Interviews
LatAm 2022: The future of sports betting
As one of the world’s most dynamic regions for sports betting, LatAm offers a wealth of opportunity for suppliers in 2022. We sat down with Chris Nikolopoulos, CCO at BETBY, Camilo Millon, Head of Sales, LatAm and Spain at Kiron Interactive and Hugo Llanos, Regional Director Americas at Altenar to get the latest on how the continent’s betting markets are being shaped.
Taking a broad view, what’s your take on the current online sports betting environment across the continent? What do you predict we’ll see over the next 12 months in terms of digital evolution?
(CN) Latin America is home to approximately 10% of the world’s population, and it is no secret that plenty of those living there absolutely love sport. The sports betting industry in the region has undergone a lot of transformation during the past 20 years, with a key change being that it has shifted from land based to online.
This is a phenomenon that we expect to continue for the foreseeable future. What is also important to mention is that the region, in particularly Brazil, represents a big part of the Esports community and I am confident that there will be more and more Esports-focused betting websites appearing in the coming months and years.
(CM) Latin America is a somewhat conservative market and has, thus far, seen the focus resting largely on retail, with what online activity there is being quite limited in comparison to other regulated markets globally. Perhaps the main driver for this conservatism is in the average LatAm bettor’s aversion to change – it’s not something they’re keen on. This ties in with the importance levied on reputation when building solid and trustworthy relationships in the market. Add the relatively high cost of mobile data and you’ve got an organic environment for retail to thrive at the cost of its online cousin, which I don’t see gaining much traction in the next 12 months.
Virtual sport on the other hand, as a general vertical, has seen its popularity gain ground and is in a very healthy state. This is particularly so across sports betting when major live tournaments are underway, even as far as during the qualification stages and as such, football remains the dominant virtual sport across LatAm, as you might expect.
(HL) It has certainly been an intriguing period for the online sports betting industry. Back in March 2020, the sporting world froze. Many things have changed since then; it required the entire industry to speed up with everything related to safety and health.
One of the key areas of change is the progression towards an online-mandatory approach for business, driving an increase in the volume of land-based companies operating online. It is likely M&A activity will occur, with a key differentiating factor between competitors hinging on who understands the local business better to provide a superior product for the customers.
In terms of regulation within the LatAm market, Columbia could be an influential component with other countries following suit. These changes can happen quickly, it is therefore vital to be flexible to keep up with the industry growth and requirements.
Looking at the key markets of Argentina, Colombia and Mexico – how much do sports betting trends differ across the continent? What sports and verticals are proving most popular aside from football?
(HL) In the LATAM market it is evident that football (soccer) is the favoured choice for bettors, the secondary pick varies across the market depending on the country. For example, Mexico is very US-Sports oriented, the NBA, MLB, and NFL are also extremely popular. In other regions tennis is a preferred choice amongst bettors – so it’s all about catering to regional preferences.
Of course, It is clear for all to see that LatAm users are very passionate about sports, Colombia for instance is big in terms of betting multiples, including favourites. Furthermore, esports, virtual sports and other verticals such as casino alongside the industry are continuously growing – and it’s certainly an area to watch.
(CN) Football is king in all of the mentioned markets above, and there’s no doubt about that. Mexico offers more diversity to Colombia and Argentina, in the sense that it is closer to American sports, with Baseball and American Football being quite popular in the region. In a comparison between Colombia and Argentina, I would say that Argentina is much more diverse in terms of what sports are popular and what people are willing to bet on, such as horse racing.
(CM) The further north you go in these countries, the more ‘Americanised’ the popular games tend to be, with basketball being popular in Mexico for example. At the opposite end in the south, horse racing, greyhound racing and table tennis remain firm favourites.
Each country in LatAm is unique in terms of its betting patterns and trends. The one similarity across regions however remains the importance that needs to be placed in educating audiences and creating awareness of any new product, sport or vertical that is introduced. Trust in a product is key. Locally we have been putting hard yards into the marketing of virtual sports, helping operators and players understand how they work, and making this process as transparent as possible. This effort has been paying dividends too, with acceptance gaining momentum as audiences start to understand and build trust.
