a product that is far ahead of the industry standards. We already have some promising partnerships in Europe and are looking forward to signing more. ONLINE POKER HAS CULTIVATED A REPUTATION AS ONE OF THE MOST DIFFICULT VERTICALS TO RUN; IT’S ALSO FREQUENTLY SINGLED OUT AS ONE OF THE LEAST LUCRATIVE PRODUCTS OUT THERE. IS THERE LIFE LEFT IN THIS GAME YET? To us, poker is the best game there is. It is a skill game which means it’s very competitive but also incredibly fun. As the adage goes, ‘five minutes to understand the rules, a lifetime to master them’. We also love eSports which is just another name for competitive video gaming. So we are in sync with the poker players and their interests, we love what they love, and we understand them. It is not the most lucrative path as you said, but there is beauty in achieving great results in adverse circumstances. As for the ‘online poker is dead/dying’ theory, I’ve been hearing this for 10 years. And yes, for 10 years it’s been declining for a plethora of reasons, but it’s been booming in the brick and mortar casinos, you just need to check the latest WSOP results to realise that. Poker has never been dead; it’s just not as lucrative as it was 15 years ago. All of this simply shows that there has not been a suitable online poker product that matches the ever-growing standards of the younger generation. This is where GGNetwork has the biggest advantage. We think people will love poker for decades to come, so we made it our job to offer them an experience that would be as good as the one they would get by going to their local casino.

GG网（GGNETWORK），作为NSUS集团的旗下公司，是由一群对扑克和电子游戏充满热情的

大学扑克玩家于2014年创立的。他们意识到，与电子游戏和移动应用程序相比，扑克软件的平均质量太过一般，所以他们希望通过开发强大的产品来彻底改变扑克行业。五年后，GG网

已成长为全球最大的扑克网，在全球拥有20多

家运营商。 GG网的负责人JEAN-CHRISTOPHE ANTOINE接受了我们的专访。

GG网是当今世界上最大的扑克网但在欧洲大部分地区仍相对对不知名。能说一下你们当时是如何进入的吗？公司的愿景是什么?

公司创立者们始终牢记以下座右铭：“让扑克再次变得有趣”。这听起来像是政治口号，但实际上却是他们一直在努力的背后动力。我还在

BETSSON集团工作的时候就注意到了他们的成功，并且很喜欢他们的产品，所以当机会出现的时候，我就加入了他们，没有多想。

公司的愿景也来源自这个座右铭。我们认为要制作出给人带来快乐的游戏，需要经过大量研究、分析、优化工作——这也最终吓跑了许多喜欢享受轻松、愉快的人。

本公司一直致力于打开发一流的软件，因为我们想要让我们的产品远

远超出行业标准。我们在欧洲已经有了一些谈得来的合作伙伴，并且有望继续扩大合作。

在线扑克已经成为最难经营的垂直领域之一,它也经常被认为是最不赚钱的项目之一。这个游戏还有生命力吗？

对我们来说，扑克是最好的游戏。它是一种技巧游戏。这就意味着它非

常有竞争性，同时也非常有趣。俗话说：“了解规则五分钟，掌握规则要一生。 ”

我们也喜欢电子竞技，它只是竞技性电子游戏的另一个名字。

所以我们与扑克玩家的兴趣保持同步，喜欢他们所喜欢的，理解他们。这并不是您说的最赚钱的路，但是在逆境中取得成绩的也是很棒的。

至于“网络扑克已死”的说法，我都已经听了10年了。的确，在过去的10

年里，由于各种各样的原因，它一直在衰退，但在实体赌场里，它却在蓬勃发展，您只需要看看最新的世界扑克赛（WSOP）的情况就能明白这一点。扑克从未消亡，只是不像15年前那么赚钱了。

所有这一切只是说明，以前的在线扑克产品，已经不能匹配年轻一代

日益增长的标准。这正是GG网的最的优势。我们认为，在未来的几十年里，人们会热爱扑克，因此我们的工作就是为他们提供可媲美实体赌场的体验。

139

#virtualrealestate

EXPERIENCE the of

FUTURE

REAL

ESTATE

View property in 3D now! Visit our stand at SiGMA, you can find us at ST16

Compatible with VR headsets & Google Cardboard

real estate, real people info@dhalia.com

www.dhalia.com fb.com/DhaliaMT contact us on 2149 0681 for more information

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

WHAT WOULD YOU SAY TO THE COMPANIES THAT HAVE BEEN OVERLOOKING POKER? Most of the operators are focused on casino and sportsbook as these 2 verticals combined usually represents 95% of their revenue. They had pretty much given up on (launching) poker since it is the most complex product to run. Now they can automatically become a Top 3 worldwide poker room by joining us and competing with the big names in poker. We want to show them how poker can be relevant to their portfolio and bottom line. The typical online poker player is a Millennial male (23-38 years old) that likes competition and skill but also plays to relax and have fun, making them the best kind of customers. If you don’t offer poker, you completely miss out on this big chunk of the player pool and you end up sending them all to your competitors. We also have a different approach to how we market our product. Poker networks have tried to compete with independent Poker rooms and failed in the long run. Because our customers are mainly casino and sportsbook operators, we have modelled our software accordingly (especially on our native mobile application). The user experience is simpler, more intuitive and resembles casino games, so newcomers are not lost when they play their first hand of poker.

“There has not been a suitable online poker product that matches the ever-growing standards of the younger generation” YOU WILL SPONSOR THE SIGMA POKER TOURNAMENT AS WELL AS THE TWO 2020 EDITIONS IN MANILA AND MALTA. WHAT DO YOU HAVE IN STORE FOR US THIS YEAR? We wanted to do something a bit different to what we had seen in the previous years. First of all we will have €10,000 allocated to the prizepool. The tournament will be open to everyone who has a SiGMA pass, which means it is a €10,000 freeroll tournament. There will also be some goodies available and hopefully some other awesome surprises! But places will be limited, so register as soon as you can! WITH SEVERAL PARTNERS IN ASIA, WHAT DO YOU THINK ABOUT SIGMA LAUNCHING THERE NEXT YEAR?

您想对那些轻视扑克的公司说些什么呢?

大多数运营商专注于赌场和体育博彩，因为这两个垂直

行业的合并通常占据着它们95%的收入。他们几乎已经

放弃了扑克，因为扑克是运营起来最复杂。现在他们可以通过加入我们而自动成为世界前三的扑克室同其他大牌扑克室竞争。我们想向他们展示扑克是可以与他们的投资组合和底线相关的。

典型的在线扑克玩家是新千年一代的男性（23-38岁），他们喜欢竞争和技巧，也会玩得放松和娱乐，因而他们是最好的客户。如果我们不提供扑克，那么我们就完全错过了这个庞大的玩家群体，最终使竞争对手收益。

我们在营销产品方面也有不同的方法。扑克网曾经费劲

地与独立的扑克室竞争，但最终都以失败告终。因为我们的客户主要是赌场和体育博彩运营商，因此我们对软件

进行了相应的建模（尤其是在本土手机应用程序方面）。用户体验更简单、更直观，并且类似于实体赌场游戏。因此，新手玩家在玩一把扑克时也不会找不着方向。

“以前的在线扑克产品，已经不能匹配年轻一代日益增长的标准”

你们将举办西格玛扑克锦标赛（SiGMA POKER

TOURNAMENT ）以及2020年在马尼拉和马耳他举办的两项赛事。那么今年你们有什么要呈现的吗？

我们想做一些与前几年有所不同的事情。首先，我们将向奖池拨款1万欧元。然后，比赛将向所有拥有西格玛通行证的人开放，也就是说它是1万欧元的免费比赛。还会提

供一些好吃的东西，应该还有其他一些很棒的惊喜！但是名额有限，所以要尽快注册！

We are very happy that we have chosen SiGMA as a partner. Their growth has been phenomenal like ours and it’s only normal they are expanding to Asia. Great minds think alike!

有了亚洲的这些合作伙伴，您如何看待明年在该市场推

We hope to see a great mix of Asian and Western companies, where connections can be made and great partnerships can emerge. Exhibiting there and organising the Poker tournament will be very exciting.

样成长迅速，他们向亚洲扩张再也是顺理成章的事。正

We’ll see you there! *According to the Online Poker tracking site Pokerscout

出的西格玛赛事呢？

我们很高兴选择了西格玛作为合作伙伴。他们和我们一是，英雄所见略同!

我们希望看到亚洲和西方公司的大融合，这从而建立联系并建立良好的合作伙伴关系。我们非常高兴将在那里参加展会和组织扑克锦标赛。我们到时候见！

*根据网络扑克跟踪网站POKERSCOUT的内容整理

141

THE PURSUIT OF INNOVATION 追求创新

GREEN JADE GAMES IS A LEADING SOFTWARE DEVELOPMENT COMPANY FOCUSED ON BUILDING INDUSTRY INFLUENCING CONTENT. WE SIT DOWN WITH CHAIRMAN JESPER KARRBRINK AND MANAGING DIRECTOR BENEDICT MCDONAGH FOR AN IN-DEPTH LOOK AT HOW THEY’RE RE-SHAPING THE iGAMING INDUSTRY. GREEN JADE GAMES是一个专注于产生行业影响力的先进软件开发公司。今天我们邀请到他们的董事长 JESPER KARRBRINK和总经理BENEDICT MCDONAGH，就他们如何重塑在线博彩行业展开深入访谈。

YOU RECENTLY SECURED A SUPPLIER LICENCE FROM THE MGA, WHAT WILL THIS MEAN FOR GREEN JADE GAMES? Having both an MGA and a UKGC licence has been key for us, as we want to target the regulated markets in Europe. Creating a new kind of game that mixes skill and luck challenges the norm. This makes it essential to have the games certified and compliant under these licenses. THE GAMING SPACE IS QUITE CROWDED AT THE MOMENT, HOW ARE YOU STANDING OUT FROM THE CROWD? By not developing what everyone else is doing. There are so many fantastic slots out there that as a new game studio it would be suicide to make the 3,501st slot. Instead, we have focused on making slots that have an element of skill, XP, levels or other features seldom seen in slots. But where we stand out most is our Arcades Skill games, where we have managed to combine skill and luck with our patentpending Compensation Pot Algorithm. With this, we can create a whole new genre of casino games that no one has seen before. YOU’RE KNOWN FOR YOUR ARCADE-STYLE GAMES, WHAT GOES INTO MAKING A WINNING GAME? Entertainment and bang for the buck. The latter, (getting entertainment value) for the money is something I think we will see being discussed more and more in the future, especially if we want to broaden the audience in this industry. With our arcade games, you have the excitement of winning money – the max multiplier is 10,000X depending on the game, and at the same time, all the joy of playing video games where you can become better and better. We are even looking at games where each level not only becomes more challenging but also offers a higher RTP. At the last level we will provide every gambler’s dream, an RTP of 101%.

142

您刚从马耳他博彩局（MGA）获批供应商牌照，这对GREEN JADE GAMES来说有何意义呢？

我们打算打入欧洲受管制市场，所以从马耳他博彩局（MGA）及

英国博彩委员会（UKGC）获批牌照意义深远。通常我们开发出一款新的游戏，融入各种技能，接着就静待市场反馈，而这些牌照

即表明我们的博彩游戏获得认证，并且合规，这一点尤为重要。目前博彩市场竞争激烈，您的制胜秘诀何在？

秘诀即坚持创新。市场上有趣的老虎机游戏数不胜数，作为这个行业的一家新兴公司，再去开发个千篇一律的老虎机游戏，顶多拿个第3501名，那公司也就泡汤了。相反的，我们着重于在老虎机游戏中加入一项技能元素，经验值（XP）、关卡和其他此类游

戏中几乎没有的特色。但我们公司最为脱颖而出的是街机技能

系列游戏（ARCADES SKILL GAMES），开发过程中，我们将技能

及COMPENSATION POT ALGORITHM相结合，目前这项专利仍是未决状态，获批后，我们将会带来颠覆行业的全新赌场游戏。贵公司以街机游戏闻名于世，如何才能设计出一款成功的游戏呢？

一款游戏需具备娱乐性，且能给带来玩家盈利的快感。我认为如果想要在该行业扩大受众群，后者——从盈利中享受娱乐，是日

后需要多加探讨的议题。玩家通过我们的街机游戏，可以享受赚钱的快感。同一时间段，不同的游戏类型会提供丰厚的奖金，最

高可达10,000 X，玩家也会越玩越顺手，乐趣无限。此外，游戏每

个关卡的难度会层层递增，玩家回报率（RTP）也随之增长。最后一关的RTP高达101%，这可是所有玩家梦寐以求的。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

Photo supplied by Green Jade Gaming

照片由Green Jade Gaming提供

143

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

街机游戏的另一大优势是娱乐性十足。与普通此类游戏的

不同之处在于，我们的街机游戏每一回合持续45-65秒，而非短短3-4秒旋转时间，因此，首次体验的玩家也能乐在其中。即便输了，也会玩得很开心。 Another good thing with the arcade games is the entertainment factor. Instead of a spin time of 3-4 sec, each round lasts for 45-65 seconds, making this the perfect game for first-time depositors as well. Even if you have a bad run, you will have fun for a long time. WHO IS THE GREEN JADE AUDIENCE – WHAT KIND OF PLAYERS ARE THEY AND HOW DO THEIR NEEDS DIFFER FROM THE OLD SCHOOL, TRADITIONAL PLAYERS? With our slots - even if they differ - we are aiming for the old school and traditional players. Our first release, ‘Hammer of Fortune’, with over 10 million game rounds from only one operator showed that this audience appreciated the story, the progression, and the skill element in this slot. Our arcade games are a totally different gaming and gambling experience, but looking at the data (from among others, Synergy Blue): for the first time, some large online casinos are showing declining player bases in the 18-25 year segment, 93% have played arcade, video or casual/mobile games and 79% said if casino games were more like video, arcade or mobile games, they would be more likely to visit casinos to play – we believe these games will sit well with both the traditional player but also attract a new audience wanting to gamble but perhaps being scared by the speed you can lose your money with regular slots.

“Having both an MGA and a UKGC licence has been key for us, as we want to target the regulated markets in Europe” AS LEADERS IN THE iGAMING SPACE, WHAT, IN YOUR OPINION, ARE THE LATEST TRENDS TO SHAKE UP THE INDUSTRY AND DO YOU HAVE ANY PLANS TO PURSUE NEW AREAS OF INNOVATION? Innovation is critical in what we are doing, and we want to challenge the norm, if not with every game, at least enough to feel that we are alive. The trend we are betting on is the shift towards richer casino games where we combine skill and RNG. With 93% of the population playing video and arcade games, 65% gambling but only 5-7% playing slots, we believe there is an opportunity in all this. ANY LAST SURPRISES UP YOUR SLEEVES FOR 2019? WHAT CAN WE EXPECT TO SEE IN 2020 AND BEYOND?

GREEN JADE的目标受众是哪些群体呢？他们有哪些特征？与传统老派玩家相比，他们的需求有何不同？

即便我们的老虎机游戏比较与众不同，但仍希望老玩家们能参与其中。仅根据一家运营商的1000多万次游戏回合

显示，我们发布的首款老虎机游戏“幸运之锤”（HAMMER OF FORTUNE）在故事情节、游戏进程及技能方面都广受

玩家欢迎。我们推出的街机游戏则是另一种截然不同的博彩游戏体验，但根据SYNERGY BLUE提供的数据显示，一

些大型在线赌场的18-25岁年龄段玩家数量首次下跌，其

中93%的玩家集中于街机、电子、休闲小游戏或手游，79% 的玩家表示，若赌场游戏向以上几种游戏类型靠拢，他们

则更可能去赌场玩博彩游戏。我们相信这类游戏能吸引老玩家们，也能招揽一批想要玩点博彩游戏，但又怕像传统老虎机一样，输钱太快的新玩家们。

作为在线博彩行业的领军人物，您对能颠覆该行业的最新趋势有何见地呢？您对这些新领域是否有相关的创新计划呢？

创新是我们目前追求的头等大事。我们想要与众不同，即便不是在每个游戏上都有所体现，但至少要让世界感受到我们的存在。我们所预测的趋势是赌场游戏将会更多元化，我们能在更多游戏中融合技能及随机生成数字器

（RNG）。电子及街机游戏有93%的玩家群体，博彩也占

65%，但仅5%-7%的玩家选择老虎机游戏，我们相信，这其中蕴藏契机。

“我们打算打入欧洲受管制市场，所以从马耳他博彩局（MGA）及英国博彩委员会（UKGC）获批牌照意义深远” 今年您还会给我们带来一些惊喜吗？在2020年及未来的发展中，您会向我们展现什么呢？

我们公司的理念即惊喜，我本人也希望如此。比如说，我们正在开发一些酷炫的街机游戏，有机会的话，你们可以到 SiGMA我公司的展位上试玩一番。

Our business idea is basically to surprise, so I hope so. To give some examples we have some crazy Arcade games in development. If you have the chance, come by our stand at SiGMA and try some of them out.

145

ALL EYES ON ASIA 亚洲—世界焦点

JAKE POLLARD IS AN iGAMING JOURNALIST, CONTENT AND COMMUNICATIONS SPECIALIST WHO HAS COVERED THE SECTOR FOR 15 YEARS. HE HAS WRITTEN FOR ALL THE LEADING B2B TITLES AND BEFORE GOING FREELANCE WAS EDITOR OF EGAMING REVIEW, iGAMING FRANCE AND iGAMING BUSINESS. JAKE POLLARD是一名博彩新闻记者、内容和通讯专家，已有15年从业史。他曾为

世界领先的B2B平台撰写各类文案。在成为自由职业者之前，他还担任过EGAMING REVIEW、iGAMING FRANCE和iGAMING BUSINESS的编辑。 BY JAKE POLLARD

There have been numerous regulatory movements across Asian iGaming markets in recent months and the regularity with which they have come up in our news feeds has been striking. Across Asia regulatory changes and increased industry competition have created pressures that are now clearly visible to anyone who follows the sector. The countries most often written about have been China, the Philippines and Cambodia and those are the ones that are discussed in this article. But other countries like Thailand, Vietnam or Malaysia are also major markets for Asian operators. In Cambodia, the iGaming hub of Sihanoukville has been shaken by a raft of anti-licensing measures from the government, while various clampdowns against online gambling rings in Vietnam or Thailand mean those countries are flexing their muscles as they try to get a grip on unregulated iGaming across the continent. Whether those law enforcement actions are effective is a different matter of course. One industry magazine described a recent online gaming shutdown in Vietnam as a case of ‘whack-a-mole’, with new gambling networks up and running even before the last police officer has left the premises of their latest raid. This, to an extent, is par for the course in Asia and such events have been occurring for some time. The key difference in 2019 is that China, by some distance the biggest of all the gorillas in the region, is now flexing its muscle and putting pressure on countries like the Philippines and Cambodia to clamp down on the iGaming companies targeting Chinese players from their respective offices in the Cagayan Zone or Sihanoukville.

148

近几个月来，亚洲线上博彩市场掀起了监管运动的浪潮，与之有关的新闻报道铺天盖地，引起了社会的广泛关注。

对于整个亚洲市场而言，监管方面的变化和行业竞争的加剧给该行业从业者带来了巨大的压力。被媒体争相报道的国家分别为中国、菲律宾和柬埔寨，本文将围绕这些国家展开讨论。除此以外，泰国、越南或马来西亚等其他国家也是亚洲运营商的主要市场。

在柬埔寨，由于该国政府采取了一系列反许可措施，西哈努克城

（SIHANOUKVILLE）的线上博彩市场也因此受到了一定冲击，而在越南或泰国，其在线博彩行业也受到了政府的严厉打压，种种措施表明这些国家正在对其国内未受监管的线上博彩行业进行竭力压制。

至于这些执法行动是否达到了效果，则另当别论。业内一家杂志将越南近期在线博彩公司强制关闭的现象称为“打地鼠”事

件，意指这种打击措施不能起到根本性的作用，即使当前已有大批公司被迫关闭，还会陆续有新的博彩公司冒头。

在某种程度上来看，这与亚洲市场的局势不相上下，而且距离

此类事件发生已过去一段时间。但在2019年出现了一些重要的变化，中国在一定程度上是该区域所有打击势力中占比最大的一部分，现在其正凭借自身的影响力向菲律宾和柬埔寨等国施压，力求打击该等国家的在线博彩公司，其位于卡加延地区或西哈努克城所设办事处面向中国玩家。

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Below are the main regulatory changes that have recently occurred in China, Cambodia, and the Philippines and what is likely to happen in the next six months. We will also cover the UK; because many UK and EU-licensed operators have sizeable market share and the topic of Asian bookmakers and casino sites appearing as shirt sponsors of many Premier League football clubs has also been high on the agenda. CHINA As mentioned, the Chinese authorities have been flexing their muscle in recent months, putting pressure on their Philippine and Cambodian counterparts to clamp down on the iGaming companies targeting Chinese players. China is the superpower dominating the region, so it probably did not have to exert too much pressure to get the Cambodian or Philippine authorities to take action. In early summer the Chinese Embassy in Manila released a statement to highlight the number of Chinese citizens it claimed were being targeted by gambling sites licensed in the Philippines. It said hundreds of millions of gambling-related yuan were leaving China for the Philippines each year and called on the government to strengthen its law enforcement in this area. Cambodia, as outlined below, responded by suspending all online gambling licensing, while Philippines legislators carried out a number of tax, administrative and employment clampdowns aimed at Philippines Online Gaming Operators (POGOs). CAMBODIA Over the course of the summer months Cambodia came to the decision not to renew the licences of online gambling operators in the country and said the sector would be shut down in its entirety at the end of the year. The decision came after China publicly complained about the number of Cambodia-based online gambling companies targeting Chinese players and officials from both countries had met a number of times to discuss the matter. According to local reports, hundreds of online gaming executives have been arrested by Cambodian and Chinese authorities as part of the ongoing crackdown on online gaming in both countries. The Cambodian Government said it planned to reform its gambling legislation in 2020. PHILIPPINES With China expressing concern at the scale of the Philippinesbased industry that is targeting the country and issues linked to financial supervision and security as some gamblers and syndicates look to evade China’s strict capital controls, it was only a question of time before the Philippines authorities would take action.

以下内容是中国、柬埔寨和菲律宾最近的主要监管变化以及未来六个月内可能发生的变化。我们将英国也纳入了讨论范围，因为许多获得英国和欧盟牌照的运营商都拥有庞大的市场份额，而且很多英超联赛俱乐部的球衣赞助商均为亚洲各类博彩公司和在线赌场，这也使英国不可避免地成为重点关注对象。中国

如前所述，中国当局近几个月来一直在向菲律宾和柬埔寨施

压，要求其监管机构打击该等国家面向中国玩家的博彩公司。中国在该地区具有绝对的影响力，因此可能无需太过费力便

可促使柬埔寨或菲律宾当局采取行动。夏初，中国驻马尼拉大使馆发表了一则声明，着重强调了在菲律宾境内获得牌照的

在线博彩网站中涉及的中国公民人数。声明表示，每年中国公民因参加菲律宾博彩而损失了数亿人民币，并呼吁政府加强在这一领域的执法力度。如下所述，作为对此声明的回应，柬埔寨的做法是中止向所有在线博彩公司授予牌照，而菲律宾

立法者则针对菲律宾的在线博彩运营商（POGO）实施了一系列税收、管理和招聘限制措施。柬埔寨

夏季过后，柬埔寨做出了一项决定，即停止对该国的在线博彩

运营商续签牌照，并表示将在年底完全取缔该行业所有业务。在做出这一决定之前，中国政府曾公开谴责柬埔寨政府，称其面向中国玩家的在线博彩公司的数量过于庞大，两国官员就此事举行了多次会议。

根据当地媒体报道，柬埔寨和中国当局逮捕了数百名在线博彩公司高管，这只是两国合力打击在线博彩行业的其中一个方

面。柬埔寨政府表示，其将计划在2020年展开博彩立法改革。菲律宾

鉴于以菲律宾为主营市场的相关行业的规模，以及与之相关

的金融监管和安全问题，中国政府表示担心，因为一些玩家和集团组织有意逃避中国严格的资本管制，对此，菲律宾当局采取行动势在必行。

菲律宾政府博彩委员会（AMUSEMENT AND GAMING

CORPORATION（PAGCOR））在8月份宣布，其已停止受理在线

博彩运营商关于牌照的申请，直到解决中国政府提出的问题，并将对监管制度进行全面审查。

In August the Philippine Amusement and Gaming Corporation (PAGCOR) announced it had stopped accepting applications for POGO licenses until it had addressed the issues raised by the Chinese and would conduct a comprehensive review of the regulatory regime.

149

SPONSOR

Accelerate with the iGaming Cloud We keep iGaming online, secure, and compliant in Malta and beyond

Globally managed hosting. Connectivity. Security. Compliance. DDoS Detection & Mitigation || Public & Private Cloud Services || Over 50 Locations Worldwide

continent8.com

sales@continent8.com

+44 1624 694625

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

In September President Duterte said the Philippines would not prohibit interactive gambling, but the authorities took action in different ways. Finance Secretary Carlos Dominguez ordered the country’s Bureau of Internal Revenue (BIR) to shut down the operations of POGOs that failed or refused to pay income tax. The order was issued following the claim that a large number of POGOs had failed to pay workers’ income taxes, despite repeated warnings from the government. Reports suggested the sector’s total tax liability was €21.6bn (378m) and added that the exact amount owed for each worker should be paid, rather than offer to pay a lump sum to settle the matter. The country’s immigration bureau continued the iGaming crackdown, arresting around 320 Chinese nationals and accusing them of involvement in illegal online gambling operations. And with claims that up to 8,000 foreign iGaming executives had not secured an Alien Employment Permit and lacked appropriate documentation, the Department of Labour and Employment simplified the process for iGaming employees to apply for work permits. UNITED KINGDOM The UK may not be an obvious choice of country to include in this regulatory roundup, but numerous Western brands have sizeable iGaming operations in Asia. On both the operator and supplier sides of the fence, many of those companies operate in the key markets of China, Malaysia, Thailand and Vietnam and draw anything between 15% and 50% or more of their profits from Asia. Those figures have been decreasing steadily in recent years as the Gambling Commission has increased pressure on the operators to reduce their activities in the region. However, many industry observers also say that the profits generated in Asia are what enables those companies to keep operating in regulated market like the UK, Spain or Sweden, where the taxes and operating costs are much higher. The other reason the UK is included in this article is because of the numerous Asian bookmakers and casino sites that are shirt sponsors to nearly half of the football clubs in the Premier League. Critics have been vocal about what they see as too many gambling sponsors on club jerseys. They also point out that the Asian operators have no business of any scale in the UK and only sponsor the clubs because Premier League games are televised in Asia. It is also an important point that these developments provide very negative optics to anyone reading about them in mainstream (i.e. nonspecialist) media outlets. In any case, whether it is clampdowns in Cambodia or complaints about the number of Asian bookmakers sponsoring English football clubs, we are likely to read and hear a lot more about these topics in the next 12 months.

杜特尔特总统（PRESIDENT DUTERTE）在9月份表示，菲律宾不会禁止互动博彩，不过当局采取了一些其他的应对方式。财

政部长卡洛斯·多明格斯（CARLOS DOMINGUEZ）令该国的国内税收局（BIR）要求未能或拒绝缴纳所得税的在线博彩运营商停止其运营活动。

在这之前，菲律宾政府称尽管其一再警告但仍有大量在线博彩运营商未能缴纳员工所得税，所以后来才颁布该命令。报告显示，该行业的所得税负债为216亿比索（约合3.78亿欧元），其

还补充说，要解决此事，应先明确每名员工的确切债务，然后进行支付，而不是一次性支付全部款项就可草草了事。

该国的移民局仍继续打击线上博彩，逮捕了约320名中国公

民，并指控他们参与了非法在线博彩运营。由于未获得外国人就业许可证及缺乏所需文件的外籍在线博彩公司主管高达

8000名，因此劳工与就业部简化了在线博彩员工申请工作许可证的流程。英国

英国在本篇监管专栏文章中不作为主要讨论对象，但事实上，许多西方品牌在亚洲都拥有规模庞大的在线博彩业务。

就运营商和供应商而言，许多公司在中国、马来西亚、泰国和越

南等主要市场开展业务，从亚洲获得的利润约占15%至50%或更多。近年来，由于博彩委员会对运营商不断施压，要求其减少在该地区的活动，他们的利润便随之逐步下降。

但是，许多行业观察家称，这些公司在亚洲市场获得的丰厚利

润使得它们能在英国、西班牙或瑞典等受监管市场继续经营，即使在这些市场运营需缴纳更多税收和耗费更多运营成本。此外，本文将英国纳入讨论还有另一个原因，即英超联赛有近一半足球俱乐部的球衣赞助商来自各类亚洲博彩公司和在线赌场。批评家也对此不断进行声讨，称足球俱乐部的球衣赞助商中来自博彩行业的赞助商数量过多。

他们还指出，亚洲运营商在英国没有任何成规模的业务，除了充当俱乐部的赞助商，因为英超联赛可通过亚洲各电视台转

播。还有一点也很重要，即这种发展趋势给浏览主流（即非专业领域）媒体的人们带来了非常消极的影响。

无论是柬埔寨的打压行动还是关于英国足球俱乐部的亚洲博

彩公司赞助商数量过多的谴责，在未来的12个月中，这类事件会越来越多。

151

RECOGNISED BY BILLIONS FASHIONTV’S GAMING REVOLUTION 数十亿人的认可— —FASHIONTV的博彩业革命

THE FIRST TO BRING THE WORLDS OF LUXURY LIFESTYLE AND iGAMING TOGETHER, FASHIONTV GAMING GROUP IS HARNESSING THE GLOBAL POWER OF THE ICONIC FASHIONTV BRAND, BY GIVING, VIA SUB-LICENSE, SOFTWARE PROVIDERS AND OPERATORS THE UPPER HAND IN THE CONTENT GAME AS THEY UTILISE THIS MEGA BRAND TO BUILD THEIR OWN FASHIONTV BRANDED GAMING PRODUCTS AND OPERATIONS. FASHIONTV博彩集团作为首个奢侈生活方式和在线博彩结合的产物，正在充分利用着

FASHIONTV这个知名品牌的全球影响力，它通过向软件提供商和运营商进行品牌再授权，让其打造属于自己的FASHIONTV品牌的游戏产品和业务，从而在博彩游戏领域获得先机。

SiGMA gets bigger every year – another clear sign that competition in iGaming is heating up. With many iGaming companies seeking new ways to stand out, Aviva Baner, Head of Media at FashionTV Gaming Group, explains how FashionTV branded products are changing the face of the online gaming industry. Software providers and operators alike are facing increased pressure to deliver extra value to their customers. From global giants looking for a new growth engine to industry leaders expanding into new markets, innovation is the name of the game. As players become increasingly demanding, more content, original concepts and bespoke, immersive experiences are required to remain ahead. At FashionTV Gaming Group, we’re the first to bring the worlds of luxury lifestyle and iGaming together. Harnessing the global power of the iconic FashionTV brand, we empower software providers and operators to build and run their own FashionTV branded gaming products and sites through an innovative B2B sublicensing business model.

152

西格玛（SiGMA）每年都在成长，这是在线博彩业竞争日益激烈的又一个明确信号。在许多在线博彩公司都在寻求新

方法脱颖而出的背景下，FASHIONTV博彩集团的媒体主管 AVIVA BANER阐述了FASHIONTV品牌的产品是如何改变着在线博彩业的。

软件供应商及运营商等都在就如何为客户提供额外价值方面绞尽脑汁。从寻找新发展动力的全球巨头到向新市场拓

展的行业领导者，博彩业竞争的本质就是创新。随着玩家的要求越来越高，需要更多的内容、新颖的概念和定制的沉浸式体验来保持领先地位。

FASHIONTV博彩集团是首家将奢侈生活和在线博彩融合起来的企业。通过标志性的FASHIONTV品牌的全球影响

力，我们与软件供应商及运营商合作，向他们进行品牌授

权，让其通过创新的B2B转授权业务模式开发并运营属于自己的FASHIONTV品牌的博彩产品和网站。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Feature 专题报道

Photos supplied by FashionTV 照片由Fashion TV提供

153

We’re already working with some of the industry’s

Gaming Group we’ve gone one step further to create

leading enterprises, giving chosen businesses the

a 360-degree offering – an immersive, completely

chance to capitalise on the global reach of the

consistent experience that gives players the option to

FashionTV brand. We offer branded games and

transition from the virtual into the real world.

websites, branded land-based casino rooms with online live dealers, live dealer studios for casino and lotto, sports betting and virtual sport sites. With clear synergies across various gaming verticals, including FashionTV bingo, lotto, poker and more, we’re bringing a new dimension to the iGaming industry. THE POWER OF THE FASHIONTV BRAND FashionTV reaches two billion people, across 500 million households, hotels, bars and restaurants worldwide. It garners a huge social media following and has been the go-to brand for a sophisticated, style-

“Our partners are presented to a captive market of two billion viewers worldwide and promoted through FashionTV’s global media channels”

savvy audience for over two decades. This is the kind of brand exposure that even the biggest iGaming enterprises can only dream of. Leveraging a proven brand reduces the risk – and marketing budget – of any venture. Not to mention the growth potential a captive audience in the billions presents as an opportunity to promote our partners’ branded products across an established global media network, especially when you compare starting with a ‘no name’ brand versus a ‘mega name’ brand. In harnessing a global, household name, FashionTV Gaming Group paves the way for software providers and operators to quickly and easily enter new markets, to launch branded games they know will resonate, and to diversify their offering across the board. Developing and offering innovative content continuously is critical for success. But where does that content come from, and how can emerging businesses keep up with industry heavyweights, with big budgets behind them? FashionTV has been producing smash-hit shows for over 20 years, all of which can be translated into groundbreaking new games. With a constantly refreshing catalogue of proven content on hand, FashionTV Gaming Group enables partners to compete at the highest level – at a fraction of the cost.

Harnessing the glamour of FashionTV and its followers, our branded events and giveaways are designed to offer a slice of the high life. From crowning our first ‘Miss FashionTV Gaming World’ earlier this year to the luxury lifestyle events and FashionTV parties we run across the globe, we create unique, premium experiences for our partners’ best VIPs, the strongest affiliates and the greatest partners. Take this year’s SiGMA for example. Alongside roundthe-clock fashion shows at our booth, FashionTV Gaming Group is honoured to be hosting this year’s official ‘Closing Night’ after party. It’s an opportunity for delegates to attend an exclusive FashionTV Gaming Group event and experience a dose of FashionTV glamour first hand. WHERE NEXT? Following this year’s successful launches across Europe, Asia and Africa - securing partnerships with global industry leaders - FashionTV Gaming Group is looking to expand into the US and South America in 2020, as well as launching new gaming verticals, to continue building on the Group’s momentum. FashionTV Gaming Group is bringing the brand that epitomises TV fashion and lifestyle together with online gaming for the very first time, offering the world’s

BRINGING THE ONLINE WORLD TO LIFE

leading software providers and operators the chance

The industry has been driving towards bringing

products, backed by the power of a mega brand and

online games to life for years. Powered by ever-more

its global media reach. We’re bringing luxury lifestyle

sophisticated technologies, players enter virtual

and online gaming together in spectacular style -

worlds that look and feel almost real. But at FashionTV

“FashionTV Gaming World” style!

to launch a full suite of innovative, branded gaming

To discuss potential partnership opportunities, get in touch on info@fashiontvgg.com. Visit fashiontvgg.com for more information.

