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Movers and Shakers: The future of player acquisition

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Movers and Shakers: The future of player acquisition

 

“Movers and Shakers” is a dynamic monthly column dedicated to exploring the latest trends, developments, and influential voices in the iGaming industry. Powered by GameOn and supported by HIPTHER, this op-ed series delves into the key players, emerging technologies, and regulatory changes shaping the future of online gaming. Each month, industry experts offer their insights and perspectives, providing readers with in-depth analysis and thought-provoking commentary on what’s driving the iGaming world forward. Whether you’re a seasoned professional or new to the scene, “Movers and Shakers” is your go-to source for staying ahead in the rapidly evolving iGaming landscape. 

Allan Petrilli, Managing Director at Acquire.Bet, talks about paid media and the trends shaping customer acquisition in the regulated North American market

Paid media is very much the future of player acquisition in the regulated North American market, but running successful campaigns is not without its challenges.

More than ever, operators and marketers need to nail not only their creatives and messaging but also the measurement and tracking of campaigns.

Paid channels control much of the campaign and ad targeting, but with stricter privacy rules in play, it’s becoming increasingly difficult to target directly based on a user’s preferences.

Creative fatigue is as real as it is prevalent, so operators and marketers need to achieve creative iteration at scale, not only in terms of volume but also creative types and formats.

Just as important is having measurement dialed in and being able to inform the platforms of what is working – this means having a ton of actionable data at your fingertips so you can quickly decide where to spend your ad dollars.

Then there’s incrementality and uplift, which can’t be ignored, either.

The platforms themselves are starting to take more “credit” for conversions, so being able to zoom out and understand multitouch is key to making the marketing budget go further and perform better.

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The great SEO slowdown

Paid media is becoming increasingly important in player acquisition efforts because there is a clear SEO slowdown. This, combined with advancements in generative AI in search, means brands are going to have to rely more on communities for growth.

Influencer marketing is no longer just getting some with a decent following to promote your brand, with micro influencers becoming a very important piece of the puzzle.

It’s also worth highlighting Discord here as it’s starting to play a significant role, especially in sports betting. This channel is all about community and trust, and we are seeing some really smart partnerships play out across the platform.

Regardless of platform and channel, operators must understand the power of their brand and that by aligning with influencers and communities that match their values, they can supercharge growth.

The only caveat here is that these partnerships need to be authentic.

 

Market maturation brings new challenges

As the North American market matures, we see the establishment of standard success KPIs, but it’s important that each brand really understands its own LTV and CAC data so that it can drive towards hitting its own success metrics and not just “industry” standard KPIs.

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Why? Because those industry standard KPIs are often skewed by the power players that have spent big to get to where they are today, and won’t be reflective of smaller operations and brands.

It’s also important to focus on incremental growth as the market matures, understand the power of multi-touch and how each channel supports the overall acquisition strategy. Operating in silos is a recipe for disaster.

In addition to this, operators need to have a clear view of their runway – those with considerable cash can operate in more aggressive ways than brands that are relying on quick growth to fund future spend.

Ultimately, there’s no one-size-fits-all approach, and that’s why operators must focus on their own metrics for success and not industry-standard KPIs. They also need to remember that while being nimble is key, being relentlessly focused on data is what will allow them to win.

 

Regulations do influence player acquisition strategies, but everyone plays the same game

A lot of times, operators will focus on regulation and compliance to make excuses as to why they market one way or another, but the reality is that everyone is playing in the same sandbox and under the same rules.

How marketers push those boundaries, and to the extent they are willing to get creative, is what separates those who succeed and those who don’t.

Take Ontario, for example. You can’t promote the welcome bonus, so brands are having to engage players in other ways – those with kick-ass product marketing campaigns or that offer something truly unique are winning right now.

Of course, paid media is the perfect channel through which to communicate their epic product and unique player experience.

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RESORTS WORLD LAS VEGAS NAMES TOM MCMAHON SENIOR VICE PRESIDENT OF SLOT OPERATIONS AND MARKETING

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Resorts World Las Vegas is continuing the expansion of its executive leadership team with the appointment of Tom McMahon as Senior Vice President of Slot Operations and Marketing.

A respected leader with more than two decades of experience in gaming and hospitality, McMahon steps into his role effective immediately.

“Tom’s deep expertise in luxury casino operations and marketing makes him a powerful addition to our team,” said Carlos Castro, President and Chief Financial Officer of Resorts World Las Vegas. “We look forward to the leadership he will provide in this essential function at Resorts World Las Vegas.”

McMahon has held senior roles at some of the most recognized names in the industry, including Wynn Resorts, Bellagio Resort & Casino, Las Vegas Sands, Venetian | Palazzo and most recently Sycuan Casino Resort. At Resorts World Las Vegas, he will lead initiatives across slot operations, marketing and the Genting Rewards Loyalty Program, with a focus on innovation, guest engagement and operational excellence.

Said McMahon, “Returning to Las Vegas to join a forward-thinking property like Resorts World is an incredible opportunity. I am eager to help shape the next chapter of growth by enhancing the guest experience and building on the strong foundation already in place.”

For more information about Resorts World Las Vegas, please visit rwlasvegas.com

 

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Aristocrat Gaming and Aristocrat Interactive to Debut Innovative Firsts at the Oklahoma Indian Gaming Show 2025

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Aristocrat Gaming and Aristocrat Interactive will showcase four world premieres in land-based gaming, and innovative solutions for tribal customers in booth #242 during the Oklahoma Indian Gaming Show (OIGA), taking place July 14-16 in Oklahoma City, OK.