How much interest are we seeing in the big four US sports and European football leagues?
(CN) Leading European Football leagues have started gaining significant traction in LatAm territories during the last years, as they become truly global leagues. The gap between the major leagues and local, national leagues, in terms of volume, is still vast. With regards to US sports – we must recognise that it depends on the subregion. Places in Central America, such as Mexico, tend to show bigger interest in US sports, compared to markets like Brazil for instance.
(CM) La Liga is very popular due to the common language shared and the overall quality of European leagues and formats which amasses large followings, particularly the EPL, Serie A and the international Euro competitions. As previously mentioned, American Football, Basketball and Baseball increase in popularity the further north you travel and there’s a lot of love for tennis too!
(HL) There is a significant appeal the main European football leagues generate within the LatAm market, coupled with the fact that football is the main source of entertainment for bettors, and therefore a key component in generating turnover. More recently this is noticeable surrounding the big four US sports (NFL, NBA, NHL and MLB) which are growing in popularity across the entire LatAm market. While local leagues are important for each specific country, the main European football leagues and four main US sports are common for all.
Looking to Esports, which is arguably one of LatAm’s fastest growing verticals, what’s your view on its surge in popularity? Do the demographics differ to those who bet on Esports?
(CN) For the past 10 years we have all been discussing how Esports as a vertical is increasing in betting volume and will be the next big thing, and while this is undoubtedly true, it hasn’t yet reached the amounts we were expecting. However, with Generation Z becoming more and more active as bettors than any previous generation, we can really expect a huge increase on the Esports vertical. It is important to note that Gen Z is the first generation growing with a tablet and mobile in their hands. This nurtures a digital identity from an early age and a much stronger bond with anything associated with electronics – including Esports. We would argue that Esports has a younger audience compared to traditional sports like Football, Cricket or Basketball, and in the coming years will represent a bigger part of the pie.
(CM) It’s very much a generational divide in terms of popularity – esports appeal more to the younger players/bettors and this popularity grows in relativity to the growth we see in esports as a whole. There’s still huge potential for it to get even bigger, as new generations come of age and establish themselves as the clients of the future. For this reason, suppliers and operators must pay close attention to what’s on the horizon and stay ahead of the game. Virtual sports do appeal to a more diverse age group as they appeal to both younger bettors, who are accustomed to animated products, as well as traditional sports and racing bettors in the older age groups.
(HL) Esports has certified its position as one the most in demand verticals on the market, growth spiked during the pandemic – especially efootball (FIFA). There is still a great deal of room for expansion in this sector, Madden’s popularity could also unlock a whole new market within esports – particularly for northern markets on the continent close to the US. It is clear there is a lot of development yet to take place which will allow bookies and bettors the opportunity to better understand certain aspects such as risk management, but I believe this is a very strong growth space.
In terms of demographics, it’s not necessarily the same users for virtuals. Virtuals are RNG games, while esports are real competitions between real people. Esports users are more used to purchasing things online, more technology-savvy and more loyal towards their games, so they could be a very nice addition to any customer database, and certainly a key alternative revenue stream.
Last but not least, the big prediction that all our readers will want to know about – what odds would you give on Brazil becoming a regulated market by this time next year?
(HL) There has recently been a big push towards obtaining regulation in Brazil, there is a good chance this will happen within the next year. It would be great for the LatAm market and the betting industry as a whole, although we have certainly been waiting a while already! How long that continues remains to be seen, but we are certainly watching with excitement.
(CN) I would like to avoid speculating about this issue myself so I will avoid giving specific odds. What I can say, is that Brazil has taken steps towards a regulated framework over the past few years, and it is only a matter of time until this prevails. I am very interested to see how this will transform the market, so naturally, BETBY we will be keeping a very close eye on the market and its development.
(CM) Brazil becoming regulated in 2022 is not likely due to the sheer amount of bureaucratic red tape. However, change is most definitely afoot and the long-awaited first draft of regulations could be with us as we progress into 2023 but I’d be surprised if came any earlier.
Markets in Latin America take a long time to get their houses in order, some cases taking as long as 10 years. While momentum is gathering pace and we are nearing a resolution, progress will still be cumbersome. It’s a huge transition but one we’re all looking forward to it.