154

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

我们已经与一些业内领先的企业合作，为选定的企业提供借用

虚拟世界。而FASHIONTV博彩集团则更进一步，创建了一款360度

和网站，配有在线真人荷官的品牌陆基赌室，配有真人荷官的赌

的沉浸感极强且毫不违和的体验。

FASHIONTV品牌全球影响力的机会。我们将品牌授权给博彩游戏场和彩票厅，体育博彩，以及虚拟体育博彩网站。通过各种博彩项

目间相互整合，产生了诸如FASHIONTV品牌的宾果、大乐透、扑克等，我们正在为在线博彩业创造一个全新维度。

“我们为合作伙伴提供的是一个在全球拥有20亿观众的垄断性市

场，同时我们还通过FASHIONTV的全球性媒体渠道对其进行宣传。 ” FASHIONTV的品牌影响力

FASHIONTV覆盖全球20亿人，涵盖5亿个家庭、酒店、酒吧和餐馆。它拥有极高的社交媒体关注度，并且在过去的20余年中一直是懂行观众的首选品牌。

这种品牌知名度，即便是最大的在线博彩企业也难以企及。利用成熟品牌可以降低一切经营活动的风险及营销预算。更不用提一个由数十亿人构成的垄断性观众群所提供的发展潜力，让我们合作伙伴的品牌商品有机会通过完善的全球媒体网络进行推广，而与

“不见经传”的品牌或者 “声名显赫”的品牌携手启航，二者相较之下，这种优势就更显而易见了。

FASHIONTV博彩集团利用这个在全世界家喻户晓的名字，为软件供应商及运营商快速轻松地进入新市场、推出他们认为会引起共鸣的品牌博彩游戏并全面扩展产品范围铺平了道路。

持续开发和提供创新内容是成功的关键。但是，这些内容从何而来？新兴企业如何紧跟拥有庞大预算的行业巨头？

过去20余年，FASHIONTV一直在制作热门节目，而所有这些都可

以被转化为具有开创性的新博彩游戏。 FASHIONTV博彩集团凭借着自身不断更新的优质节目内容，可以让合作伙伴能够以极低的成本在最高水平上展开竞争。把网络世界带进现实

多年来，该行业一直致力于提高在线博彩游戏的用户体验。借助越来越先进成熟的技术，玩家可以进入视觉和感觉上都近乎真实的

的完美产品——一种让玩家可以选择从虚拟世界过渡到现实世界

利用FASHIONTV的品牌魅力及其粉丝群，我们的品牌活动和馈赠

活动旨在让您对高端生活见微知著。从今年初首届“FASHIONTV博彩世界小姐”大赛圆满举办，到我们在全球范围内举办的奢侈生活活动和FASHIONTV聚会，我们为合作伙伴的最佳VIP、最强关联公司和最好合作伙伴提供独特的优质体验。

以今年的西格玛展会为例。FASHION TV博彩集团除了在展位上有不间断举行的时装表演之外，我们还有幸能够举办本年展盛会结

尾的官方“闭幕之夜”。这也是参展商参加FASHION TV博彩集团的独家活动并抢先体验FASHIONTV魅力产品的绝佳机会。

“我们为合作伙伴提供的是一个在全球拥有20亿观众的垄断性市场，同时我们还通过FashionTV的全球性媒体渠道对其进行宣传” 下一步如何走？

继今年在欧洲、亚洲和非洲成功举办活动并与全球行业领导者建立合作伙伴关系之后，FASHION TV博彩集团希望在2020年进军

美国和南美洲市场，并开发新的博彩垂直领域，以继续增强本集团的发展动力。

FASHION TV博彩集团正率先将代表电视时尚和生活方式的品牌

与在线博彩相结合，为全球领先的软件供应商及运营商提供机会，推出一整套创新的品牌博彩产品。背靠超级品牌的全球媒体影强

大响力，我们正以一种令人惊叹的方式——即“FASHIONTV博彩之世界”的方式——将奢侈生活与在线博彩融合在一起！

155

LIFE AT LEOVEGAS

LEOVEGAS概览

156

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

LEOVEGAS HAS GROWN QUICKLY IN 2019, WITH MORE THAN 400 LEOVEGAS EMPLOYEES WORKING IN MALTA ALONE AND A TOTAL OF OVER 900! JULIAN MOORE SPOKE WITH NEW COMMUNICATIONS DIRECTOR HANS UHRUS TO FIND OUT ABOUT THE IMPORTANCE OF BOTH INTERNAL AND EXTERNAL COMMUNICATIONS, NEW COMPANY INITIATIVES, AND LIFE AT LEOVEGAS.

LEOVEGAS在2019年获得迅速发展，在

总共900多名员工中，仅马耳他就有400 多名！JULIAN MOORE与新任通讯主管

HANS UHRUS进行了谈话，主要了解其内部和外部通讯的重要性、新公司计划以及 LEOVEGAS公司概览。

LEOVEGAS是如何建立的？

LEOVEGAS MOBILE GAMING GROUP由GUSTAF HOW DID LEOVEGAS COME ABOUT? LeoVegas Mobile Gaming Group was founded in 2011 by Gustaf Hagman & Robin Ramm-Ericson and the journey has been truly incredible. Starting off with an idea to revolutionise the gaming industry using smartphones as a platform, we are now not only successful in the casino vertical, but also sportsbook and live casino. Today we are around 900 employees within the group and have offices in Europe and parts of the rest of the world. During the past few years we have made key acquisitions enabling us to grow internationally in regulated markets according to our strategy. These achievements have truly given us a receipt for our hard work and have been incredibly proud moments for all our employees who strive to be the King of Casino. WHAT HAVE BEEN THE MAJOR CHALLENGES AND SUCCESSES IN GROWING LEOVEGAS IN 2019? Being part of such a competitive industry, which brings with it a lot of talent both locally and abroad, creates a number of challenges. We are continuously working in providing our employees the best working environment, in which they could consider the Sliema office their second home. Refurbishment is currently ongoing, with the aim of having a fun, functional and relaxing environment. However, we are growing, trying to find an attractive place which can hold 400 employees and over is getting harder. Unfortunately these are all concerns that make it challenging to attract the best out there. However, at LeoVegas we always try to provide our employees with the best relocation package. Although with the help of the responsible authorities this can surely be tackled in the right manner.

HAGMAN和ROBIN RAMM-ERICSON在2011年成立，我

们在这个过程中所经历的一切到现在看来仍然感觉很不可思议。最初，我们的目标是通过智能手机这个平台来革新博彩行业，但如今，我们除了在赌场游戏的垂直领域取得了成功外，体育博彩和现场投注方面也收获颇丰。

如今，我们集团内部大约共有900名员工，并在欧洲和世

界其他地区设有办事处。在过去的几年中，我们开展了多项重要的收购活动，这是我们能够根据自身的战略在规范化市场中扩大国际影响力的关键。

我们多年来的努力工作最终获得了回报，这让我们所有为成为业内顶尖赌场游戏公司而不懈拼搏的员工深感自豪。

2019年LEOVEGAS的经济增长面临的主要挑战以及取得的最大收获是什么？

身处在这样一个竞争激烈的行业中，我们有机会引入大量国内外优秀人才，但同时还面临许多挑战。

我们始终致力于为员工提供最佳工作环境，使斯利马办事处的员工体验到家一般的感觉。我们希望营造一个可供休息娱乐的功能性工作环境，目前我们正在进行办事处的翻新工作。不过，随着我们的不断发展，我们需要寻

找一个更大的空间，使其可以容纳400名及以上员工，但要做到这一点却变得越来越困难。

不幸的是，所有这些问题为吸引最佳人才制造了障碍。但是，在LEOVEGAS，我们始终尽力为员工提供最佳安置方

案，尽管我们本可以依靠专职部门来妥善解决这一问题。

157

WHAT DOES IT MEAN TO WORK FOR LEOVEGAS? We believe in offering opportunities for employees to improve their skills and better their position. Over the last couple of years, we have seen many employees reach closer to their career goals, whether that is to gain leadership experience or to specialise in a certain topic. As an employee at LeoVegas, you are trusted with a lot of responsibility and you are expected to take initiative. We also offer some of the best benefits to

We look at people as individuals and for all intents and purposes you can be whatever you’d like to be – you will feel welcomed and part of the team. As part of this, the majority of our restrooms are gender neutral. This is conducive to a better, more productive workplace where people feel accepted. WITH AN ESTABLISHED MOBILE FIRST OFFERING, HOW HAS THE STRUCTURE ON THE COMPANY HAD TO ADAPT?

make life easier. Fully-paid private health insurance,

At LeoVegas we are at the forefront of the industry

sports allowances and fitness classes are some of our

when it comes to mobile, innovation, and catering to

most appreciated benefits. In addition to that, we offer

the needs of the ever-changing player demographics

breakfast on Mondays, lunch on Fridays and a fully-

and playing behaviours.

stocked snack-bar with healthy snacks all year around. HOW DOES LEOVEGAS ACT IN TERMS OF CSR PRESENCE? WHAT HAVE YOU DONE? LeoVegas organise fun and adventurous events throughout the year. We have also been very socially active by supporting causes which go beyond gaming; such as the Wildlife Conservation Network and the Lion Recovery Fund. In 2017, to commemorate the 5-year anniversary of LeoVegas we launched the Leo Initiative. We adopted two lions, Bruno and Omar, which are currently being taken care of by Emoya Big Cat Sanctuary in South

Our passion is to be the King of Casino. This is manifested through innovation, data-driven developments and customer focus, always making sure

Africa. Apart from taking care of our two lions, we

the product stays relevant, top-of-the-line and provides

created the opportunity for our employees to travel

the greatest gaming experience.

to South Africa to work with our adopted lions as volunteers for two weeks – all expenses covered.

During the quarter we launched our proprietary multibrand platform. The first such brand that was

Our employees participated in the Business and

launched is called GoGoCasino. The start and

Professional Women’s Careers Day, the Malta

customer response have been amazing and are proof

Community Chest Fund; national clean-up campaigns

of how we are successfully capitalising on the Group’s

and charity football tournaments.

strengths, experience and economies of scale.

LEOVEGAS RECENTLY SUPPORTED PRIDE WEEK

WHAT IS LEOVEGAS PLAN FOR THE FUTURE?

IN MALTA. DOES THIS REFLECT YOUR INCLUSIVE APPROACH TO DIVERSITY IN THE COMPANY?

We will surely do our best in maintaining our brand presence both locally and abroad, with the aim of always

For the third consecutive year, LeoVegas has proudly

attracting the best individuals out there. Our goal is to

supported and sponsored Malta Pride and the Allied

keep on the growth trend and even accelerate it. We

Rainbow Communities.

have various short to long-term plans which should see

At LeoVegas we are proud to be supporting the

158

“Today we are around 900 employees within the group and have offices in Europe and parts of the rest of the world”

our operations in Malta expanding further.

largest event of its kind in Malta. The main goal of this

Keeping in mind our passion of being King of Casino,

collaboration is to show LeoVegas’ commitment in

continuing to innovate is surely a key to growth in

embracing diversity and equality in our workforce.

existing markets, as well as new markets.

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“如今，我们集团内部大约共有900名员工，并在欧洲和世界其他地区设有办事处”

在LEOVEGAS工作意味着什么？

PRIDE）和联合彩虹社区（ALLIED RAINBOW COMMUNITIES），且

有许多员工慢慢实现他们的职业目标，即积累领导经验或在某个

这项活动是马耳他最大的盛会之一，LEOVEGAS的每位员工都对

我们为员工提供提高职业技能和晋升的机会。在过去几年中，已经专业领域获得建树。

作为LEOVEGAS的员工将承担很多责任，并且我们期望他们能以

一种积极主动的心态面对。我们还为员工提供一些最佳福利，帮助

LEOVEGAS对此引以为豪。

能够有机会参与马耳他的此类盛会感到非常自豪。这项合作的主

要目的是为了兑现LEOVEGAS对员工的承诺，即LEOVEGAS对多元化和平等观念的支持。

他们缓解压力，其中最受员工好评的是全额支付的私人医疗保险、

我们将员工视为单独的个体，使员工能够根据自己的想法成为自

星期五提供午餐，并且设有专门售卖健康食品的小吃店，各类小吃

大部分洗手间都不分性别。这有利于团队建设，因为当人们感到自

运动津贴和健身课程。除此之外，我们还分别在星期一提供早餐，应有尽有，全年开放。

己想成为的人——每名员工都会在团队中找到归属感。因此，我们己被接受时，便没有必要浪费工作时间来假装自己是异性恋者。

LEOVEGAS如何履行企业社会责任？你们为此做了哪些工作？

拥有了成熟的移动优先产品后，公司架构应如何适应？

博彩以外的公益事业，经常开展各种社会活动，例如野生动物保

游戏行为的需求方面处于行业领先地位。

LEOVEGAS会每年组织各种趣味冒险活动。此外，我们也非常注重

LEOVEGAS在移动、创新和满足不断变化的玩家人口统计数据和

护网络（WILDLIFE CONSERVATION NETWORK）和狮子复育基金

我们满怀激情地投入到工作中，致力于成为业内顶尖的赌场游戏

（LION RECOVERY FUND）等。

2017年，为了庆祝LEOVEGAS成立5周年，我们推出了LEO

INITIATIVE活动。我们收养了两只狮子，分别取名为BRUNO和

OMAR，目前交由南非的伊姆亚大型猫科动物保护区（EMOYA BIG

CAT SANCTUARY）照顾。此外，我们还从员工中挑选出志愿者前往南非进行为期两周的工作，主要负责照顾我们收养的狮子，且这笔费用全部由我们报销。

我们的员工参加了马耳他社区公益金基金会的“职业女性就业发展日——全国清洁运动和慈善足球比赛。

LEOVEGAS最近参与了马耳他“骄傲周间”。这是否表示您希望打造一种多元包容的企业文化？

这是LEOVEGAS连续第三年参与和赞助马耳他骄傲节（MALTA

公司。为实现该目标，我们不断创新，进行数据驱动开发，并以客户为中心，保证产品始终与时俱进、保持领先地位以及为玩家带来最佳游戏体验。

在本季度中，我们推出了专有的多品牌平台。其中，推出的第一个

品牌为GOGOCASINO，其起步快，同时在客户中反响也很热烈，这证明了我们在利用集团优势、经验和规模经济方面能力突出。 LEOVEGAS的未来计划是什么？

为了吸引最优秀的人才，我们将会竭尽全力保持我们在国内外的品

牌知名度。此外，我们还将力求保持增长趋势，甚至加快发展速度。我们制定各类短期和长期计划，以进一步扩大在马耳他的业务活动。只要我们永远保持对工作的热情，为成为顶尖赌场游戏公司而努力奋斗，并持续创新，就必然会促进现有市场和新市场的发展。

159

Receive of payments

Mass payouts

Solutions for payment traffic from Russia, CIS, EU, Asia

Payout to cards issued by any bank (Visa/МС/MIR/ UnionPay)

Flexible API

Comfortable personal account

Payout to e-wallet, accounts of mobile telephony and other channels

Wide geography of payments

Cooperation through API or through web-interface

Bank Wire Solutions »

Worldwide

Banks in EU, CIS and Russia

E-wallets

Profitable Referral Scheme

Stable and steady income If you bring client to us, you will receive your share

Antifraud solution For the purpose of antifraud protection and defending business of our clients from cybercriminals we

revenue during all our cooperation with client.

have developed unique software which is complex

Monthly reports

SCANFRAUD.

of monitoring of transactions and fighting on scam

We give statistics with detailed data on turnover of en-

Cooperation with any individual incoming data

gaged merchant and your commission. There are indi-

Common cloud allows to proceed crosscheck of payments

More than 300 transactions per second, average speed of feedback 0.2 milliseconds and guaranteed uptime 99.7%

24/7 monitoring of suspicious transactions by experienced risk-officers of our company

tion which corresponds to all requirements

Personal account

of its nature of business, jurisdiction etc.

Connection host2host

vidual sales packages for individuals as well as for legal entities.

Individual approach We find for each client unique personal solu-

ACT DIFFERENTLY, EVOLVE WISELY 特立独行，明智发展

WITH THE GLOBAL PAYMENTS INDUSTRY FORECAST TO BE WORTH ABOUT $2 TRILLION IN 2020, THE WORLD IS GEORGE KAKOURAS’ OYSTER. THE MANAGING DIRECTOR OF APCO SYSTEMS, OPERATOR OF THE APCOPAY PLATFORM, IS RELISHING THE OPPORTUNITIES THAT LIE IN WAIT AS HIS TEAM WORK TO TAKE THE BRAND TO NEW MARKETS. 到2020年，全球支付行业产值预计将达到2万亿美元，世界尽在GEORGE

KAKOURAS的掌握。在团队正在努力将品牌推向新市场的同时，APCO SYSTEMS 的董事总经理兼APCOPAY平台的运营商GEORGE KAKOURAS也在静候机遇。

162

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

EVERYONE IN MALTA WHO’S INVOLVED IN PAYMENTS HAS HEARD OR WORKED WITH APCOPAY. HOW DID THE COMPANY POSITION ITSELF AS A TOP-OF-MIND PLAYER? The team at Apco Systems has worked incredibly hard over the past 15 years to make ApcoPay an industry leader and the go-to payments specialist in Malta. This is a passionate team of experts – a small team but highly efficient and nimble – pro-active people, who can customise, implement and deploy payment solutions rapidly. At the same time, they focus a great deal of energy into innovation and development so they’re always on top of their game. We now work with 1,200 merchants in more than 25 countries who are active in travel, forex, crypto, transport, retail, services, gaming, and eSports. We are proud to have a portfolio of clients featuring some of the foremost companies in their field. The government of Malta is also a client which is an important stamp of trust in us as a provider. We are a reliable key business partner. We support our clients’ growth – we have stood side-by-side with companies as they expanded their operations globally and enabling them to do so with alacrity. It is a source of great pride to see clients succeed and know you had a part to play in that journey. Gaming is part of our DNA – our business has grown in tandem with Malta’s gaming community and we have supported the extensive internationalisation of many of our clients. Several have gone on to become truly global players in the industry. WHAT ARE THE STRENGTHS OF APCOPAY’S OFFERING? We are a global payments provider offering one platform that allows for unified integration in a single instance. Essentially, we provide businesses with everything they need to accept all kinds of payments from anywhere. It’s a very straightforward business model.

马耳他所有涉及到支付领域的人都对

APCOPAY有所耳闻或与APCOPAY合作过，那 APCO SYSTEMS是如何做到行业首选地位的呢？

在过去15年，APCO SYSTEMS的团队付出了巨

大的努力，使得APCOPAY成为马耳他的行业领导者和首选支付专家。我们的团队专业且充满激情，团队规模虽小，但成员高效敏捷、积极主

动，可以快速制定、实施和部署支付解决方案。同时，他们还在创新和发展上投入大量精力，因此始终处于行业领先地位。

目前我们正在和来自超过25个国家/地区的

1200名商家合作，所涉领域包括旅游、外汇、加密、运输、零售、服务、游戏及电子竞技。我们的

客户中还包括一些行业巨头，对此，我们感到无比自豪。马耳他政府也是我们的客户，这为作为提供商的我们盖上了一个重要的“信任戳”。

我们是可靠且关键的业务合作伙伴。我们帮助

客户成长，在他们全球范围内拓展业务的同时，我们与他们并肩作战，让他们轻松愉快地拓展业务。看到客户取得成功并且知道自己在客户的成功之旅上也起到了一定的作用，这让人倍感自豪。

游戏是我们的一部分，我们的业务与马耳他的

游戏社区一起成长，并且我们为许多客户的广泛国际化提供了支持，其中有几家已经真正成为了行业的世界级公司。 APCOPAY有什么优势？

我们是一家全球支付提供商，为客户提供一个允许在单个实例中统一集成的平台。本质上，

我们为企业提供所需的一切，让他们可以从任何地方接收各种付款。这是一种很简单的商业模式。

163

Our forte is building partnerships with renowned

We will continue to inject ApcoPay with innovation

brands in the financial industry and this has become

through consistent investment in development and

the cornerstone of ApcoPay’s offering. Our all-in-

expertise to ensure our competitiveness as we tap

one platform is recognised by more than 40 credit

new markets. Undoubtedly, we will be in the mobile

card acquiring banks, supports over 240 payment

wallet space with a solid offering.

methods and accepts more than 100 currencies, including crypto. ApcoPay is a global gateway with global reach. We’ve built in smart routing, data driven optimisation, fraud prevention, tokenisation, 3DS… all best in class. Clients have access to a full service customer portal and all the reporting and analytics they need to manage, analyse and optimise payments in real time. ApcoPay is reliable, secure and scalable. This is our calling card. WHAT’S YOUR VIEW OF THE PAYMENTS MARKET FROM WHERE YOU’RE SITTING?

Like their own customers, clients in all our business verticals are rightfully increasingly demanding and it’s crucial that we pre-empt their needs. WHERE WOULD APCO SYSTEMS LIKE TO BE IN THE SHORT-TERM FUTURE? We are determined to become the most reputable payments company in a handful of markets outside Malta where we believe we can compete effectively and where we can maintain a local presence costeffectively. There are emerging markets where payments are growing at a very interesting rate around Europe. Two are my native Greece, and Cyprus.

What a time to be in the payments business! Some forecasts put the value of the global business at $2 trillion by 2020 so there are significant opportunities. The payments market is shaped by technology and customer behaviour so we must be able to adapt and adopt quickly, particularly to digital trends. In the past five years, cash transactions have fallen further from 89 to 77 per cent. Alternative payment options are gaining ground, especially among the youngest users who only carry their phone.

In Greece, the new government’s first 100 days bode

Electronic payment transactions across the EU are

well. Taxes on consumers have been eased and capital

growing consistently at double the EU’s GDP growth

controls have been lifted. There is an air of optimism in

rate. In emerging markets, electronic payments will

Greece that the upturn is looming. We have appointed

spike and there will be considerable technological

a Country Manager for Greece who will be based in

leap-frogging as these economies enjoy late mover

Athens with a brief to secure business from similar

advantages.

verticals to the ones we target from Malta.

WHAT ARE THE BUILDING BLOCKS OF APCO

Cyprus’ commercial landscape bears many similarities

SYSTEMS’ STRATEGY AT THIS JUNCTURE FOR

164

“Alternative payment options are gaining ground, especially among the youngest users who only carry their phone”

to Malta. There is a thriving gaming community with

THE INDUSTRY?

payments requirements that we can address very

We keep some factors in mind as we map our

language and cultural advantages that we can exploit

journey: smartphone penetration rates, increased

in both these markets. We also have our sights on

internet access, and sustained fraud prevention

specific markets in Asia, Latin America and Africa for

efforts by authorities.

the longer term.

well and sectors we can tap into effectively. We have

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“如今，替代支付方式正在普及，尤其是在那些只携带手机的年轻用户中”

我们的专长是与金融行业的知名品牌建立合作伙伴关系，这也是

APCOPAY的基石。我们的多功能平台已获得40多家信用卡收单银行的认可，支持超过240种付款方式，可接受100多种货币，包括加密货币。

APCOPAY是一个具有全球影响力的全球门户，内置一流的智能路由、数据驱动的优化、防欺诈、支付标记化和3DS（（THREE-

DOMAIN SECURE））支付验证等功能。客户可以访问全方位服务于客户门户网站，以及他们实时管理、分析和优化支付所需的所有

报告和分析。 APCOPAY安全可靠且可扩展。这就是我们的“名片”。您对您所在的支付市场有何看法？

现在是从事支付业务的好时机！一些预测认为，到2020年，全球支付行业产值预计将达到2万亿美元，因此这个行业存在巨大的机

遇。支付市场是由技术和客户行为塑造的，因此我们必须能够快速适应并采取行动，尤其是适应数字趋势。

在过去五年中，现金交易从89％进一步下降到77％。如今，替代支付方式正在普及，尤其是在那些只携带手机的年轻用户中。

整个欧盟的电子支付交易持续增长，增长率达到欧盟GDP增长率的两倍。在新兴市场中，由于经济体占有后动优势，因此电子支付方式将会激增，并且会出现重大的技术跨越。

在这个行业的关键时刻，APCO SYSTEMS的战略要素是什么？

在制定战略时，我们会考虑一些因素：智能手机普及率、互联网访

问增加量以及当局持续做出的防欺诈努力。

我们将通过在发展和专业知识上不断投资，继续向APCOPAY注入创新，以确保我们在开拓新市场时具有竞争力。毫无疑问，我们将在移动钱包领域提供可靠的服务。

就像他们自己的客户一样，我们所有业务领域的客户都会有越来越多高的需求，这是情理之中的，因此预先满足他们的需求至关重要。

在短期内，APCO SYSTEMS的发展方向是什么？

我们决心成为马耳他以外的几个市场中最值得信赖的支付公司，

在这些市场中，我们相信我们可以有效竞争，并且可以有效地保持在当地的知名度。在欧洲的一些新兴市场，支付正在以一个吸引人的速度增长，其中包括我的祖国希腊，还有塞浦路斯。

在希腊，新政府成立的头100天开辟了一个好兆头。他们放宽了对

消费者的税收制度，并取消了资本管制。希腊弥漫着一种乐观的气氛，好转即将来临。我们已经任命了一位负责希腊地区的国家经

理，该经理将暂时在雅典工作，以确保目标市场与我们在马耳他开展的业务相匹配。

塞浦路斯的商业环境与马耳他有着许多相似之处。那里的游戏行业发展蓬勃，有支付需求，我们可以很好地解决，同时还有其他领域，我们可以有效开发。我们有语言和文化上的优势，可以在这两个市场中加以利用。同时，我们还将目光投向亚洲、拉丁美洲和非洲特定市场的长期发展。

165

CHEQUES AND BALANCES 相互制衡

COULD THE CORRESPONDENT BANKING MODEL BE THE ANSWER TO THE GAMING INDUSTRY’S PROBLEMS? FEDERICA TACCOGNA, MANAGING DIRECTOR AT FTI CONSULTING AND STRATEGIC ADVISOR TO THE MFSA EXPLORES THE RELATIONSHIP BETWEEN BANKS AND GAMING FIRMS IN MORE DEPTH. 代理银行模式能否解决博彩业的问题呢？FTI咨询公司董事总经理、马耳他金融服务局

（MFSA）战略顾问FEDERICA TACCOGNA对银行与博彩公司之间的关系做了较深入的探讨。

These days banks and financial institutions are caught

As for why gaming firms are on the receiving end of

between the proverbial rock and hard place when it

such ostracism, the reasons are not difficult to guess.

comes to due diligence.

Betting (another name for gaming, in case you wonder)

When they neglect to thoroughly probe their prospective clients and the source of their wealth, allowing flows of illicit funds into the system – as in the

part of the industry is notoriously controlled by organised crime - a Sicilian court issued 26 arrest warrants in an operation against one of these mafia-controlled rings

case of Danske Bank and Swedbank – they are held

(known as operation Game Over). Even when not directly

up to public contempt as the failing gatekeepers. When

owned or controlled by criminals, gaming is an extremely

they make an effort to check, clients complain about the

attractive vehicle for money laundering. Its key features –

intrusive questions, long timeframes and widespread

large amounts moving from virtual place to virtual place,

inefficiencies. Or, even worse, they are accused of

often across borders at a fast pace – make it incredibly

excluding entire segments of the market – such as the

attractive to money launderers. In simple words, the

gaming one – from mainstream banking services.

potential for gaming accounts to be misused is higher

Meaningful and efficient due diligence is more easily

166

is lucrative business in Italy, for example, where a large

than in other industries.

said than done, though. Skills capable of competently

When providing services to gaming firms, banks do not

dealing with the task are in limited supply and often

see the ultimate clients (i.e. the clients of the gaming

expensive. Justifying the cost of compliance is, at

firm) and, in essence, place reliance on their client (the

times, more difficult than simply turning business

gaming firm!) to know and have control over them.

away. If we then take into account the reputational risk

And, in a world in which they cannot get their own due

of ‘getting it wrong’, it is not entirely surprising that

diligence right, does it make sense for banks to hang

banks choose to close their doors entirely to high-risk

their reputation to the due diligence conducted by

industries and clients.

others? The answer is often ‘no’...

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

如今，在尽职调查方面，银行和金融机构陷入了众所周知的困境。

如果银行疏忽对潜在客户及其财富来源进行彻底调查并允许非法资金

流入金融体系（如丹麦银行和瑞典银行的情况），那他们就会被人们视作

失败的守卫。可如果他们加强调查工作，客户又会感到不耐烦，抱怨时效太低。更糟糕的是，人们会指责主流

银行服务已经抛弃了整个市场（如博彩市场）。

然而，有用且高效的尽职调查却是说起来容易做起来难。可行的方法并

不多，而且往往成本高昂。有时，证明合规性要比简单地拒绝业务困难得多。如果再把犯错对声誉的损害考虑进去，那就不难理解为什么银行

宁愿选择对高风险的行业和客户关闭大门了。

至于博彩公司受到这种排斥的原因，也不难猜测。博彩（赌博的另一种称

呼而已）是一门可以挣大钱的生意，

比如意大利的情况。该行业很大程度上是由犯罪组织控制的——西西里

岛法院曾在一次行动（称为“赌博结束行动”）中对一个黑手党控制的团伙发出了26张逮捕令。即使不是由

犯罪分子直接掌控，赌博也是一种极具吸引力的洗钱工具。它的关键特征在于，大量资金在虚拟场所间流动而且往往以极快速度跨越国界，因而

对洗钱者有极大的吸引力。简言之，赌博账户被滥用的可能性要高于其他行业。

如果向博彩公司提供服务，银行看不

到最终的客户（即博彩公司的客户），但又只能依赖博彩公司来了解和控制他们。而且，如果一家银行无法自

己做好尽职调查，而把自己的声誉寄托于他人的尽职调查，这有意义吗？答案当然是否定的……

167

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

The outcomes are less than desirable for most of the parties involved. For the banks – damned if they do, damned if they don’t. For the gaming operators, pushed towards smaller institutions - equally incapable of dealing with their complexity, but less risk averse - or, worse, darker, unlicensed economies. For the economies that revolve around gaming, for which the cumulative effect of these dynamics means that they are exposed to higher risks, higher inefficiencies and higher frustrations. And for regulators, accused of constraining growth through draconian measures. There is, however, another type of relationship in the financial services world similarly based on reliance and trust between two parties – that of correspondent banking. A correspondent bank is an institution in one country that receives deposits from, makes payments on behalf of, or handles financial transactions for another bank or financial institution (the respondent bank/institution) in a foreign one. For example, a US bank clearing USD transactions for the customers of a Maltese bank acts as a correspondent bank to the Maltese institution. As for the relationship between a bank and a gaming firm, the correspondent bank does not know who the clients of the respondent bank are and what type of transactions it facilitates on their behalf. Because it places reliance on the respondent institution to ensure that clients and transactions are legitimate, the correspondent bank expects it to have in place a robust framework of client due diligence checks and transaction monitoring controls. More importantly, it audits these controls before establishing a relationship with the respondent institution and on a regular basis by, for example, conducting inspections and random checks of transactions and client files. For a respondent, maintaining standards capable of constantly satisfying the requirements of a correspondent bank requires effort. But the reward is typically worth the effort.

“In a world in which they cannot get their own due diligence right, does it make sense for banks to hang their reputation to the due diligence conducted by others?” It is possible to imagine a world in which banks would establish a similar regime with gaming firms wishing to become their clients. In other words, banks could ask gaming firms applying to become their clients to prove the robustness of their anti-money laundering controls (due diligence, transaction monitoring, etc.) at the time of onboarding and then routinely and independently test them. And it is not implausible that this might drive higher standard of due diligence and anti-money laundering control in the gaming industry too.

对大多数相关方而言，怎么做都不理想。对银行来说——他们做也不是，不做也不是，都不讨好。对

于博彩运营商而言，他们只能转向小规模的机构（同样无力应对这种业务的复杂性，只是风险规避少些），还可能彻底沦为更糟、更黑暗的无证经济

体。对于那些以赌博为中心的经济体而言，随着这些负面效应的不断累计，它们将会面临更高的风险、更低的效率、更大的挫败感。而对于那些被人

们指责故意抬高门槛来限制博彩公司发展的监管机构来说，亦如此。

不过，在金融服务领域，还有另一种类似于基于双方信任的关系——这便是代理银行。

“如果一家银行无法自己做好尽职调查，而把自己的声誉寄托于他人的尽职调查，这有意义吗？” 代理银行是一种境内机构，可接收外国银行的存款、代表外国银行付款、为外国银行处理金融交

易（这里的外国银行泛指被代理的金融机构）。例如，一家美国银行为一家马耳他银行的客户清算美元交易，在这里，它就是充当这家马耳他机构的代理银行。

那么银行与博彩公司之间的关系就变成了，代理行不知道被代理行的客户是谁，也不知道代理他们进行何种交易。由于代理行依赖于被代理机构

来确保客户及交易的合法性，因此，代理行希望建立一个健全的客户尽职调查和交易监控框架。更重要的是，它在和被代理机构建立关系之前会定期审查这些控制措施，例如对交易内容和客户档案等进行随机检查。

对于被代理机构来说，为了时刻满足代理行所要求的标准需要做很多工作。但这些工作通常都是值得的。

可以想象这样一幅蓝图，银行与潜在的博彩公司客户建立了类似的系统。换言之，银行可以要求博彩公司在成为其客户之前先证明其反洗钱控

制措施的健全性（尽职调查、交易监控等方面），

然后对这些措施进行定期的独立测试。而且，这样做还可能会推动博彩行业提高尽职调查和反洗钱控制的标准。

169

N E XT STO P A S I A ! Following the success of Medical Cannabiz World Malta, weâ&#x20AC;&#x2122;re launching Medical Cannabiz World Asia in 2020. Join us in June 2020 and explore the huge potential this up-and-coming marketplace has to offer. Join over 2,000 delegates, 100 sponsors and exhibitors and 150 top speakers at the inaugural Medical Cannabiz World to discuss legislation, education, investment, and technology in this exciting business sector.

