Press Releases
New Research from HPL Digital Sport Finds Divide Between Sports Betting Executives and Bettors on How to Acquire and Retain Users
Today, HPL Digital Sport (HPLDS), a specialty group within Hot Paper Lantern, that helps sports betting, fantasy sports and sports technology companies create greater brand relevance, released its new study “2021 State of the Sports Betting Industry – Executive Perceptions vs. User Realities.” Two separate surveys were conducted to create the study: the first, developed in partnership with SBC Americas, is a first-of-its-kind report measuring the perceptions and attitudes of nearly 200 sports betting executives; a second survey, facilitated by YouGov, on behalf of HPLDS, questioned more than 800 American sports bettors, asking their opinions on how to best engage with them and retain their business, future betting capabilities needs and their betting habits and preferences.
The data found that sports betting executives and sports bettors were not aligned on what is most important in acquiring and retaining users. Executives resoundingly said that having a superior product (55%) was the key to gaining users more than other elements like having strong customer service (13%), content (12%) or brand (11%). Bettors countered that sentiment, indicating that brand reputation and trust (47%) among betting sites/platforms was the most important factor in engaging them and retaining their attention.
“The sports betting market in the US is extremely competitive. Our data found that the average sports bettor limits their use to only two to three sports betting platforms. So, it’s clearly important for these platforms to better be in tune with their audiences to create greater appeal to both acquire and retain their business,” said Ed Moed, CEO of HPLDS. “Having a compelling, user-friendly product will always be important to build a larger share of this growing sports betting audience. But, it feels like this could be happening at the expense of investing in their brands. The data doesn’t lie. This is a real problem with any strategy that doesn’t include figuring out ways to create greater brand relevance within this hotly competitive space.”
Apart from the divide on the topic of product vs. brand, the study uncovered compelling insights on the future capabilities in sports betting, how different demographics view the importance of certain sports betting elements, how women bettors as an audience are growing and are being overlooked and the constant presence of the illegal sports betting markets.
Future capabilities of sports betting
Three-fourths (75%) of executives stated that they are planning to launch new products, innovations, technology or gameplay in 2021. Technology providers, content producers and data providers are all signaling a major push towards in-play betting and in-stadium/arena lounges.
Bettors indicated that while they are excited about elevated betting experiences like in-play betting, when asked about future sports betting capabilities, having more social betting experiences rose to the forefront. Social betting (31%) and retail betting (31%) outpaced more popular media talking points like in-play betting (26%), loyalty programs (25%) and in-stadium/arena betting (24%).
Creating differentiation by targeting specific demographic preferences
When asking bettors about their overall experience and ranking the importance of certain sports betting elements leading them to frequently using a betting site or app, users provided a roadmap for how companies should think about targeting them.
General Public Retention Roadmap
- Brand reputation/trust – 47%
- High level product/experience – 45%
- Ease of financial transactions – 43%
- Better odds and promotions – 38%
- Expert content – 35%
- Referred by friends or family – 34%
- Social media content that drives me to engage with the brand – 33%
- I like their advertisements/celebrity endorsements – 30%
Breaking down that road map by age and gender it becomes clear that not all bettors find the same elements important.
Gen Z, for instance, doesn’t view brand as important as other groups. While every other demographic listed brand reputation/trust (Millennials – 46%; Gen X – 53%; Boomers – 56%) as its most important retention factor. Conversely, Gen Z views referrals by family or friends (42%) as more important than brand (39%).
The social experience of sports betting for Gen Z and Millennials is heightened even more when looking at how they view social media content compared to the Gen X and Boomer markets. Both Gen Z and Millennials (38%) noted social media that drives them to engage with the brand as a leading retention factor. Gen X (22%) and Boomers (14%) however don’t see the value in social media and listed it at the bottom of their priorities.
Boomers and Gen X audiences follow traditional thinking surrounding sports betting, which is more functional and practical than the social experience prioritized by Gen Z and Millennials. Both Boomers (50%) and Gen X (47%) feel that odds and promotions are an important part of their experience, while odds seem to be deprioritized by Millennials (38%) and Gen Z (28%).
“The potential for in-play betting in the American market is incredible,” said Moed. “While bettors are excited about in-play betting, the data shows that bettors are looking for an immersive social betting experience including retail betting and betting with friends and family. The importance of social interaction, content and sharing capabilities and social betting, should not be downplayed or overlooked.”