David Natroshvili, Founder of SPRIBE, talks about company culture and why office working is the key to communication for any organisation
Home working, office working or hybrid working. What’s best when it comes to fostering a successful company culture?
SPRIBE started off as a hybrid working company with our employees having a lot of flexibility over where they worked from and the schedules they worked to. This served us well during the pandemic when companies were forced to send staff home during the height of lockdowns. But since then, and given the rapid growth we have experienced, we have opted to gradually switch to a full-time office set-up for our employees. Why? Because there are so many benefits to having employees working from the office, for both the organisation and those working for it. We’ve tried to make the transition as seamless as possible by creating comfortable and inspiring workspaces, offering regular team-building activities and ensuring we run plenty of social events each month, including poker tournaments and Happy Friday which brings together all team members to round off the week.
Can you talk through some of the benefits of office-based working?
The biggest benefit is the connection that forms between team members and the different teams that make up the organisation. Communication is key to a business – and individuals – achieving objectives and reaching its/their full potential, and communication is so much easier when everyone is under the same roof and can speak face to face. It allows for deeper collaboration, faster problem-solving and more cohesive processes. I think there are serious mental health benefits, too – by working from an office, people feel part of a community and don’t become isolated from their team and the wider organisation. Without its people, company culture is little more than a document of ideas and processes but when you bring the people that make up the organisation under the same roof, it comes to life.
What does SPRIBE’s company culture look like?
We have always focused on helping our employees strike a good work/life balance, and we go to great lengths to support their well-being and mental health. This includes fun activities like our weekly Happy Friday and regular social events but also ensuring that each team member feels valued and that they are supported and encouraged by senior management and team leaders. Personal development is a big part of employee well-being, so we offer plenty of opportunities for personal and professional development. This, combined with providing the right environment for our employees to work in, ensures each member of the team can thrive, develop and grow, which in turn makes them feel like they have a long future with SPRIBE and that their position within the company is valued and secure.
How will you ensure your company culture evolves alongside changing employee expectations and wider working trends?
The way I see it, talented people want to contribute to a successful business so long as their involvement is valued and rewarded. This has always been the case and won’t change anytime soon. At SPRIBE, we want to attract the best talent in the business and so long as we ensure this talent feels valued and is given the environment and opportunities to reach its full potential, while striking the right work/life balance, we will remain a highly attractive organisation to join regardless of the latest company culture trends and employee expectations.
When you founded SPRIBE, did you expect it to become the success that it is today?
Yes and no. I knew that we had an incredibly strong founding team and that when we came up with the concept for Aviator, the original iGaming crash game, that we’d come up with something big. But no, I couldn’t have seen it becoming the phenomenon that it has – Aviator is now live with more than 4,500 online casinos and has 42 million active players a month. This has allowed us to continue to innovate and be pioneers, especially when it comes to our marketing deals with the UFC and A.C. Milan. It’s this that ultimately makes SPRIBE such a great place to work – we are doing things that other companies could only ever dream of.
For those that might not know, can you give us a brief overview of Pick’Em Player Props?
In simple terms, the new Pick’Em Player Props product from WA.Technology is almost like a hybrid between fantasy sports and sports betting. In the same vein as traditional player props products that you see in traditional sports, players can select markets on individual players – we have just taken that model and elevated it.
During the game, players can make between two and six bet selections. For example, will Erling Haaland score more or less than 2.5 shots? The number of bet selections the player makes then determines their multiplier. By allowing bettors to unleash their sporting knowledge and provide engaging games for them to play, we are helping our operator partners to not only engage with a wider player base but also to fuel long-term retention. It really is a one-of-a-kind product and one we’re incredibly excited about. It’s already proving to be a top performer in LatAm.
Why has now been the right time to unveil Pick’Em Player Props?
Over the last few years, we’ve seen significant growth in the number of player proposition products. There are several reasons for that. Sports fans have shown a growing affinity for individual players rather than a team. They follow players on social media and engage with content featuring that player.