ASIA JUNE 2020 EUROPE NOV 2020

www.cannabizsummit.world

DRIVING INNOVATION 推动创新

FROM THE GAMING ACT TO ETHICAL AI FRAMEWORKS, MALTA HAS SET THE STANDARD FOR THE GLOBAL GAMING INDUSTRY. JAMES SCICLUNA, CO-MANAGING PARTNER AT WH PARTNERS SHARES HIS OPINION ON THE CURRENT STATE OF PLAY IN AN EXCLUSIVE INTERVIEW WITH KATY MICALLEF. 马耳他是全球博彩行业的标杆，其建立了包括博彩法案和人工智能道德准则框架等作为行业标准。 WH PARTNERS的联合管理合伙人JAMES SCICLUNA 在接受KATY MICALLEF的独家专访时，就当前的现状发表了一些看法。

A NUMBER OF GAMING COMPANIES VOICED CONCERN DURING A RECENT iGAMING NEXT CONFERENCE ABOUT THE FUTURE OF THE INDUSTRY IN MALTA, SAYING THAT IF THE INDUSTRY IS TO REMAIN SUSTAINABLE THE HIGH RENTS ISSUE HAS TO BE DEALT WITH OR RISK MALTA’S COMPETITIVENESS FOR SCALING UP FURTHER. WHAT ARE YOUR THOUGHTS ON THE PROPOSED RENT REFORMS? The increase in cost of living is an important part of the equation related to Malta’s competitiveness, but it is only part of it. The environment is another and infrastructure yet another, over which the Maltese have a good degree of control. There are several other factors which are external, for example regulation of online gambling across state boundaries in other parts of Europe and pressures on the banking system. To my mind, the rental market should be left to regulate itself and landlords should show moderation and have longer term views. Failing this, it is somewhat inevitable that the state feels it should intervene, though I am sceptical about the proposed manner of intervention. I fear unintended consequences, especially with housing stock for low-to-mid income earners, both expats and local. I think that providing quicker means of redress against illegal practices by landlords would be more effective.

172

在最近的iGAMING NEXT会议上，许多博彩

公司对马耳他的行业未来表示担忧，他们称，如果要保持该行业的可持续发展，就必须解决租金过高的问题，否则马耳他的行业竞争

将愈演愈烈。您对拟议的租金改革有何看法？生活成本的增加是影响马耳他竞争力的重要因素，但这只是其中之一。环境和基础设施则是另一方面，不过马耳他人在这两方面管控

得当。此外，还有其他一些外部因素，例如，欧洲其他地区针对跨国界在线博彩制定的监管措施以及对银行系统施加的诸多压力。

就我而言，我认为应该由租赁市场进行自我

规范，业主应将租金控制在合理区间，并用更加长远的眼光来看待未来的发展。如果不能

做到这一点，那么国家干预势必不可避免。但这样一来恐怕会造成意想不到的后果，尤其是对于中低收入者来说，住房存量会是一个问题。我非常理解进行政策层面的干预会带来怎样的压力。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

173

YOU RECENTLY WROTE ABOUT TECHNOLOGY

player funds, smart contracts can be very effective because

NEUTRALITY. BALANCING REGULATION WITH

they can help decrease risk of default on the operator side,

INNOVATION CAN BE TRICKY – HOW CAN WE ENSURE

but again this isn’t something that has gained much traction

THE INDUSTRY REMAINS CUTTING-EDGE WHILST STILL

to date in mainstream markets. This is also because very few

MAINTAINING STABILITY AND SECURITY?

regulatory systems provide for this technology. Malta’s does.

Legislating in a manner which is technologically neutral is one thing, and I think that with the Gaming Act 2018, Malta has set a high benchmark for this when it comes to gaming. Ensuring

I must confess that uptake has been disappointingly slow. We are only now starting to see the first few operators show real interest under the first and second phases of the “sandbox”.

that the industry is cutting-edge is another, and not really

WHAT ARE SOME OF THE PRINCIPLES GUIDING A PLAYER-

the legislator’s role. Rather, it is up to industry. Experience

PROTECTION ORIENTATED FRAMEWORK AND HOW CAN

has shown us that innovation is driven by competition and

WE IMPLEMENT IT?

consumer demand. I actually think that gaming tends to follow consumer trends which are mirrored across various industries, especially online; whether it’s mobile, integrated bankID, or personalisation of service or marketing. Of course, due to industry specificities, issues such as fraud detection and KYC must be at the forefront, for business and regulatory reasons, and so must the technology to deal with these issues. The manner in which such issues are dealt with evolves and regulation should not stifle this evolution.

We must ask ourselves against what players are to be protected. I think that the answer is that they should be protected against (i) unscrupulous operators and (ii) against themselves. The former is achieved by ensuring that player assets are protected and that players are dealt with fairly, for example that the conditions for participating in game, bonus terms, or terms for a promotion are amply clear. Also that player funds are not used by an operator for its own business but rather held in custody for players.

“Experience has shown us that innovation is driven by competition and consumer demand” THE MGA RECENTLY LAUNCHED THE SECOND PHASE OF THE SANDBOX REGULATORY FRAMEWORK, GIVING LICENCE HOLDERS THE ABILITY TO INTEGRATE ITAS, SMART CONTRACTS AND DLT PLATFORMS TO THEIR OPERATIONS. WHAT ARE THE BENEFITS TO USING SMART CONTRACTS TO EXECUTE GAME TRANSACTIONS, HOW WILL THIS CHANGE THE GAME FOR BOTH PLAYERS AND OPERATORS? I don’t think that the point of ITAs, smart contracts and DLT platforms is to change the game experience. In theory these technologies could provide more transparency and comfort to players on game results. In practice very few would have the knowledge or patience to look into the blockchain to understand whether, for example, RTP is as declared by the game info. Had you asked me whether this technology is disruptive in terms of payments and security of player funds, then I would agree that potentially it is. Increasingly

174

The latter involves the protection of minors, by not allowing minors to gamble, that of vulnerable persons by having in place system which allow detection of problem gambling symptoms, and by allowing those who feel they have a problem to stop themselves from gambling. All of these are hallmarks of modern systems of gambling regulation, including Malta’s. EUROPEAN COMMISSION PRESIDENT URSULA VON DER LEYEN HAS PLEDGED TO UNVEIL PROPOSED LAWS FOR THE ETHICAL USE OF ARTIFICIAL INTELLIGENCE WITHIN HER FIRST 100 DAYS IN OFFICE. THE MALTA ETHICAL AI FRAMEWORK IS NOW UP FOR PUBLIC CONSULTATION IS MALTA ON TRACK TO FOLLOW SUIT AND WHEN ARE WE LIKELY TO SEE NON-BINDING ETHICAL GUIDELINES BECOME COLD, HARD LAW? If you’re asking about when Malta will introduce hard law on the limits of what AI is allowed to do, I’m not sure there is an answer. Perhaps it is early days, although there are certain basic red lines which I think are uncontentious such as that AI should never be responsible for determining life or death, or human autonomy or for determining significant changes to or intervention on the natural environment. I was glad to see that these are matters dealt with in the Maltese government’s AI taskforce strategy document.

the banking system is marginalising gambling transactions

That same document seeks to elaborate on the Maltese

because they’re deemed high risk. Crypto payments which

government’s ambition to attract foreign talent and companies

are properly scrutinised for AML purposes can be an effective

to Malta in this area. To do so it will have to offer some very

work-around, then again the nodes which connect the crypto

special incentives because it is competing against literally the

world to the real money world are under strain and it is hard

rest of the world. However, irrespective of AI attracting FDI and

to see how this tech and payment method is going to go

economic growth, it is a technology which is already applied in

mainstream in the face of the onslaught by the behemoth

many processes which have an impact on our daily lives, and it

that is the traditional banking system. In terms of security of

will certainly have a greater impact in the years to come.

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

您最近写过关于技术中立原则的文章。要使监管与创新

的冲击，很难断定这种技术和支付方式的应用是否会成

领先水平的同时，保持稳定性和安全性呢？

好的效果，因为它可以帮助运营商降低违约风险，但截至

保持平衡并非易事，那么我们应该如何在确保行业保持采用技术中立原则进行立法和确保行业保持领先水平是两个不同方面，不能一概而论，就技术中立原则而言，我

认为马耳他颁布的《2018年博彩法》（GAMING ACT 2018

）已为博彩行业设定了一个高标准，另外，确保行业保持领先水平并非立法者的职责。

“从我们的经验得知，创新的驱动力来自竞争和消费者的需求” 相反，我认为这取决于行业。从我们的经验得知，创新的

驱动力来自竞争和消费者的需求。实际上，博彩行业是以消费趋势为导向的，这些趋势反映在各个行业中，尤其

是在线行业，无论是移动、集成BANKID还是个性化服务或营销。当然，由于业务和监管方面的原因，欺诈检测和

KYC（了解你的客户）之类的问题必须放在首位，处理这些问题所用的技术亦然。如今，此类处理方式在不断演变，而规范不应扼杀这种演变趋势。

马耳他博彩管理局（MGA）近期启动了沙盒监管框架

（SANDBOX REGULATORY FRAMEWORK）的第二阶

段，使许可证持有人能够将创新技术安排（ITA）、智能合

约和分布式分类账技术（DLT）平台集成到其运营当中。那么通过智能合约进行博彩交易有哪些好处呢？这对玩家和运营商来说又会对博彩游戏产生哪些影响呢？

我认为采用信息技术协议、智能合约和分布式分类账技

术平台的目的不是为了改变游戏体验。从理论上说，采用这些技术可以增加游戏结果的透明度，为玩家创造一个更健康、更舒适的游戏环境。但在实际中，很少有人会具

备相关知识或有充足的耐心通过研究区块链来了解相关

为主流。就玩家资金的安全性而言，智能合约可以起到很目前，在主流市场上，智能合约并没有获得过多关注，而这也是因为提供这项技术的监管系统寥寥无几。虽然马

耳他做到了，但进展过于缓慢。我们可以看到，真正对“沙盒”的第一阶段和第二阶段感兴趣的运营商并不多。

指导玩家保护框架需遵守哪些原则？我们应该如何实施？我们必须先考虑清楚需要保护玩家的哪些方面。我认为答案应该是，保护他们(I)免受违反道德原则的运营商带来的损害和（II）免受其自身利益受损。

前者可通过保护玩家资产和确保游戏公平来实现，例如，充分明确参与游戏的条件、奖励条款或促销条款。此外，确保运营商不会挪用资金来发展自身业务，而是妥善为玩家保管资金。

后者则涉及未成年人的保护问题，可采用面向未成年人

的博彩检测系统，防止未成年人赌博，以及允许那些自认为已出现问题的人士停止博彩游戏。所有这些都是现代博彩监管系统（包括马耳他）应具备的特点。

欧盟委员会主席乌尔苏拉·冯·德莱恩（URSULA VON

DER LEYEN）承诺，其将在任职的前100天内制定法律框架，来规范人工智能的运用，使其符合伦理道德准则。马耳他的人工智能道德准则框架目前正在征询民意，主要

围绕两个方面，一是探讨马耳他是否应效仿该模式，二是探讨是否应将不具有法律约束力的道德准则变成冷酷无情的法律框架。

如果您问我马耳他何时会设立关于AI使用范围的法律，我无法判断。也许是因为现在还处于初期阶段，尽管我认为

某些基本红线是无争议的，例如绝对不能通过AI掌握人类

的生死、代替人类的自主性或预测自然界的重大变化或对自然界进行干预。关于这些问题，马耳他政府的AI发展战

略文件已提供了应对办法，这是让我感到很欣慰的地方。

信息，例如验证实时传输协议（RTP）是否和游戏信息中

该文件详细阐述了马耳他政府在吸引该领域的外来人才

金的安全性方面是否能带来颠覆性改变，那么我会同意

些非常特殊的激励措施，因为其正在与世界其他地区竞

做出的声明一样。如果您曾问我该技术在支付和玩家资存在这种可能性。因高风险特征，银行系统逐渐将博彩交易边缘化。通过对加密支付进行适当审查，可以在反洗钱

（AML）方面发挥有效作用，但连接加密世界与真实货币

世界的节点将处于压力之下，面对庞大的传统银行体系

和企业方面的计划。为实现这个目标，马耳他必须采取一争。但是，先且不论“AI”是否能吸引外国直接投资和促进

经济增长，这项技术已在许多流程中得到应用，而且对我们的日常生活产生了影响，并且在未来几年中必定会带来更大的影响。

175

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

KO CASINO KO赌场

IN 2018, LADY HAMMER CASINO HOSTED THE FIRST DEPOSIT-PER-VIEW BOXING MATCH, MARKING THE BEGINNING OF A NEW WAY FOR ONLINE CASINOS AND BOXING BOUTS TO OPERATE IN A SIMILAR WAY TO VEGAS CASINOS AND THEIR BIG-TICKET FIGHTS. JULIAN MOORE CAUGHT UP WITH HARALD PIA, AND PAY-PER-VIEW TRAILBLAZER MARK TAFFET. 2018年11月，LADY HAMMER CASINO开始了首次付费点播的拳击比赛，标志着在线

赌场和拳击比赛开始向与拉斯维加斯赌场及其大型比赛类似的方式转变。乔尔斯·摩尔

（JULIAN MOORE）采访了哈拉尔德·皮亚（HARALD PIA）及其商业伙伴和付费点播的开

拓者马克·塔夫（MARK TAFFET），讨论了娱乐行业和iGAMING领域的这种新方法。 177

PLEASE TELL US MORE ABOUT YOUR CONCEPT OF COMBINING BOXING AND iGAMING HARALD: Boxing and Casinos have a long successful history. The greatest fights were matched in Casinos like MGM or Caesars Palace. Our concept is to integrate big boxing events via live streaming in Online Casino. WHAT DO YOU THINK ARE THE SYNERGIES BETWEEN BOXING AND GAMBLING? DISCIPLINE? TRAINING? SKILLS? STRATEGY? HARALD:The main synergy is entertainment. Both boxing and gambling are part of the entertainment industry and this for more than 2,000 years. One additional goal for us is to realise a trickle up in the image of online gambling. We hope that in future you will not speak about online gambling but about online entertainment - to integrate boxing via live streaming in online casinos is the first step. BIG TICKET BOXING EVENTS AND LAND-BASED CASINOS HAVE LONG BEEN CLOSELY PARTNERED, BUT HOW WILL THIS CARRY ACROSS TO ONLINE CASINOS? HARALD: Boxing promoters, online casino and streaming services are very interested in this concept. The technical requirements are solvable. YOUR “DEPOSIT PER VIEW” MODEL IS A NEW WAY FOR CASINOS TO SIGN UP NEW PLAYERS THROUGH EXCLUSIVE CONTENT HOW EASY IS THE PROCESS FOR NEW PLAYERS? HARALD: You pay a fixed fee or deposit per month or per fight and then you immediately have access to see the fights and the pre-match reports around the fight, weigh in, presentations of the fighters and so on.

能讲讲你们将拳击和iGAMING结合概念的更多信息吗?

哈拉尔德：拳击和赌场有着悠久的成功历史。以前，最精彩的比赛要在米高梅或凯撒宫等赌场才能看到。我们的想法是通过现场直播将大型的拳击比赛融入到在线博彩网站中。

您认为拳击和赌博之间有什么协同效应？比如规则、训练、技能、策略等?

哈拉尔德：主要的协同作用还是娱乐。拳击和赌博都是娱乐行

业的一部分，而且已经有2000多年的历史了。我们的另一个目

标是将人们对在线赌博的印象上升到另一个层次。我们希望将

来谈到这个的时候，人们不会再说在线赌博，而是说在线娱乐。要实现这个目标，我们的第一步就是通过现场直播将拳击比赛融入到在线博彩网站中。

大型拳击比赛和实体赌场长期以来一直紧密合作，但是这要怎样过渡到在线赌场呢？

哈拉尔德：拳击推广人、在线赌场和流媒体服务商对这个概念都很感兴趣，技术上也是可行的。

你们的“付费点播”模式让赌场可以通过独家内容以全新的方式吸引新玩家注册，那该过程对新玩家来说容易吗？

哈拉尔德：玩家可以每月或每场比赛支付固定费用/押金，支付后可以立即观看比赛，查看赛前报告以及参赛选手的官方体重、介绍等。

178

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

HOW IS THE WORLD OF PAY-PER-VIEW CHANGING WITH THE DEMANDS OF THE MODERN VIEWER EXPERIENCE? MARK: Pay-per-view was actually ahead of its time when we started it back in 1991. Pay-per-view was actually a form of on demand programming, giving the viewer and fans the programme they chose to have. Now with streaming becoming the preferred mode of viewing programs by consumers, and with consumers preferring to make their own programme packages of choice, I believe streaming will become the next generation of what was pay-per-view years ago.

“我相信，流媒体将成为多年前付费点播平台的下一代”

AS MORE STREAMING TV SERVICES LIKE NETFLIX ARE LAUNCHED, WHAT PROS AND CONS ARE THERE FOR THE SPORTS AUDIENCE? MARK: Streaming is the ultimate medium of choice and convenience, so consumers will flock to it. Consumers don’t mind paying reasonable fees for programmes they have chosen to view; they just don’t want to pay for programmes they aren’t interested in. Sports streaming provides consumers the opportunity to see contests that are targeted and meaningful to them – programmes which previously would not have been available to them because the television packages were limited. And in our case, we believe consumers will enjoy the opportunity to participate in online gaming when watching their favorite sports programmes, thus reducing and hopefully eliminating the need to charge for most of the programming.

随着现代观众体验的需求的变化付费点播有什么样的转变？

CAN YOU ELABORATE ON THE IN-PLAY BETTING OPPORTUNITIES FOR THE AUDIENCE? HOW WILL IN-PLAY BETTING WORK OUTSIDE OF A SPORTBETTING SITE?

您觉得越来越多流媒体电视服务（如网飞NETFLIX）的推出对

MARK: It’s one thing for consumers to be able to bet on events which are listed in a casino sportsbook; it’s an entirely different and upgraded experience for consumers to be able to bet on the event they are watching in real-time in the convenience and comfort of their home or wherever they choose to view on their mobile devices. And with real-time odds and lines being set throughout the entire boxing event, for instance, with updates on propositions and odds as the matches progress, the excitement associated with the boxing match, as well as the viewer’s connection to the match, will be enhanced greatly.

马克：如果我们在1991年开始实行付费点播，那就有点超前

了。付费点播实际上是点播节目的一种形式，为观众和粉丝们提供了他们所选择的节目。如今，随着流媒体成为消费者观看

节目的首选方式，以及消费者更喜欢自己选择节目，我相信，流媒体将成为多年前付费点播平台的下一代。体育观众来说有何利弊？

马克：流媒体是最终的方便之选，因此会有大量的消费者选择流媒体。消费者不介意为他们选择观看的节目支付合理费用,

他们只是不想为自己不感兴趣的节目买单。体育流媒体使得消费者可以针对性地观看有意义的比赛，可以观看之前由于电视节目有限而无法提供的节目。在我们的案例中，我们认为消费

者会很享受在观看自己喜欢的体育节目的同时参与在线游戏，从而减少甚至有望消除为大多数不必要的节目支付费用。

您能为观众详细解释一下现场下注（IN-PLAY BETTING）吗？现场下注（IN-PLAY BETTING）在体育博彩网站以外的地方如何运作？

马克：对于消费者来说，能够对赌场体育博彩中列出的比赛进

“I believe streaming will become the next generation of what was pay-per-view years ago”

行下注是一回事，而能够对在家就可实时观看或者在其他任何地方就可用移动设备实时观看的比赛进行下注，又是另一

回事，这是一种完全不同的升级体验。而且在整个拳击比赛中都设置有实时赔率，例如，随着比赛的进行，命题和赔率会进

行更新，观众观看拳击比赛也会更加兴奋，极大地促进观众融入到比赛中。

179

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

“Consumers don’t mind paying reasonable fees for programmes they have chosen to view; they just don’t want to pay for programmes they aren’t interested in”

ARE YOU LOOKING AT BOXING TIE-UPS WITH SPORTS BETTING SITES AND CASINO SITES ALSO? MARK: We will speak and meet with all of the relevant parties to our business idea, and we will construct the model which is best for all parties. We believe that the common interests and goals – to provide the best experience for the sports consumer – will lead to a win-win situation for all. I have an extensive background in boxing, marketing, television production and distribution, and most importantly in consumer satisfaction. I’m excited to apply my vast experience to improving the possibilities for viewers and fans. WHAT ARE THE LOGISTICAL CONSIDERATIONS WHEN STREAMING EXCLUSIVE BOXING CONTENT THROUGH A CASINO SITE - HOW EASY IS IT TO INTEGRATE THE MODEL FOR INTERESTED iGAMING OPERATORS? MARK: We believe the technology integration will be very fluid and consumer-friendly. We will bring highly motivated consumers and viewers to the screen, and we will fulfil their desire for sports and entertainment with plenty of sizzle as well. We think iGaming operators and others in the business will welcome our ideas and experience with open arms, and we will welcome them with open arms as well. YOU MENTIONED THAT MATCHING VISIONS IS INTERESTED IN THE CONCEPT - IS THERE A PARTNERSHIP IN PLACE WITH THIS COMPANY? HARALD:They can help with their worldwide networking to get additional viewers. WHICH ONLINE CASINO PARTNERS ARE YOU CURRENTLY TALKING TO ABOUT THIS OPPORTUNITY? HARALD: Softswiss! Lady Hammer Casino has the full backing of WBC, and donates 5% of winnings to the WBC care organisation “Big Champions support Small Champions” which helps poor children in hospitals around the world.

你们是否考虑与体育博彩网站和赌博网站进行拳击比赛方面的合作？马克：我们会与和我们的业务构想相关的各方进行对话和会面，也会

构建出最适合各方的模式。我们相信，共同的利益和共同的目标（即为

体育消费者提供最佳体验）将引领所有人走向双赢的局面。我在拳击、市场营销、电视制作和发行方面拥有广泛的背景，最重要的是在提升

消费者满意度方面我也很有经验。我很高兴能够用自己的丰富经验为观众和粉丝们创造更多可能。

“消费者不介意为他们选择观看的节目支付合理费用,他们只是不想为自己不感兴趣的节目买单”

通过赌博网站播放独家拳击内容时，你们在管理方面的考虑是什么？为感兴趣的iGAMING运营商集成该模式容易吗？

马克：我们认为技术整合会非常流畅，而且对消费者友好。我们会将积极性高的消费者/观众投放到屏幕上，以充沛的热情满足他们对体育

和娱乐的渴望。我们认为iGAMING运营商和业内其他人士会很欢迎我们的想法和经验，同时，我们也会张开双臂欢迎他们。

您之前提到MATCHING VISION对这个概念很感兴趣，那你们有没有与该公司建立合作伙伴关系呢？

哈拉尔德：他们可以利用他们的全球网络来帮助我们吸引更多观众。你们目前在与和哪些在线赌博合作伙伴商讨这个合作机会？哈拉尔德：SOFTSWISS！

LADY HAMMER CASINO获得了世界拳击理事会（WBC）的全力支持，并将收益的5

％捐赠给世界拳击理事会（WBC）的爱心组织“大冠军帮扶小冠军（BIG CHAMPIONS SUPPORT SMALL CHAMPIONS）”，该组织致力于帮助世界各地医院的贫困儿童。

181

A SINGULAR STRATEGY FOR SPORTS BETTING

的体育博彩策略

FOUNDING PARTNER AT SINGULAR GROUP, DARKO GACOV HAS LEVERAGED TECHNOLOGICAL INNOVATION TO HIS ADVANTAGE, SECURING THE COMPANY A STRONG EDGE IN WHAT HAVE BEEN RAPIDLY CHANGING MARKETS. IN AN EXCLUSIVE INTERVIEW WITH KATY MICALLEF, HE EXPLAINS HOW SINGULAR IS SET TO TAKE THE INDUSTRY BY STORM. DARKO GACOV是SINGULAR 集团的创始合伙人，他充分发挥技术创新的特点，使其公司能在瞬息万变的市场中掌握着强大的优势。他在接受KATY MICALLEF的独家采访时，详述了SINGULAR在风云变幻的行业市场中脱颖而出的奥秘。

184

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

WE HEAR SINGULAR HAS SET A COURSE FOR THE US – WHILE FULL OF OPPORTUNITIES IT IS ALSO A CHALLENGING MARKET TO TAKE ON, HOW DO YOU PLAN TO APPROACH THIS? I have just come back from the G2E expo in Las Vegas and I can say with a high level of certainty that the US market will require a lot of innovation and leading-edge approaches. The key difference is the unique nature of the market, more specifically the unique expectations of the players. Our core strength and USP has always been providing tailored solutions, not only for the different business needs of each operator, but also for the unique demands of each market and jurisdiction. This is our strategy for the US market as well. We believe that launching an existing solution proven to be successful in Europe, Africa or Asia will not deliver the same results in the US. For that reason we are currently in the process of delivering a customised approach for the US market and we have identified several strong opportunities. SINGULAR HOLDS A POSITION AS ONE OF THE LEADING CASINO TECH SOLUTION PROVIDERS. STANDING OUT IN SUCH A COMPETITIVE MARKET PLACE ISN’T EASY, WHAT SOLUTIONS DO YOU HAVE LINED UP TO HELP MAINTAIN THAT CROWN? A big part of the success lies in the tech our solutions are built on. First, you must have outstanding technology which is operation-centric, and only then think about releasing new solutions and diversifying your product portfolio. There are three key aspects that shape our competitive factor: flexibility, reliability and innovation. One thing that has truly empowered our growth is the solid foundation in modularity and flexibility. Nurturing that flexibility of our solutions by creating different modules that can be integrated and combined in a flexible manner has given us an edge over the competition. Next, we guarantee stability which empowers our clients’ growth. Finally, we have placed a big focus on innovation ever since the company came into existence back in 2009. We have continued to innovate and experiment on many levels, starting with technology stacks, continuing with products and features. The latest development is our 4th generation sports book platform that will be unparalleled and includes a new design, player journey and a lot of captivating features for a truly immersive player experience. Even though the 3rd generation sports book is an outstanding product which has given value to our clients, we can’t stop there. We are looking forward to SiGMA where the novel sports betting platform will be released.

我们听说SINGULAR为美国树立了一个标杆。那么，您是准备如何应对这样一个机遇与挑战并存的市场的呢？

我刚从拉斯维加斯的美国国际博彩展览会（G2E）回来，我可以非常肯定地说，美国市场将需要大

量的创新和前沿性的方法。关键区别在于市场的独特性，更确切地说，是参与者的独特期望。我们凭借核心优势和独特卖点，一直在客户提供量身定制的解决方案，不仅可以满足各运营商的不同业务需求，还可以满足各个市场和管辖区的独特需求。

这也是我们在美国市场的策略。我们认为，在欧

洲、非洲、亚洲的成功方法，不会在美国取得成功。因此，我们目前正在为美国市场提供量身定制的方法，并且我们已经发现了一些很好的机会。

SINGULAR是领先的赌场技术解决方案提供商。在如此竞争激烈的市场中脱颖而出并非易事，您有何良策来保持这一地位呢？

我们成功的很大一部分原因在于支持我们的解决方案的技术。首先，你拥有优秀的技术以作为运营的根基，然后才能考虑推出新解决方案及产品的多样化。我们竞争实力包含三个关键的因素：灵

活性、可靠性、创新性。模块化和灵活性是我们成长的坚实基础。通过创建可以灵活集成和组合的不同模块，可以提高我们解决方案的灵活性，使

我们在竞争中处于优势。其次，是我们的稳定性，这可以促进客户的增长。最后，自2009年公司成立以来，我们就一直将高度重视创新。从技术堆

栈到产品和功能，我们一直在很多层面上进行创新和试验。

最新的进展是我们的第四代体育博彩平台，它将

是无与伦比的，这里面就有新的设计、新的游戏过程以及许多吸引人的新功能，会提供一个真正的沉浸式的玩家体验。虽然第三代体育包材也是一

个接触的产品，为我们的客户带来了价值，但我们也不能止步于此。我们期待在西格玛（SIGMA）推出的新体育博彩平台。

185

SINGULAR’S NEW SPORTSBOOK IS ALL SET TO

successful iGaming business from experienced online

SHAKE UP SPORTS BETTING IN THE iGAMING

payment processors, security auditors, gaming software

INDUSTRY. CAN YOU TELL US MORE ABOUT THIS?

developers to affiliate management companies and

Our focus has always been on ultimate player experience through technological excellence and flexibility. Singular’s existing version of the sports betting platform enables full customisation of the front-end with intuitive design and market specific UX. However, the 4th generation of the platform will take user experience to the next level with some bold moves. The solution will take in-play first approach, automatically adapting to each player’s needs and creating a personalised game experience, based on players’ activities and interaction patterns with the platform. But that is only one aspect of the solution. The platform creates an ultimate synergy between our segmentation and recommendation engines and the Marketing and Risk Management tools like a strong gravitational force that attracts, engages, and retains players ultimately maximising their LTV. THE LAST COUPLE OF YEARS HAVE SEEN A SHIFT IN THE TYPE OF PLAYERS TUNING IN, WHAT KIND

gaming law firms and accountants. The network further attracts a high-skilled workforce that simply intensifies the iGaming core. Events like SiGMA are further proof that Malta is the place to be. Exhibiting at SiGMA is a big starting point for us that will be followed with number of product updates and company news.

“Nurturing that flexibility of our solutions by creating different modules that can be integrated and combined in a flexible manner has given us an edge over the competition”

OF EXPERIENCE ARE USERS LOOKING FOR IN TODAY’S MARKETS? There was a time when providing rich betting content, attractive odds and engaging bonus promotions was

HOW CAN OPERATORS AND SUPPLIERS DIFFERENTIATE THEIR OFFERING IN TODAY’S COMPETITIVE INDUSTRY?

a differentiating factor. Today, this is the minimum

There are many ways and different strategies for

requirement to stay in the market. Global trends have

diversification. More interestingly diversification will be

shaped players’ preferences. Mobile usage has grown

completely different from one territory to another, both

exponentially, and it has even been first choice in

for suppliers in terms of delivering localised product

some markets, a trend we are expecting to further

and operators delivering localised player experience.

continue. One must have a solution that is ready to move with the players, provide seamless experience

It’s true that a major differentiation can be derived

across every channel. Moreover, players nowadays are

in optimising and perfecting the techniques, both

expecting more interactive experiences with live chats

technology and operational approach, of player

and options for online social engagement. One key

personalisation with micro segmentation. This is

aspect is instant or better said, faster gratification. The

where the right implementation of the buzzwords

new product developments or features are all related

Machine Learning (ML) and Artificial Intelligence can

to shortening the time between bet placement and bet

make a difference. When I say right implementation I

settlement, catering for maximising the engagement

mean actual ML and AI are not using this terminology

and providing the control tools to the players

to be in line with the trendy tech vocabulary. Small optimisations in this domain will lead to big

MALTA HAS BEEN PREVIOUSLY DESCRIBED AS THE

improvement and differentiation.

SILICON VALLEY OF THE iGAMING INDUSTRY (AND IS ALSO WHERE SINGULAR IS HEADQUARTERED) – IS

Another aspect is being bold. It is one thing to be bold

MALTA STILL THE PLACE TO BE?

by experimenting with features which are spun-off

Malta offers both a supportive regulatory environment and high quality network of leading gaming companies and professionals. This has created an iGaming hub which can supply all the essentials for growing a

186

from an already existing product and definitely another type of being bold by challenging the very pillars and postulates on which the industry rests. Yes, the risk is lower with the first - but so is the benefit.

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

SINGULAR的新体育博彩平台的初衷是要彻底改变作为线

博彩的体育博彩行业。关于这个，您能再给我们多说一些吗？我们一直注重通过卓越的技术和灵活性来打造最终的玩家体验。 SINGULAR现有版本的体育博彩平台，是通过直观的

设计和特定于市场的用户体验，来实现前端的全面定制。而

第四代平台则将通过一些大胆的举措，将用户体验提升到一个新的水平。该解决方案将采用以实践为依据的方法，即，根据玩家的活动和与平台的互动方式，自动适应每个玩家的需求并创建个性化的游戏体验。但这仅仅是该解决方案的一个方面。该平台在我们的细分和推荐引擎，以及市场营销和风险管理工具之间建立了终极协同作用，就像强大的引力，能

够吸引、诱惑、留住玩家，从而最终使顾客的终生价值（LTV）最大化。

“通过创建可以灵活集成和组合的不同模块，可以提高我们解决方案的灵活性，使我们在竞争中处于优势” 在过去几年里，玩家的类型发生了变化。那么，今天市场中的用户是想要什么样的体验呢？

曾经有一段时间，丰富投注的花样、提高赔率的吸引力、提供高额的奖金促销是打造差异化的重要因素。现如今，这些只

是留在市场上的最低要求。全球化趋势影响了玩家的偏好。移动设备的使用呈指数级增长，甚至在一些市场成为了首

选，我们预计这一趋势还将继续。必须要有一个能随时陪着玩家移动的解决方案，并且要提供能兼容不同渠道的无缝

的体验。此外，如今的玩家希望通过实时聊天和在线社交来

获得更多的互动体验。其关键因素是这样可以获得即时的满足感。新产品的开发与功能能够缩短投注时间和投注结算时

间，从而最大程度地提高参与度，和满足玩家的自主控制欲。马耳他曾经被认为是在线博彩业的硅谷（也是SINGULAR的总部所在地）。您觉得马耳他现在还是理想之地？

马耳他有着支持性的监管环境、大博彩公司高质量网络、专业人员。这就构成了一个在线博彩的中心，它有成功发展在线博彩业务的一切必需要素，从经验丰富的在线支付处理、安全审计、博彩软件开发再到联盟管理公司、博彩法律事务所、会计

师事务所等。它还在继续吸引着高技能的人才，这强化了它的在线博彩核心地位。像西格玛这样的活动也是马耳他可以吸

引人来的另一个招牌。对我们来说，参加西格玛展会是一个重要的起点，然后我们会在产品和公司方面都有大量新动态。

运营商和供应商如何在当今竞争激烈中做到与众不同呢？要做到多元化，有多种方式和策略。更有趣的是，对于提供本地化产品的供应商和提供本地化玩家体验的运营商来说，多元化会因地域的不同而完全不同。

的确，在优化和完善玩家个性化的技术（包括技术和操作方法）的过程中，可以产生很大的差异。这里是正确的实施“机器学习（ML）”和“人工智能”的可以发挥作用的地方。当我

说“正确的实施”时，我的意思是实际的机器学习（ML）和人

工智能在应用上并没有和这两个时髦术语本身的内涵保持一致。在这个领域的小优化将带来大的改进和差异。

另一个方面是大胆。尝试从现有产品中衍生出来的新功能是一种大胆，而通过挑战行业赖以生存的根本支柱和假设，则无疑是另一种大胆。

当然，第一种风险较低——但，回报也较低。

187

10.09am on Fifth Avenue. N 40° 43’ 53.1’’ W 73° 59’ 49.1’’.

