In this interview, the executive provides a thorough analysis of Delasport's global presence, its challenges, and achievements in regulated markets. The VP of Business Development highlights the company's strategy of localization and personalization, while also delving into the brand's technological approach and its commitment to high compliance standards.
With extensive experience in the sector, Rosaire Galea Cavallaro reveals how the company is preparing for the promising Brazilian market, its certification, and its ability to serve both major global players and local operators. Valuable insights into the future of Delasport in the international gaming landscape.
Games Magazine Brasil - With nearly 14 years of operation, is Delasport already present in the major regulated markets globally?
Rosaire Galea Cavallaro - I joined Delasport nearly a year and a half ago and since then we have made giant steps when it comes to entering regulated markets. We are all aware about the challenges that the regulated markets bring with them, from product requirements to technical gaps and most of all compliance demands and prerequisites.
Having said that, we are indeed already present in a dozens of regulated markets including Denmark, Sweden, Netherlands, South Africa, UK, Ontario and needless to say we also have partners operating under both the MGA and IOM licenses in the permitted jurisdictions. This cements our intention of having a strong presence in major regulated markets, which is a testimony to our hard work and a powerful technology that has the capabilty of generating revenue for different partners scattered all over the globe requiring distinct approaches, obligations and specifications when it comes to having a complete product armored with all the necessary provisions according to their needs.
Operators increasingly expect customized solutions tailored to the jurisdictions where they operate. How does Delasport approach "localization" in such diverse markets?
Localization and personalisation are two main players within Delasport’s operations. We like to refer to ourselves as ‘Global, but local’ since we have the resources, the knowhow and the experience to adapt per market and the local audience for each different brand. Both of these approaches in turn increase retention as everything we do with our partners and operators comes down to one main thing: the player experience. In a sea of same, we take the customer journey to another level and are always a step ahead of our competition, once again proving to our partners that we can be trusted and this makes them feel at ease because they know they are in safe hands.
The fact that we maintain a double digit margin for both pre match and live consistently is another living proof of our abilities. There can be speculations and opinions on a lot of subjects, but no one can really go against data. Data analysis is our core strategy which sequentially then elevates the turnover, ggr and player activity of all our operators.
Delasport holds licenses from various regulators such as the MGA, UK Gaming Commission, Sweden, and Romania, among others. Is this a demonstration of the company's technological capability and flexibility, even though many of the requirements are similar?
Delasport holds licenses from the MGA, the UKGC, Romania and now Ontario. At the same time it has certifications for numerous other markets where a B2B license is not needed in order to sell our technology. Requirements might appear similar to the untrained eye, but nowhere more than in gambling the devil is in the detail. For example, there is a huge difference between been able to offer to the player the ability to set responsible gambling limits or, as required in Ontario, for different types of limits to apply simultaneously.
I believe that we do a great job of looking at requirements cross-jurisdictionally and in implementing them in our platform. But it is not just the technology: don’t forget that Delasport also provides Managed Services to its operator partners. This require us to design and implement policies and procedures that fit with local, pan-European – as it is the case with GDPR and soon AML, - and international standards which are not necessarily just the remit of gambling regulators. Our ability to support our Operators with these services, on the responsible gambling side or the anti-money laundering side to name but two, and to be able to adapt our services to the needs of different markets is what separates us from the rest.
We do this also by deeply embedding our own suppliers, those that give us KYC services for example, or those that provide real-time transaction monitoring, with the workings of our platform, and by automating as much data-processing as possible. Finally, the whole platform is certified by the leading gaming certification laboratory in our sector, GLI! This should by itself reassure our customers out there that we comply with the highest standards of the industry.
Is the company already operating in the Latin American market?
Yes we are and in a very succesful way. We offer casino, platform and a Sportsbook that includes all releavant localization aspects as languge, currency, casino and live casino games and sportsbook view, odd format and bet types. We are also prepared ourselve to fully support the upcoming Brazililan market by obtaining GLI 19 and 33 certificates.
Brazil is on the verge of regulating sports betting and online gaming, with only the publication of regulations remaining to finalize the regulation process. Are you ready to enter the Brazilian market?
We have been preparing for Brazil for a while now, and we are partnered with the only certification laboratory that to date has been approved by the Brazilian Ministry of Finance: GLI (Gaming Laboratories International).
We are fully certified against GLI-33 and GLI-19: two standards that have for a long time now been of inspirations to new regulators looking to establish a solid technical framework within their jurisdictions. This has been especially true in Latin America and we have no reason to doubt that it won’t be the case also in Brazil. For this reason, Delasport has an advantage over many other technology suppliers looking to enter the market soon, not to mention the revenue generating features that we have in house such as the ‘My Event Builder’, ‘My Sportsbook’ which increase retention rate and personalise the customer journey to give the players the best experience while prolonging the longevity of the players tehmselves.
What are the advantages for operators planning to operate in Brazil by adopting Delasport's solutions?
Delasport will be able to submit the platform for certification as soon as the final requirements are published, since we are expecting only minor adjustments to the current workings of our system. Our KYC and AML supplier is the market leader and won’t have any trouble providing the necessary support needed to onboard the Brazilian player. Our real-time AI-powered Responsible Gambling player monitoring system will be easily configured to cover the local requirements. We can capitalize on the solid relationship with the vast majority of third-party casino suppliers out there, with our Sportsbook as the jewel in the crown.
Is Delasport ready to serve both major global players and local operators?
Delasport is already supplying Tier 1, Tier 2 and Tier 3 operators across highly regulated markets in the world. We are confident in our technology and in the quality of the services that we offer. Our experience across regulated markets makes us the perfect partner both for those that need to be held by hand as they embark on an adventure beyond their national borders and for those that have been operating for a long time but find that they platform might be too complex to change and adapt to the requirements of a modern sophisticated jurisdiction.
Some players say there are several "Brazils." Are you attentive to the issue of localization, which is so full of cultural and regional nuances?
Delasports is aware that regional variations exist in all markets, not just in Brazil. We can offer partners our extensive knowledge and expert guidance as a leading supplier of igaming technology. For each region that wants to encourage trust and brand loyalty, an operator must implement a hyperlocalization process. In igaming, a McDonald's one-size-fits-all product will not work.
What are Delasport's plans for the Brazilian market? Do you currently have or are you considering establishing an office in Brazil?
We may open an office in the future, depending on the scenarios this year and by end of 2025.The iGaming market in Brazil holds immense promise for the industry, propeled by a population passionate about sports and eager to interact with gaming platforms. We anticipate a resounding awakening of the dormant powerhouse within the iGaming realm.
Source: Exclusive GMB