This reflects the wider trend we’re seeing: the new generation of fans is more in love with the players than the team itself. A great example of this is both Lionel Messi and Cristiano Ronaldo. Bettors worldwide would wager on either of those players and engage with their content regardless of which team they played for or what club they supported.
The appetite for player-driven betting is increasing dramatically, resulting in a greater demand for products specifically tailored to individual athletes.
With more traditional sportsbooks, however, we’ve found that there isn’t as much depth of product regarding player propositions – aside from goal scorer markets. We wanted to change that – we wanted to deliver a fun, engaging product that helps build a sense of community among players.
Since Pick’Em Player Props is also a hybrid of fantasy and sports, it can act as an attractive tool to facilitate new market entries, as fantasy sports are not regulated like sportsbooks or iGaming. Take the US for example. In most states, operators do not need a licence to offer a fantasy sports product. This is the case for many markets around the world, too. I believe this will be an attractive proposition for operators looking to expand their international footprint, and as a truly global provider, we’re here to make that happen.
In your view, what differentiates WA.Technology’s Pick’Em Player Props from other player props products on the market?
Currently, we are the only B2B provider to offer a player propositions product that combines sports and fantasy. A handful of companies in the US offer something similar, but they are all B2C companies – we are bringing something totally unique to the B2B space.
Fantasy Sports have always been popular in the US. But over the last 18 months, we’ve seen a meteoric rise in the demand for player proposition markets; we wanted to develop a product that caters to that growth in demand and delivers something unique for our partners.
For other player props products on the market, something that is worth noting is that the design and UX are doing little to engage Millennial/Gen Z bettors. This audience demands a streamlined UX that is easy to use. Our Pick’Em version has been specifically designed with this demographic in mind, although we have been careful not to disenfranchise other age groups. We have kept the design sleek, streamlined and easy to use to deliver that. It’s extremely well-designed compared to what you might see in a more traditional sportsbook.
The game is straightforward to understand because we have fixed multipliers. This decision differentiates us from more traditional products, where the multipliers vary depending on how many bets you place. It also makes the product much more accessible for players who might otherwise not be familiar with fantasy or player props.
Another major defining factor is that we have ensured players can add multiple bets from different markets together. On most sports betting sites out there, you cannot combine player props markets. You couldn’t, for example, have a bet slip combining Erling Haaland’s Over/Under Shots and Kevin De Bruyne’s Shots on Target. We know this is frustrating for many bettors. We wanted to eliminate that barrier and elevate sports fans’ experience.
How does the level of data granularity influence the design and effectiveness of player proposition betting products, particularly in terms of player engagement and personalised betting options?
We are very fortunate that the data feed we use for our player props markets is the best. We have a wide range of insights and data analytics available, giving us an edge over other companies within the space – this is a serious differentiator.
The enhanced data range means we can deliver many more bespoke, personalised betting options to players while also getting more granular with the markets we can offer.
Our Managed Services Team, which oversees all things trading, also closely monitors the markets that are most popular with players. For example, if we see an influx in bets on ‘shots on target’, we know how to create more promotions around this particular market. We can tailor the CMS to engage better with players and create a more personalised experience.
Players can also ‘favourite’ particular players and clubs. Any market featuring that player will automatically appear when the Pick’Em Player Props application loads up.
Are there any markets where you believe Pick’Em Player Props will prove to be particularly popular? If so, why?
In all honesty, I can’t think of a market where this won’t be popular! Regions such as LatAm present an enormous opportunity for the growth of player proposition markets. I believe we can really plug a gap in the products currently offered to bettors.
Across the continent, we’ve seen players show a real passion for player-focused markets, and we’re here to capitalise on that. In Brazil, for example, if we were to create markets on Neymar, I’d anticipate this would gain much traction!
The real selling point for Pick’Em Player Props here is that we offer an extensive range of sports and markets that cater to a broad audience – but within that, we can personalise sports and bet selections not to overwhelm the player. I’d expect that markets on football will perform exceptionally well across Africa and LatAm, while countries such as South Africa may have a stronger preference for Rugby or Cricket.
Ultimately, it’s about understanding the unique preferences of players within each jurisdiction our partners operate in and tailoring the product accordingly. With teams based in various markets worldwide, we can get to grips with the local knowledge and fully understand what resonates with bettors.