Republic Street 12, Valletta www.sergiozampa.com

190

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

WITH HALF A CENTURY IN THE ENTERTAINMENT BUSINESS AND 15 YEARS IN MALTA, BETSSON GROUP NEEDS NO FURTHER INTRODUCTION. FOR THIS FEATURE, WE MET WITH THE COMPANY’S CHIEF HR OFFICER LENA NORDIN, WHO SAYS BETSSON IS NOW FIRMLY BACK ON TRACK AND READY TO TAKE ON THE FUTURE. 在娱乐行业驰骋了半个世纪，在马耳他驻扎了15年，贝特森集团（BETSSON

GROUP）就不用多做介绍了。我们会见了该公司的首席HR——莉娜·诺丁（LENA NORDIN），她说BETSSON现已完全回归正轨，并准备好迎接未来。

Over the past 18 months, Betsson Group has been on an incredible journey which turned the company around on multiple levels. “Once we started working on our company culture, and with the launch of a new business strategy and company values, it was truly incredible how quickly we saw results.” Lena is convinced that the explanation lies in the teamwork. “The entire organisation has worked together, from Operational Management to all the people managers to the employees themselves. To Lena, company culture, leadership and engagement goes - and must go - hand-in-hand, since engaged employees and the right leadership build a great culture. “We are powered by people and we are very proud of our Betssonites (people working at Betsson Group) and want them to have the best employee experience in the industry. “At Betsson, we offer great benefits; private health insurance, free breakfast and lunches, concierge services, wellness allowance, company doctor and a calendar packed full of fun events.

莉娜表示，在过去的18个月里，BETSSON GROUP

经历了一段令人难以置信的旅程，使得公司在多个层面上都得到了扭转。

“我们刚开始整顿公司文化时，随着新的业务战略

和公司价值观的推出，见效的速度真是难以置信。 ” 莉娜坚信，这一切离不开团队合作。从运营管理到所有人事经理，再到员工自身，整个公司上下都在协同合作。

对于莉娜来说，公司文化、领导力和敬业精神是必

须齐头并进的，因为伟大的企业文化离不开敬业的员工和正确的领导。

“我们以人为驱动，我们为BETSSONITE们（在

BETSSON GROUP工作的人）感到自豪，并希望他们拥有业内最好的员工体验。

“在BETSSON，我们提供很好的福利：私人健康保险、免费早餐和午餐、礼宾服务、健康补助、公司医生以及每年的各种趣味活动。

191

“That said, although employee benefits are important, we want to distinguish ourselves and focus on what truly matters - leadership and culture. That’s what builds engagement.

“We practice what we preach. This shows in how our internal hiring rate has increased and today about 30% of all our hires are internal”

With this in mind, Betsson paired up with one of Europe’s leading business schools, the Stockholm School of Economics, for global leadership training. “It was very well received and has provided our people managers with new tools and a common foundation for the kind of leadership culture we stand for.” As one of the largest gaming groups across the world, Betsson Group is made up by some 1,700 talented professionals in 10 offices across Europe, coming from 60+ nationalities. Betsson has a portfolio of approximately 20 different brands and is licensed in 12 jurisdictions. Betsson Group’s largest office and its operational HQ is in Malta where some 900+ Betssonities are based. Speaking about Malta, Lena says, “The island has been and still is a great base for us and we plan to stay here for the foreseeable future”. We then asked Lena to mention some of the variables that HR measures and what she tells us shows that the company’s efforts have truly left a positive impact. “Talent chooses Betsson. With our strong brand we have always had many applicants for open positions, but even so, we have seen a major increase and currently receive about 3,000 applications monthly. And perhaps even more important, our people choose to stay longer with us. The average tenure has shot up by 30% in just two years.” The churn rate in the gaming industry is generally quite high, but Betsson has managed to decrease it by almost 40% in the last two years, clearly showing a correlation between the improvement of employee experience and tenure. “Another area which we have focused on is internal development and progression. Given our size and diversity, we can offer interesting career paths and give our people the possibility to grow with us. “We practice what we preach. This shows in how our internal hiring rate has increased and today about 30% of all our hires are internal. “In order to promote internal career progression even further and facilitate for Betssonites, we have launched a career site just for our employees. Jobs are published internally before being posted externally, and we have a tailor-made process for the Betssonites who apply.

192

Feature 专题报道

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Betsson’s most recent employee survey provided a clear view of

take it to the next level. By working together in a structured way,

what the Betssonites themselves think of the company; 87% are

we as a company can make a bigger social impact.”

proud to work at Betsson and 86% would recommend it to family and friends. Moreover, 89% believe Betsson to be a responsible

All the hard work undertaken by Betsson Group has not gone

operator that instigates ‘fair play’ and ‘responsible gaming’.

unnoticed. The company has recently received a number

In relation to this, another initiative that Betsson Group has

the Year’ Award at the Women in Gaming, Diversity and

undertaken in order to attain its vision of becoming the Employer

Employee Wellbeing Awards 2019. Betsson was also rewarded

of Choice and creating high engagement, is the recent launch of

‘Responsible Operator of the Year’ at the International Gaming

a brand-new CSR Strategy.

Awards 2019 and was crowned the ‘Best Customer Service

“We know how important CSR is to customers and employees

of prestigious industry awards, such as the ‘Company of

Operator’ for four consecutive years at the EGR Nordics Awards.

alike, not least our Millennials. We have always been at the

“We are very proud and happy with how far we’ve reached.

forefront of Responsible Gaming and supporting the communities

But there’s always more to do when it comes to employee

in which we operate. However, with the new CSR-strategy and

experience and engagement. Together we will do it, the future

CSR-committees established in our offices across the globe, we

looks bright,” Lena concludes.

“虽然员工的利益很重要，但我们还是想要脱颖而出，并专注于真

“我们关注的另一个领域是内部发展和进步。鉴于我们的规模和多

提升敬业度的关键。

与我们一同成长。

正能让我们脱颖而出的方面——公司领导力和公司文化。这些才是考虑到这一点，BETSSON与欧洲领先的一所商学院——斯德哥尔摩经济学院合作，进行了全球领导力培训。

“它非常受欢迎，并为我们的人事经理提供了新的工具，为我们所主张的领导文化奠定了共同的基础。 ”

在考察人资方面的一些变化时，公司努力产生的积极影响得到了证实。

“人才们选择了BETSSONS。凭借着我们强大的品牌，一直都有很

多求职者申请我们的空缺职位，并且求职人数还有大幅增加，目前

我们每月都能收到大约3000份求职申请。也许更重要的是，我们的员工选择继续在我们公司工作。在短短两年时间内，员工平均任期增长了30％。 ”

“我们说到做到，你可以看看我们的内部招聘率增加了多少，目前我们有大约30％的人员都是内部雇用的”

在游戏行业，员工流失率通常都很高，但在过去几年中，BETSSON 成功将员工流失率降低了近40％，这清楚地表明了员工体验的改善与任期之间的相关性。

作为全球最大的博彩集团之一，BETSSON GROUP由来自60多个

国家和地区的约1700名才华横溢的专业人员组成，这些专业人员

分布在遍布欧洲的10个办事处。 BETSSON旗下约有20个不同的品牌，已在12个辖区获得许可。

样性，我们可以提供有吸引力的职业道路，并让我们的员工有机会 “我们说到做到，你可以看看我们的内部招聘率增加了多少，目前我们有大约30％的人员都是内部雇用的。

“为了进一步促进内部职业发展并为BETSSON员工提供便利，我

们特意为员工建立了一个职业网站。职位会先对内发布，然后再对外发布，我们还为申请工作的BETSSON员工定制了一个流程。

BETSSON最新的员工调查清楚地反映了BETSSON员工们对公司的看法：87％的员工为在BETSSON工作感到自豪，86％的员工愿意将

BETSSON推荐给家人和朋友。此外，有89％的员工认为BETSSON是一家负责任的运营商，提倡“公平竞争”和“负责任的博彩”。

与此相关的还有BETSSON GROUP为实现其成为“最佳雇主”和建立高敬业度的愿景而采取的另一项举措，即最近推出的全新的企业社会责任（CSR）战略。

“我们知道企业社会责任对客户和员工的重要性，尤其是对我们的

千禧一代。我们一直处在负责任博彩的最前沿，也一直在为我们运营所在的社区提供支持。但是，随着全球各地的办事处推出新的

CSR战略，成立CSR委员会，我们会将其提升到一个新的高度。通过有组织地合作，我们作为一家公司，可以产生更大的社会影响。 ”

BETSSON GROUP所做的一切并没有被忽视，该公司最近获得了

许多著名的行业奖项，例如游戏行业女性（WOMEN IN GAMING）的“年度公司”奖、2019年度多元化和员工福利奖。 BETSSON还获

得了2019年度国际游戏奖的“年度负责任运营商”奖，并连续四年在EGR北欧大奖中被评为“最佳客户服务运营商”。

“我们为我们取得的成就感到非常自豪和高兴，但在员工体验和敬业度方面，还有很多事情要做。我们将共同努力，共同迎接美好未来。 ” 莉娜总结道。

193

A NEW ERA FOR INNOVATION 创新时代

WE’RE ON THE CUSP OF A NEW ERA OF DIGITAL INNOVATION AND DIGITAIN STANDS AT THE FOREFRONT OF ITS SUCCESS. MR. SUREN KHACHATRYAN, CCO FOR DIGITAIN, SHEDS MORE LIGHT ON HOW THEIR SPORTSBOOK IS SHAKING UP THE SPORTS BETTING INDUSTRY IN THIS EXCLUSIVE INTERVIEW. DIGITAIN，以其卓越的成功者姿态，引领着数字创新时代的新潮流。在本期独家专访中，DIGITAIN首席运营官苏伦·卡恰特兰（SUREN KHACHATRYAN）先

生将向我们具体阐述旗下体育博彩软件将如何颠覆该行业。

CAN YOU TALK US THROUGH WHAT YOU’RE SHOWCASING AT SiGMA, AND WHAT YOU HOPE TO ACHIEVE FROM THE SHOW? We’re always excited to attend SiGMA. It’s proven fantastically successful in the past and we look forward to what we’re sure will be another successful show in 2019. Our powerful sportsbook is in the vanguard for propelling sports betting into a new era across the iGaming planet, and we’re looking forward to showcasing it. Our unique software caters to a burgeoning portfolio of operators across the globe. It provides an intuitive multi-lingual, multi-currency, customisable interface that can be easily integrated, using unique APIs, with new or existing platforms, whether you are an online or land-based operator. At last count, our platform partnerships number in excess of 100 operators, and we hope to have built on that number before the week’s end! INCOMING OR TIGHTENING REGULATION IS OBVIOUSLY A DEFINING FEATURE OF THE GLOBAL GAMING MARKET AT THE MOMENT. WHAT ROLE CAN A PLATFORM PLAY IN THIS SOMETIMES FEBRILE ENVIRONMENT? As more and more markets open, flexibility for multinational operators is key. A platform that allows operators to work in multiple markets while automatically adjusting to each country’s various frameworks is essential. At Digitain, we think internationally but act locally. In short, our rare blend of wide-ranging products and adaptable tech affords us the chance to craft customised cross-platform solutions, whatever the demands of the regulator and marketplace.

194

您能否谈谈在SiGMA上展示的产品，以及您对此的期待？

我们很高兴能参加ISGMA。在过去的参会中，我们均

硕果累累，期待2019年能再次取得成功。 DIGITAIN旗

下的体育博彩软件目前遥遥领先，它将推动该行业的发展，使之进入一个线上博彩的新时代，我们非常期待展示这款产品。我们的软件独一无二，可以满足全

球新兴运营商的要求。软件界面清晰直观，可自定义，支持多语种、多币种。无论线上还是线下运营商，均可通过特有的API技术，轻松将软件与新的或现有平台相集成。据最新统计，我们目前的平台合作商已超过 100家，我们希望在本周末前能更上一层楼。

目前，全球游戏市场的监管力度明显加强。那么在这种严格的管控下，平台可以发挥什么样的作用？

随着全球市场逐渐开放，对跨国运营商而言，多元化

发展为重中之重。也就是说，在这个平台上，运营商可在多个市场展开业务，平台也能够根据不同国家的监

管架构进行调整，这点尤为重要。在DIGITAIN，我们采取国际化战略，而同时进行本地化。简而言之，无论监管机构要求和市场需求如何，我们能将多种产品与多元化技术完美结合，以适应不同市场，从而为客户量身定制跨平台解决方案。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

195

BEYOND LOCATION. BEYOND DESIGN. BEYOND FACILITIES.

A business address like no other

The Quad Business Towers development, is a Special Designated Area (SDA), which offers an unparalleled confluence of design and sustainability, located in the centre of Malta. The development will house over 44,000m² of mixed Grade A office and commercial floorspace, surrounded by 6,000m² of open landscaped areas with ample parking facilities available. The Quad offers an outstanding real estate investment opportunity or business re-location possibility in an exceptional smart environment. Visit www.thequad.com.mt to find out more

A. The Quad Ltd. ‘Gasan Centre’ Central Business District, Mriehel. T. 2778 8124 E. enquiries@thequad.com.mt A Tumas Group & Gasan Group development

Q&A 问答

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

WHAT’S DIGITAIN’S VISION FOR THE FUTURE? WHAT ARE YOUR PLANS FOR GROWTH AND HOW DO YOU PLAN ON ACHIEVING THEM? I see us expanding our global footprint from Europe, through Asia and on to Africa and LatAm, with the industry’s most flexible, scalable and efficient sports betting platform. When it comes to sportsbook tech, we’ll be letting its quality do the talking for us. We cover 65 sports, taking in 7,500 leagues and more than 3,000 betting markets. We also offer odds on 35,000 live events each month, while our casino solution has 3,000-plus games from major casino suppliers such as Novomatic, Microgaming, NetEnt and Playson. The overall growth of the iGaming industry remains incredibly encouraging, particularly in these growth markets, and the international advance of sportsbook continues unchecked in most developing countries, and we aim to stay on top of that. That said, innovation remains the watchword, both in the markets you offer and the tools with which you allow your clients to engage. Staying positively demarcated from the competition is naturally crucial, and that’s what Digitain does best with our ever-evolving product portfolio. We’ve experienced substantial growth in several international markets over the past 12 months. Strategically, in order to accommodate this expansion, we will be opening sales and business development offices in four core areas, including the Philippines. These offices shall locally service existing clients and partner needs as well as increasing our inquiry pipeline.

“Innovation remains the watchword, both in the markets you offer and the tools with which you allow your clients to engage” DIGITAIN HAS ALWAYS DONE WELL IN EMERGING MARKETS IN PARTICULAR. HOW IMPORTANT ARE THESE MARKETS IN 2019, AND WHY IS YOUR BUSINESS MODEL AND / OR TECH PROVING SUCH A GOOD FIT? In short – very. I would argue that if you’re not awake to fastdeveloping markets such as LatAm (and, by all means, throw in the likes of India, Japan and Africa), then any platform provider worth their salt is going to fall behind. The volumes in these jurisdictions are so consequential, you can’t disregard them. Consider the overall population of Latin America, as well as its steady growth, not to mention its largely untapped status, operators can easily make big returns if they target the region with localised solutions. Furthermore, it is vital to acknowledge that this new wave rides on the crest of mobile – just witness the 19% year-on-year growth for mobile platforms in the region. These predictions project that there will be some 235m-plus smartphone users by 2021. Our omni-channel tech provides for that and more. With a flexible solution that can provide for whatever infrastructure conditions are required, we’re able to deliver a localised service that will satisfy any operator’s needs.

您对DIGITAIN的未来有何展望？您对其发展有何规划并如何实现呢？

我们的体育博彩平台灵活、高效，具有广泛的扩

展性。从欧洲到整个亚洲，再到非洲和拉丁美洲，市场遍及全球。在技术方面，这款软件卓越的品

质彰显了我们的实力。平台涵盖65个体育项目，

参与7500个联赛和3000多个博彩市场。我们每月提供35000场直播赛事的投注，赌场解决方案涵

盖3000多款游戏，均来自各大赌场及游戏运营商

（如NOVOMATIC，MICROGAMING，NETENT和 PLAYSON）。

“我们始终坚守创新理念，为客户提供新型市场，开发利于其用户使用的工具”

线上博彩行业的整体增长速度惊人，特别是在新兴市场，尤为迅速。大多数发展中国家，不限制体

育博彩的国际化发展，在这一背景下，我们力争做到更好。我们始终坚守创新理念，为客户提供新型市场，开发利于其用户使用的工具。值得一提的

是，DIGITAIN不断拓宽产品线，始终能在众多竞争

者中脱颖而出。在过去一年中，我们在众多国际市场中取得了长足的发展。我们采取扩展化战略，将在包括菲律宾在内的四个核心地区，开设销售和业务发

展办事处，为当地现有客户和合作商提供服务，并增设业务渠道。

一直以来，DIGITAIN在新兴市场表现尤其出

色。 2019年，这些市场的重要性如何？为何您的商业模式和（或）技术与之如此契合？

简而言之，我认为，任何平台供应商如果想保持竞

争力，不落于人后，就得全力了解拉丁美洲、印度、

日本及非洲等新兴市场，因为这些地区市场广阔，必须予以重视。

拉丁美洲人口众多，且增长稳定，市场潜力巨大，大

部分均有待开发。因此，如果运营商瞄准该地区并适应其环境进行相应的本地化，就可以轻松获得丰厚回报。此外，至关重要的是要认识到，这一新浪潮正紧随移动技术的潮流 —— 该地区移动平台的年同

比增长率高达19％。预计到2021年，拉美智能手机用户将超过2.35亿。

我们的全渠道技术可提供多方位服务。解决方案灵

活多变，可以应用于任何基础架构，能够提供本地化服务，满足运营商需求。

197

GAME CHANGERS 游戏改变者

FOR SKYWIND GROUP PRODUCING QUALITY CASINO CONTENT IS PARAMOUNT TO THEIR SUCCESS AS LEADERS IN THE iGAMING INDUSTRY. SiGMA MAGAZINE SAT DOWN WITH OREN COHEN SCHWARTZ, MANAGING DIRECTOR AT SKYWIND FOR AN EXCLUSIVE LOOK AT HOW THEY’RE MAKING THE MAGIC HAPPEN. 对于SKYWIND集团来说，制作高质量的赌场内容是其作为游戏业领军者成功的关键。SiGMA 杂志日前采访了天风董事总经理OREN COHEN SCHWARTZ，对他们实现这一奇迹的原因进行了解密。

WHAT IS THE ROLE OF iGAMING CONTENT PROVIDERS IN 2019? It is a fact that running an iGaming operation these days is harder than ever before, with indications that it will be getting even harder. When it comes to online casinos, content is

HOW DOES A LARGE GAME PORTFOLIO AND BRANDED GAMES FIT INTO YOUR STRATEGY? You need a big portfolio of games to be relevant and meet different partners’ needs. Skywind has released 250 games, and we’re producing roughly 45 games per year.

the backbone of the operation. At Skywind Group we see our main role as enablers. This means our goal is to support all the markets our partners are operating in, providing quality markets-specific-content, player engagement tools and everything else they need to thrive. Being a successful enabler requires listening to our partner needs,

“There will be a case of survival of the fittest, there is no place for novice companies anymore”

understanding their strategy, being flexible and open minded, and then making changes and adjusting accordingly. WHAT IS YOUR MAIN CHALLENGE? Content inflation and low tolerance are top of the list. There are 3-4 video slots coming out every day. With 30 – 50 games in the “New” category tab at all times, only around a third of those games will see light of day - and that’s just the initial cut. We have 50-100 rounds to win over video slot players, if they don’t like it by then it’s probably over. So, when we work on a game we make sure that it is very good before it’s worthy of coming out. This isn’t easy, it’s complex. No two operators are alike.

198

Skywind’s partners will always be able to enter any regulated market fully prepared because we understand the needs of the Romanian market as well as we do those of Scandinavian markets, Latin American markets and every other market we are certified in. As for the branded video slot games, in this oversaturated market, a branded game has a greater chance of standing out. Branded slots are excellent for acquisition and retention as players are drawn to the well-known. That is the reason we have released more than 10 branded games in the past year, including, Resident Evil, Star Trek: The Next Generation, and Downton Abbey. The Last Kingdom and La Casa De Papel are coming later this year.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

请问2019年iGAMING内容提供商的角色是什么?

事实是，如今经营一个iGAMING公司已是越来

越难了。谈到在线赌场，内容是其运营的支柱。在

SKYWIND集团，我们将自己的角色主要定义为推动者。这意味着我们的宗旨是为我们的合作伙伴所运营的各种市场提供支持，为特定市场提供高质量的内容、玩家工具以及其他一切他们需要的东西。要成为一个成功的推动者，需要我们倾听

伙伴的需求，理解他们的想法，保持变通、开放的思想，然后做出相应的改变和调整。您面对的主要挑战是什么?

内容充实和让客户接受是最重要的。我们每天会

出3至4个老虎机游戏。而且始终保持有30到50个新游戏，这些游戏中只有大约三分之一的游戏能

存活下来，这还只是最初的目标。我们有50至100 回合可以赢得玩家的心，如果他们不喜欢的话，那可能就只能摒弃了。

所以，当我们制作一款游戏时，我们会在“值得”

发行之前，确保它是非常优秀的。这并不容易，很复杂。因为每个运营商都不一样。

“会出现优胜劣汰的情况，新公司将无立足之地” 那么大型游戏组合和品牌游戏如何适应您的这种策略的呢?

你需要大量的游戏来满足不同合作伙伴的需

求。 SKYWIND已经发布了250款游戏，而我们每年大约制作45款游戏。

SKYWIND的合作伙伴都能够进入任何监管市场，因为我们了解罗马尼亚市场的需求，就像我们了解北欧市场、拉丁美洲市场以及我们拿到认证的所有其他市场一样。

至于品牌老虎机游戏，在这个过度饱和的市场，

品牌游戏更有机会脱颖而出。品牌老虎机在获取和留住玩家方面表现非常出色，因为玩家会被知名品牌本身所吸引。这就是为什么我们在过去的

一年里发行了10多款品牌游戏，包括《生化危机》

、《星际迷航：下一代》、《唐顿庄园》等。《最后的王

国》和《帕佩尔的家》也将于今年晚些时候推出。

199

WHAT GOES INTO CREATING A

Our In-Game Tournament increases retention with an

SUCCESSFUL GAME?

in-game display that elevates player experience along

At Skywind, we invest a lot of time and thought before starting a new game. We consider what players like in each market and create localised

with bet range functionality to ensure only peers on the same bet level will participate in that tournament, resulting in core values of trust and loyalty.

games. However, we can’t know if a game will be

Then there’s the revolutionary Bonus Coins. It’s

successful or not. Since no one has the recipe,

based on a virtual currency, which means bonus

we just do the best we can in every aspect of

costs are lowered significantly. There is no hassle

production. It’s all about the details. One example

for players as there are no wagering requirements.

is what we did for mobile. We learned that 87.5% of

Players can change the bet size and switch back-

game rounds are generated in portrait mode. We

and-forth from real money mode. Reaching the

used this knowledge to optimise the UX to fit this

threshold means Bonus Coins become real money.

mode, like big spin buttons that are easily clickable with one thumb. We are constantly analysing player behaviour for what we call screen/session time and gameplay perceptions. Lastly, we are producing games with high level of innovation and with that we take risks because the line between success and failure is very thin. WHAT DO PLAYERS LIKE TO PLAY?

“I think we will see a growing demand for richer and more engaging games in the more mature markets”

Preferences change depending on the player and the market. Some like high volatility, some high win frequency, but at the heart of it all, I think, is the fun, the time off from day-to-day routines, and

WHAT DO YOU THINK THE FUTURE HOLDS FOR CASINO CONTENT PROVIDERS?

the exhilaration from a win, the chance to win

I think there will be a case of survival of the fittest,

big. I think great game experiences can come

there is no place for novice companies anymore.

from integral engagement features as well as from metagames that increase loyalty and game

We can expect more engagement tools like ours,

“stickiness” such as our Must-Win Jackpots,

because all parties stand to gain, the operator,

Tournaments and Bonus Coins for example.

content provider and the player. If it is produced

The Must-Win Jackpots allow players to play the games they love with additional chances to win time

200

separately from the game then it can be used across games.

and amount-based jackpots. Combining these with

Lastly, I think we will see a growing demand

our unique split functionality allows our partners to

for richer and more engaging games in the

split the promotion prize between the winner and

more mature markets. The level of stimulation

several other players upon qualification, helping our

is increasing and the excitement the gameplay

operators gain better control over jackpot liquidities.

produces needs to match up.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Q&A 问答

怎样才能创造出一款成功的游戏呢?

在SKYWIND，我们在研发一款新游戏之前会先投入大量的时间思考。我们会考虑每个市场的玩家喜欢什么，然后打造本土化的游

戏。尽管如此，我们并不知道一款游戏是否会成功。因为没有人会

算命，所以我们只能在推出之前尽量各个方面都做到最好。细节是关键。拿我们的手机端游戏做例子。我们了解到87.5%的游戏回合是在竖屏模式下操作的。然后我们利用这些知识来优化了用户体

验，以适应这种模式，比如设计一个可以方便地用一个拇指点击的按钮。我们一直在分析玩家的行为，即我们所说的屏幕会话时间和游戏玩法理念。最后，我们制作的游戏具有很高的创新水平，尽管创新意味着风险，但是成功与失败就在一线之间。玩家喜欢玩什么?

偏好设定要根据玩家和市场而变化。有些人喜欢高波动性，有些人

喜欢高赢获胜频率，但我认为，核心是乐趣，是日常繁忙中的娱乐，是获胜的兴奋，是大赢的刺激。我认为优秀的游戏体验可以来自于游戏中整合的功能，也可以来自于能够增加用户忠诚度和“粘性” 的元游戏，例如我们的“必赢头奖”、“锦标赛”、“奖金币”等。

“我认为在更成熟的市场中，对更丰富、更具吸引力的游戏的需求会不断增长” 在“必赢头奖”中，玩家可以玩自己喜欢的游戏，同时有额外的机

会赢得时间和一定金额的累积奖金。通过将这些与我们独特的分发功能相结合，我们的合作伙伴便可以把奖金分配给获胜者及其他几名获得资格的玩家，从而帮助运营商更好地控制好累积奖金的流动性。

我们在“游戏内锦标赛”增加了游戏内显示屏，既提升了玩家的体

验，同时还优化了下注范围功能，这样就可以确保下注水平相同的玩家才能参加该锦标赛，从而产生信任和忠诚的核心价值观。

然后是极具创新性的“奖金币”。它基于一种虚拟货币，可以大大降低奖金管理成本。它让玩家没了顾虑，因为没了下注要求。玩家可

以改赌注大小，并在真钱模式中来回切换。达到这个要求意味着奖金币变成了真正的货币。

您如何看待赌场内容提供商的未来?

我认为会出现优胜劣汰的情况，新公司将无立足之地。

我们可以期待会出现更多像我们的产品这样的玩家工具，因为它会让包括运营商、内容提供商和玩家在内的各方都受益。如果它是与游戏分开制作的，那它还可以跨游戏使用。

最后，我认为在更成熟的市场中，对更丰富、更具吸引力的游戏的

需求会不断增长。兴奋点的水平在不断提升，游戏玩法所产生的刺激性也要能与之相匹配。

201

www.truevo.com

A Payments Partner You Can Bet On Fast, flexible and convenient payment solutions

Payment Gateway PCI compliant, easy integration, fast payments, Dynamic 3D Secure.

Licensed Acquirer Accept card payments in over 120 currencies and receive settlement in your currency of choice.

OCT Payouts Send near-instant payouts to over a billion eligible Mastercard and Visa cards.

IBAN Accounts Open a current account, monitor transactions and access funds online.

Industry Leader Recipient of Mastercardâ&#x20AC;&#x2122;s 2019 Market Shaker Award. Winner of Best Payment Provider of the Year at the Malta iGaming Excellence Awards 2019.

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

WHO’S WHO 谁是谁

IN THE MALTA GAMING INDUSTRY 在马耳他博彩业中

203

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Kevin Reid CCO 首席商务官 www.1x2network.com

1X2 Network is a pioneering software company consisting of 1X2gaming and the innovative Iron Dog Studio. The groups platform has a vast portfolio of RNG content including Table Games, Slots and Virtual Sports created by its own brands, its strategic partner Leap Gaming, or aggregated from multiple 3rd parties.

1X2 Network是一家由1X2gaming和创新型Iron Dog Studio

组成的创业型软件公司。团体平台拥有大量RNG（皇族电子竞技俱乐部）比赛组合，包括由其自创品牌、战略合作伙伴Leap

Gaming或由多个第三方创建的赌桌游戏、老虎机和体育博彩。

www.betb2b.com

1XBET is an international bookmaker with over 10 years of experience. Since 2018, they have been providing one of the best B2B solutions for this market as BetB2B. The platform has an unrivalled number of pre-match and live markets available and offers casino games, slots and live casino products, an in-house agent scheme and an affiliate program.

1XBET是一家拥有超过10年经验的国际博彩公司。是博彩行业发展最快的公

司之一。自2018年以来，公司作为BetB2B，一直在为这个市场提供最好的B2B

解决方案之一。平台拥有海量赛前投注方案，设有内部代理计划和联盟会员计划，并支持世界各地的250多种支付解决方案。可全天候提供30种语言的客户

支持服务。除了在线产品，公司还可以为客户提供全面的零售解决方案。

Ingo Ernst CEO 首席执行官 www.4stop.com

4Stop, based in Germany and founded in 2016 provides global KYB, KYC, compliance and anti-fraud from a single API; minimising the cost, complexity and time spent managing required verifications for onboarding and transactions. With over 1800 active data sources available on-demand and automated workflows businesses obtain a future-proofed risk-based approach.

4Stop总部位于德国，成立于2016年，通过单一API提供全球 KYB、KYC、合规和反欺诈服务，能够将用户引导和交易相关

的成本、复杂度和管理所需验证的时间降到最低。这套方法拥有超过1,800个随时可用的活动数据源和自动化的工作

流，面向未来，基于风险，令企业受益匪浅。

Ryan Cachia Managing Director 董事总经理 www.acquiring.com

acquiring.com is a merchant services provider that works seamlessly in partnering with any PSP, payment facilitator, ISO, or merchant from a traditional or emerging vertical. The business relationship between partner and acquirer is nurtured by our dedicated, vertical-specific account team, allowing us to develop a clear understanding of each business goal and to formulate the most intelligent strategy to achieve it.

acquiren.com作为TRUST Payments Group的商户收单部门，

在建立线上博彩商户的灵活智能支付系统方面具有市场领先的专业知识，可为欧洲、中东、非洲和美国的玩家提供多币种支付

服务、指令确认交易服务系统（OCTS）、加密支付、Apple Pay支

付、多语言支付页面，且收单网络覆盖全球40多家银行。

Kevin Abela VP Global Channel Sales 全球渠道销售副总裁 www.acunetix.com

Acunetix lets you manage security risks associated with your web presence. It detects an extensive range of web vulnerabilities and helps you eliminate them. Acunetix is the tool of choice of many industry leaders including Fortune 500 companies. Book a free demo or learn more by visiting our website.

Acunetix是一款便于您管理与您的当前网站相关的安全风险的软件。该软件能检测和消除大量网络安全漏洞。 Acunetix是许多行业领先者（包括《财富》500强公司）的首选工具。请访问www.

acunetix.com获取免费测试版或了解更多信息。

205

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Fiona Davies Head of Gaming 博彩主管 www.acurisriskintelligence.com

Acuris Risk Intelligence is one of the top suppliers of proprietary data on PEPs, sanctions and AML data for due diligence and compliance. Acuris Risk Intelligence combines a world-class dataset with expert human analysts and state-of-the-art technology to help organisations manage the risk in business relationships effectively.

Acuris Risk Intelligence是尽职调查和合规性方面专有数

据的（包括高敏感政治人物（PEP）、制裁和反洗钱（AML）数据）一流提供商之一。 Acuris Risk Intelligence通过将世界

领先的数据集与专业人工分析和先进技术相结合来帮助组

织有效地管理业务关系中的风险。

Lee-Ann Johnstone CEO & Founder 首席执行官兼创始人 www.affiliateinsider.com

AffiliateINSIDER is an affiliate marketing business offering strategic support and consulting services to affiliates and operators. We offer: News, Media & Content Marketing, Specialist Events & Conferences, Affiliate Program Management and Affiliate Training & Coaching. We make Affiliate Marketing, Simple.

AffiliateINSIDER是一家联盟营销公司，为联盟和运营商提供战

略支持和咨询服务。我们主要提供新闻、媒体和内容营销、专家

活动和会议策划、联盟计划管理以及联盟培训和指导，旨在简化

联盟营销程序。

Anastasia Zaichko Marketing and Public Relations 市场与公共关系 www.affise.com

Affise is a SaaS marketing platform to manage, track, analyse and optimise online ad campaigns in real time. It allows you to create, kickstart and run your affiliate program in the most efficient way, as well as to automate routine work.

Affise是一个SaaS营销平台，可以实时管理、跟踪、分

析和优化在线广告宣传活动。它能够通过最有效的方

式帮您创建、启动和运行联盟会员计划，以及实现日常

工作的自动化。

Michele Spiteri CCO 首席商务官 www.all-in.global

All-in Global is a language service provider exclusively dedicated to the gaming industry. We offer a wide range of services, including localisation, content writing and SEO available in more than 70 languages. With 11 years of experience, All-in Global has already worked with 9 of the 10 biggest gambling companies.

All-in Global是一家专注于游戏行业的语言服务提供商。我

们提供包括本地化、内容写作、搜索引擎优化在内的多种服

务，涵盖70多种语言。 All-in Global运营11年来，已经与九成

的顶级博彩公司有过合作。

Dinos Stranomitis Director & COO 董事兼首席运营官 www.altenar.com

Altenar is a provider of sportsbook services to licensed gaming operators, ranging from ‘software-only’ product offers to the provision of a fully managed sports betting platform stack. Our software is developed and operated in-house, whilst being powered by premium quality data feeds.

206

Altenar是一家专门向持牌博彩运营商提供体育博彩服务的供

应商，主要提供“纯软件”产品和全托管体育博彩平台堆栈。我们

的软件由内部开发和运行，同时还具备优质的数据传送专线。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

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 years-long experience and the aspiration to develop and offer a full suite of engaging player facing products. Amazing Gaming offers a live casino feed from its own dedicated tables in Portomaso Casino in Malta and a well-rounded sports book solution.

Amazing Gaming拥有多年经验，专注于开发和销售全

套吸引玩家的产品。 Amazing Gaming通过其在马耳他

Portomaso Casino赌场的专用赌桌来提供实时赌博功

能，同时它还提供完善的体育博彩解决方案。

Daniel Buttigieg Head of Business Development 业务发展主管 www.apcopay.eu

ApcoPay is a global payments processing provider. One platform that allows you to accept multi-channel and multi-currency payments from anywhere, through one unified integration. With headquarters in Malta and offices in Greece, Apcopay encompasses a blend of 40+ acquiring partners and 240+ payment options to more than 1200 merchants in 25 countries across the globe.

ApcoPay是一家全球支付处理提供商。它是一个平台，通过

它，您可以从一个统一的集中点，接受来自任何地方、多种渠

道、多种多货币的付款。Apcopay的总部位于马耳他，并在希

腊设有办事处，Apcopay有40多个涉股合作伙伴，240多个支

付选项，服务于全球25个国家的1200多家商户。

Petr Mistrik COO 首席营运官 www.apollogames.com

Apollo Games is one of the leading suppliers of online gaming software standing at the forefront of iGaming industry in Central Europe and offering vast array of feature–rich slot games with different levels of volatility, stunning visual graphics and various game themes for for world-class digital entertainment.

