eSports
R&D rethink needed for sportsbooks to harness esports’ power
Esports betting is still grappling with a perception problem amongst operators. Despite the leaps and bounds in product development made by suppliers – particularly in the last two years – esports hasn’t shaken off the image built in the late 2010s.
Our good friend, Oliver Niner, Head of Sales at PandaScore, has been kind to share the below article with us.
There’s scepticism around esports betting’s value, how well it can actually perform and what’s needed to make it appeal to bettors. A big part of that comes down to perception, which shapes the research and development (R&D) choices made by each operator.
Self-fulfilling prophecy?
Operators who have put the research and development (R&D) resources into esports are seeing excellent growth, while others are still treating it like part of a long tail. The lack of a uniform approach to esports often translates into hesitancy to be bullish and invest in esports.
Whereas in the United States, post-PASPA sports betting has exploded and operators are seeking to capture as much territory and market share as possible because in most cases, you switch the lights on and the money comes in. It’s, of course, good business sense to take opportunities like this – you can apply the same templates used elsewhere on an incredibly lucrative market.
This kind of approach has been attempted for esports and hasn’t found the same success. Granted, the legislation for betting on esports has been somewhat slower than that of sports betting and iGaming.
However, bullish operators have acknowledged the fact that esports hasn’t found the same success in regulated states and asked what can be done differently, while for others, esports has been thrown into the too-hard basket or relegated to the bargain bucket.
For the latter, the fate of the esports vertical becomes a self-fulfilling prophecy – especially if an operator already using a budget esports product that throttles its very growth.
It takes two to tango
When esports is discussed in broader betting circles, you’ll often hear different versions of the same talking point: the problem with esports is no one is doing it well, it doesn’t innovate.
This argument is a case of the pot calling the kettle black. Esports is a driver of innovation, and it is sportsbook R&D that is holding it back.
Multiple suppliers on the market are investing significant resources into R&D, and bullish operators are leveraging these product innovations to acquire new customers and create engagements made for the internet age.
There are understandable reasons why sports betting doesn’t innovate. It’s largely because operators focus on acquisition, entering new territories and spending money on data rights. But the actual R&D on sportsbook products is left lacking, with ever-increasing cost-per-acquisition (CPA) numbers a clear symptom of this.
It means that if an operator does decide to use or acquire an esports specialist supplier but does little to cater its product and attempts to just lay the sports betting template over the top, of course performance will be throttled.
It’s like putting a Ferrari engine in a Prius – no offence to Toyota or Prius owners.
The same problem exists on the platform supplier front. Platforms are understandably focused on compliance and getting customers live, not necessarily improving models or their products.
Even the idea that if you just acquire an innovative company the problem is solved or you have found the solution, doesn’t hold water. In many cases, the company is acquired and plenty of noise is made about it, but there’s little organisational investment in R&D afterwards.
It’s not just in esports
These problems extend to customer acquisition and marketing for most emerging markets, not just esports. There’s a rush to use the same old playbook in newer sectors because it’s easy.
The fantasy vs. house sector in the US is already experiencing an acquisition arms race. As analyst Dustin Gouker points out, deposit match bonuses for new users on fantasy vs house products have jumped from $100 to as high as $500 in some places.
This is the same race that played out in sports betting and despite the costs, there’s little effort from most operators to try something different. There’s less work when you just put the same acquisition template on an emerging sector and call it a day. This seems to be an accepted practice in the industry, for better or for worse.
Esports betting success requires ongoing dialogue
Rather than attempting to wedge esports into hegemonic sportsbook approaches, sportsbooks need to take a completely unique approach.
The fact is the betting sector has barely scratched the surface – communities of esports fans are still dormant. Canadian operator Rivalry has built a successful, esports-first business by embracing the ever-changing internet culture that esports inhabits. French esports organisation Karmine Corp recently sold out a 30,000-person stadium for an event with no prize money up for grabs.
Innovative products developed on the supplier side like microbetting and betbuilders are only half of the equation.
Maximising esports revenues requires institutional investment, ongoing R&D and collaboration between suppliers and operators to create products and experiences. This includes having staff on the operator side that can drive and push the product further, and crucially, rethinking current sportsbook strategies and practices.
