The panel “Competitive differentials for the operator when choosing an integrator as a partner” brought together important market players and reinforced the concept of location and that it is important to know the customs of Brazilians for everyone who intends to operate in the national market.
Rafael Arantes da Silva, CEO of Zep.bet, reported the difficulty of finding providers with a national vision and who are able to understand all the peculiarities of Brazilian gamblers. “I believe that all bookmakers had the same problem as me to find a national solution at the beginning of their operations. We always give importance to a national solution and it's not for nothing. Our market is very peculiar. So, when we started the operation, we looked for a partner that would assist us in this topic,” he commented.
“Consumption behavior in Brazil is different from the rest of the world. In our search, we found a provider that implemented the entire process and adapted it. As we needed something more, we went to the partner we are with today and managed to get the operation right. The most important choice for those who want to start in this market is to look for an experienced partner in the local market who knows the culture and habits of Brazilians,” he highlighted.
Matheus Bicalho, commercial director at Cactus Gaming, highlighted the importance of providers understanding what operators are looking for and whether they can meet these demands so as not to harm their image or the operation of their customers.
“The market is very concerned with selling software, with acquiring new players, but first it is necessary to understand the needs of the operator well. We need to know if we are prepared for that operator and have the responsibility to pass on correct information about our product and where it can go,” he analyzed.
Bicalho highlighted that it is very important that everything is clarified in the first negotiations to avoid problems in the future. “We receive a flood of operators on a daily basis who want to migrate because of providers that are often no longer able to meet their scale. This is not a problem at all, but the provider needs to be honest with the operator about 'I can go up to a certain point and from there you have to look for other partnerships or I will need to develop my product further'. I think it's the right way to approach it,” he reinforced.
As for Lenildo Nogueira, CEO of Weebet, the operator can also research the trajectory of the providers and find out if they pass the social proof that comes from the players. “It is important to know if it will withstand the scale, if it will support, be constantly updated and make available the new games that the market is demanding, otherwise the bettor will go to the competitor,” he commented.
“So, to know that, one of the things I usually talk about is for those interested in our platform to find out who already uses our solution, because social proof is fundamental. Before putting the platform to work, it is important to analyze a lot and think about the long term,” added Lenildo.
Jesús Rafael Campos, CEO of BetConnections, reported his experience as a provider outside Brazil, the difficulties and the ways he found to understand the public by serving national operators well. “Brazilians like to talk to Brazilians. We who are outside have the technology, but we don't speak the same language, we're not in the time zone. We have the challenge of presenting a strengthened solution for the local market. That's why we made associations with local companies that can represent us, speak the same language, understand and solve market problems. We are entering very slowly, however, with sustainability, trying to compete with national companies, but where we fail, we seek local partnerships that really have value.”
Laila Mintas, CEO and co-founder of PlayEngine, closed the debate giving her vision on the difficulties that the Brazilian market brings both operators and providers and that offering good technology is the first big step.
“Brazil is still not mature enough, but it is a great player. There is a 'gold rush', as we saw when the US opened some products in 2018. So, I think that good technology is essential to start an operation. Competition will grow and the differential for success goes through this. An operator must look for a technologically advanced partner with solutions that make it possible to understand the data at its disposal and its customer, so that it can compete at an advantage. We saw this in the United States and it is a good indication of paths that Brazil can take, but not with the option of copy and paste, but with adjustments focused on location,” Mintas concluded.
Source: GMB