In your view, what are some of the factors behind the growth of player props products in the last 12 months?
Most definitely shows how sports media companies are incorporating more player-specific content into their roster. This already has a huge impact, and I can’t see it changing anytime soon.
Whether it’s interviews with specific players, post-match analytics on performance or even the inherent growth of social media, the balance is undoubtedly tipping more towards the player rather than the team.
Personalisation will also have a considerable knock-on effect on the growth of player propositions. Bettors want more bespoke offers, specific bet suggestions and more instant content tailored to their unique playing habits. With a product like Pick’Em Player Props, you can personalise that betting experience to your heart’s content.
It also becomes much easier for sportsbooks to align with a specific user’s interests when we deliver unmatched data analytics and levels of personalisation that are available via WA.Technology’s product suite.
In short, Pick’Em Player Props gives operators the tools they need to create wide-ranging engagement opportunities without sticking to the rigid sporting calendar, where sometimes you might have to wait several days between a game. By incorporating fantasy sports, we can deliver round-the-clock content much faster, therefore meeting the demands of players. If you want to find out more – make sure to stop by Stand 1095 at SiGMA!
Behind every stellar online slot is an equally stellar maths model. These are becoming more experimental as the industry flirts with an increasing array of innovative new mechanics. We spoke to Pablo Martinez, Math/Design Lead and Founder at maverick game studio Peter & Sons to find out more.
Do you have to be a maths genius to build a slot machine?
Nah, you don’t need to be a maths genius. It’s more about having the right mix of skills and loving what you do. You need to play a lot of games, see what’s working out there, and understand what makes them fun. Knowing maths helps, sure, but it’s more about creating something players want to keep coming back to.
Peter & Sons is known for making games that dare to be different, visually and thematically. Is the underlying math equally experimental?
Definitely! We love pushing boundaries, both in how our games look and how they play. Sure, it’s a bit of a gamble to have a bunch of games with unique mechanics, but we’re all about trying new things. Games like Peter Hunter and our upcoming Muddy Waters are great examples — they bring fresh gameplay and new experiences to the table. Each year, we try to put out at least one or two experimental titles, keeping things interesting while mixing them with more familiar styles.
Do you come up with the maths model first and then build the game around that? Take us through the process of building the game from start to finish.
We usually start with an idea for the mechanics first. We make a quick prototype to see if the concept can work with the maths. Then we bring in the art team to brainstorm themes that will fit well. Once we have a basic prototype, we go through a bunch of tweaks and changes until the art, mechanics, and maths all feel right together. It’s a back-and-forth process where we’re constantly finetuning everything to get the best balance.
Why do you think a mechanic like Megaways was so successful?
Megaways took off because it’s a fun, exciting mechanic that gave players something fresh, but smart brand marketing really helped it catch on.
Is there pressure as a slots developer to come up with the ‘next’ Megaways?
Not really. Coming up with new mechanics is always fun, but it’s not the only way to make a hit. Plenty of top games are just clever twists on classic mechanics. It’s more about creating a great experience that keeps players coming back, whether it’s something brand new or just a fresh spin on something more familiar.
Which slots are more popular, high or low volatility, and why do you think that is?
It depends on the market, but in some unregulated markets — and especially with some operators — high-volatility slots are really popular. A big reason for this is streamers. High-volatility games make for exciting content, so they get a lot of attention and hype online. That thrill factor really draws players in.
Which is your favorite Peter & Sons mechanic and why?
Right now, I’d say the fishing mechanic in our upcoming game Muddy Waters. It’s a new twist on the fishing genre that really brings something fresh to the gameplay. It’s exciting to take a familiar theme and make it feel totally different.
Tell us about the mechanics in your latest release, Barbarossa Revenge.
Barbarossa Revenge is a pirate-themed, high-volatility game with 243 ways to win. It’s a DoubleMax game, meaning the multiplier doubles with each cascade. You’ve also got Multiplier Jumps and a Cashout feature that guarantees wins. During Free Spins, the multipliers don’t reset and can keep growing unlimited. With a max win potential of 30,000x the bet, this game is a real thrill!
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