Making its first public appearance, Polar High Roller Super Lightning Wilds will be a Class II gaming highlight of the show, evolving the player-favorite Lightning Wilds brand, bringing it to new premium hardware on the Marquis three-reel cabinet. Additional features include popular Class III mechanics like Hold & Spin and a digital wheel, combined with classic touches including Red Screen Free Spins. Polar High Roller Super Lightning Wilds will be on the popular $UPER HIT$ JACKPOT$ $250k MSP link.

In an Aristocrat Gaming first, the company will introduce a Class II Bartop. The all-new Bartop will feature VGT by Aristocrat Gaming classics like The Hunt for Neptune’s Gold, with more to follow.

Making its trade show premiere, All-Star Scratchers brings a unique, innovative gaming experience to the Neptune Single and MarsX Portrait hardware. This new bespoke game allows players to form any combination of their favorite VGT characters including Hot Red Ruby, Mr. Money Bags, Lucky Ducky, and Jewel. All-Star Scratchers also features even more Red Screen Free Spin action with four different bingo cards at play at once, resulting in more fun and excitement.

In Class III, Chief Inferno will also make its world premiere. Housed on the MarsX Flex, Chief Inferno is an extension of the popular Buffalo Chief family, featuring classic Chief stack multipliers, now with all-new enhanced Gold Coins that create even larger Chief stacks, as well as a popular bonus meter.

Presented on the Marquis three-reel cabinet, Buffalo Eclipse takes a classic stepper game and elevates the excitement with Hold & Spin and a metamorphic meter. Spin the digital wheel for a chance at the Grand Jackpot, Eclipse Hold & Spin, or other credit prizes.

Aristocrat Gaming will display its latest hardware, The Baron Portrait cabinet. The Baron Portrait takes on the same basic shape as The Baron Upright, with a new and sleek 43” curved ultra hi-def 4K monitor. The curved monitor on The Baron Portrait was carefully designed for proven player comfort and ergonomics with an improved visual display. Its launch portfolio of Coin Trio Buffalo, Spooky Link, and Fa Fa Fa is now available and quickly making its way onto casino floors across the country.

Making its OIGA debut on The Baron Upright is the all-new Galactic Quest for Love and Money. Specifically designed for The Baron Upright, this game features the popular Re-spin mechanic with an innovative twist, set to entertain players with its out-of-this-world graphics and sounds.

Aristocrat Interactive will showcase the power of an omni-channel experience, with innovative solutions that bridge the gap between retail and online gaming.

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The company will present a tailored Class II mobile gaming solution for Tribal operators that will extend its brand to players beyond the casino floor. This new offering allows players to enjoy their favorite Aristocrat Gaming Class II games like Mr. Money Bags and Lucky Ducky on their mobile device on approved tribal land, including from the hotel room, restaurants in the resort, pool area, and more.

Gaming Systems will display its version 15 suite of products designed to modernize casino floors with the latest features in OASIS casino management; floor-wide bonusing and media capabilities with ONE LINK; new features in the PlayerMax mobile app, including mobile enrollment and a new progressive jackpot display with player alerts; and a Loyalty solution designed for accurate reinvestment and player engagement.

Aristocrat remains invested in tribal gaming, underscoring its dedication to supporting tribal operators with cutting-edge technology, forward-thinking gaming solutions, as well as supporting tribal communities.

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NASCAR & iRacing Renew Partnership with PlayVS

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PlayVS, the leading amateur esports platform, announced the renewal of its groundbreaking partnership with NASCAR and iRacing, reaffirming its commitment to supporting the rapidly expanding eNASCAR College iRacing Series. This renewed collaboration will continue to bring high-octane, competitive virtual racing to college students across the country, providing unique career and scholarship opportunities through one of the most innovative programs in collegiate esports. This season will also mark the debut of PlayVS as the official league platform, following its recent acquisition of Playfly College Esports.

Launched in 2022, the eNASCAR College iRacing Series has quickly become one of the most engaging and inclusive collegiate esports competitions in the country. Powered by iRacing’s premier motorsport simulation platform and NASCAR’s deep racing heritage, the series gives full-time college students the opportunity to compete for scholarship prizes, develop real-world career skills, and gain exposure to professional motorsports and esports pathways.

The eNASCAR College iRacing Series has grown to over 300 schools and almost 500 unique racers. In April, the 2024-25 Series season concluded with Cal State Fullerton’s Logan Clampitt celebrating victory at the Homestead-Miami Speedway and earning $10,000 in scholarship prizes.

“Renewing our partnership with NASCAR and iRacing reflects our commitment to delivering competitive and meaningful esports experiences to college students across North America. The eNASCAR College iRacing Series is not just about virtual racing—it’s a launchpad for future talent in motorsports, gaming, and media,” said Charles O’Donnell, Sr. Director of College Esports at PlayVS.

Through iRacing’s hyper-realistic simulation software, students experience the thrill of authentic stock car racing while competing from their dorm rooms, esports arenas, or home setups. The upcoming 2025-26 season promises even more exciting races, new tracks, and increased prize opportunities.

“We’re proud to continue building the future of sim racing through our partnership with iRacing and PlayVS. The eNASCAR College iRacing Series is more than just competition—it’s a foundational bridge between the collegiate esports ecosystem and the world of NASCAR. As we enter the 2025–26 season, this partnership strengthens our commitment to developing young talent, expanding access, and inspiring the next generation of motorsports professionals,” said Ray Smith, Sr. Director of Esports at NASCAR.

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