Apollo Games是行业的在线博彩软件供应商之一，处于

中欧iGaming行业的最前沿。旗下拥有丰富多样、效果各

异的老虎机游戏，其中设有大量特色游戏视觉效果炫酷

无比，还有多种不同的游戏主题。

Dace Ozolina-Mikailova Partner 合伙人 www.appex.ru

We have 10 years of experience in payment solutions. Our services are used by more than 10,000 large and medium companies operating in various business areas. We provide remote acceptance of payments by bank cards of Visa, MasterCard and MIR systems. We are a holder of PSI DCC level 1.

我们在支付解决方案方面拥有10年的经验。使用我们服务的

客户已超过10000个，包括各个业务领域的大中型公司。我们

可通过Visa卡、万事达卡和MIR系统的银行卡接受远程付款。我们是PSI DCC 1级认证持有者。

Jov Spiero VP Sales 销售副总裁 www.aspireglobal.com

Founded in 2005, Aspire Global offers a comprehensive iGaming solution for operators and white labels, including a complete suite of services for casino and sportsbook. Aspire Global also holds licenses in regulated markets including the UK, Denmark, Sweden and Malta.

Aspire Global成立于2005年，主要为运营商和白标提供全面

的线上博彩解决方案，包括与赌场和体育博彩有关的全套服

务。 Aspire Global还获得了包括英国、丹麦、瑞典和马耳他在

内的受监管市场的许可。

207

The leading provider of online and classroom training to the Gaming sector Library of 40+ courses

Learning Management System

Global compliance training

30k+ 60+ 46 Learners

Clients

Countries

igacademy.com +356 2277 9200 training@igacademy.com

Part of

INSPIRING CAREERS IN iGAMING LATEST JOBS : PENTASIA.COM

SEND YOUR CV LINKEDIN CONNECT

EXCLUSIVE JOBS IN ONLINE BETTING, GAMING, GAMBLING AND TECH HIRING NOW ACROSS MALTA, EUROPE AND WORLDWIDE MALTA - BARCELONA - LONDON - LAS VEGAS - SINGAPORE

GET JOB ALERTS PART OF

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Tiago Veiga UK and International Sales 英国及国际销售 www.aurum-solutions.com

Number one Reconciliation Software Provider in the Gaming Industry with 15 years experience. - Transactional PSP Reconciliation, - Journal File Automation, - Fees Reconciliation, - PSP Balance Reconciliation, Bank Account Reconciliation.

一流的对账软件提供商，专注博彩行业15年。交易型PSP对账、

日志文件自动化、费用对账、PSP余额对账和银行账户对账。

www.avalon78.com

Avalon78 is a new project that complies with the toppest igaming standards. Our team has many years of casino operating experience on various markets. Fair approach, generous bonuses and quick payouts are solid standards for our dedicated players. We offer the best conditions and the highest rates across the market.

Avalon78是一个按最高线上博彩标准建立的新项目。我们的团队具

有多年的赌场运营经验，了解各种市场的运营状况。我们保证让玩家享受公平的游戏环境，获得丰厚的奖金以及实现快速提款，这是我们

永恒不变的服务标准。我们能提供市场上最好的条件和最高的利率。

Mark Attard Partner & CEO 合伙人兼首席执行官 www.bdo.com.mt

BDO is an end-to-end professional services and advisory firm, with over 40 years\’ experience in advising organisations, including iGaming companies in accelerating business growth. We have extensive knowledge in managing the remote gaming licence application process and assisting with the documentation required by the Malta Gaming Authority.

BDO是一家端到端的专业服务和咨询公司，在为各种组织提供

咨询服务（包括线上博彩公司在加快业务增长方面的咨询服务）方面拥有40多年的经验。我们精通远程博彩许可证申请流程以

及配合马耳他博彩管理局提供所需文件方面的知识。

Sergey Chernyavski Deputy Director 副总监 www.free-slot.belatragames.com

Belatra Games has a wide experience in supplying high-tech online games. Amazing graphics, sound effects, well-developed maths and multicurrency jackpot attracts players and allows our partners to get better results. We are passionate about what we create and we are proud of the variety and uniqueness of our online slots.

Belatra Games在开发高科技在线博彩方面拥有丰富经验。我们

的产品凭借生动的画面、完美的音效、完善的运算系统以及多币种累积奖池吸引了大批玩家，也为我们的合作伙伴带来了可观

收益。我们满怀热情地投身于线上博彩行业，并开发了多款具有

独特性能的在线老虎机，为此我们深感自豪。

www.bet365affiliates.com bet365 is the world’s largest online gambling company. The group employs over 3,500 people and has over 22 million customers worldwide. bet365 secured top spot for the eighth year running in the eGaming Review’s Annual Power 50 for 2017 and claimed the prestigious Operator of the Year and Mobile Sports Product accolades at the 2017 eGaming Review Awards. At the iGaming Business Affiliate Awards 2018, bet365 retained the Best Sports Betting Affiliate Programme award for a fifth year running.

bet365是全球最大的在线赌博公司。该集团拥有3500多名员工，在全球拥有2200万客户。bet365在2017年年度eGaming Review Power 50评选中连续第八年位居榜首，并在2017年

eGaming Review大奖中荣获年度著名运营商和移动体育产品奖。在2018年iGaming商业会员奖中，bet365连续第五年获得

最佳运动会员联盟计划奖。

209

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Aiste Garneviciene COO 首席营运官 www.betgames.tv

BetGames.TV is a producer of live betting games for iGaming operators and platforms. The product is licensed by UK, Curacao, Latvia and Lithuania gambling commissions, has certificates for Italy, Bulgaria, and a recognition of MGA. It’s one of the top 50 fastest growing tech companies in Europe according to Deloitte.

BetGames.TV专为线上博彩行业的运营商及平台研发博彩游

戏。其提供的产品已获得英国、库拉索岛、拉脱维亚和立陶宛博彩委员会的许可，此外，还获得了意大利、保加利亚颁发的证书

以及马耳他博彩管理局（MGA）的认可。根据德勤（Deloitte）公布

的数据显示，该公司是欧洲成长最快的50家科技企业之一。

Frankie Graham CEO 首席执行官 www.betknowmoreuk.org

Betknowmore UK provides award winning support and training services, with a focus on combining insight from \’lived experience\’ with evidence based therapeutic approaches.

Betknowmore英国的支持和培训服务屡获殊荣，尤其擅长

将对“过去经验”的见解与循证解决方法相结合。

Tiziana De Pasquale Marketing Director 营销总监 www.betmaster.com

Betmaster is an online sports betting & casino brand that is reinventing the way betting operators work. As a company we focus on automation and innovation when building our product. We put the client first and this is why our conversions to active users are double digit.

Betmaster是一个在线体育博彩和赌场品牌，致力于重新塑造博彩运营商的运营方式。我们在创建产品时专注于自主性和创新性，将

客户的利益置于首位，且将活跃用户的转换率提高到两位数。

Alexandros Gerontikos Director Sales Southern Europe 南欧销售总监 www.betradar.com

Betradar is the betting arm of Sportradar, the world’s leading provider of sports betting, data and entertainment solutions. With a proven ability to drive business performance beyond any limits, Betradar is the trusted partner of bookmakers and operators across the world, no matter how large or small.

Betradar是全球领先的体育博彩、数据、娱乐解决方案提供

商Sportradar的博彩部门。 Betradar拥有公认的将客户业绩

提升到任何极限的能力，是全球博彩公司和运营商值得信赖

的合作伙伴，不论您公司的规模如何。

Annamaria Anastasi Marketing Director 营销总监 www.betsoft.com

Betsoft Gaming develops innovative casino games for desktop and mobile. Its portfolio of more than 190 RNG titles reaches players through partnerships with many of the iGaming industry’s leading operators. Betsoft has held a Class 4 license with the Malta Gaming Authority since 2014. The company’s games and RNG are both independently certified in more than 15 different regulated markets, including Italy, Germany, and Romania.

210

Betsoft博彩游戏公司开发适用于台式机和手机的创新型赌

场游戏。通过与iGaming行业的许多领先运营商建立合作伙

伴关系，该公司已投放190多种面向玩家的RNG游戏。自2014

年以来，Betsoft已持有马耳他游戏管理局4级许可。该公司的游戏和RNG均在超过15个不同的监管市场（包括意大利、德

国、罗马尼亚）获得了独立认证。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

www.betsys.com

BetSys is the largest supplier of sports betting software in Central and Eastern Europe. BetSys provides a comprehensive solution for online, retail, and mobile sports betting. Consisting of front-end and back-end applications which collaborate together and bring a proven method of best practices to make management of your sportsbook easy and efficient.

BetSys是中西欧地区最大的体育博彩软件供应商。 BetSys为您

提供在线，零售和移动体育博彩的全面解决方案。 BetSys由前端组成和后端应用程序一起协作并带来一种行之有效的最佳实践

方法，可以轻松而有效地经营您的体育博彩。

Claudia Melcaru Head of Business Development 业务发展主管 www.beefee.co.uk

BF Games is a dynamic game development studio that creates innovative slots content and IT services for online and land-based market. With a focus on developing high-quality games and platforms, BF Games offers an extensive portfolio of industry-leading products to the sector.

BF Games是一个动态游戏开发工作室，可为在线和陆基市场制

作新型的老虎机内容和提供IT服务。 BF Games致力于开发高质

量的游戏和平台，为该行业提供行业领先的各种产品组合。

Patryk Kadlec CEO 首席执行官 www.bitbaypay.com

BitBay Pay is a regulated payment provider, processing payments in 10 most popular cryptocurrencies with automatic conversion to USD, EUR, GBP, PLN. Estonian cryptocurrency license allows us to process Crypto to Fiat payments and Fiat to Crypto withdrawals. Conversion to FIAT, API and POS app is the main BitBay feature.

BitBay Pay是一家受监管的支付提供商，可处理10种最流行的加密货币的支付，可以自动兑换为美元、欧元、英镑、波兰兹罗提。我们还获得了爱沙尼亚的加密货币许可证，可以处理从加

密货币到法定货币的支付，以及法定货币到加密货币提款的服

务。 BitBay的主要功能有转换法定货币、API和POS应用。

Srdjan Kapor Head of Affiliation & Acquisition 合作与收购主管 www.bitstarz.eu

BitStarz is the millionaire-making, award-winning online casino that’s raised the bar in 2019. No withdrawal limits, 10-minute cashouts, prize-loaded promotions, and a huge 2,600 strong game selection have put us on the map. Make no mistake, with more than 1.7 million registered players, BitStarz is an industry leader!

BitStarz是一家备受赞誉的在线赌场公司，许多玩家通过该公司成为

了百万富翁。该公司在2019年取得了进一步发展，其解除了取款限制，且提现仅需10分钟，还设置了奖品丰富的促销活动，博彩游戏选择更

是多达2,600种，且极富竞争力。所有这些均促使我们成为业内炙手可

热的公司。 BitStarz的注册玩家总共有170万，是行业绝对的领先者！

Niclas Johansson Head of Business Development 业务发展主管 www.blexr.com

Blexr is a thriving performance marketing company and a leading iGaming affiliate, based in Malta and Barcelona. We are also experts in web design, UX, web development and search marketing. If you’re talented and hard-working or want to make your business #betterwithblexr, then get in touch.

Blexr是一家发展迅猛的绩效营销公司及领先的线上博彩联盟

公司，总部位于马耳他和巴塞罗那。同时我们还是网页设计、用户体验（UX）、网站开发和搜索营销方面的专家。如果您才华出

众，且勤奋刻苦，或者有兴趣通过Blexr让自己的业务水平得到

不断提升，请与我们联系。

211

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Christian Sammut CEO 首席执行官 www.bmit.com.mt

BMIT Technologies - Malta’s largest data centre, with data centres Germany and Italy too. BMIT Technologies offers Co-Location, Cloud and Hybrid IT services. Offering 24x7 support and specialised Managed IT Services to customers ranging from small to the largest online gaming operators.

BMIT Technologies是马耳他最大的数据中心，在德国和意大

利也设有数据中心。 BMIT Technologies提供主机代管、云和混

合IT服务。为各种规模的在线博彩运营商提供全天候支持和专

业管理IT服务。

Frederik Niehusen CCO 首席商务官 www.booming-games.com

Booming Games deliver high-end, next level gaming to the slots market. Utilising the knowledge of seasoned experts, they offer an established portfolio encompassing uniquely themed games, innovative features and volatilities to satisfy every spectrum of the player market. They harness proven formulas for success, combined with the latest developments in the gaming industry to deliver a winning experience.

Booming Games依靠自身丰富的经验和专业知识，为老虎机市场供

应着最高水平的游戏。他们提供一种包含独特主题游戏，创新的功能和波动性的组合，可以满足玩家市场的各个方面。他们有着成熟的成

功模式，通过结合游戏行业的最新发展来提供卓越的体验。

Herdi Kader CCO 首席商务官 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引领即时支付的未来。 Brite是瑞典第二代专注于欧洲支付

领域的金融科技公司，直接的银行间支付方式是其核心业务。此外，该公司还提供有市场上最快的一种API解决方案和产品、银

行即时存款、即时取款以及全方位服务解决方案—“Brite Play”。

James Finley CEO & Co-Founder 首席执行官兼联合创始人 www.brokencirclestudios.com

Broken Circle Studios is the premier full service games and experience development company. We believe in the power of ideas done right. We partner with imaginative innovators and transform plans into products. We exist to bring the best execution possible to ideas the world deserves to experience.

Broken Circle Studios是领先指的全服务游戏和体验开发公

司。我们相信思想的力量。我们与富有想象力的创新型客户合

作，将计划转化为产品。我们存在的目的就是为了给这个世界值

得付诸行动的思想带来最好的执行力。

Andrew Stone Head of Affiliates 联盟会员主管 www.buffalopartners.com

With over 20 years of experience, Buffalo Partners represents one of the world\’s largest casinos groups. A true pioneer of the industry, we launched our first online casino Gaming Club in 1994. The latest brand in our stable is Spin Sports - an exciting new sportsbook with a shared wallet.

Buffalo Partners拥有超过20年的行业经验，是世界上最大的娱

乐场集团之一。我们是这个行业真正的先驱，早在1994年公司就

成立了第一家在线娱乐场博彩俱乐部。我们最新上线了一个具

有共享钱包功能的体育博彩品牌——Spin Sports。

213

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Avraam (Akis) Tosounidis Co-Founder & COO 联合创始人兼首席运营官 www.campeongaming.com

Campeón Gaming Partners is an innovative iGaming operator and a highly effective affiliate network. We have always focused on delivering the best gaming experience, building trustworthy partnerships and offering excellent customer service. We operate our own brands, delivering best in class product, specialising in maximizing the effect of affiliate marketing.

Campeon Gaming Partners是一家创新的iGaming运营

商，也是一个高效的联盟会员网络平台。我们始终致力于提供卓越的博彩体验，建立值得信赖的合作伙伴关系和提供

优质的客户服务。我们经营着多个自有品牌，提供一流的产

品，专注于扩大联盟会员营销的影响力。

Lachezar Petrov Head of Casino Technology Interactive 负责人 www.ct-interactive.bet

Casino Technology Interactive (CT Interactive) was founded in 2012. The team is comprised of professionals with experience, spanning several decades. CT Interactive has a versatile and proved to be a successful portfolio of products, including 100+ HTML5 games named NEON GAMES, a white label solution platform LEOPARD, and many more.

Casino Technology Interactive（CT Interactive）成立于2012

年。团队由拥有数十年经验的专业人士组成。 CT Interactive产

品丰富多元，包括名为NEON GAMES的100多款HTML5游戏和

LEOPARD白标签解决方案等，深受市场好评。

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 adserving and regulation tools.

CellXpert是一款世界领先的联盟跟踪软件，通过使用此软件，您

将完全掌握联盟计划的一切动态。根据您的绩效、成果和投资回

报率（ROI）运行所有营销渠道和获取重要讯息。其为您提供了一种增加收入的实用解决方案：涵盖了跟踪和活动的绩效管理，广

告投放和监管工具。

Remco Bosch International Account Manager 国际客户经理 www.chetu.com

Chetu provides custom software development to the Gaming & Casino industries as well as payment processing, hospitality including F&B, self-service, retail, security, ticketing & event management, digital entertainment, CII & CIII game development, mobile apps and lab cert. & testing. You own the code, when we’re finished.

Chetu为博彩和赌场行业提供付款处理、餐饮服务（包括餐饮、

自助服务、零售、安全、票务和活动管理、数字娱乐、CII和CIII游戏开发、移动应用程序和实验室认证和测试）以及定制软件开发服

务。我们将软件开发完成后，您可以自行设置密码。

Charlie Williams Head of Business Development 业务发展主管 www.comply-radar.com

ComplyRadar helps you address AML transaction monitoring requirements by automatically identifying suspicious behaviour in real-time or retrospectively, while minimising false positives. It monitors transactions related to individuals, accounts, and entities to detect suspicious activity quickly and effectively, through a fully audited process to inspect and act on ﬂagged transactions.

214

Comply Radar通过自动实时或回溯地识别可疑的交易行为，

同时最小化误报，帮助您解决AML事务监控需求。它通过一个经

过全面查验的流程来检查和处理已标记的交易，监视与个人、帐

户、实体有关的交易，从而快速有效地检测出可疑活动。

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Marijana Zecevic Operations Manager 运营经理 www.condor-gaming.com

Condor Gaming was established in 2012. It has 5 popular brands, covering live and virtual casino and sports, with well-defined brand stories and fresh offers that fit their respective players’ tastes. Everything is done in-house, which gives us the speed and control needed. Our Affiliate Program is second to none.

Condor Gaming成立于2012年。旗下拥有5个流行品牌，涵盖了

真人和虚拟娱乐场和体育，品牌故事独特鲜明，产品新颖有趣，

适合各类不同需求的玩家。一切工作均由公司内部团队完成，进

度和流程完全可控。公司的联盟会员营销计划非同凡响。

ConnectPay

Liutauras Varanavičius Head of Business Development 业务发展主管 www.connectpay.com

ConnectPay is a financial services provider for rapidly growing online-focused businesses. We operate as an alternative bank that delivers user-focused customer experience and innovative solutions. Our products are created with enhanced capabilities, flexibly adjusting to the needs of the modern digital consumer.

ConnectPay是一家服务于快速成长的在线公司的金融服务提

供商。我们代理银行为客户提供，以用户为中心的客户体验和创新的解决方案。我们的产品具有提升能力，可灵活适应现代数字

消费者的需求。

Katja Nordstrand Affiliate Manager 会员经理 www.conquestador.com Conquestador是一个2019年启动的面向英国的全新项目。该

Conquestador is a brand-new UK oriented project, launched in 2019. It’s aimed to be ultimately convenient for the players, combining the best gambling practices like ‘Pay by Mobile’ solutions, own fast platform, top providers for different game types and nice design. Test it!

项目的最终目标是要为玩家带来便利。它结合了诸如“移动支

付”等最佳的博彩解决方案，自己拥有快速台，是顶级游戏提供

商，旗下的各类游戏设计十分精美。来试一下吧！

Pavel Gnatenko Product Owner 产品负责人 www.covery.ai

Covery is a global risk management platform helping online companies prevent fraud and minimise risk. Covery focuses on the versatility of the product and its adaptability to each type of business, based on the individual characteristics and customer needs using both rule-based and machine learning approaches.

Covery是一个全球风险管理平台，可帮助在线公司预防欺诈并最大程度

地降低风险。 Covery致力于开发产品，帮助在线公司最大程度地降低风险

并增加收入。我们提供的解决方案均可量身定制。我们同时通过采用基于

规则和机器学习的方法来创建风险逻辑模型，这有助于我们适应每个企业

的独有特征和需求，无论您是从事的是高风险行业还是低风险行业。

Simon Otten Key Account Manager Digital Content 大客户经理兼数字内容担当 www.crifbuergel.de

CRIFBÜRGEL is one of the leading providers of credit information concerning businesses and private individuals, offers solutions in credit risk management and fraud prevention. A specifically designed solution for the gambling industry consists of an ID verification system including all the tools necessary for a trustful identification of customers.

CRIFBÜRGEL是一家业内领先的企业和个人的信用信息的提供

商，提供信用风险管理和欺诈预防方面的解决方案。我们的身份验证系统，是一个专门为博彩业设计的解决方案，包括对客户进

行可信识别所需的所有工具。

215

SERIES

M E E T U S AT S I G M A S TA N D : B R 5 4 ï&#x161;º 5 6

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Tom Bloor Head of B2B 博彩主管 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，让商户可接受比特币和其他加

密货币。通过使用Cryptopay，商户可以用数字资产或传统法定货币进行结算。此外，Cryptopay还能提供全套的报告和风险管理工

具，它是领先的加密货币支付网关提供商。

Roger A. Strickland Jr Director 董事 www.csbgroup.com

CSB Group is an established and leading iGaming services provider and has been involved in the industry since its inception in Malta. Our highly experienced and trusted professionals are specialised in providing comprehensive and personalised services to clients wishing to license, setup or relocate their iGaming operation to Malta.

CSB Group是一家成熟的世界领先线上博彩服务供应商，成立于

马耳他，自成立初始就一直专注于该行业的业务发展。我们拥有一支由经验丰富且值得信赖的专业人士组成的团队，致力于为希望取得在马耳他的线上博彩运营许可、在马耳他开展业务活动或将

线上博彩公司迁址到马耳他的客户提供全面和个性化服务。

Brian Zarb Adami CEO 首席执行官 www.cybersift.io

Specialist firm offering Cyber Security managed services, End point protection, vulnerability assessments and development of bespoke security solutions designed to bridge the gap between procedural and technical compliance.

专业提供网络安全管理服务、端点保护、漏洞评估和定制安全解决方案开发服务，旨在弥合程序和技术合规

性之间的差距。

Joshua Bower-Saul CEO & Co-Founder 首席执行官兼联合创始人 www.cybertonica.com

Cybertonica uses Machine Learning and AI to manage risk and fraud, increasing trust and growing frictionless banking and m/epayments globally. Cybertonica’s service increases conversion and sales by up to 25% while managing card-not-present and other categories of fraud at world-class compliant standards. Our goal is to build Trust in Transaction.

Cybertonica利用机器学习和人工智能来管理风险和欺诈，增加

信任度，并在全球范围内发展无摩擦银行业务和m/e支付业务。凭借一流的服务，Cybertonica可将转化率和销售额提高25%，同时以世界级的合规标准管理无卡支付及其他类型的欺诈。我

们的目标是在交易中建立信任。

Pavel Tkachuk CEO 首席执行官 www.indatahub.com

DataHub is a tailor-made CRM solution for customer support and marketing offices. Communicate with your clients in a simple chat and get in one click all the information about customer info, transactions, last games and much more. Segment your customers through tens of parameters, create unique offers and enhance ROI.

DataHub是一个为客户和营销办事处量身定制客户关系管理

（CRM）解决方案的平台。通过此平台，您与客户进行简单的交

流后便可一键获取有关客户信息、交易、游戏历史记录等所有信息。您可通过数十个参数将您的客户进行分类，创建唯一报价并

提高投资回报率（ROI）。

217

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Mr. Oleg Bogdanovich CEO 首席执行官 www.daxchain.eu

Daxchain is a digital currency trading platform offering services for crypto traders and merchants, who trade in virtual currencies. Our leading blockchain technology enables us to provide fast and secure operations with advanced anti-fraud measures. Daxchain’s mission is to provide excellent services, technological innovation, low fees, and rigorous security standards.

Daxchain是一个数字货币交易平台，为使用虚拟货币进行交易的加密交易者和商家提供服务。我们采用领先的区块链技术，通过采取先进的反欺诈措施来保证操作的高效率和安全

性。 Daxchain旨在提供优质的服务，促进技术创新，实现低收

费以及严格的安全标准。

Denitza Dimitrova Managing Director 董事总经理 www.ddconsultus.com

DD Consultus specialises in the online gaming industry, online payment processing and related services. The company offers senior international gaming consultancy to all sectors of the gaming industry as well as consultancy to online payment processors and assists in the acquisition of financial institutions and e-money licences.

DD Consultus专门从事在线博彩行业、在线支付处理和相关服

务，为博彩行业的各个领域提供高级国际博彩咨询服务，并提供与在线支付处理器有关的咨询服务，以及协助客户收购金融机

构和获取电子货币许可证。

Anna Soldatova Sales Manager 销售经理 www.deltaprojects.com

Delta Projects is a leading independent media purchase platform for smart and effective programmatic advertising. Being one of the few Nordic independent DSPs, Delta can make data-driven and costeffective purchases completely transparently, directly or through your media agency.

Delta Projects是一家世界领先的独立媒体购买平台，可提供智

能高效的程序化广告服务。作为北欧仅有的几个独立需求方平台

（DSP）之一，Delta以数据为导向，以完全直接透明的方式或通

过您的媒体代理进行购买，实现超高性价比。

Per Sundell Senior Business Development Manager 高级业务拓展经理 www.bambora.com

We are payments for gaming PaymentIQ is DevCode Payment`s merchant payment platform built especially for the iGaming industry. Together with our iGaming clients, we have developed, streamlined and implemented payment solutions from all around the world, meeting the highest requirements on availability, performance, security and flexibility.

我们主要提供博彩支付服务。 Payments.iQ是DevCode

Payment旗下专门面向线上博彩行业商户的支付平台。我们通过与线上博彩客户合作来开发、简化和实施世界各地的支付解

决方案，致力于将可用性、性能、安全性和灵活性方面最大化。

Sarah Gusman Business Development Manager 业务发展经理 www.dhalia.com

Dhalia was founded in Malta in 1982 and is the largest privatelyowned real estate agency in Malta. Dhalia’s team of highly skilled and well-trained agents provide clients with a unique blend of knowledge, experience and the modern skills required to meet the demands of a rapidly changing property market.

218

Dhalia于1982年在马耳他成立，是马耳他最大的私营房地产经

纪公司。 Dhalia团队由技艺精湛、训练有素的经纪人组成，专注

于为客户提供独一无二的知识、经验和现代技能，以应对瞬息万

变的房地产市场需求。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Suren Khachatryan CCO 首席商务官 www.digitain.com

Digitain provides Omni-channel iGaming software solutions to the online, mobile and land-based verticals. We started as a National Lottery, then became a software, platform, and Sportsbook solutions provider. We have more than 1,400 employees, 55+ partners worldwide, and more than 400 land-based bet shops worldwide.

Digitain专门为在线、移动和实体垂直行业提供全渠道线上博彩软件

解决方案。我们最开始是国家彩票供应商，后来发展成为软件、平台和体育博彩解决方案供应商。我们在世界各地的员工有1,400多名，合作

伙伴超过55个，并且在全球拥有400多家实体投注站。

Beyza Orazova Business Development Manager 业务发展经理 www.dimoco.eu/carrierbilling

DIMOCO is a regulated payment institute for Direct Carrier Billing and holds a payment service license from the Austrian Financial Market Authority, passported to all 28 EU member states.

DIMOCO是一家针对直接运营商代扣的受监管支付机构，

持有奥地利金融市场管理局的支付服务许可证，该许可证

在所有28个欧盟成员国中皆通用。

Bruno Berlafa Head of Affiliates 会员主管 www.dreamz.com

Armstrong Operations started their journey at the end of 2017. With Dreamz.com the vision is to disrupt the gaming industry using highclass technology.

Armstrong Operations Ltd于2017年底开始开展业

务。网站是http://dreamz.com。我们的愿景是要用高

端技术来颠覆游戏行业。

Evan Spytma CEO 首席执行官 www.ebet.com

Founded in 2012, eBET is considered Asia’s first leading supplier of live casino games on mobile. Our mission is to design intuitive and interactive live dealer experiences that are customised for all generations of mobile users. eBET’s award winning products are fully supported on PC, Mac, iOS and Android.

eBET成立于2012年，堪称亚洲第一家领先的移动版真人

娱乐场游戏供应商。公司致力于为不同年龄段移动用户定

制设计直观互动式真人荷官体验。 eBET获奖产品完全支持

PC、Mac、iOS和Android设备。

Paul Marcantonio Head of UK & Western Europe 英国和西欧区主管 www.ecommpay.com

ECOMMPAY is an international payment service provider and direct bank card acquirer, engineering bespoke payment solutions for e-Commerce clients worldwide. Our PCI DSS 3.2 certified payment gateway facilitates an omnichannel payment process, combining acquiring capabilities, 100+ payment methods, mass payouts, and technological innovation within a single, seamless integration.

ECOMMPAY是一家国际支付服务供应商和银行卡直接收单

机构，主要为全球电子商务客户提供定制化支付解决方案。我们的支付网关已获得PCI DSS 3.2认证，此支付网关可将支付

能力、100多种支付方式、大量支付款项和技术创新整合为单

个无缝集成支付，从而简化了全渠道支付流程。

219

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Jonathan Amrani Director of Operations 运营总监 www.ecopayz.com

A global payment solutions provider offering instant, secure and convenient payment services to customers and businesses worldwide. We offer e-wallet, prepaid card and voucher services.

全球支付解决方案提供商，为全球客户和企业提供即时、安全、

便捷的支付服务以及子钱包、预付卡和代金券服务。

Dominic Daniel Liénard 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电子游戏公司为游戏行业开发最先进的赌场软件。作为

Merkur Interactive的子公司，Edict也是Gauselmann集团的一分

子，同时还是Merkur老虎机的分销商。Edict为成熟的在线运营商

和行业新手提供了两款出色的游戏产品：法令游戏解决方案（Edict

Game Solution）和整体解决方案（Turnkey Solution）。

Krystal Tsiattalos Affiliate Manager 高级联盟会员经理 www.egamingonline.com

EGO provides affiliates with the best deals and support in the industry. We have a dedicated team of experienced affiliate managers providing 24/7 support in a huge variety of languages. Whether you are looking to promote one brand or all of them, EGO is here to support you. Join the Success!

EGO可以为联盟会员提供业内最优的服务和支持。我们拥有一

支专业的团队，成员均为经验丰富的联盟会员经理，使用各种语言为客户提供全天候支持。无论您是想推广一个品牌还是多个

品牌，EGO都会给予全力支持。选择我们，选择成功！

Todor Zahariev Marketing Manager 首席执行官 www.egt-interactive.com

EGT Interactive is the name of the iGaming. We create advanced online gaming software and end-to-end solutions which power world’s top casino operators at 85 markets worldwide.

EGT Interactive拥有16年从业经验，主要为全球在线赌场游戏提供EGT

实体赌场老虎机。我们的在线赌场游戏产品组合保留了原始外观且具有

传统特性，这使我们区别于其他提供商，并使我们在竞争中脱颖而出。

Spencer McLain Vice President & General Manager 欧洲、中东、非洲区副总裁兼总经理 www.ekata.com

Ekata provides global identity verification via APIs and a SaaS solution. Our product suite is powered by the Ekata Identity Engine that uses complex machine learning to derive unique data links from our customer network and graph to provide the standard in global identity verification to companies around the world.

Ekata可通过API和SaaS解决方案提供全球身份验证服务。我们

的产品套件由Ekata身份验证引擎提供支持。该技术运用复杂的机器从客户网络和图表中获取独特的数据链接，为世界各地的

公司提供全球身份验证的标准。

221

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Yrsa Thunholm Sales Manager 销售经理 www.elk-studios.com 公司简介（已校对）——ELK 工作室扩展了边界的定义。从开创

ELK Studios pushes the boundaries. From groundbreaking mathematics to astonishing artwork, ELK develops entertaining online slot games with mobile first content that maximises the experience for players around the world. We have also created the innovative tournament tool ELK Compete to further engage players.

性的数学到令人惊叹的艺术品，ELK致力于开发具有移动优先

内容的娱乐性的在线老虎机游戏，为世界各地的玩家带来极佳的体验。为进一步吸引玩家，我们还制作了创新的锦标赛工具

ELK Compete。

Chris Smart SVP Gaming and FX markets 游戏及外汇市场高级副总裁 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是一家世界领先的在线、移动和POS支付服务

供应商。我们通过多个客户接触点帮助各种规模和领域的电子

商务企业提供接收付款的服务。为了增加转化率，我们的产品采用了强大的支付处理技术、提供各类受欢迎的支付方式及一系

列收单服务。

Germano Arnò CEO 首席执行官 www.emoney.com.mt

Em@ney PLC is an Electronic Money Institution, licensed in Malta by the MFSA, authorised to operate in all SEPA countries. The company is involved in issuing of electronic money, payment services, payment circuits and innovative internet banking solutions, fully customisable, based on the most advanced technology, security and execution speed.

em@ney plc是一家在马耳他获得经营许可的电子货币机构，马

耳他金融服务局（MFSA）授予其在所有单一欧元支付区国家运营。本公司参与发行电子货币、支付服务、支付电路以及提供创

新型网上银行解决方案，各种解决方案都可完全定制，且具备最

先进的技术、安全性、执行速度。

Francesca Baldacchino Legal Account Manager 法务客户经理 www.emoore.com

eMoore offers compliance and corporate services for eGambling companies in Curaçao, Malta and Cyprus. We provide incorporation, management and key function services, application for eGambling licenses, compliance in the field of the regulatory matters, responsible gaming, AML and fraud prevention.

eMoore为库拉索、马耳他、塞浦路斯的eGambling公司提

供合规化服务和企业服务。我们提供公司注册、管理和关键

智能服务，以及eGambling许可证的申请、法规事项的合规

性、合规游戏、反洗钱和防欺诈等服务。

Jan Urbanec CEO 首席执行官 www.endorphina.com

Endorphina is a producer of HD slot games. Our colorful game themes, focused on details and deeply researched, vary from classic Egyptians in “Temple Cats” to fruits in “7up!” and first of a kind themes like cryptocurrency “Satoshi´s Secret.” All our slot creations are done by our in-house team.

222

Endorphina是一家高清老虎机游戏生产商。我们的游戏主题丰富多样，细节制作精良且经过深入研究，从经典的埃及主题老虎机游戏“Temple Cats”到水果机游戏“7up！”，以及诸如加密货币主题的老虎机游

戏“Satoshi´s Secret”。我们所有的老虎机游戏均由内部团队制作而成。

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Leonardo Tapia Marketing Manager 首席执行官 www.enteractive.com

Enteractive是再激活服务的行业领先者，以技术推

Enteractive is the industry leader in Reactivation, driving innovation through our tech, powered by personal human interaction.

动创新，通过人与人之间的亲自互动提供支持。

Christian Diegelmann CEO 首席执行官 www.europaymentgroup.com Euro Payment Group (EPG)配备深入的行业知识和强大的专

Euro Payment Group (EPG) leverages the unique advantage of a deep industry knowledge combined with strong technical expertise to provide customised and optimised payment solutions for various kinds of online merchants. With its Licensed Financial Institution, EPG encompasses a blend of over 15 acquiring partners and 200 payment options worldwide.

业技术，凭借这得天独厚的优势，EPG能够为各种类型在线商户提供支付解决方案的定制和优化服务。 EPG还拥有持牌金融机

构，在全球的收单合作伙伴超过15家，支付方式多达200种。

Dmitry Starostenkov CEO 首席执行官 www.evenbetgaming.com EvenBet Gaming是一家在线游戏软件开发商，它创建了世界一流

EvenBet Gaming is an online gaming software developer that creates world-class poker solutions and provides integration with third-party platforms. The company has worked in the iGaming market since 2006, and has launched over 80 poker rooms with almost 5 million users. Offices are located in USA, Russia, Hong Kong and Malta.