Women bettors – An underserved market
While most sports betting messaging is general or leaning male, women bettors are gaining ground as a significant segment of the market. The study found that one-in-three (33%) bettors are women. That is an increase of 5-points from HPLDS’ State of the New Sports Bettor study released in May 2020. When it comes to the most active bettors, ones that make daily bets, women (17%) are evenly split with men (18%).
The data also shows that women bettors show many similarities with male bettors compared to the importance of brand, product, and ease of financial transactions. But women deviate their priorities from men when it comes to the importance of social components in sports betting. Women bettors prioritize friends and family referrals (41% women vs. 31% men) and the use of engaging social media content (38% women vs. 30% men) to keep them interested in frequenting a particular betting site or app.
“The industry can’t continue to afford overlooking the growing number of women bettors in the market,” said Moed. “The audience is clearly telling us that they need to be able to trust the platforms they use. And, that trust often comes from referrals and those who are credible through social media. I don’t know if the typical promo advertising that is prevalent will work with this pickier audience. Instead, they will believe brands that are deemed as credible and recommended by many who matter.”
The Continued Prominence of the Black and Gray Market
Bettors stated that betting through illegal markets is still a prominent channel in 2021. More than a third of bettors are using illegal channels to place a bet (20% of bettors use offshore sportsbooks and 17% use a bookie).
“We have a long way to go when more than one-third of our sample is using illegal or off-shore resources to bet,” said Moed. “I think some of this is quite normal and as the industry continues to build momentum and experience enormous growth, bettors will quite naturally turn to platforms that are legal here in the U.S. But, even if this percentage is cut in half, it means that there is still a large part of the betting population who needs to be communicated to, educated and turned towards this marketplace.”
About HPL Digital Sport
Hot Paper Lantern Digital Sport is a specialty group within Hot Paper Lantern (HPL) that works with sports betting, fantasy and sports technology brands to build greater brand relevance and acquire new audiences. The group’s unique value proposition is how it leverages years of deep expertise in this category with the way it integrates specific services such as: strategic branding, customer research/analytics, performance marketing, public relations and social media strategy, experiential and high level creative design to generate results.
WA. Technology, the global iGaming solutions provider, has launched its Pick’Em player props product globally, centred on countries across Asia-Pacific, Africa and LatAm, with a particular focus on Brazil.
The newly released tool is designed to put the player at the centre of the wagering experience to bridge the gap between fans and sports.
With increased demand from casual fans for player-focused betting experiences, Pick’Em combines sports betting with fantasy gaming, focusing fully on individual player performance.
Offering between two and six markets across a variety of sports, the numerous benefits for operators include higher margins gained through users combining multiple players from different sports. With the differential from traditional sports betting, operators have the chance to gain an edge over competitors by using the tool.
There is also the opportunity for increased marketing through the creation of engaging and memorable campaigns related to Pick’Em.
Bettors can access a wealth of sports and betting markets, such as goals and assists in football, and then predict whether each player will be over or under their selected line in the specified market.
There are two ways users can opt to play – ‘Power Play’, where every selection must win, or ‘Flex Play’, where it will be settled as a winner even if one selection loses. Users can win up to 25 times their stake with accurate choices.
Users can even combine player picks from multiple sports in a single entry, which creates a unique cross-sport experience that brings them closer to their favourite stars.
As fan behavior shifts toward tracking individual players and athletes over teams, Pick’Em offers an intuitive and rewarding way for users to engage with the sports they love.
Pick’Em also addresses the key challenge in the sports betting world of the learning curve for new users and the lack of personalised, player-focused options. Unlike traditional betting formats that rely on team outcomes and complex odds, Pick’Em delivers a streamlined experience where fans simply predict whether individual players will go over or under specific stat lines.
The simplicity of Pick’Em means there are no confusing odds, instead, there are clear player predictions, which keeps it interesting, fun, and rewarding for both casual fans and more experienced bettors compared with traditional sports betting.
By combining a simple user interface with the excitement of predicting player outcomes, Pick’Em creates a fun, engaging, and rewarding experience that keeps users coming back for more.
Commenting on the launch, Will Booth, Product Owner at WA. Technology said: “With the global sports and fantasy sports industry projected to reach $230 billion by 2030. Rapid mobile adoption across Europe, Asia-Pacific, and Africa is driving demand for simple, engaging, and player-focused betting tools like Pick’Em.
“Generations of adults have been brought up playing more fantasy-led sports games, and WA. Technology’s newest launch makes sports betting appear more relatable without the overwhelming feeling that newer gamblers often get.