Building experiences for betting’s greatest emerging market – one that caters to your future core audience – takes investment, innovation and a willingness to experiment. If the industry wants to make the most of the Millennial and Gen Z audience that will become its primary customers, investment into R&D and close collaboration between suppliers and operators is needed. Many hands makes light work.
Esports betting in the United States is a yet to be fully tapped, and with more regulatory progress the total market and opportunity in esports continues to grow.
It’s why at PandaScore, we recently acquired our first license in the lucrative American market, in the esports-friendly state of Colorado. The move is a strong signal of our ambition in the US, but it also sets out our methodology for solving the uncertainty problem that US esports betting currently suffers from.
Supplier licensing should lead the way
The unknowns about what markets and lines can be offered are a key piece of the puzzle in many jurisdictions. Uncertainty around the legislation means operators are tentative to jump in with both feet. At PandaScore, we’re helping operators navigate US esports betting regulation on a state-by-state basis, so they can make business led decisions in markets with right balance of stability and opportunity.
Except for a few states, esports betting regulation is relatively new: there’s not a great deal of precedent to work from, and its quickly evolving nature means there’s likely more work to be done in the future. We plan to be at the forefront of making sure that esports betting works for the whole ecosystem: operators, suppliers, regulators and the betting public.
The regulatory framework across the country may be shifting at different paces, but almost all states are going in one direction: expansion.
Esports suppliers have a duty to show operators the way and give them the tools, knowledge and expertise to make the right decision. We don’t believe in going all guns blazing, but entering markets with some certainty around esports in a considered fashion.
We can be more confident that those specific markets are built for esports, with Colorado being PandaScore’s first step for several reasons.
Why Colorado
When deciding which market to enter, we consulted heavily with our customers and whittled it down to states that had the right mix of commercial opportunity, solid regulatory environment and straightforwardness in licensing.
Since regulating esports, Colorado has had a friendly framework for esports. The catalogue for regular betting includes a wide range of esports titles based on approved games and tournaments by the publisher or regulator – which follows some similarities to how traditional sports betting is structured.
The process itself was simple and clear, with clear terms and commercials that promote investment, entrepreneurship and innovation – all key ingredients for growing new markets and ambitious organisations to build new audiences.
Colorado is the natural next step in PandaScore’s service-minded, client-first approach. There’s already a generation of bettors who are seeking out esports betting products, esports suppliers need to be the source of knowledge and expertise that helps guide and amplify the esports ambitions of their clients.
Service-minded approach, client-led growth
We bring operators into the licensing conversation from the outset, exploring the licenses most valuable to them and then leveraging our lean, efficient operating model to get it done.
We’ve proven we’re serious about the US market, and that we can get a license efficiently, so if an operator desires a specific jurisdiction, we base our decisions on the revenue potential, give them a clear, no-spin picture of the market, and put in the hard work of licensing to provide our services in the US.
Player age verification as a mandatory service
A huge part of that no-spin picture is addressing the concern and risk around player age verification in esports. Compliance is paramount for suppliers and operators alike, so knowing the requirements from state to state is essential.
PandaScore has been offering player age verification for years and is well established on this front thanks to years of servicing jurisdictions like Australia and Sweden. We already have an API that clients use for peace of mind, and are beefing it up as a standalone service intended to support regulators and governing bodies to ensure compliance, confidence and growth.
Suppliers need to lead from the front for US esports betting to succeed. It’s not just about having the best product – they need to be an expert on relevant regulation, genuinely serve the expansion interests of clients and be a truly safe pair of hands that actively supports and serves operators, bettors and regulators alike.
Author: Oliver Niner, Head of Sales at PandaScore.
Max Level, a holistic marketing and PR agency built by gamers, has been awarded the public relations mandate for CyberPowerPC India, a premier US-based gaming PC brand, who debuted in the Indian market earlier this year. CyberPowerPC, known for its high-quality custom and pre-built gaming PCs, has chosen India as its first Asian market through a collaboration with Creative Newtech Ltd.