的扑克解决方案，并提供与第三方平台的集成服务。自2006年以来，该公司一直专注于iGaming市场，并已推出了80多个扑克室，拥有

近500万用户。分别在美国、俄罗斯、香港、马耳他设有办公室。

Lou-Mari Burnett Marketing Director 营销总监 www.eventus-international.com

Eventus International is a dynamic summit and exhibition company that utilises their vast networks and expertise with events across many regions. Our events have a longstanding reputation for bringing the biggest stakeholders in our industry together, to discuss the future of the iGaming sector. We are the proud organisers of insightful events that bring the industry together, to grow as a whole.

Eventus International是一家活力四射的公司，主要从事筹办

峰会和展览，拥有巨大的网络和专业知识储备，在许多地区开展活动。我们通过举行活动，将业界最大的利益相关者聚集在一

起，共同探讨线上博彩领域的未来。我们一直保持长期稳定的运

营。我们组织了诸多具有前瞻性的活动，凝聚整个行业的力量，

互相帮助，共同发展，对此，我们引以为豪。

www.evoplay.games

Evoplay Entertainment is a game development studio which was founded to revolutionise the iGaming user experience through innovative gameplay. With a development centre in Ukraine and an office in Malta, the company has an established partnership network throughout Asia, the CIS and Europe. It holds a Curacao licence, with additional licenses from the Malta Gaming Authority and UK Gambling Commission expected in early 2019.

Evoplay Entertainment是一个游戏开发工作室，致力于通过创新的游戏

玩法为用户带来革新的在线博彩体验。 2018年的ICE大会上发布了业内首个3D / VR老虎机游戏。该公司现在拥有50多种老虎机、桌面、即时游戏产

品。该公司在乌克兰设有开发中心，在马耳他设有办事处，并在整个亚洲、

独联体、欧洲拥有已建立的伙伴系网络。该公司持有库拉索的许可证，预计

将于2019年初再获得马耳他博彩管理局和英国博彩委员会的许可证。

223

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Adrian Sciberras CEO 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 worldwide company formation, VAT and tax applications and other administration tasks related to new set ups. We also provide iGaming & Betting License Registrations.

Fairwinds Management Limited是创建和管理公司方面

的专家，可提供各种企业咨询、法律和会计服务。我们在全球范围内为客户处理创建公司、增值税和税务申请以及与公司新成立有关的其他管理任务。我们还提供线上博彩和投注许

可证的注册服务。

Moshe Cohen President 总裁 www.fashiontvgg.com

FashionTV Gaming Group (FTVGG) holds the exclusive global license for the FashionTV brand, across all iGaming activities and products, through a unique joint venture. Harnessing FashionTV’s power and reach, with over two billion viewers, FTVGG is the first to bridge the gap between fashion, lifestyle and iGaming.

FashionTV Gaming Group（FTVGG）是一家独特的合资企业，

拥有FashionTV品牌在全球所有iGaming活动和产品的独家授权。 FTVGG凭借FashionTV的影响力，吸引了20多亿观众，是第

一个跨时尚、生活方式和网络生活之间的桥梁。

Kristoff Zammit Ciantar Director 董事 www.fastplay.com

Fastplay is the global identifier for the gaming industry, a trusted network that allows players and operators to communicate faster and more efficiently. Embedding Fastplay in your registration and login process will give you an increased click-through rate, faster acquisition and constantly updated KYC. Fastplay takes responsible gaming, global.

Fastplay是全球博彩行业的标志性软件，可帮助玩家和运营

商进行更快速、更有效的交流。在您的注册和登录过程中插入Fastplay软件，可为您带来更高的点击率、实现更快的收

单速度和不断更新KYC（了解客户）数据。 Fastplay将为全球

博彩行业带来更多机遇。

Nik Rudenko CMO 首席营销官 www.favbet.com

FAVBET has been operating in the European market since 1999. We are growing constantly with the aim of honouring the trust of our reliable customers which is over 250,000. All our services are provided in accordance with the international Curaçao license. We offer betting on sports with additional services.

自1999年以来，欧洲市场一直是FAVBET的主营场所。我们不断追求持续发展，旨在赢得250,000多名客户的信赖。此

外，我们严格遵守持有的国际库拉索岛许可证规定，提供各

类体育博彩服务以及相关附加服务。

Julian Goffin CEO / Director 首席执行官/董事 www.finductive.com

Finductive – revolutionising e-banking! With access to various currencies, IBANS, advanced technical gateway solutions and much more we are proud to offer you services with state-of-the-art payment options to receive, administer and transfer funds or payment solutions for online merchants or both. Contact us today for more information!

Finductive ——革命性的电子银行! 凭借各种货币渠

道、IBANS、先进的技术网关解决方案等，我们能够为您提供

先进的接收、管理和转移资金的支付方案或在线商户支付解

决方案。敬请联系我们了解更多信息。

225

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Erkki Nikunen Partner & CMO www.finnplay.com

Founded in 2008, Finnplay specialises in developing a real money gaming platform and solutions for the iGaming industry, as well as catering to start-ups and large established companies looking to replace existing legacy gaming systems or to improve them.

Finnplay成立于2008年，致力于为iGaming行业开发真正的金

钱游戏平台和解决方案，并为希望替换旧游戏系统或对其进行

改进的初创企业和大型公司的提供服务。

John Walker Regional Sales Director 区域销售总监 www.fluidbranding.com

More than just merchandise, we know what it means to create a brand that stands out, and that’s why when you’re choosing your brand merchandise, we’re here with fresh ideas, open ears and whole-hearted enthusiasm to find the best promotional products for you and your customers.

我们不仅仅销售商品。众所周知，打造一个出色的品牌绝非易事，因此当您选择品牌商品时，我们会仔细聆听您的诉

求，投入百分之百的热情，运用自己的灵感为您和您的顾客

寻找最佳促销产品。

Nikhil Nanda Marketing Adviser 市场顾问 www.freebitco.in

Freebitco.in is one of the oldest Bitcoin Faucets turned Bitcoin-only iGaming destination. Established in 2013 to encourage the growth of bitcoin, Freebitco.in now hosts Bitcoin Dice, Event Betting, Weekly Lotteries and several contests to cater to an 18.7 million user base worldwide . Freebitco.in users have won over 179,000 BTC, played over 90 Billion games and referred millions of friends since 2013, making Freebitco.in an undisputable market leader in Bitcoin Gambling.

Freebitcoin是最早的比特币网站之一，现已成为了仅限比特币的

iGaming平台。 Freebitco成立于2013年，旨在推动比特币的发展。

现在，它举办面向全世界1870万用户需求的比特币、活动投注、周彩票以及各种比赛。自2013年以来，Freebitcoin用户已经赢得了超过

17.9万比特币，玩了超过900多亿款游戏，并推荐了数百万的好友；使

Freebitcoin成为无可争议的BitcoinGambling市场领导者。

Lloyd Purser Head of Business Development 业务发展主管 www.funfair.io

FunFair was created in 2017 by iGaming veterans Jeremy Longley, Oliver Hopton and technology entrepreneur and investor Jez San OBE and has since expanded to become the largest and most experienced team in blockchain gaming. FunFair is the leading provider of blockchain-powered casino technology to the gaming sector.

FunFair是于2017年由在线博彩的资深玩家元老Jeremy

Longley、Oliver Hopton以及科技企业家和投资家Jez San

OBE共同创立，现已发展成为区块链博彩领域最大、最有经验的

团队。 FunFair提供区块链赌场技术的领先的博彩行业提供商。

Kishore Mansinghani Founder & CEO 创始人兼首席执行官 www.future1exchange.com

Licensed and regulated in Estonia, Future1Exchange is an Institutional grade digital asset exchange designed for both professional traders and retail investors. The platform, which has a monthly transaction of 5 million allows users to buy, sell, and store digital assets.

228

Future1Exchange是一家在爱沙尼亚获得许可并接受监管的机

构级数字资产交易所，专为专业交易者和散户投资者设计。该平

台每月有500万笔交易，允许用户买卖和存储数字资产。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Marko Jankovic Head of Business Development 业务发展主管 www.gcorelabs.com

Powerful edge and cloud solutions for media business and the entertainment industry. Specialising in CDN, Hosting, Media Platform (Streaming / VoD), Security (DDoS), Storage (incl. Backup Solutions) and Cloud (IaaS).

为媒体和娱乐行业提供强大的边缘和云解决方案。专注

于CDN、托管、媒体平台（流媒体/VoD）、安全（DDoS）、存

储（包括备份解决方案）和云（IaaS）服务。

www.gameart.net

GameArt is a leading provider of high-quality digital gaming. We deliver world-class HTML5 slots with state-of-the-art graphics. Whether you are a single operator or aggregator with hundreds of clients, our multilanguage and currency platform offers a complete solution. We believe that simplicity equates to faster turnarounds and increased efficiency.

GameArt是一家专门提供高质量数字博彩游戏的国际领先

供应商。我们主要提供具有最新图形的一流HTML5老虎机游

戏。无论您是个体运营商还是拥有数百位客户的集成商，均可通过我们的多语言和多货种平台获得完整的解决方案。我们

崇尚简单，致力于为客户提供更快速高效的优质服务。

Sylvain Boniver COO 首席运营官 gaming1.com

GAMING1 is the Belgian leader in gambling (casinos, sportsbooks and poker). GAMING1 is already operating in several regulated markets and aims to become a global reference through B2C, B2B and Platform solutions, thanks to the development of its own technology and its omni-channel approach.

GAMING1是比利时博彩业（赌场、体育博彩、扑克）的领导

者。 GAMING1依靠自身技术的发展和全渠道方式，已在多个

受监管的市场开展业务，并努力通过B2C、B2B和平台解决方

案成为业内全球性的标杆。

Juliet Adelstein CEO 首席执行官 www.ganapati.com

Ganapati PLC produces high-quality, immersive online casino content for the iGaming industry. With offices and development studios around the world, and a global network of specialists, we supply international online gaming markets with titles that combine cutting-edge technology and Japanese design with a unique entertainment element.

Ganapati PLC致力于为线上博彩行业提供高质量的沉浸式

在线赌场内容。我们在世界各地均设有办事处和开发工作室，并构建了全球专家网络，专注于为国际线上博彩市场提供最

先进的技术，并引入具有独特娱乐元素的日式设计风格。

Rebekah Jackson Global Business Development Manager 全球业务发展经理（博彩） www.gbgplc.com

GBG is trusted by over 19,000 customers across 65 countries to improve the customer onboarding experience. GBG’s Identity Solutions help gaming organisations to quickly and simply onboard and monitor players from all around the world. We quickly verify the identity of individuals with a 100% decision rate.

GBG服务于65个国家19,000多名客户，致力于提升客户体

验。 GBG的身份识别解决方案能够帮助博彩组织快速、简单

地引导和监控来自世界各地的玩家。我们以100%的决策率

快速验证个人身份，同时确保合规性。

229

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Ariel Reem CEO 首席执行官 www.genesis.com.mt

Genesis Global started back in 2014 and went on to become a fast growing, data driven mobile gaming technology company, that focuses on the creation of well designed, highly enjoyable entertainment experiences across its products, marketing channels and technological innovations: bringing customers a highly personalised gaming experience.

Genesis Global成立于2014年，后来成为一家发展迅

速、以数据为驱动力的移动设备博彩技术公司。该公司致力于通过其产品、营销渠道和技术创新实现极致娱

乐体验：为客户带来极具个性化的博彩体验。

Jean-Christophe Antoine Head of GGNetwork 主管 www.ggnetwork.com

GGNetwork is the world’s largest Poker Network with more than 20 operators from all around the world. Just by joining, any operator would 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，汇集了来自世界各地的

20多家运营商。运营商加入后，其品牌便会迅速推送到在线扑克平台中。平台由扑克专家主导，可帮助任何娱乐场或体育博彩运

营商成功上线。

Elaine Gardiner Head of Affiliates 会员主管 www.affiliates.globalgaming.com

Global Gaming is a challenger in the iGaming industry, delivering innovative and safe gaming services and operating a number of successful casino brands. Its flagship, Ninja Casino, builds on the PayNPLay technology, allowing players to enjoy a safe and seamless online casino experience by simplifying and shortening the registration process.

Global Gaming是iGaming行业的后起之秀，提供创新和安全

的游戏服务。它运营着许多成功的赌场品牌。它的旗舰产品“忍

者赌场”（Ninja Casino）是建立在PayNPLay技术的基础上的游

戏，通过简化和缩短注册过程，让玩家能够享受安全、无缝的在

线赌场体验。

Thomai Papoutzi CLO 首席法务官 www.goalbetint.com

Goalbet is a company that provides sports betting and casino services. Goalbet offers a wide variety of sports with the most competitive odds in the market. It also offers casino games from the top software providers globally. Instant payments have contributed to create a trustworthy relationship with its clients.

Goalbet是一家提供体育博彩和赌场服务的公司，面向市场

上最具竞争优势赔率的各种体育运动。此外，其还提供全球一流软件供应商生产的赌场游戏。我们提供即时支付服务，以增

加客户的信任度。

Marian Melinte Acquisition Manager 采购经理 www.gowildpartners.com

GOWILD Partners, representing four casino brands, is the go-to affiliate program for those wanting to promote highly localised, innovative, multi-game provider products. Offering fast payouts, a sophisticated tracking system and experienced affiliate managers, they have the know-how and tools to become your best partner so, get in touch today!

232

GOWILD Partners是四大赌场品牌为那些有意参与促进高度本

地化、创新型、多参与者游戏提供商产品的人士制定的联盟计

划。其拥有快速的支付流程、完善的跟踪系统和经验丰富的联盟管理者，以及有关的专业知识和工具，是最佳合作伙伴的不二之

选，请立即联系我们吧！

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Benedict McDonagh CEO 首席执行官 www.greenjade.com

GJG is a fast-growing innovative company focused on developing games which give players control, increase decision options and change the look and feel of gambling. Green Jade Games’ portfolio is hosted on their own platform and includes category-defining content such as Adventure Slots and real money Arcade Skill games.

GJG是一家发展迅速的创新公司，致力于开发游戏，使玩家能够

掌控游戏，增加决策选项，改变博彩游戏的视觉和体验。Green

Jade Games的产品组合托管在自己的平台上，包含定义类别的

内容，例如冒险老虎机和真钱街机技能（Arcade Skill）游戏等。

Rebecca SotoMora Head of Sales 销售主管 www.groovegaming.com

GrooveGaming is a complete game aggregator platform. GrooveGaming has a game library of over 2500 HTML5 slots, table games and video pokers, alongside Lotto, Live Games, Video Bingo, Virtual Sports and Sportsbook. GrooveGaming’s solutions help some leading operators heighten player value, improve brand integrity and generate new revenue opportunities.

GrooveGaming是一个全方位的游戏聚合平

台。 GrooveGaming游戏库中拥有超过2,500个HTML5老虎机、桌面游戏和视频扑克以及乐透、真人游戏、视频宾果、虚拟体育和体育博彩。 GrooveGaming的解决方案能够帮助一些领先的

运营商提高玩家价值、提升品牌诚信度并创造增收机遇。

Nils Andén Digital Marketing Director 数字营销总监 www.gvcaffiliates.com

GVC Holdings PLC is a multi-national sportsbetting and gaming group. GVC holds licences in over 20 jurisdictions for sporting brands such as bwin, Coral, Crystalbet, Eurobet, Ladbrokes, Neds International and Sportingbet and gaming brands such as CasinoClub, Foxy Bingo, Gala, Gioco Digitale, partypoker and PartyCasino.

GVC控股有限公司是一家跨国体育博彩集团。 GVC在20多个司法

管辖区持有bwin，Coral、Crystalbet、Eurobet、Ladbrokes、Neds International、Sportingbet等体育品牌以及CasinoZlub、Foxy

Bingo、Gala、Gioco Digitale、partypoker和PartyCasino等博彩品

牌的许可证。

Yancy Naughton Founder 创办人 www.home.hastraffic.com

The HasTraffic family of brands including WantsTraffic, CPC Email Exchange and HasSocial make up a Multi Channel Traffic Platform. We are the best place to trade email, sms, domain, pop, search, redirect, push notifications, social & more.

HasTraffic家族的品牌包括WantsTraffic、CPC Email

Exchange、HasSocial，它们共同构成了一个多渠道的流量平

台。我们是提供营销电子邮件、短信、域名、POP、搜索、重定向、

推送通知、社交等等的最佳选择。

Richard Mifsud CEO 首席执行官 www.heliogaming.com

Helio Gaming is a lottery solutions provider bringing new concepts to the gaming industry. Through our platform, we offer our Hero branded lottery games with huge jackpots, betting on international lotteries, Live Lottery draws and develop custom-made RNG lottery games.

Helio Gaming是一家全新概念的彩票解决方案提供商。我们

提供的Hero品牌彩票游戏具有巨额奖池，可投注国际彩票，

以及进行实时彩票抽奖活动，我们还提供开发随机数生成器

（RNG）彩票游戏的定制化服务。

233

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Mikael Jansson CMO 首席营销官 www.herogaming.com

Hero Gaming has become a leader in the iGaming industry with our successful products born from wanting to give gamers what they want. We have some of the fastest casino platforms out there and our withdrawal speeds are second to none. Our SB solutions are snappy and easy to understand.

Hero Gaming已成为线上博彩行业的领先者，其开发的产品

能够满足玩家的所有需求。我们拥有若干个提款速度最快的赌场平台，在这方面我们已遥遥领先于其他平台，且我们的

体育博彩解决方案简洁精炼，易于理解。

Erik Gjerde CEO 首席执行官 www.highlight.com

Highlight Media helps people make the right decisions online, by operating and developing user-friendly comparison websites, primarily within iGaming. Highlight Media owns and operates more than 130 brands in 30 markets.

Highlight传媒开发并经营着一个对比网站（主要在iGaming中），这是一个用户友好的网站，可以帮助人们在线做出正确的决

定。Highlight传媒在30个市场中经营者130多个品牌。网站首页——Highlight传媒集团https://www.highlight.com

Renaud Baudry Marketing and Product Manager 市场与产品经理 www.hipay.com

We’re a global payment provider across 150 countries, offering over 220 payment methods. By harnessing data analytics, we help deliver valuable customer insights that enable our clients’ businesses to succeed. For us, our customers getting paid is just the beginning. Let’s write your success story together.

我们是横跨150个国家的全球支付供应商，提供220多种支

付方式。我们通过数据分析深入了解客户，帮助客户取得

生意上的成功。对于我们而言，这只不过是一个开始。让我

们携手前进，共创辉煌！

Maria Pliushko Marketer 营销专员 www.hyperion-tech.co

Hyperion Tech is a dedicated IT teams company for mid and long-term projects based in Malta. We build outstanding passionate dedicated teams. We know that by creating the right company culture, teams form in their true potential and that is exactly what we do.

Hyperion Tech是一家从事于中长期项目的专业IT团队公司，总

部位于马耳他。我们非常清楚，只有创建正确的公司文化，团队

才能发挥真正的潜力，实现我们的目标，因此我们倾力打造了一

支非常优秀且充满斗志的专业团队，寻求全新突破。

Dan Morrison CEO 首席执行官 www.iconvert.io

Our proprietary behavioural player-fingerprint™ technology inspires non-engaged & passive traffic to convert. By mapping out custom conversion journeys. We listen, segment & engage with these passive visitors using highly relevant personalised engagements across a host of communication channels. Our figures prove we are vital in an operator’s modern-day acquisition strategy.

234

我们专有的行为指纹播放技术（player-fingerprint™）促进非参

与和被动流量的转化。描绘出的转换过程（可自定义）。我们通过多种交流渠道使用高度相关的个性化互动来聆听、细分这些被动访客，并与之互动。我们的数据证明，我们可在运营商的现代

收购战略中起到关键作用。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Roger Tyrzyk Country Manager 全球博彩主管 www.idnow.io

IDnow provides the world’s most advanced and sophisticated machinelearning and AI technology for its Identity-as-a-Service platform for Gaming operators that can verify in real time the identities of more than 7 billion people from 193 different countries in seconds.

IDnow专注于为博彩运营商提供世界上最先进、最精密的机器学习和人工智能（AI）技术，该平台仅在几秒钟内就可实时验证

来自193个不同国家的70亿人的身份。

Jaime Debono Managing Director 董事总经理 www.igamingacademy.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, fully customisable learning management system.

iGaming Academy拥有30,000多名在线学习者、2,500多名

课堂参与者和60多家公司客户，是业内首屈一指的合规性和技能培训提供商。其通过最先进、完全可定制的学习管理系

统通过用网络或面对面教学的方式提供专业培训。

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旨在提供与获得博彩许可证、公司创建等有

关的一站式解决方案。无论是从各种司法管辖区搬迁还是创建

公司，我们的顾问都将为您提供全程支持。 iGamingAdvisors主

要提供各类关键职能服务、税务、首次货币发行（ICO）启动、白皮

书审查等方面的服务。

Jordan Foxwell Head of HR 人力主管 www.igaminggroup.com

Built by a dynamic team, offering a vast portfolio of platform solutions and tech products, with a complete range of casino games from the top game providers in the iGaming industry, through the delivery of a single API integration.

iGaming Group由充满活力的团队组成，主要提供广泛的

平台解决方案和技术产品组合，并通过单个API集成，提供

来自线上博彩行业一流游戏供应商的全套赌场游戏。

Anastasiia Brener Business Developer 业务拓展人员 www.ikajo.com

Ikajo is an international PSP supporting all major credit card brands worldwide with a significant number of local payment methods including, but not limited to, online banking, cash payments, wire transfer, e-wallets. Ikajo provides solutions for a gambling industry across EU, CIS, ASIA, LATAM, GCC. Besides the integration with the biggest gambling platforms, you obtain an opportunity to provide payins and payouts literally all over the globe.

Ikajo是一个支持全球所有主要信用卡品牌的国际PSP，拥有

大量的本地支付方式，包括但不限于网上银行、现金支付、电

汇、电子钱包等。 Ikajo为整个欧盟、独联体、亚洲、拉丁美洲、海湾合作委员会的博彩业提供解决方案。除了与最大的赌博平

台整合外，我们还可以让您在全球范围内提供收付款服务。

235

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Pierre Mallia Founder & CEO 创始人兼首席执行官 www.imovo.com.mt

iMovo is a leader in Customer Experience Management. With years of experience helping companies to digitally transform, iMovo has helped organisations improve their operations across the spectrum; from management decision making through powerful analytics, to efficient sales management, marketing automation, workforce management and customer service operations.

iMovo是客户体验管理领域的领军企业。凭借多年来支持企业进行数字化转型的经验，iMovo帮助无数企业改善了各个层面的运

营绩效，包括通过强大的分析技术管理决策、高效的销售管理、

营销自动化、劳动力管理和客户服务运营。

Roland Reichl Head Of Sales 销售主管 www.inplaynet.com

InPlayNet, unlike many other sportsbooks, does not just accept the odds provided by a supplier. With our own team of bookmakers and our own risk-management team we check the odds and various odds feeds to ensure that the odds are correct. With this we are able to offer the highest service possible.

不同于其他很多体育博彩，InPlayNet除接受供应商提供的赔率

以外，还会通过我们自己的庄家团队和风险管理团队检查赔率和各种赔率数据，以确保赔率的正确性。通过这种方式，我们能

够保证为客服提供最优质的服务。

www.intertops.eu

Sportsbook. Casino. Poker. Intertops Affiliate Program – Reliable & Fast Reliable: 20 Years Intertops Affiliate Program in 2019! Intertops, trusted since 1983 and online since 1996. Fast – The first online betting site is the first to pay its affiliates. Trust the first. Sign up now!

体育博彩&赌场&扑克。 Intertops联盟计划—可靠且快速。到2019年，Intertops联盟计划已建立20年！Intertops自

1983年以来就备受消费者信赖，并从1996年开始在线经

营。快速—第一个优先向其会员付款的线上博彩网站。我们

坚持诚信第一。立即注册吧！

Daniele Alfonso Enterprise Sales Executive 企业销售主管 www gambling.iovation.com

Iovation provides device intelligence for authentication and fraud prevention. By delivering granular insight about devices, the relationships, and their global reputation, we help companies stop fraud and streamline the experience for trusted users. Today, businesses around the world leverage Iovation’s database of billions of devices and the relationships between them, to determine the level of risk associated with online transactions.

Iovation主要从事于提供用于身份验证和预防欺诈的智能设备。我们可通过深入了解各公司的有关设备、关系网及其全球声誉，

帮助其防止欺诈并优化可信任用户的服务体验。 Iovation数据库包含数十亿种设备及企业之间的关系数据，如今，全球各地的企

业都在通过该数据库确定与在线交易相关的风险级别。

Antoine Vella Managing Director 董事总经理 www.ipoint.com.mt

Ipoint International Ltd. is a processional branding agency. We help clients through our plethora of professional services such as Branding, UX/UI, Web Development, Graphic Design, Custom Cloud Software, 3D and Multimedia. We find creative solutions that solve problems with ideas that impress. Get in touch now.

Ipoint International Ltd.是一家专业的品牌推广机构。我们为

客户提供多种专业服务，如品牌推广、UX/UI、网页开发、图形设

计、定制云软件、3D和多媒体。我们能够针对各类需求提供极具

创意的解决方案。立即联系我们。

237

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Kevin Reid CCO 首席商务官 www.irondogstudio.com

Iron Dog Studio is the newest brand from 1X2 Network that produces high production games. All content is available for the UK, Malta, Gibraltar, IOM, Italy, Spain and Colombia. This studio creates innovative concepts using the latest technology for a superior gaming experience that provides a great range of content.

Iron Dog Studio是1X2 Network创建的最新品牌，游戏产量高，提供的

所有内容均适用于英国、马耳他、直布罗陀、马恩岛博彩委员会（IOM）、

意大利、西班牙和哥伦比亚。该工作室通过采用最新技术提出了一系列

创新概念，旨在通过提供海量内容为玩家带来极致游戏体验。

Andrew Karantzis Global Sales Director 全球销售总监 www.isignthis.com

iSignthis is a leading E-Money, payments and identity technology company, publicly listed on the Australian Securities and Frankfurt Stock Exchange (ASX : ISX | FRA : TA8). Our product offerings revolve around optimising the online payment user experience, with our clients being cross-border, regulated and high-value merchants.

iSignthis是一家世界领先的电子货币、支付和身份认证技术公司，已

在澳大利亚证券交易所和法兰克福证券交易所（ASX：ISX|FRA：TA8）公开上市。由于我们的客户是跨境、受监管和高价值的商户，因此我

们的产品主要致力于优化在线支付用户的使用体验。

Anthony Ure Head of eGaming 电子游戏主管 www.digitalisleofman.com/egaming

The Isle of Man has established itself as the premier jurisdiction for the location, regulation, and administration of eGaming companies. As home to some of the most influential companies in the industry, the Isle of Man has proven itself as the perfect jurisdiction to headquarter, relocate or start your business.

马恩岛是线上博彩公司建立，监管及管理的首要司法管辖区。由

于马恩岛聚集了该行业的一些领头公司，因此无论是建立公司总

部、公司搬迁寻址，还是开展业务，马恩岛都是最理想的选择。

Michael Probert CCO 首席商务官 www.isoftbet.com

iSoftBet is a premium online and mobile casino software and games supplier at the forefront of innovation, providing leading gaming products to some of the world’s largest and most successful brands. With extensive experience and a comprehensive selection of bestperforming games.

iSoftBet是处于创新前沿的高端的在线和移动赌场软件和游戏

的供应商，为世界上一些最大，最成功的品牌提供领先的游戏产品，具有丰富的经验，同时能够为客户提供表现最佳的游戏的

全面选项。

nAni Srinivasan Principal Consultant 首席顾问 www.itechlabs.com

iTech Labs is an accredited testing and certification laboratory for all major online gaming jurisdictions. As a trusted industry leader, iTech Labs prides itself on a culture of integrity to the industry and to their customers, while remaining dedicated to customer’s deadlines and providing a competitive, affordable service.

238

iTech Labs是负责测试和认证所有主要在线游戏管辖区的实验室机构。作为可靠的业界领先者，iTech Labs努力为业界及其客户创造公平诚信的交易环境，同时始终致力于满足客户的时限

要求并提供具有竞争力、高性价比的服务。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Joel Momigliano Managing Director 董事总经理 www.karambapartners.com

Karamba, leading online gaming brand is built on the foundation of fun, laughter and doing things differently. With an impressive portfolio of more than 500 games including slots, scratch cards, casino table games, live casino and sport-betting, Karamba is the leading online gaming site! Join us today, and LET’S GO KARAMBA!

Karamba是一个领先的在线游戏品牌。公司的理念是乐趣、欢笑、与众不同。Karamba拥有500多款令人印象深刻的游戏产品组合，包括老虎机、刮刮卡、赌场桌上游戏、真人娱乐场以及

体育博彩，Karamba是领先的在线游戏网站！欢迎立即加入我

们：www.karambapartners.com。

Kim Bajada Make-up artist 专业特效化妆师 Instagram: @kimbajada_mua

Kim Bajada is a freelance makeup artist with a passion for creation. As an artist and creative professional, her makeup style ranges from fresh faced beauty to high fashion glamour and even gory special effects. She’s available for various on site makeup artistry needs.

Kim Bajada是一位自由职业化妆师，热衷于创新。由她打造的妆容风

格极具艺术性和创意，无论是清新亮丽的妆容还是充满时尚感的高级妆容，甚至是血腥特效妆容，她均能为您量身打造。她可提供各种现场

化妆服务，满足您的一切需求。请致电+356 79204115预约服务。

Anne-Jaap Snijders CCO 首席商务官 www.kindredgroup.com

Over the last 20 years, Kindred Group has brought together 11 of Europe’s most successful online gambling brands – forming one of the largest online gambling companies in the world. We offer over 26 million customers a great form of digital entertainment.

在过去的20年内，Kindred Group通过将11个欧洲最成功的线

上博彩品牌进行整合，逐渐发展为世界上最大的线上博彩公司

之一。我们为超过2600万客户提供了高质量的数字娱乐服务。

Damian Mifsud CEO 首席执行官 www.knowmenow.com

KnowMeNow is a KYC mobile app which allows user to store their verified identity profiles on their smartphones and reshare it with businesses requesting KYC for access to their services. Our app allows various businesses to perform inexpensive KYC reviews in a fast and compliant manner using unique features of blockchain technology.

KnowMeNow是一款KYC（强化用户审查）移动应用程序，它让

用户在他们的智能手机上存储他们的认证身份资料，并与服务

企业共享他们的KYC资料。我们的应用程序允许各种企业使用区

块链技术，以快速和兼容的方式执行并不昂贵的KYC审查。

Alan Alden Director & Founder 董事兼创始人 www.kyte.global

Established in 2006, Kyte has a unique position to provide a range of services and solutions to the world’s leading Financial Institutions, Gaming Operators, Commercial Organisations, Government bodies in over 50 countries. It has headquarters in Malta, a regional office in Ukraine and representatives in Singapore, Australia and South Africa.

Kyte成立于2006年，为世界50多个国家领先的金融机构、博

彩运营商、商业组织和政府机构提供各种服务和解决方案。

公司总部位于马耳他，在乌克兰设有区域办事处，在新加坡、

澳大利亚和南非还设有代表处。

239

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Steven Matsell CEO 首席执行官 www.leandergames.com

Offers 400+ games from its inhouse studio and aggregated game partners. Licensed and certified for 11 regulated market, in 40+ languages, plus all currencies. To maximise player returns we offer Freespins, a final balance gamble feature and extensive jackpots – ‘Must Go’ by value or time, linked progressives and networked.

Leander Games可提供400多种博彩游戏，主要由其内部工作室和

博彩合作伙伴负责研发，并且已获得11个规范市场的许可和认证，适用于40多种语言以及所有货币。为了使玩家获得最大收益，我们推出了Freespins，就价值和时间来看，其可作为赌博功能及大量累积奖

池—“Must Go”的完美平衡，将累积奖池与各大网络相连接。

Greg Behr Business Development Manager 业务发展主管 www.leaseweb.com

Leaseweb empowers companies to reach a greater world through its comprehensive range of hybrid cloud hosting solutions. With over 20 years of experience, a reliable global network, and 20 data centers strategically located around the world, Leaseweb connects customers to solutions that fit both their unique infrastructure needs and business.

Leaseweb为客户提供全面的混合云托管解决方案，使其能够进一步扩展业务。 Leaseweb拥有20多年的从业经验，建立有可靠

的全球网络，且在全球战略部署了20个数据中心，为客户提供定

制化解决方案，满足客户特有的基础架构需求及业务需求。

Nick Jacobs Business Lead, eCommerce & Gambling 电子商务及博彩业务主管 www.risk.lexisnexis.com/global

LexisNexis® Risk Solutions provides customers with solutions and decision tools that combine public and industry speciﬁc content with advanced technology and analytics to assist in evaluating and predicting risk and enhancing operational efﬁciency. We use the power of data and advanced analytics to help our customers make better, timelier decisions.

LexisNexis®风险公司为客户提供解决方案和决策工具，将公共

内容及行业特定内容与先进的技术及分析手段相结合，帮助客

户评估和预测风险，从而提高其运营效率。我们利用数据和先进

的分析手段来帮助我们的客户做出更好、更及时的决策。

Edgar Valmers Head of E-commerce and Payments Card Department 电子商务和支付卡部门主管 ecom.lpb.lv

LPB Bank offers technological and financial solutions for companies, allowing acceptance of payments for your services or products from anywhere in the world. We work in cooperation with Visa and Mastercard and give you the opportunity to accept not only Visa and Mastercard for payments but also all their sub-products.

LPB Bank致力于为公司提供技术和金融解决方案，帮助您实

现对全世界范围内任何地方的服务或产品进行收款。我们与

Visa卡和万事达卡均建立了合作关系，您不仅可通过这两种卡

进行支付，还可通过其旗下所有的副线产品进行支付。

Christian Maglia CCO 首席商务官 www.magellanrobotech.com

Magellan Robotech Ltd was founded in 2014 by the Stanleybet Group, an international bookmaker with over 60 years of experience in the Gaming business, with the aim of exploring new frontiers in Gaming and Entertainment. Magellan offers custom-made solutions and a wide range of products, including a complete Gaming Platform; V-Sports; Trident ; lottery product V-Numbers; and betting systems Apache and Midas.

Magellan Robotech Ltd.是一家由Stanleybet集团于2014年

成立的国际博彩公司，在博彩领域已有60多年从业经验，致力于探索博彩娱乐新领域。 Magellan主要提供定制化解决方案

和各种类型的产品，包括整体博彩平台、V-Sports、Trident、

彩票产品V-Numbers、及博彩系统Apache和Midas。

241

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Alexandr Klimenkov Sales Director 销售总监 www.mascot.games

Mascot Gaming develops casino games - exciting for players and profitable for operators. We stand out from the crowd of software providers with high-quality iGaming content distributed on lucrative and flexible commercial conditions. We develop various multiplatform games (slots, lotteries, cards) - everything you’ll need to gain profit.

