FBM Digital System, one of the most important companies in the global gaming ecosystem, has a long history in the sector. Founded in Brazil in the 90s, the company achieved great prominence on the national scene and, later, international recognition for all its experience in the land-based sector and, in the last two years, in the digital universe.
Roberto Regianini, CEO of FBMDS, arrived at the company at the birth of the FBM digital project, to lead the growth of the online area. In an exclusive conversation with GMB One-On-One, the executive said that all the Group's success is due to the team spirit of everyone who makes up the conglomerate, combined with strong investments in technology.
GMB – FBM Digital System has been standing out in the global iGaming market and you joined the company less than two years ago precisely to lead this growth. How did the company achieve such recognition in a short period and what is the “Regianini secret”?
Roberto Regianini – First of all, any type of achievement is shared with the entire team and that the Group takes very seriously. We invest a lot in people and that makes all the difference, even more so in the world of technology where we work.
From the company's strategic point of view, as you mentioned, the online division emerged two years ago, when the group won the most important license in the world, from MGA. We were granted this license and decided, based on the experience and demand of our customers in the land-based sector, to start offering our successful games in the online world as well. The first step was to port a large part of our game portfolio. It was the first strategy to deliver to our customers the same quality that we delivered in the land-based world. In this second year, with the company consolidated, as we have always believed since the beginning, we have outlined effective plans to make games thinking about each market.
When you comment on the “Regianini secret”, it is actually the team, the company and the Group, always thinking and visualizing a quality product with a focus on the local audience. This is one of the key points that has led us to this success so far.
That was already the case in the land-based universe, with specific locations and products for each market. Today, with globalization and with the digitization of FBM for DS, this has expanded in an incredible way...
We invested a lot in technology, operations and services. We understand the dynamism in the digital world. With the new generations – we speak with different age groups – we have to be very attentive to what we call User Experience. This is something that the Group takes very seriously. We work seriously and understand what the end customer likes and what they are looking for, and we try to deliver the most optimized product for each market.
Does being a company with Brazilian DNA attract the attention of the global gaming market, as we are very creative?
We have a market in search of regulation and legalization for a long time. We hope that the scenario will be very interesting for the Group, waiting for a mature and consolidated market, which offers opportunities to invest in the country. Undoubtedly, having this appeal, this Brazilian DNA, allows us to adapt well to the realities of the markets. The online world demands this creativity and adaptation. I like to say that those who adapt more to the market have a longer life in the digital world. We try to be aware of what is happening and a large part of our success is linked to this DNA that we have learned to cultivate since we have been operating in the Brazilian market.
How to develop games that meet the taste of players from such different cultures, both in land-based and in the digital world?
It's an excellent question. We have dedicated teams that carry out numerous and intense market research where we operate in order to meet the expectations of each of these markets. We often find some diversities, as in Spanish, Portuguese or the United States, and we have to be aware of these nuances or cultural differences. We try to be very close and experience the day to day to give an adequate response to each need.
And obviously looking for the market leading partners. You already have the main aggregators and operators in several jurisdictions, right?
In this year 2022, Grupo FBM and FBMDS in particular, are consolidating our foundation for scalable expansion of our products and our market presence. Today we have certified games in several markets, such as Spain, Portugal, Colombia and others to come, which demonstrates the Group's willingness to continue investing in this vertical.
The iGaming market is very dynamic. First there were live casino games, then cryptocurrencies and NFT’s fan tokens arrived and now the first rumors about the metaverse are starting. What can we expect from FBMDS in this sense?
As I already mentioned, we have a great development team, with people highly focused on the development of innovation and technology. And obviously all these market trends [are in our crosshairs]. We seek to be differentiated for when we bring news to the market, as we are already doing. We recently had some products that were super successful in some markets and, for that, we seek innovation bringing market trends and apply this air of innovation from the FBM Group, which has been very successful.
All that you mentioned is part of our radar, we are watching everything closely, adapting some to the Group's strategies and soon we will have many news in relation to products and technology.
We are curious to see because technology is what drives our market. And by the way, you just mentioned Brazil. I would like you to make a very concrete assessment of what it represented for FMB when it was born and today with the expectation of regulation and the legalization of other verticals.
We are looking forward to the regulation of sports betting, a lottery modality approved since 2018. It will probably set a trend in other spaces and I think those responsible should and are looking to find a greater amplitude in the aspect of having several products that are synergy with what will be regulated.
What the company has from past experience in Brazil is that we are ready for any kind of challenges that the Group will have to participate in. I repeat that it is important to emphasize that only with a stable scenario that gives possibilities for us to invest will it be an interesting factor. Brazil is among the five largest markets in the world and we, with this Brazilian DNA, are keeping an eye on it and want to be part of it. Let's see how the regulatory scenario will be contemplated. We hope it is in the best way so that it can be exploited in a correct and interesting way for the private sector and contemplating the public interest.
And what are the company's plans for when that moment comes?
The Group wants to give direction to our B2B division, providing the best customized content for operators worldwide and, when the Brazilian market is regulated and mature, we want to be more present and, who knows, generate many jobs in the country. This is one of the great ambitions and a social appeal that is part of the company's DNA. We will continue to invest in what the company is doing and, with the regulation, we will invest massively in Brazil both in people and in infrastructure.
In other words, can we expect much more from FBMDS with the regulation of the Brazilian market?
For sure, and that's what we all hope for. We have a recall, a history of the development of cutting-edge products at the time when the company started its work in Brazil. We know the Brazilian market and we can be close to the reality and demand of Brazil and contemplate all our customers in the future. This is part of our strategy.
I like to emphasize that, even though I am Brazilian and have an international career, I reinforce the importance of having a framework that provides legal certainty for us to make these investments. This is what the Group expects, as we want to continue investing and growing. We operate all over the world, on all continents, growing and we are very happy with our results in all the Group's divisions, including FBM in its land-based operations. We are waiting for the Brazilian market.
Source: Exclusive GMB