CyberPowerPC has been a trailblazer in the gaming industry, becoming the #1 OEM in the US during 2014-2015 with over 100,000 Microsoft Windows sales, and achieving the distinction of Amazon’s Choice for Gaming Desktop PCs in 2018. In 2022, the brand further solidified its reputation by being the only non-MNC to rank in the top 10 for desktop units sold, with five of the top 10 best-selling gaming desktops.
Widely available across major retailers like Best Buy, Costco, and Walmart in the US and Canada, CyberPowerPC has consistently led the gaming PC segment. Its presence at major events like Anime Expo and its expansion into licensing has further established its brand credibility.
Commenting on the new partnership, Vishal Parekh, Chief Operating Officer, CyberPowerPC India, said, “The India launch marks the first Asian market for CyberPowerPC. With the rise of the gaming sector in India, our objective with the launch was to contribute to this growth and bring top-notch experiences for Indian gamers. Max Level’s deep-rooted understanding and extensive experience in the Indian gaming and esports ecosystem make them an ideal partner to elevate our brand presence in the country. Their holistic approach to PR, founded on the principles of passion and expertise in gaming, aligns perfectly with our mission to provide gamers with the best possible immersive experiences. Together, we aim to make CyberPowerPC a household name among Indian gamers.”
The addition of CyberPowerPC to its diverse portfolio of brands underscores Max Level’s growing influence in the Indian gaming, esports and tech market. With clients like NODWIN Gaming, SuperGaming, KRAFTON, Saudi Esports Federation, ESL Faceit Group, The Esports World Cup, ASUS ROG, Jio Games, TVS, and HyperX, Max Level continues to diversify its client base while maintaining a focus on delivering tailored B2B services that resonate with gaming and esports audiences.
Siddharth Nayyar, Co-founder and Chief Revenue Officer at Max Level stated, “Being entrusted with the India PR mandate of the number one Gaming PC manufacturing brand in North America is a testament to our expertise and understanding of the Indian as well as global gaming market and media landscape. Our success with national and international gaming brands reflects the collective passion of our team to craft the right stories that matter for brands looking to reach out to the gaming and esports audience. We are excited to contribute to CyberPowerPC’s growth journey as it aims to elevate the Indian PC gaming landscape.”
As CyberPowerPC embarks on this exciting new chapter in India, Max Level will be instrumental in driving its communication strategies, ensuring that the brand resonates with India’s burgeoning gaming community.
Compliance Updates
Oddin.gg obtains its 4th North American license, further strengthening company’s impact on the US esports betting market
Oddin.gg is proud to announce that it has received a temporary license from the West Virginia Lottery Commission. After obtaining licenses in New Jersey, Colorado, and the Canadian province of Ontario, the esports betting industry leader has now secured its fourth North American betting license. As a B2B esports specialist, Oddin.gg has taken another major step in its North American expansion. The West Virginia license demonstrates that Oddin.gg offers services that fully comply with the state’s regulatory system, which is known for its rigorous standards and comprehensive framework for sports betting.
The West Virginia sports betting license allows operators to offer both online and retail betting, ensuring broad reach and accessibility for users across the state. The licensing process includes stringent checks on financial stability, operational integrity, and compliance with state laws, underscoring the reliability and trustworthiness of Oddin.gg’s services.
Vlastimil Venclik, co-founder and CEO of Oddin.gg, said, “We are thrilled to achieve yet another important milestone for Oddin.gg. Acquiring the West Virginia license strengthens our position in the US market. Combined with new US-based operators becoming our clients, this license marks another significant step in our North American expansion strategy. The work doesn’t stop here; we are actively working on acquiring further US licenses to support both existing clients and future prospects.”
He added, “The esports betting volume is approximately 80 billion USD with 5.5 billion USD revenue at app. 7 % margin. We offer US betting companies a partnership that will allow them to surge opportunities in the booming segment. The new generation of bettors, the fans of competitive gaming, are constantly on a lookout for a solution that will bring them more markets, more live opportunities, higher engagement, simply said, more fun. In reward, they offer loyalty and high ARPU to operators that demonstrate understanding and passion for esports. Oddin.gg has both.”.
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