Mascot Gaming主要从事开发赌场游戏，满足喜欢刺激游戏的玩

家的需求，并为运营商创造利润。我们凭借高质量的线上博彩内

容，高利润及高灵活性，在众多软件提供商中脱颖而出。我们开发

各种跨平台游戏（老虎机、彩票、纸牌），尽一切可能为您创造利润。

Santosh Jain CEO 首席执行官 www.mediacle.com

Mediacle is a one-stop-shop for iGaming businesses. It offers comprehensive solutions exclusively for the iGaming sector including lead generation, digital marketing, web development, designing and software solutions. With over four decades of experience in the digital world, the company is a market leader for iGaming marketing solutions.

Mediacle是为线上博彩业务服务的一站式网站。其专门负责为

该行业提供全面的解决方案，包括潜在客户生成、数字营销、网

站开发、设计和软件解决方案。该公司在数字行业拥有40多年的

经验，是线上博彩营销解决方案的市场领先者。

Olga Tsvetkova Event Manager 活动经理 www.melbet.com

Melbet is an innovative online gaming operator that is expanding around the world. Melbet offers sportsbetting and, the best online casino and casino games. Customer satisfaction is Melbet’s primary concern and goal.

Melbet是一家创新的在线游戏运营商，业务面向全球。Melbet

提供体育博彩和最好的在线赌场及赌场游戏。客户满意是

Melbet不懈追求的目标。

John Coleman CEO 首席执行官 www.microgaming.co.uk

Microgaming developed the first true online casino software in 1994 and the first mobile casino software in 2004. Providing 800+ global gaming brands with access to a diverse, industry-leading portfolio of games, Microgaming is home to award-winning casino, bingo and poker products, along with the world’s largest progressive jackpot network.

Microgaming在1994年开发了第一个真正的在线赌场软件，并在2004年开发了第一个移动设备赌场软件。 Microgaming

拥有800多个全球博彩品牌，创建了多元化、行业领先的博彩组合，很多知名赌场、宾果游戏和扑克产品，以及全球最大的

累积彩池网络游戏均出自该公司。

Adrian Gatt Business Development Manager iGaming业务发展经理 www.microsoft.com

Our mission is to empower every person and every organization on the planet to achieve more. We believe that both Malta and iGaming have a tremendous potential and we’re here, along with our growing partner ecosystem, to assist leading and aspiring companies in every single step across the way ahead.

242

我们的使命是赋予地球上的每个人和组织以更大的力量。我们相信马耳他和iGaming都的潜力巨大，我们将在这里与我们不

断发展的合作伙伴生态系统一起，通过未来的每一步，为领先和

有抱负的公司提供帮助。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Paul Kavanagh CEO 首席执行官 www.mifinity.com

MiFinity, a global payments provider, was set up over 16 years ago 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16年前，致力于

提供一系列低成本、高效率的端到端支付解决方案。 MiFinity是一家完全受监管的公司，其唯一的目标是成为在线支付领域的市场

领导者。通过与特定的提供商合作，使得我们得以不断成长。

Kim Mouridsen Founder & Professor 创始人兼教授 www.mindway-ai.com

Mindway AI creates the most innovative and advanced solutions for the identification of problem gambling. Based on neuroscience and AI, Mindway AI’s solutions include full database risk profiling and identification, gamified self-assessment and training games to keep gambling safe.

Mindway AI为识别问题博彩开发出了最尖端的创新解决方

案。 Mindway AI的解决方案基于神经科学和人工智能，包括完

整的数据库风险分析和识别、游戏化自我评估和训练游戏，以保

障博彩安全。

Amit Shandilya Sales and Operations 销售和运营副总裁 www.mobiwebtech.com

Mobiweb is a leading provider of custom and bespoke igaming applications. With a team of over 85 individuals, the company has served over 79 iGaming customers from across 21 countries with major emphasis on fantasy sports, social gaming, mobile gaming, and online sports betting.

Mobiweb是一家领先的定制化iGaming应用程序提供商。

公司拥有一支超过85人的团队，已经服务了来自21个国家的79家iGaming客户，主要专注于梦幻体育、社交博彩、手

机博彩和在线体育博彩。

Jens Bader Co-Founder 联合创始人 www.muchbetter.com

MuchBetter, operated by MIR Limited UK Ltd, an FCA-licensed and regulated e-money issuer, is the new payments application for iGaming. Available on Android and iOS, MuchBetter enables effortless online, offline and contactless payments, as well as real-time transactions. MuchBetter’s sophisticated anti-fraud features reduce risk, and its unique commercial model increases operator revenues significantly.

MuchBetter是由持有英国金融行为监管局（FCA）许可证的规范电

子货币发行商MIR Limited UK Ltd经营的一款全新线上博彩支付应

用程序。 MuchBetter适用于安卓和iOS系统，可轻松进行在线、离线

和非接触式支付以及实时交易。 MuchBetter配备先进的反欺诈功

能，可降低欺诈风险，其独特的商业模式可为运营商创造高收益。

Clemence Dujardin General Manager 总经理 www.myaffiliates.com

MyAffiliates is an affiliate marketing software platform empowering iGaming operators to combine all of their gaming brands and products under one umbrella affiliate system. My Affiliates is a market leader in the industry, with its success being primarily due to the great value it gives to client’s needs and feedback.

MyAffiliates是一个联盟营销软件平台，可帮助线上博彩运营商将

其所有博彩品牌和产品整合到一个伞式联盟系统中。 MyAffiliates 在应对客户需求和反馈方面表现卓越，这也是其取得成功并成为

行业的市场领头羊的主要原因。

243

WHEEL OF WISHES

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Lars Dresden Operator www.n1affiliates.com

N1 Partners is a progressive affiliate program that was established by Softswiss Software in 2018. Implementing the latest innovations N1 Partners represents three ambitious projects - N1 Casino (Malta licence), Lady Hammer Casino (Curacao licence) and Joo Casino (Curacao licence). Motto: “Be Number 1 with N1 Partners!”

N1 Partners是由Softswiss Software在2018年建立的一个渐

进式联盟计划。该N1 Partners包含三个雄心勃勃的项目—N1

Casino（马耳他博彩许可证）、Lady Hammer Casino（库拉索岛博

彩许可证）和Joo Casino（库拉索岛博彩许可证）。该计划的口号是：“与N1 Partners一起力争业内第一！”

Joseph Lee CEO 首席执行官 www.n2-live.com

Based in Manila and in existence for 10 plus years, n2-LIVE has grown to become one of the leading suppliers of live dealer and RNG games in the world. The suite of games includes Baccarat, Sicbo, Roulette, Casino Hold’em and Blackjack for web and mobile devices.

n2-LIVE总部位于马尼拉。深耕10余载，公司现已成长为一家全

球领先的真人荷官和RNG游戏供应商。旗下的游戏包括网络版

和移动版百家乐、骰子耍宝、轮盘赌、德州扑克和21点。

Oliver Lietz CEO & Founder 首席执行官兼创始人 www.nanocosmos.de

Interactive live streaming with ultra-low latency! Gamify your business content with nanoStream Cloud and go live around the world in 1 second! Includes: H5Live Player for ultra-low latency playback on any mobile and desktop browser, including Safari on iOS; scalable ULL CDN; Analytics and Metrics for improved QoS.

Nanocosmos可提供超低延迟的交互式实时流！其采用

nanoStream Cloud将您的业务内容游戏化，仅需1秒钟便可在全球范围内上线！此类实时流包括：H5Live Player，可在任何移动设备

和桌面浏览器（包括iOS上的Safari）上进行超低延迟播放；可扩展的

ULL CDN；用于改善服务质量（QoS）的分析工具和指标。

www.netent.com

NetEnt AB (publ) is a leading digital entertainment company, providing premium gaming solutions to the world’s most successful online casino operators. NetEnt is listed on Nasdaq Stockholm (NET-B), employs more than 900 people and has offices in Stockholm, Malta, Kiev, Gothenburg, New Jersey, Krakow and Gibraltar.

NetEnt公司（上市）是领先的数字娱乐公司，为全球最成功的在线赌场运营商提供优质的游戏解决方案。NetEnt在斯德哥尔摩纳斯达

克交易所上市（NET-B），有员工900多名，并在斯德哥尔摩、马耳他、

基辅、哥德堡、新泽西、克拉科夫、直布罗陀等地设有办事处。

www.netgamenv.com

Games are our passion! That’s why we create lab approved HTML5 games inspired by brick and mortar casino themes, infused with rich graphics, engaging features and cutting-edge casino operations management system. Be one step ahead with NetGame Entertainment!

我们怀着对博彩游戏的无限热忱研发了HTML5游戏。这款游戏的灵感来自于传统的线下赌场主题，在此基础上，我们添

加了丰富的图形、引人入胜的功能以及先进的赌场运营管理

系统。与NetGame Entertainment一起打造业内领先品牌！

245

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Dexter Cutajar Head of Commercial 商业主管 www.netrefer.com

NetRefer is a leading provider of affiliate marketing software. It powers some of the industry’s most successful and high volume affiliate programs, by providing a single centralised complete solution. NetRefer is capable of handling the whole affiliate marketing lifecycle from the affiliate signup to the CRM, Rewards & all reporting.

NetRefer是一家领先的联盟会员营销软件提供商。公司通

过一个单一的全套式集中解决方案，为一些业内最成功的大规模联盟会员营销计划提供支持。 NetRefer有能力处

理整个联盟会员营销周期的各项事务，从联盟会员注册到

CRM、奖励和各种报告等，不一而足。

Andrew Naudi Director 董事 www.nouv.com.mt

Established in 2008, NOUV is a professional services firm based in Malta offering a wide range of services including iGaming compliance, Corporate services, Accounting and outsourcing, tax, audit and assurance, legal, transactions, DLT advisory, family business consultancy and technology advisory. Nouv is an independent member of TGS Global.

NOUV成立于2008年，是一家专业服务公司，总部位于马耳

他，可提供各种类型的服务，包括线上博彩合规性、企业服

务、会计和外包、税务、审计和鉴证、法律、交易、分布式分类

帐技术（DLT）咨询、家族企业咨询和技术咨询。 NOUV是TGS

Global旗下的独立公司。

Ivan Camilleri Director 董事 www.n-serve.org

N-SERVE, founded in 2010 in Malta, is one of the lead game providers for both the local and global gaming industry. Offering mobile and desktop casino games as well as exclusively developing and distributing online content for AMATIC’s online gaming suite – AMANET.

N-SERVE于2010年在马耳他成立，是当地和全球博彩行业领先

的游戏提供商之一。公司提供移动版和桌面版娱乐场游戏，还专

门为AMATIC的在线博彩套件AMANET开发和发布在线内容。

Keith Abela Director 董事 www.ofici.com.mt

OFICI is an established company simplifying office supplies, targeted for offices and businesses of all sizes. Products range from office furniture, stationery to break/staff room products. Having the right balance of product portfolio at the right prices, the company holds appropriate stock levels thus guaranteeing time-efficiency and value for money.

OFICI是一家简化办公用品的知名公司，主要面向各种规模的办

公室和企业。提供的产品覆盖范围广，从办公家具、办公文具到休

息室用品及员工室产品应有尽有。其提供的产品组合搭配适当，

价格合理。此外，其库存充足，保证了时间利用效率和性价比。

James Baston-Pitt Business Development Lead 业务发展主管 www.onfido.com

Onfido is building the new identity standard for the internet. Our AI-based technology assesses whether a user’s governmentissued ID is genuine or fraudulent, and then compares it against their facial biometrics.

246

Onfido正在为互联网建立新的身份验证标准。我们的技术基于

人工智能，能够鉴别政府下发的用户身份证的真伪，然后将其与

用户面部生物特征进行比较。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Matevž Mazij CEO 首席执行官 www.oryxgaming.com

ORYX Gaming is a leading provider of omni-channel iGaming solutions. Leveraging our industry-leading technology, ORYX offers a turnkey solution, including an omni-channel retail, online and mobile iGaming platform, ORYX HUB, an advanced content aggregator, product integration and marketing platform, sportsbook, lottery as well as marketing and operational services.

ORYX Gaming是一家领先的全渠道iGaming解决方案提

供商。 ORYX利用业界领先的技术，能够提供整体解决方

案，包括全渠道零售、在线和移动版iGAMING平台、高级内容聚合器ORYX HUB、产品整合和营销平台、体育博彩、彩

票以及营销和运营服务。

Shaw Li CMO 首席营销官 www.phil-asiangamingexpo.com

Phil-Asian Gaming Expo（PAGE) – first gaming industry trade show that supported by Pagcor, is dedicated to building a trustworthy, fair and transparent platform, PAGE is a comprehensive event including trade show, launching, events. Through these activities we hope that PAGE can guide the industry to become a better, more self-confident.

Phil-Asian Gaming Expo（菲律宾亚洲博彩展，PAGE）——是首

个得到菲律宾娱乐及博彩公司支持的游戏行业贸易展览会，致

力于建立一个可信赖、公平、透明的平台，是一个集展会、发布、活动为一体的综合性展会。 PAGE希望通过这些活动，可以引导

行业内的企业变得更好，更自信。

Adrian Bailey Managing Director 董事总经理 www.pariplayltd.com

Pariplay is a leading developer and provider of iGaming technologies and games. They are also licensed and regulated in various jurisdictions. Pariplay boasts a library of more than 100+ captivating games including video slots, scratch cards and instant win games.

Pariplay是领先的iGaming技术和游戏开发商和提供商，在不同

的司法管辖区获有许可并受到监管。Pariplay的游戏库拥有超

过100种精彩的游戏，其中包括老虎机，刮刮乐，即赢游戏等。

Marc Wood Global Gaming Sales Director www.pay360.com/sectors/gaming

Pay360 aims to optimise gaming with Pay360’s payments, fraud and risk tools. Accessed via a single API, Pay360’s integrated modules for gaming operators include payments, fraud and risk management, player authentication, rules automation and strategy development to easily identify problem gamblers and bonus abuse whist increasing conversion rates.

Pay360旨在通过Pay360的付款，欺诈和风险工具优化游戏体

验。通过单个API访问，Pay360的集成模块对于游戏运营商，包

括付款，欺诈和风险管理，玩家身份验证，规则自动化和策略

制定轻松识别问题赌徒和奖金滥用增加转换率。

Anna Shvera Business Development 业务发展 www.payment.center

Payment.Center has been registered as payment service provider since 2013.Today our group of companies have financial licenses in such regions as EU, CIS, Asia, this allows us to cooperate with our clients transparently all over the world and provide high-quality level of our services.

Payment Center注册于2013年，是一家付款服务提供商。如

今，我们公司集团已在欧盟、独联体、亚洲等地区拥有金融执照，这使我们能够与全世界的客户透明地合作，并为其提供高质量

的服务。

247

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Sule Arikan Corporate Marketing Manager 企业营销经理 www.paymix.pro

PayMix Pro is a faster, transparent and efficient way for businesses to transact, offering an agile alternative to the classic business bank account. PayMix Pro is a brand of Paymix Ltd.- MFSA licensed financial institution.

PayMix Pro为企业提供了一种更加快捷而高效透明的交易方式，可灵活替代传统的商业银行账户。 PayMix Pro是

MFSA授权金融机构PayMix Ltd.旗下品牌。

Boaz Gam VP Sales 销售副总裁 www.payneteasy.com

Payneteasy, a leading payment platform provider for PSPs and banks showcases their Fintegrate Cashier System, tailor-made for gaming operators that have a need for a unified management system for their PSPs. Empowered by Payneteasy’s PCI DSS level 1 certified gateway, Fintegrate boasts 99.9% uptime and unrivaled flexibility.

Payneteasy是一家为PSP和银行提供支付服务的世界领先支付平台

供应商，拥有Fintegrate Cashier系统，该系统为需要为PSP提供统

一管理系统的博彩运营商量身定制。 Fintegrate得益于Payneteasy

的PCI DSS 1级认证网关，正常运行时间达99.9%，且灵活性极佳。

Christine Hili Recruitment Lead 招聘主管 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是线上博彩人员配置解决方案的全球领先者。自2001

年以来，我们长期占据着市场的主导地位，并在6大洲拥有总共

7,500余名候选人。我们在5个国家设有办事处，凭借由此形成的

国际影响力，可为世界一流公司匹配对口的优秀候选人。

new.playattack.com

PlayAttack Affiliate Program is a unique platform that gives you the highest profit.You can focus on your traffic and we will do the rest. We offer up to 55% revenue share for life. If you know how to use traffic and you are expert in it, you can take advantage of our CPA plan.

PlayAttack AffiliateProgram是一个可帮助您实现最高利润的

独特平台。我们致力于为您解决所有问题，您只需关注自己的流量即可。我们全程可提供高达55%的收入份额。如果您知道如

何利用流量，并对此得心应手，则可以尝试使用我们的CPA计划。

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.

Play’n GO成立于2005年，现已成长为一家全球供应商，为

一些业内最大的运营商提供高质量的认证内容。公司不仅提供卓越的博彩娱乐产品，还提供一流的后台管理工具，包括

娱乐场平台和基于服务器的博彩解决方案OMNY。

249

The Biggest Online Bitcoin Casino With over 28 Million Registered Users, Over 92 Billion Games Played and more than 191,000 Bitcoins Won by Users

FreeBitco.in

KingDice.com

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Ivan Farrugia Managing Director 董事总经理 www.playson.com

Playson is a leading iGaming content developer. With 60+ games, 5+ engagement tools, 10+ jurisdictions and licenses from the UKGC, ONJN and MGA, Playson meets the needs of the most discerning eGambling operators.

Playson是一家世界领先的线上博彩内容开发商。 Playson开发有60余款

游戏、5种以上的互动工具，且拥有10余处博彩管辖区，并获得了英国博

彩委员会（UKGC）、罗马尼亚博彩监管机构（ONJN）和马耳他博彩管理局

（MGA）颁发的许可证。 Playson可满足所有线上博彩运营商的需求。

Jeff Presnail VP of Marketing 营销副总裁 www.plue.io

It’s off the chain, instant and frictionless. A cryptocurrency wallet that allows merchants to pull or push payment with API calls, send in-app ads and more…all while rewarding customers and increasing loyalty. Oh, and it’s simple enough for your mom to use.

脱链的、即时的、无摩擦的。一种加密货币钱包，允许商家通过

API调用收付款、发送应用内广告等，同时还能奖励客户，提高忠

诚度。天哪，连妈妈都说很好用。

Yossi Barzely Chief Business Development Officer 首席业务发展官 www.pragmaticplay.com

Pragmatic Play is a leading content provider to the iGaming industry, offering a multi-product portfolio of slots, live casino, bingo and more, all available to operators via a single API. Our passion for premium entertainment is unrivaled. We strive to create the most engaging experience for all our customers.

Pragmatic Play是一家线上博彩行业的全球领先内容提供商，

专门从事于提供多种产品组合，包括老虎机、真人赌场、宾果游

戏等，可通过API与运营商连接。我们致力于提供高质量娱乐服

务，努力为所有客户带来无与伦比的游戏体验。

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.

Pragmatic Solutions与大获成功的Pragmatic Play为同一投

资集团所有，Pragmatic Solutions是一家完全基于应用程序界面（API），面向移动设备的线上博彩平台提供商（PAM）。我们的

平台解决方案的最初目的方向准确，且始终如一，即提供高速、

灵活和可扩展的最佳组合。

Amit Klatchko Founder & Director 创始人兼董事 www.praxiscashier.com

Our smart cashier software helps businesses in various industries, maintain several processors, load balance volumes, route specific customers to desire payment solutions and do the kind of risk management that will bring you industrial peace.

我们推出的智能收款软件可帮助各个行业的公司维护多个处理器，创建负载均衡量，引导特定客户寻求支付解决方案和进行风

险管理，实现产业和谐。

251

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Kostas Farris CEO 首席执行官 www.myquanta.im

Quanta is the first fully licensed blockchain lottery in the world. Quanta utilises smart contracts to ensure full autonomy and transparency, allowing players to self audit the system. Quanta operates under the highest tier gambling licence from the Isle of Man Gambling Supervision Commission.

Quanta是世界上第一家获得完全授权的区块链彩票公

司。 Quanta通过智能合约来确保充分的自主性和透明性，从而使玩家能够自行审核系统。 Quanta根据马恩岛博彩

监督委员会颁发的最高级别赌博许可证进行运营。

Ivan Ciric CTO 首席技术官 www.quantox.com

Quantox is based on knowledge and work of over 200 professionals. We offer FE development, BE development, mobile development, consulting, web design, database design, system administration, web hosting, copywriting content and technical support.

Quantox是一支由200多名知识储备丰富、业务能力精干

的专业人士组成的团队。公司提供FE开发、BE开发、移动开

发、咨询、网页设计、数据库设计、系统管理、网站托管、文案

内容和技术支持等服务。

www.quinel.com.mt

Accredited Testing Lab and Inspection body for the certification of online gaming products and land-based machines.

Quinel是一个服务于游戏行业的ISO 170/20/25独立测试实验

室和检验机构。公司位于马耳他的Ta ‘ Xbiex地区，在欧盟、亚洲、

美洲的监管市场开展业务。

Denis Burlakov CEO 首席执行官 www.rbk.money

RBK.money is a global payment platform for online business. All-inone 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是一家为全球在线业务提供的支付平台。我们提供

一站式支付服务，可帮助商家有效发展业务。仅需48小时，我们便可快速集成所有受欢迎的支付方式。我们设有人性化的付款

页面，可使客户轻松购买和支付大部分款项。

www.realdeposits.com

Real Deposits offers advice, introductions and tailor-made solutions to quickly enable online payments for merchants operating in industries such as: E-commerce, Retail, Travel and other high risk industries, seamlessly securely and compliant with payment systems rules.

252

Real Deposits致力于提供咨询、引荐服务和定制化解决方案，帮

助运营商（电子商务、零售、旅游和其他高风险行业）在遵守支付

系统规则的前提下以一种无缝、安全的方式快速启用线上支付。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Julian Borg-Barthet Director of Business Development 业务发展总监 www.risq.uk

RISQ takes expertise from the financial, insurance, technology and sports betting industries to deliver unique risk management solutions for clients within the global gaming industry via its InsuranceRISQ iGaming insurance Platform iGiP™ and SportsRISQ, the bespoke trading consultancy service for the sports betting industry. For more information about RISQ visit our website.

RISQ凭借其金融，保险，技术和体育博彩行业的专业知识，通过其保险平台InsuranceRISQ iGaming（iGiP™）和专为体育博彩

业提供定制交易咨询服务的平台SportsRISQ，为全球博彩游戏

行业的客户提供独到的风险管理解决方案。有关RISQ的更多信息，请访问：www.risq.uk

Nikolaj Kirillov Member of the board 董事会成员 www.royalpay.eu

We are well-known payment service provider for gaming in Europe and Asia. Our payment solutions vary from wiretransfers to mobile payments, from our own e-wallet to virtual cards. Our payment solution allows to increase conversion rates and decrease fraud at the same time.

我们是享誉欧洲和亚洲的博彩支付服务提供商。我们的支付解决方案多种多样，包括电汇、移动支付、自有电子钱包、虚拟卡

等。我们的支付解决方案可以在提高转化率的同时减少欺诈。我

们的业务遍及全球，致力于为客户提供一流的服务。

Brian Michitti Senior Consultant 高级顾问 www.sedo.com

Sedo is the largest domain name marketplace in the world, with more than 2 million clients and an inventory of 19 million registred premium domains. Our one-stop-shop approach offers a full suite of services for domain buyers and sellers, including confidential domain trading, domain appraisals, domain transfers and domain consulting.

Sedo是世界上最大的域名市场，拥有超过200万客户，注

册有1900万个高级域名。我们的一站式服务可为域名买卖双方提供诸如保密域名交易、域名评估、域名转让、域

名咨询等的全套服务。

Bence Jendruszak Business Operations Manager 业务运营经理 www.seon.io

At SEON, we strive to help gambling operators reduce the costs, time, and challenges faced due to fraudulent activities like bonus abuse, multi-accounting, account takeovers, chargebacks. With a real-time API, we collect the relevant risk-related data points, and then provide a risk score that leverages data enrichment and machine learning.

在SEON，我们致力于帮助赌博运营商减少因欺诈活动（如红

利滥用、多账户操作、账户接管和退款）而引致的成本、耗时

和挑战。我们可以借助实时API收集与风险相关的相关数据

点，然后给出利用扩充数据和机器学习的风险评分。

Darko Gacov Chairman of the Board 董事会主席 www.singular.uk

Singular Product portfolio offers a comprehensive Gaming platform, Sportsbook with unique features, Live Casino with immersive playing mode and omnichannel solutions. Thanks to the modular architecture of the solutions, Singular addresses each client in a bespoke fashion. There is no one-size-fit all. The individual approach generates added value for each operator.

Singular Product portfolio提供了一个全面的博彩平台。其开

发了具有独特功能的Sportsbook软件，创建了具有沉浸式游戏

模式和全渠道解决方案的真人赌场。得益于解决方案的模块化

架构，Singular可为每位客户提供定制化服务，以满足每位客户

不同的需求，且单独的定制化方案可增加每位经营者的附加值。

253

IGNITING BLOCKCHAIN RE-INVENTING GAMING

nChain elevates your gaming business

professionalservices.nchain.com

Scalable, secure and stable blockchain Safe, instant microtransactions with low fees Regulatory compliance No chargebacks

professionalservices@nchain.com

@nChain

@nChainGlobal

Who’s Who 谁是谁 | SiGMA

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Christina Dos Santos Recruitment Consultant 招聘顾问 www.smartconsulting.net

SmartConsulting.net is a recruitment firm who connects iGaming companies and experts. We have teams in Barcelona, Malta, Manila, Stockholm, Taichung, and Taipei. We find talents both internationally and locally, offering a wide selection of career opportunities with both operators and providers. SmartConsulting.net offer partnerships that are ethical, personal, and professional.

SmartConsulting.net是一家招聘公司，专门为iGaming企业招

募专业人才。我们在巴塞罗那、马耳他、马尼拉、斯德哥尔摩、台中和台北均有团队驻守。我们致力于为运营商和提供商在全球和国

内招募优秀人才，为他们提供各种就业机会。 SmartConsulting.

net提供符合职业道德、个性化且专业的合作关系。

Luka Namoradze CMO 首席营销官 www.smartsoftgaming.com

Smartsoft is a leading online gaming software provider managed by a team with over 20 years of experience in the industry. We offer a wide range of popular games, including variety of slots, casino games, p2p games, bingo & keno, scratch & win, mini games and also special games.

Smartsoft是一家领先的在线博彩软件提供商，管理团队拥有20

多年的行业经验。我们提供各类流行游戏，包括各种老虎机、娱

乐场游戏、p2p游戏、宾果和基诺、刮刮乐、迷你游戏和特殊游戏。

Artyom Ustinov Head of White label and Turnkey Solutions Department 白标及整体解决方案部主管 www.softgamings.com

SoftGamings is a leading iGaming developer since 2008, offering clients turnkey and white label casino solutions, all top game providers under a single integration, licensing and banking solutions and more.

自2008年以来，SoftGamings始终是世界领先的线上博彩开发商，主

要从事于为客户提供一站式以及白标赌场解决方案，包括为所有一

流的游戏提供商提供一站式服务以及许可证和收付款解决方案等。

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, and reliable crypto payment processing. A sports betting platform by SoftSwiss is coming up in 2020.

SoftSwiss是一家广受赞誉且涵盖多个垂直领域的线上博彩软件

提供商。其可为客户提供超强的在线赌场平台、博彩聚合器、白标

（White Label）解决方案、专业博彩产品内容设计、极具灵活性的

联盟营销平台以及可靠的加密支付处理方式。此外，SoftSwiss还

推出了一个全新的体育博彩平台，将于2020年上线。

Michael Steen Pedersen Co-Founder & Director 联合创始人兼董事 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 Office Space是马耳他最大的服务式办公室和共享办公网

络公司，占地面积超过4500平方米。 SOHO开设的第三个独特的办公地点设有会员专享咖啡厅、高级酒吧和设施齐全的活动场地。我

们还设有屋顶露台，加入我们即可体验SOHO社区的一流服务。

255

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Shlomi Tweek Managing Director 董事总经理 www.solidpayments.com

Solid Payments is a global Payments Service Provider, we provide secured payment solutions to iGaming businesses around the world. Solid Payments has the ability to process card payments with multi – banking (more than one acquirer bank). We build a tailored unique solution that increases business for each client.

Solid Payments是一家全球支付服务提供商，致力于为全球线上博彩业务提供安全的支付解决方案。 Solid Payments可通过

多家银行（超过一家收单行）处理信用卡支付业务。我们可为每

位客户制定个性化专属解决方案，以促进其业务发展。

Lisa Willborg Sales Manager 销售经理 www.sportdesignsweden.com

Sport Design Sweden designs, produces and delivers clothing collections worldwide for summer and winter resorts, sports clubs and events. We offer collections that are wide-ranging and varied for men, women and children. The secret behind our successful collections lies in our knowledge about design, physical brand creation, production and sales.

Sport Design Sweden集设计、生产、销售于一体，在全球范围

内提供适用于度假、体育俱乐部、各类活动的各种季节的服装。

我们的服装类型涵盖男性、女性、儿童，种类繁多。我们产品成功的秘密在于我们对设计严要求、实体品牌的打造，以及对生产和

销售的专业度。

Stephan van den Oetelaar CEO 首席执行官 www.stakelogic.com

In its 5 year existence, Stakelogic established a reputation for creating strong on-line casino games. Games that attract and retain players. The Stakelogic portfolio includes both famous local titles as well as successful global games, with features as ‘Quattro mode’, ‘Portrait mode’, ‘Progressive Jackpots’ and supported by advanced back-office functionality.

Stakelogic是一家成立5年的公司，专注于开发强大的在线赌场

游戏，且广受业界好评。其开发的游戏受到了众多玩家的喜爱，且回头客的转换率很高。 Stakelogic产品组合包括著名的本地

游戏，以及获得巨大成功的全球性游戏，配置有“Quattro模式”

、“Portrait模式”、“累积奖池”等，并具有先进的后台功能。

Darren Stepsky Sales Director 销售总监 www.stannp.com

Stannp.com helps you stay in contact with your customers and prospects. Our easy to use web-based platform allows you to upload data, images, and bespoke messages allowing us to print and post your personalised postcards and letters, for less than the cost of a second-class stamp. Stannp.com – we keep you posted!

Stannp.com可帮助您与客户及潜在客户保持联系。我们的平台

基于网络，可便于您上传数据、图像和定制化消息，通过这些信

息，我们可以打印和发布您的个性化明信片和信件，所需费用不

超过第二类邮票的成本，性价比极高。 Stannp.com——让您与客

户随时保持联系！

Jason Prasad Head of Affiliates 会员主管 www.starsaffiliateclub.com

Stars Affiliate Club supports The Stars Group’s flagship poker brand, PokerStars, as well as BetStars, PokerStars Casino, and Sky Bet by Stars in Italy. Stars Affiliate Club is managed by a group of seasoned specialists, together they draw upon their experience and use some of the industry’s most sophisticated tools to bring value and growth to any type of affiliate.

256

Stars 会员俱乐部（Stars Affiliate Club）支持Stars集团的旗舰扑克品牌PokerStars，以及BetStars、PokerStars Casino

和意大利的Star Bet。 Stars 会员俱乐部由一群经验丰富的专

家管理，他们利用自身经验，使用一些业内最复杂的工具，为

各种类型的会员带来价值和成长。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Thomas Pinter CCO 首席商务官 www.straal.com

Straal Sp. z o.o. is a payment orchestration with more than 200 acquirers and 60 APMs. Straal direct is our real-time banking solution across Europe (main countries are Germany, Poland, Spain, France & Italy). Offering also corp business bank accounts.

Straal私人有限公司是一家由200多个股权方和60个APM组成

的支付公司。Straal Direct是我们在欧洲的实时银行解决方案（

主要国家是德国、波兰、西班牙、法国、意大利）。它还可为企业提

供业务银行帐户。

Mateusz Juroszek CEO 首席执行官 www.stsbet.com

STS (est.1997) is a leading bookmaker in Poland, currently controlling 47% of the domestic online sportsbetting market. This year STS started expanding its gaming audience in the UK and Germany (as well as Norway, Iceland, Luxembourg, Slovenia, Andorra, San Marino, Gibraltar, Malta and Latvia). STS offers sportsbook, casino and esports.

STS（成立于1997年）是波兰领先的博彩公司，目前占据着波兰

47％的在线体育博彩市场。今年，STS开始扩大其在英国和德国

（以及挪威、冰岛、卢森堡、斯洛文尼亚、安道尔、圣马力诺、直布罗陀、马耳他、拉脱维亚等）的博彩用户群体。STS的业务涉及体

育博彩、赌场、电子竞技等。

Josh Farrugia Head of Affiliates 会员主管 www.suprnation.com

SuprNation is a technology company founded in 2015 serving as a home for some of the most creative people in the industry. With 3 established brands under our belt,and an excellent team of like-minded individuals behind our success,we aim to continue disrupting the industry through groundbreaking innovation and technological foresight.

SuprNation是一家成立于2015年的科技公司，为一些业内最具

创造力的人提供服务。我们拥有3个成熟的品牌，在我们成功的背后有一个由志同道合的人组成的优秀团队，我们的目标是通

过突破性的创新和技术远见来颠覆这个行业。

David Flynn CEO 首席执行官 www.swintt.com

Swintt is the innovative new star in the iGaming industry with a unique product suite to provide operators the games and tools to grow their business. High quality games and localised content for key growth markets are supported by the SwinttGamify® promotional product.

Swintt是iGaming行业的创新新星，拥有独特的产品组合，可为

运营商提供能助其发展的游戏和工具。促销产品SwinttGamify®

为针对关键增长市场的高质量游戏和本地化内容提供支持。

Ruca Sousa Marques CEO 首席执行官 www.switchpayments.com

Switch has created an abstraction layer on top of the existing payments infrastructure, so businesses can get access to the entire value chain through one simple API integration. The orchestration platform can add significant value to payments operations by reducing technical investment and product deployment cycle, while aggregating transactions information.

Switch在现有支付基础架构之上创建了一个抽象层，因此企

业仅通过一个简单的应用程序界面（API）集成就可访问整个

企业价值链。编排平台可通过减少技术投资和产品部署周期，

在汇总交易信息的同时，大幅增加支付业务的价值。

257

SiGMA | Who’s Who

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Paul Crisp CMO 首席营销官 www.symplify.com

Symplify is a SaaS company headquartered in Stockholm with offices in Canada, Denmark, Hong Kong and Malta. Symplify provides a one stop web based solution for Marketing Automation, CRM & CRO. Putting 20 years of web experience into making it easier every time for the end user.