“Pick’Em makes sports more exciting and personal for bettors, and opens up the opportunity for casual fans to feel more involved. Demand shows that fans today care more about player performance than ever before. Pick’Em taps directly into that passion, turning it into an easy, thrilling game that anyone can play.”
B2B gaming supplier Push Gaming has officially entered the United States, launching its highly anticipated content in Michigan through a landmark exclusive collaboration with leading operator BetMGM.
The milestone debut marks a significant step in Push Gaming’s global growth strategy, bringing its distinctive, player-first approach to one of North America’s most dynamic iGaming jurisdictions.
BetMGM players in Michigan can soon enjoy a selection of launch titles from Push Gaming, including the highly anticipated Big Bamboo and the action-packed 10 Flaming Bisons. The latter made a strong debut in December 2024 and quickly became a fan favourite across the network.
Additionally, Push Gaming will launch a number of exclusive titles for BetMGM, incorporating MGM Resorts International’s IP, such as MGM Grand Gamble, MGM Emerald Nights and Bellagio Diamonds, alongside Push Gaming’s portfolio of popular titles, ensuring a steady stream of fresh, localised content.
The market entry signals the beginning of Push Gaming’s US journey, with its content exclusively available on BetMGM, uniting two forward-thinking brands that share a deep focus on entertainment, innovation and long-term player engagement.
Widely recognised as a key driver of US iGaming growth, Michigan recorded over $218.5 million in gross internet gaming revenue in March 2025, according to the Michigan Gaming Control Board (MGCB). With strong smartphone adoption, a loyal player base, and a commitment to innovation, the state provides the ideal launchpad for Push Gaming’s long-term ambitions in the country.
The addition of Push Gaming’s proven and popular titles will strengthen an already flourishing market and offer players fresh and compelling gaming experiences.
Push Gaming’s launch in Michigan directly builds on the successful collaboration established with BetMGM in Ontario. Working as a precursor, it demonstrates the robust nature of the relationship across North American markets.
Andy Bentley, COO at Push Gaming, said: “We’re incredibly excited to be live in the US, and Michigan is the perfect place to start. It’s a hugely important and vibrant market, and we’re proud to launch exclusively with BetMGM, one of the region’s most respected and established operators.”
“This launch is more than just a milestone. It’s a strategic step towards establishing Push Gaming as a market leader in North America. By building on our strong collaboration with BetMGM and delivering standout content, we’re confident we can grow a loyal and engaged player base in the US.”
Oliver Bartlett, Vice President of Gaming Product & Content at BetMGM, added: “A pillar of our content strategy is partnering with exceptional game suppliers like Push Gaming, who have a reputation for high-quality games that have proven to be a hit with players.
“We take pride in being the first operator to bring Push Gaming’s content to the United States, especially in a leading iGaming market like Michigan.”
As BetMGM continues to expand into new markets and introduce new features, responsible gaming remains a key focus. The major brand is continually evolving its commitment to providing resources that help customers play responsibly, including GameSense, an industry-leading programme developed and licensed to MGM Resorts by the British Columbia Lottery Corporation.
Through the integration within BetMGM’s mobile and desktop platforms, customers can receive the same GameSense experience they have grown to rely on at MGM Resorts properties nationwide. This complements BetMGM’s existing responsible gambling tools, which provide customers with an entertaining and safe digital experience.
Win Systems, a leading provider of technology for the gaming and entertainment industry, successfully concluded its exclusive showroom event on May 28 and 29 at its offices in Lima, Peru. Over two engaging days, local operators and strategic partners had the opportunity to experience the company’s latest innovations first-hand, with special attention given to the new Gold Club Colors, an innovative evolution of its renowned electronic roulette.
The experience was highly praised by attendees, who interacted directly with the Gold Club Colors and witnessed its advanced aesthetic and functional customization features. This version allows key components such as LED lighting, armrests, cilinder, and game layout to be tailored to the visual identity of each casino, enhancing both the venue’s atmosphere and the overall player experience. Also drawing strong interest was the dynamic paytable, which adjusts rewards based on the flow of each game session.
“This event was truly special for us. Beyond showcasing our products, we wanted to create a space to connect, share ideas, and listen to the local market’s needs firsthand. The response was fantastic and encourages us to continue strengthening our presence in Peru,” said Galy Olazo, Country Manager for Win Systems in Peru.
The showroom not only demonstrated one of the most advanced electronic roulettes on the market in action but also reaffirmed Win Systems’ commitment to ongoing innovation and close collaboration with its clients and strategic partners.
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