GMB - How is OneKey Payments positioning itself in the Brazilian iGaming market?
César Garcia - The iGaming market is becoming increasingly competitive, especially with government regulation. This brings more competitors. OneKey has taken a somewhat more aggressive stance, and we don't present ourselves in the market as a financial services provider. We are a technology company, and in that sense, we don't only offer pix. We add value to our merchants and deliver other services that financial providers do not.
We identified, since last year when we launched an auxiliary product in our payment journey, which internally we call of quick pix, the additional tools that come with the solution. We deliver not only the payment journey part but also enable the onboarding of players on our operator's site to be faster, allowing for increased conversion. Another possibility is to simplify registration. We deliver to our operator not only payment but also their KYC journey with checklists. It simplifies the entire traditional flow for them, adding value to the player's transactional journey.
Is it a complete and secure solution for the operator?
Yes. Our idea is not just to deliver payment because they can achieve that with any provider. It is to assist and relieve the operator's concerns, making the player's journey much smoother, increasing conversion, and obviously enabling the operator to have the most used player and site.
How to position oneself in such a competitive market of payment methods with these additional tools to win more customers and obviously more security for the bettor?
I think this positioning is becoming increasingly complicated. Everyone today fights over price. At SBC Rio, it was possible to see more than 30 providers offering solutions. But I think that's a wrong strategy because you decrease the quality. And that's not what we want. We position ourselves by delivering more services to our operator.
Has this yielded results in terms of expanding the customer base? How was this past year for OneKey?
We have a very considerable base and a very positive return. Since last year, when we launched the quick pix solution, one of our clients is an internationally listed operator, and 100% of their user base uses our solution. We saw a considerable increase in transactional journey and average ticket and an increase in conversion rate. And that brings more value to our chain, and we are performing very well in the market.
From a regulatory point of view, based on everything that has been pointed out, is OneKey ready to meet all the requirements of the Ministry of Finance and the Central Bank?
Our structure is completely ready. It's a recurring question that everyone asks, obviously, and a concern of everyone in the market, to work with a regulated company. So, we meet these requirements, and my team, when we set up OneKey Payment, we thought precisely about having governance as a differential. I come from a financial structure, with 14 years in the financial market working as a bank director. There were many contacts and discussions with the Central Bank regarding this market.
We were one of the first banks to openly carry out these cross-border processes for sports betting. I bring this background with me and brought my whole team with the direction to differentiate ourselves through governance. When it comes to governance and concern for responsible gaming, you see in the market, although some deny it, payments to minors and to deceased individuals' CPFs. Some do not have this kind of governance, and this has been our philosophy since the beginning of the operation, designed for this regulated market.
Why? Because the main concern today in the market is to deliver a solution and prevent it from being used for money laundering and currency evasion, since every transaction is made internationally, with the need to repatriate these resources. So, I would say that governance is the great differential we have in our operation.
Source: Exclusive GMB