Symplify是一家SaaS公司，总部位于斯德哥尔摩，在加拿大、丹

麦、香港和马耳他都设有办事处。为服务于为营销自动化、CRM

何CRO，Symplify提供了一站式的网络解决方案。公司通过自身

积累的20年的网络经验，位用户提供更加简便的操作过程。

Andrei Siomlea Commercial Director 商业总监 www.theearplatform.com

The Ear Ltd offers a comprehensive Aggregation gaming platform, licensed in several jurisdictions worldwide and adapted for major third-party games and products. The platform’s active intuitive user and game bonus management functionality, extensive analytics and reporting tools, integrated with 86 of the primary game providers in the industry — a The Ear Ltd. also provides a tailored solution for gaming Aggregators, Game Providers, White Label, and Turnkey Solutions.

Ear公司提供了一个全面的Aggregation游戏平台，该平台已在

全球多个司法管辖区获得许可，并适用于主要的第三方游戏和产品。该平台让主动式直观用户和游戏奖金管理功能，广泛的

分析和报告工具，与行业中的86家主要游戏提供商都汇集在一起。 Ear公司还为游戏聚合商、游戏提供商、白标签、整合承包商

提供量身定制的解决方案。

Gordon Cachia CCO 首席商务官 www.thequad.com.mt

Located in the centre of Malta and targeting LEED Platinum certification, The Quad Business Towers is set to deliver over 44,000m² of commercial floor space, including a mix of Grade A office space, a range of retail and amenity outlets, ample parking facilities and spacious landscaped outdoor areas and piazzas.

Quad商业大厦位于马耳他市中心，获得过LEED白金认证，占地

超过4.4万平方米（商业建筑面积），包括A级办公区，一系列零售

和便利设施，充足的停车设施和宽敞的商业空间，景观美化的室

外区域和广场。该地标由领先的建筑公司DeMicoli＆Associates

设计，并由Tumas集团和Gasan集团开发。

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.

Thunderkick是一家独立的赌场游戏供应商，在斯德哥尔摩和

马耳他均设有办事处，代表性产品有Pink Elephants、Carnival

Queen、Esqueleto Explosivo和Fruit Warp。其创建有32种HTML5

老虎机游戏的产品组合，在大多数规范化市场和全球领先的赌场运

营平台均已上线。

www.tradingcores.com

Trading Cores is an innovative trading software manufacturer, providing an outstanding trading experience over web and mobile.

258

Trading Cores是一家创新的交易软件生产商，它为客户提

供出色的网络和移动设备交易体验。

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

www.trafficon.io

Since 2014 TrafficOn has provided Affiliate Marketers with powerful tools to build profitable businesses. As part of a group that has paid more than $50 million per year to Affiliates and Partners, TrafficOn’s unique technology and high converting offers get results fast.

自2014年以来，TrafficOn已为众多会员营销人员提供了强大的

工具，帮他们打造了盈利的业务。作为每年向会员和合作伙伴支付超过5000万美元的集团的旗下企业，TrafficOn的依靠其独特

的技术和高转换率，发展迅速。

Konstantin Katsev CMO & Co-founder 首席营销官，联合创始人 www.trueflip.tech

True Lab is an MGA-licensed iGaming provider emerging within the True Flip group of companies. True Lab offers titles with deeply unique gameplay and bonuses, put together with authentic top-quality visuals. Packed with a comprehensive set of promo-tools, these HTML5 games are available throughout True Lab’s growing partner network.

True Lab是True Flip集团的旗下公司，是拥有马耳他博彩管理

局许可的iGaming供应商。 True Lab提供极具特色的游戏玩法

和奖金的游戏，真正的顶级视觉效果。这些HTML5游戏配有全面

的推广工具，可在True Lab不断发展的合作伙伴网络中使用。

Oleksiy Mageramov CEO 首席执行官 www.trueplay.io

TruePlay is the first up-and-running blockchain platform for licensed online casinos, game providers, and affiliates. Empowered by blockchain, TruePlay brings indisputable trust, transparency, and security to the iGaming industry.

TruePlay是首个面向授许可的在线赌场、博彩供应商和联盟的区块链平台，目前正常运行。在区块链的支持下，TruePlay为线

上博彩行业带来了无可争议的信任度、透明度和安全性。

Rob Lemmen CCO 首席商务官 www.truevo.com

Truevo Payments is an EU-licensed acquirer 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是一家获得欧盟许可的收单机构和支付公司，

总部位于马耳他。 Truevo是维萨（Visa）和万事达卡（Mastercard）

的主要成员，专门为整个欧洲的企业提供网关服务、信用卡收单、原始信用转账（OCT）和虚拟POS服务。如果您正在寻找安全可靠

的支付合作伙伴，请访问网站：www.truevo.com。

Nicholas Tucker Head of Sales 销售主管 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.

Trustly是一家瑞典金融科技公司，致力于提供一种快速、简单和安全的网上银行支付方式。我们可向29个欧洲国家的玩家提供即时存款和提款服务，就我们的最新产品Pay N Play®而言，它

简化了注册步骤，减少了玩家的等待时间，使玩家能更快地享受

到游戏的乐趣，同时确保运营商保持合规性。

259

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

www.ultrapartners.com

Ultra Partners is dedicated to providing dynamic and empowering marketing services that fit your needs. We build a thriving and long-lasting partnership by offering a cuttingedge affiliate toolset. Enjoy supreme capabilities including live updates, real-time reporting, and marketing tools like banners and free games that run on the newest technology.

Ear公司提供了一个全面的Aggregation游戏平台，该平台已在全球多

个司法管辖区获得许可，并适用于主要的第三方游戏和产品。该平台让主动式直观用户和游戏奖金管理功能，广泛的分析和报告工具，与

行业中的86家主要游戏提供商都汇集在一起。 Ear公司还为游戏聚合

商、游戏提供商、白标签、整合承包商提供量身定制的解决方案。

Mario Ovcharov CEO 首席执行官 www.ultraplay.co

UltraPlay is a modern technological 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在线上博彩经营管理方面拥有5年多的从业经验，专

注于为该行业提供创新博彩产品。作为领先的电子竞技投注数

据和平台提供商，UltraPlay为全球博彩市场做出了突出贡献，奠

定了其在业内的领先地位。

Jeremy Fall, CEO 首席执行官 www.united-remote.com

We offer all kind of online casino games like Slots, Table Games, Keno, Video Poker or Live Casino. We can provide you all games vendors in one platform, that way your own online casino is not far away. Get in touch with us and we can discuss your ideas. Monitoring your players and transactions will be easier than ever before with our Cash & User Management Software.

我们提供各种在线赌场游戏，例如老虎机游戏、赌桌游戏、基诺游

戏、电子扑克游戏或真人赌场游戏等。我们将所有游戏供应商集中

于一个平台，以便您找到专有的在线赌场游戏。如您有任何需求，请与我们联系。您可以通过我们的现金和用户管理软件（Cash& User

Management Software）跟踪玩家和交易动态，使用极其便利。

Tatiana Miller Head of Operations 运营主管 www.upaycard.com

UPayCard is a provider of Worldwide Online Payment Solutions for Businesses and Individuals. UPayCard provides its customers with a revolutionary solution which includes various services under one account: Bank accounts, Crypto-currency processing, Corporate and Consumer Prepaid Cards, etc. tailored for each type of Business model.

UPayCard是一家面向企业和个人的全球在线支付解决方案供应商。 UPayCard为客户提供了一种革命性的解决方案，即一个账户可提供多种服务，包括银行账户、加密货币处理、量身定制

适用于各种商业模式的企业和消费者预付卡等。

John Dimech General Manager 总经理 www.vacancycentre.com

VacancyCentre is a remarkably effective recruitment business fulfilling the resourcing needs of organisations within the Gaming industry. We pride ourselves in delivering an unrivalled candidate experience to ensure we create an ethos that our clients feel confident will represent them in the best possible way.

VacancyCentre是一家非常高效的招聘公司，可满足博彩

行业内各组织的资源需求。我们能够为客户提供最优秀的

人才，让客户对我们充满自信，这点我们倍感自豪。

261

MEET US AT STAND

White Label | Turnkey API | Retail Solution

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Colin Jones Director 董事 www.vallettapay.com

VallettaPay is a fully-fledged global payments solution for online merchants. Our main products are Online Banking Multicurency (IBAN) and Card Processing. VallettaPay refers to a group of companies with licences to operate as Authorised Electronic Money Institution.

VallettaPay是一个成熟的在线商户全球支付解决方案。我们的

主要产品是网上银行（多币种IBAN）和银行卡处理。 VallettaPay

是一群拥有经营电子货币许可证的多家公司。

Ali Atam CMO 首席营销官 www.videoslots.com

Videoslots is the brainchild of Alexander Stevendahl, an expert poker player and a star affiliate. Our site was born online in 2011 where a handful of entrepreneurs who had a knack for entertaining others helped build our second home into what it is today. Our vision is to create a unique entertainment destination that offers technical brilliance, exceptional Customer Support, and market-leading gameplay innovation.

Videolots自2011年问世以来，迅速成为玩家的首选娱乐场，始

终秉承创新、差异化、高端客户服务的理念。我们现在是增长最

快的在线娱乐场，为我们的玩家提供超过3434场游戏，涉及103

多个提供商。

Daphne Xerri Head of Casino 娱乐场主管 www.voltcasino.com

Volt Casino is operated by Fair Play Bets Ltd and is the home for top-notch online slots, live casino games and sportsbook. The casino has a varied selection of games from titan providers such as NetEnt, Microgaming, Wazdan, BF Games, Playson, Fugaso, Big Time Gaming, BetSoft and Nektan.

Volt Casino由Fair Play Bets Ltd运营，是一个一流的在线老虎机、真人娱乐场游戏和体育博彩平台。旗下游戏产品丰富多样，合作

的大型提供商包括NetEnt、Microgaming、Wazdan、BF Games、

Playson、Fugaso、Big Time Gaming、BetSoft和Nektan。

Warren Russell CEO 首席执行官 www.w2globaldata.com

W2 provides real-time solutions that simplify the global regulatory compliance requirements for mobile and digital transactions via a single API integration. Through our SaaS platform, we are committed in delivering a frictionless and seamless digital onboarding experience using proven, innovative and reliable compliance solutions businesses need in acquiring and retaining customers.

W2能够针对一系列KYC、KYB、AML和反欺诈服务提供真

实、可付诸实践的洞见。将合规性程序化繁为简，仅需一个 API、一份合同和一张发票。 W2提供高质量的客户获取技

术，并通过简化的用户体验来提高客户保留率。

Andrzej Hyla Head of Sales 销售主管 www.wazdan.com

Wazdan is a popular game producer, developing innovative casino games. Offering an extensive game library of over 115 HLML5 slots, table games and video poker games, Wazdan is gaining popularity in the iGaming market thanks to the great quality of games, interesting themes and engaging Unique Wazdan Features.

Wazdan是当下炙手可热的游戏生产商，主要从事开发创新赌场游戏。 Wazdan提供各种类型的游戏，包括HTML5老虎机、赌桌

游戏和视频扑克游戏，总共超过115个，由于其提供的游戏品质

出色，主题极富趣味性且具有Wazdan专属互动功能，因而在线

上博彩市场颇受玩家青睐。

263

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

Paul Scheuschner Director 董事 www.wis-ltd.net

Web International Services is a lead generation company operating within the iGaming and Finance sector, since 2005. We are a company with stable revenue, organic growth and huge potential. We provide entertaining and educational information through content-rich websites, to deliver exceptional user experience and drive quality traffic to our partners.

Web International Services是一家世界领先公司，自2005年以

来一直专注于线上博彩和金融领域的运营。公司收益稳定，具有有机增长的能力且潜力巨大。我们通过内容丰富的网站发布娱乐和教育信息，为用户带来卓越体验并为我们的合作伙伴带来

优质用户流量。

Luke Hinchliffe Corporate Business Development Manager 公司业务发展经理 www.business.westernunion.com

For organisations seeking a partner to optimise cross-border payments, Western Union Business Solutions equips you with the solutions you need to send, receive and manage international payments. Our extensive global network, spanning 200 countries/ territories and 130 currencies combined with our knowledge of local markets enable you to manage international payments.

对于想要寻求合作伙伴，实现优化跨境支付方式的组织来说，西联商业解决方案将是一个理想的选择。其可为您提供汇款、收款和管理跨境收付款所需的解决方案。我们的网点遍布全球，包含 200个国家/地区，且涵盖130种货币，再加上我们对本地市场的

了解，可帮助您轻松管理跨境收付款事宜。

James Scicluna Co-Managing Partner 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是一家位于马耳他的领先律师事务所，业务重点在

游戏和赌博，区块链，金融科技，并购，公司财务和税收。该公司

专门从事电子商务，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和房地产。

Alexander Vasiliev Co-founder/Commercial Director 联合创始人/商业总监 www.win-pay.ru

Functional and flexible payment aggregator. Pay-ins & Pay-outs. USD, EUR, RUB, UAH, KZT. No bank or other affiliation. PCI DSS v.3.2 level 1 security certificate. FCA Certified. Est. 2014

功能灵活的支付工具。收入和支出。美元、欧元、卢比、乌克兰格里夫纳、哈萨克斯坦坚戈。没有银行或其他附属机构。 PCI DSS

v.3.2一级安全证书。 FCA认证。美国东部时间2014年。

Hampus Lindberg Commercial Officer iGaming 商务总监 www.wiraya.com

Wiraya works with leading brands to increase the value of each player. The software automatically sends a combination of interactive voice calls, personalised text messages and gamification to inspire players to act.

Wiraya与世界领先品牌合作，旨在提高每名玩家的价值。

该软件通过自动发送交互式语音电话、个性化文本消息和

游戏机制激励玩家，提高用户活跃度。

265

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Who’s Who 谁是谁 | SiGMA

www.wirecapital.com

WireCapital acts as a Payment Service Provider and started its operations in 2011. The company’s headquarters are located in Cyprus with local branches in Russia and Israel. The company continuously invests substantial resources into delivering the highest possible level of security and integrity of sensitive data to its partners and customers.

WireCapital是一家支付服务提供商，于2011年开始运营。公司

总部设在塞浦路斯，在俄罗斯和以色列设有分公司。公司不断投入大量资源，为合作伙伴和客户提供最高级别的安全及完整的

敏感数据。

Anna Gladka Sales Manager 数字销售副总裁 www.wirecard.com

Wirecard is a leading international financial services and technology company. We assist our customers to securely accept electronic payments from all sales channels, to launch innovative digital banking and payment services and to issue card- and mobile-based payment solutions for corporates and consumers.

Wirecard是一家世界领先的国际金融服务技术公司。我们协助

客户，保证其安全地接受任何销售渠道的电子支付，为其提供开启创新的数字银行和支付服务，并为企业和消费者制定基于信

用卡和移动设备的支付解决方案。

João Neves Territory Manager 地中海地区经理 www.zendesk.com

The best customer experiences are built with Zendesk. Zendesk’s powerful and flexible customer service and engagement platform scales to meet the needs of any business, from startups and small businesses to growth companies and enterprises. Zendesk serves businesses across a multitude of industries, with more than 130,000 paid customer accounts offering service and support in more than 30 languages.

Zendesk打造了最佳的客户体验。 Zendesk拥有强大而灵活的客户服务

和互动平台，可满足从初创公司到小型公司到成长型公司和企业的任何业务的需求。 Zendesk服务于多个行业的企业，拥有超过13万个付费客

户帐户，提供30多种语言的服务和支持。 Zendesk总部位于旧金山，业务

面向全球，在北美、欧洲、亚洲、澳大利亚、南美灯处设有15个办事处。

Rhi Burns CCO 首席商务官 zimpler.com

Zimpler is one of Swedens fastest-growing fintech companies and offers several payment solutions across multiple segments in Europe. We use our expertise in pay-ins and payouts to simplify peoples financial lives. Zimpler has a variety of products with Zimpler BANK and Zimpler GO being the two most prominent.

Zimpler是瑞典发展最快的金融科技公司之一，主要为欧

洲的多个细分市场提供多种支付解决方案。我们提供专业

的存款和付款服务，简化交易。 Zimpler已推出多款产品，

其中最具有代表性的是Zimpler BANK和Zimpler GO。

267

SiGMA | Media Partners

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

MEDIA PARTNERS Affiliate Insider is dedicated to bringing you the latest affiliate marketing and industry news, events , workshops and skills development programmes to support channel growth. We offer a bespoke PR and media service that promotes the development of affiliate marketing as a leading acquisition channel.

AffiliateINSIDER是一家联盟营销公司，为联盟和运营商提

供战略支持和咨询服务。我们主要提供新闻、媒体和内容营销、专家活动和会议策划、联盟计划管理以及联盟培训和指

导，旨在简化联盟营销程序。

www.affiliateinsider.com

Asia Gaming Summit provides a comprehensive overview of the latest market trends, with insights from leading gaming experts, both from Taiwan and the rest of Asia, about the latest developments in gaming, online casinos, sports betting, esports and lottery in Asia. Join us in Taiwan where you will meet online and land-based operators, regulators, solution providers, payment companies, and many more.

亚洲游戏峰会（Asia Gaming Summit）提供有关最新市场趋势

的全面概述，其中包括来自中国台湾和亚洲其他地区的游戏行业领先专家对亚洲游戏、在线娱乐、体育博彩、电子竞技及彩票最新发展的见解。加入我们的台湾峰会，在这里，您将会见到很多线上

和实体运营商、监管机构、解决方案提供商、支付公司等等。 taiwan.asiagamingsummit.com

The Asia Gaming Tree Reunion is a place for the industry to come together for one night of entertainment, great food, superb drinks, and a chance to rekindle the relationships that make up our industry. Get to know our industry’s most colourful characters and personalities, and get to know the lighter side of our industry’s most influential executives.

亚洲游戏行业联欢会（The Asia Gaming Tree Reunion）是

一个集结游戏行业人士的娱乐晚会，也是一个重新活跃行业联系的机会。在晚会上，您可以享受美味的食物和可口的饮料。了解我们行业最丰富多彩的人物和个性，了解业内最具

影响力高管放松的一面。

www.asiagamingtree.com

BestBitcoinCasino.com is the premier online hub for reviews, news, and updates, with 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.

BestBitcoinCasino.com是最初的评论，新闻和更新网

络中心，自2013年以来在加密货币，法定货币和区块链游

戏方面享有盛誉。该公司提供有关在线赌场的高质量内

容、dApp、游戏、奖金和iGaming事件。

www.bestbitcoincasino.com 268

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

BusinessMalta.com has a rigorous focus on the business landscape of the Maltese islands in the middle of the Mediterranean. Our editorial staff are highly driven to stay fair and accurate in our reporting. We make sure to go to the sources for news, ask for comments and clarifications and stay honest and courageous in gathering, reporting and interpreting information.

Media Partners 媒体伙伴们 | SiGMA

BusinessMalta.com严密关注地中海中部马耳他岛国的商

业环境。我们的编辑人员力求在报道中保持公正和准确的原则。我们确保为新闻追根溯源，征求评论和解释，并在收

集、报道和诠释信息时，保持诚实和无畏的态度。

www.businessmalta.com

CalvinAyre.com is the Internet’s number one gambling news site created by industry pioneer and the founder of the Bodog Brand, Calvin Ayre. It offers breaking news, a complete gambling industry directory, gambling conference and event highlights, as well as expert opinions discussing hot topics in the global gambling industry. CalvinAyre.com is where professionals working in the gambling industry around the world can be updated 24/7 on the latest news…gambling news with an edge.

CalvinAyre.com是互联网第一大博彩新闻网站，由行业先锋

兼Bodog的创始人Calvin Ayre创立。此网站提供重大新闻、完整博彩行业目录、博彩会议及活动要点，以及行业专家关

于全球博彩业热门话题的讨论意见。CalvinAyre.com网站全

天候开放，来自世界各地博彩行业的专业人士可随时在这里

获取最新博彩新闻。

www.calvinayre.com

Get more than 20,000 gaming executives at your fingertips! With a Gaming Directory Subscription, you’ll get the information and tools you need to reach the right gaming industry decision-makers.

轻易获得的超过20,000名游戏主管！用游戏目录订阅，您将获得所需的信息和

接触合适的游戏行业决策者的所需工具。

www.casinocitypress.com

Casino Gazette features the latest iGaming and Gambling news. As well as providing visitors casino podcasts, video webcasts, casino reviews and information on casino game developers and licensing jurisdictions. Established in 2000, Casino Gazette was relaunched in July 2019 and our aim is to provide players with concise and pertinent information when it comes to gaming online.

Casino Gazette为访客提供最新的iGaming和赌博新闻，以及赌场播客，视频网络广播，赌场游戏开发商和许可的

评论和信息。成立于2000年的Casino Gazette于2019年7

月重新启动，我们的目标是为玩家提供有关在线赌博简洁

而相关的内容。

www.casinogazette.com

CasinoNewsDaily is your one-stop location for front page news delivered as it happens. Influential in uncovering current hot off the press reports and events, it is what real gamblers rely on for a news source. Additionally, casino guides, games, slots, blackjack and more are thoroughly explored by a team of experts.

CasinoNewsDaily是头版新闻的一站式所在地，在发现当

前热点新闻报道和事件方面很有影响力，而这也是真正的玩家要依靠的新闻资源。此外，专家团队还彻底研究了赌

场指南、游戏、老虎机、二十一点等。

www.casinonewsdaily.com 269

SiGMA | Media Partners

Casino-Peru is the entertainment industry leading printed magazine in Latin America, contributing since 2000 with the development of this sector. Made in Peru, is monthly distributed in Latin America in Spanish, being present in the most important events of the sector. Since five years ago, it is present at ICE Totally Gaming in London and G2E in Las Vegas with Special editions in English.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

《秘鲁赌场（Casino-Peru）》是一份拉丁美洲娱乐行业的领先印刷杂

志，从2000年开始随着该行业的发展而发行。该杂志在秘鲁制造，每月在拉丁美洲以西班牙语发行，曾参加过该行业最重要的活动。自五年

前开始，该杂志就以英语特别版参展伦敦ICE游戏博览会（ICE Totally

Gaming）和拉斯维加斯全球国际博彩展览会（G2E）。 www.revistacasinoperu.com

Focus Gaming News is a daily digital newspaper dedicated to the international gaming executives. This communication tool brings daily all main up-to-date news from the gaming and iGaming business through its newsletter, received by more than 15,000 subscribers around the world. Latest news, regulation, legislation, sports betting, online gaming, latest trends, interviews and more

《聚焦游戏（Focus Gaming News）》是一项专为国际游戏

业人士服务的每日数字报刊。该报刊通过其时事通讯，每日提供来自游戏和iGaming领域的所有主要最新新闻，在全

球拥有超过15,000名订阅者。内容包括最新新闻、法规、立

法、体育博彩、在线游戏、最新趋势、访谈等。 www.focusgn.com

G3 is a worldwide high quality monthly magazine for the games and gaming operator. It sources gaming related news, information and market statistics from around the world and delivers them direct to you each month. Every issue features the latest games, in-depth country reports and especially focuses on technology, innovation and creativity in the sphere of games and gaming.

《G3杂志》是面向游戏玩家和运营商的全球优质月刊杂

志，从世界各地获取与游戏相关的新闻、信息和市场统计数据，然后再每月将获取到的消息直接发送给您。每一期杂

志均包含最新游戏、详尽的国家报告，尤其着重介绍游戏领

域的技术、创新性和创造性。 www.g3newswire.com

Gambling Insider is the must-read publication for the entire global gaming industry, covering the key issues affecting the online and land-based sectors in each region. Our experienced in-house journalists and regular leading freelancers work tirelessly to produce a title that entertains as well as informs the world’s leading operators, suppliers, affiliates, legal experts and regulators, providing agenda-setting news, in-depth analysis and crucial data.

《博彩探析者（Gambling Insider）》是整个全球游戏行业必读的出

版物，其内容涵盖了影响每个地区线上和实体运营的关键问题。我们经验丰富的内部新闻工作者和定期合作的领先自由职业者孜孜不倦

地工作，力求创造出既有趣又能为世界领先的运营商、供应商、分支机构、法律专家和监管机构传递信息的标题。我们提供的内容包括议程

设置相关新闻、深入分析及关键数据。 www.gamblinginsider.com

Gaming Intelligence is the leading source of news and analysis for the global interactive gaming industry. Its daily email newsletter, website and sister publication GIQ Magazine are an invaluable tool for key decision makers within gaming operators, national regulators, the legal and financial communities and the wider media.

《游戏情报（Gaming Intelligence）》是全球互动游戏行业

新闻及分析的主要来源。其日常电子邮件简报、网站和姊

妹出版物《GIQ杂志》是游戏运营商、国家监管机构、法律和

金融领域等决策者的宝贵工具。

www.gamingintelligence.com 270

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

Enjoying monthly distribution as a stand-alone digital publication to 11,500 iGaming professionals, Gaming International Online delivers a weekly newsletter to a similar subscription base and appears in print as a monthly section within Casino International. GIO’s remit is to focus on the latest innovations and innovators within the iGaming space, as well as bringing in-depth interviews, product reviews and expert columns and opinion pieces to its readership.

Media Partners 媒体伙伴们 | SiGMA

作为一份独立的数字杂志，《在线国际游戏（Gaming International

Online）》向11,500名iGaming行业专业人士派发月刊，并以类似订阅的方式向用户发送周刊，且在Casino International内部作为月刊印发。GIO专注于iGaming领域的最新创新和创新者，为读者带

来深入的采访、产品评论、专家专栏和观点。 www.gaminginternational.online

Gioconews is a very complete gaming network with a monthly review of 100 pages. Its branch office is in Italy but it has an international delivery because the magazine is a bilingual one, in Italian and in English version. It also has an online daily paper ( www.gioconews.it ). It is the point of reference for gambling industry, with also two other specific online daily news dedicated to the Poker and Casino worlds.

《Gioconews》是一份非常全面的游戏杂志，每月评论达100页。此杂志的分社在意大利，但是面向国际发行，因为它是以双语版

本（意大利语和英语）发行的。另外，它还有在线日报网站（www.

gioconews.it），该网站的信息主要针对博彩行业，另外还有两个专

门针对扑克和赌场的在线每日新闻网站。 www.gioconews.it

iGaming Business has been involved in the iGaming sector for over 16 years. We specialise in publishing and providing high-level information to the iGaming sector through magazines, events, websites and intelligence reports. With over 16,000 affiliates, operators and vendors regularly reading our information offline and 100,000 online we are the biggest publishing company within the sector.

iGaming Business已经从事iGaming行业超过16年了。我

们专注于通过杂志、活动、网站和情报报告向iGming行业

发布和提供高级信息。超过16000家分支机构、运营商和供

应商定期离线浏览我们的信息，超过100000家定期在线浏

览，我们是该行业内最大的出版公司。 www.iGamingBusiness.com

iGaming Times: the monthly publication that provides businesses updates on what’s happening in igaming and betting. With the latest news being uploaded to our website and social media, we keep you in the loop of what’s what and who’s who in industries relevant to you.

igming Times：一份为企业提供igming行业和博彩行业最

新信息的月刊。我们会不断地将最新的新闻上传到我们的

网站和社交媒体上，方便您了解与您相关的行业动态。

www.igamingtimes.com

Packed with the latest news and analysis, iNTERGAMINGi is the definitive magazine for the i-gaming sector. Published in print and digital format, it has an international circulation of 10,000+ copies. Each issue is full of industry news, analytical features, interviews with industry leaders and trade show reviews. It regularly includes regulatory and legal supplements.

《iNTERGAMINGi》是i-gaming行业的权威杂志，提供最新

的新闻和分析报道，同时以纸质版和电子版发行，国际发行量超过1万册。每期杂志都包括行业新闻、特色分析、对行

业领袖的采访以及贸易展评论，还会定期提供监管信息和

法律补充信息。

www.intergameonline.com 271

SiGMA | Media Partners

International Casino Review: the go-to publication if you’re on the search for what’s happening in the international casino industry. No longer ‘just’ widely recognised as the biggest and best b2b casino periodical in the world, Casino Review also provides up-to-date reporting and recommendations through our website and social media.

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

《博彩评论（Casino Review）》期刊是了解国际博彩行业

最新消息的不二之选。Casino Review不再“只”被公认为

全球最大、最好的b2b博彩期刊，还通过我们的网站和社交

媒体提供最新的报道和建议。 www.casino-review.co

Interplay is the oldest polish-language site about gambling and entertainment industry. Platform is fully independent and focused on modern internet trends. Interplay publishes articles, interviews, rankings and news about casinos, bookmakers, e-sport, lotteries and entertainment industry. Site delivers all the newest information from all over the world and their representatives taking part in all biggest entertainment events.

Interplay是最古老的波兰语赌博网站和娱乐产业。平台关

于现代互联网趋势，是完全独立和集中的。 Interplay发表

有关赌场、博彩公司、电子竞技、彩票和娱乐业的文章、采

访。此网站传播来自全世界和他们公司代表参加大型娱乐

活动的新闻。

www.interplay.pl

272

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

ISA-GUIDE is the most popular German online-platform on gaming and is well-known among the industry. The platform was already founded in 1998 by Reinhold Schmitt, who is its chief editor today. With more than 14 million clicks and over 6.000 daily visitors the website is the top name for the hottest news and information on international gaming.

Media Partners 媒体伙伴们 | SiGMA

ISA-GUIDE是最受欢迎的博彩行业德国在线平台，在业内享有盛誉。该平台由Reinhold Schmitt于1998年创立，他现在

担任主编。该网站的点击量超过1400万，日访问量超过6000

人次，是国际博彩业新闻和信息领域最热门的网站。

www.isa-guide.de

Lyceum Media is a niche PR firm specializing in providing public relations and special events services to the igaming industry – online casino and poker operators and software developers. The company was founded reactively to exploit the experience and abilities of its founders and to consolidate their considerable experience in journalism, casino marketing and PR into one entity.

Lyceum Media是一家小众公关公司，专门为网络游戏行业（在

线赌场和扑克运营商以及软件开发商）提供公关服务和特殊活动服务。该公司充分利用其创始人的经验和能力，致力于将他

们在新闻、赌场营销和公关方面的丰富经验整合为一个实体。

www.lyceummedia.com

Mekong Gaming Summit: Held in the Cambodian capital, Phnom Penh, this conference is ideally timed to give you the insights needed to evaluate investment opportunities and meet partners in Cambodia, as well as the surrounding nations of Vietnam, Thailand, Laos and Myanmar.

湄公河游戏峰会（Mekong Gaming Summit）:此次峰会在

柬埔寨首都金边举行，是您评估投资机会的好机会，也是您与柬埔寨及其周边国家越南、泰国、老挝和缅甸的合作伙伴

会面的理想时机。

www.mekonggamingsummit.com

Online Casino Reports in an online site that provides a comprehensive, easy to navigate and free sharing application for igaming community. We are a website for the gambling community, by the gambling community, and about the gambling community.

Online Casino Reports是一个在线社区网站，为igming社

区提供一个综合的、易于浏览和免费共享的应用程序。我们

是一个关于博彩社区由博彩社区组成的博彩社区网站。

www.onlinecasinoreports.com

Phil-Asian Gaming Expo (PAGE)- the first gaming industry trade show that supported by Pagcor - is dedicated to building a trustworthy, fair and transparent platform. PAGE is a comprehensive event including trade show, launching and events. PAGE is committed to becoming a major entertainment hub in the Philippines and in Asia, and an annual grand event not to be missed in the industry.

菲尔亚洲博彩博览会（Phil-Asian Gaming Expo，简称PAGE）是

第一个博彩业贸易展，由Pagcor赞助。 PAGE致力于建立一个值

得信赖的、公平和透明的平台。 PAGE是一项综合性的活动，包括

贸易展、新品发布和相关活动，致力于成为菲律宾和亚洲的主要

娱乐中心和每年不容错过的盛会。

www.phil-asiangamingexpo.com 273

SiGMA | Media Partners

ISSUE 11 FALL / WINTER 2019 第11期秋/冬 2019

PokerNews.com成立于2002年，每天发布来自30个国家的最

Launched in 2002 PokerNews.com publishes fresh content daily from operations in 30 countries, making it the leading and most trusted source of content in the gambling industry. At the iGB awards, PokerNews.com has won “Best Poker Affiliate” for four consecutive years, demonstrating the level of trust in which PokerNews, and iBus Media Group is held by the industry.

新内容，是博彩业领先的、最受信任的内容来源。 PokerNews.

com连续四年获得iGB大奖的“最佳扑克联盟奖”，体现了业界对

PokerNews和iBus传媒集团的信任。

www.pokernews.com

PressGiochi.it is a digital daily newspaper dedicated to the Italian gambling industry. All the elements of the industry are inside: Newslot, Vlt, casinos, poker, betting, bingo, lotteries, on- or off-line with editorial content, articles and interviews. In PressGiochi.it you can find information about companies, international and national events.

PressGiochi.it是一家专注意大利博彩业的数字日

报。 PressGiochi.it囊括了博彩业的所有元素：新型消除类

游戏、视频彩票终端、赌场、扑克、投注、宾果游戏、彩票、在

线或离线的内容编辑、文章和采访。在PressGiochi.it，您可

以找到有关公司、国际和国内活动的信息。 www.pressgiochi.it

SoloAzar is a specialised online newspaper dedicated to the games of chance industry. For more than 15 years, 15,000 subscribers receive every day the main news of the sector through the newsletter in its two versions: SoloAzar Latin America (in Spanish) and SoloAzar International (in English)

SoloAzar是一家专注于博彩业的专业在线报纸。在超过15年的

时间里，每天都有15,000名用户通过我们的新闻通讯获取博彩

业的主要新闻。我们的新闻通讯有以下两个版本:SoloAzar Latin America(西班牙语版)和SoloAzar International(英语版)

www.soloazar.com

Allied Newspapers Limited is Malta’s largest media organisation. With over 80 years of heritage, our mission was, is, and will continue to be the dissemination of credible content that enriches people’s lives by informing, educating and entertaining them. We do this through Malta’s undisputed leading platforms: the Times of Malta, The Sunday Times of Malta and timesofmalta.com.

联合报业公司（Allied Newspapers Limited）是马耳他最大的媒体机构。我

们拥有超过80年的悠久历史，我们的使命过去是，现在是，将来也是：传播可信的内容，通过提供信息、知识和娱乐来丰富人们的生活。我们借助马耳他

无可争议的领先平台来实现我们的使命:《马耳他时报(Times of Malta)》、《

马耳他周日时报(Sunday Times of Malta)》和timesofmalta.com。 www.timesofmalta.com

Yogonet has been serving as a global leading source of comprehensive news and information about the gambling industry since 2002. We reach all corners of the globe as our news coverage is divided into English and Spanish. With subscribers in over 80 countries, Yogonet attracts a global audience of 1M digital readers a year and has more than 50,000 social media followers.

自2002年以来，Yogonet关于博彩业的综合新闻和信息一

直全球领先。我们的新闻报道分为英语版和西班牙语版，新闻覆盖全球各个角落。 Yogonet的订阅用户遍布全球80多

个国家。我们每年吸引来自全球的100万数字读者，拥有超

过5万名社交媒体粉丝。

yogonet.com/international 274