GMB - How did you experience this event in Brazil? Was it your first time?
Nick Patrick - First time in Brazil, yes. I must say it was very impressive. There were some great exhibitors. We were excited to meet a lot of customers, so it was all great.
What were the main innovations that Radar showed at the event in Rio?
We had a lot of innovations to talk about. Honestly, our main purpose of being there was just to meet our customers. We launched in Brazil with about seven operators, so we will meet many of them here in person.
We want to build our brand and make our presentation known as a geolocation solution in Brazil. Innovation-wise, we are really focused on delivering the best geolocation solution for regulated gaming, at fair pricing, and ensuring scalability, which has been very attractive to the Brazilian market. We've been investing a lot in reporting and advanced anti-fraud capabilities.
We talked a lot about this with clients and potential clients at the event. But really, we went to meet clients, learn more about the market and build our brand in Brazil.
Did Radar have many customers and new partners at the event?
Yes, we had a lot of meetings. We were only at the fair for two days, but we had a lot of interesting meetings planned.
And how have you adapted to the new regulations and certifications in Brazil’s new regulated market?
I think Radar has adapted quite well. Honestly, the geolocation requirements in Brazil are pretty comparable to the mainland US. There is a comprehensive set of requirements, such as detecting if you're in the country, detecting various forms of location spoofing, proxy and VPN usage, account sharing, and so on.
Honestly, Radar’s technology was very well-equipped to meet all the compliance needs here in Brazil. We are also thinking about how we can support additional things beyond that. For example, if you want a geofence not just for the country of Brazil but for specific stadiums, neighborhoods, or other types of venues, our platform does that really well. We helped a lot of operators pass, and I think they were really pleased with how easy it was to integrate the product.
We'll be curious to see how regulations evolve over time. I think there’s an interesting balance between the complexity of the regulations and the player experience. It will be interesting to see where that line shifts over time.
What is your opinion about the new regulation in Brazil?
Yeah, I think it's very thoughtful, particularly when it comes to geolocation, which is where we've been focused the most. But obviously, it's up to operators to choose the right geolocation solutions to build the best player experience around it and balance all of those considerations. But in my opinion, when it comes to geolocation, the regulations have been really, really thoughtful.
In this competitive market, what are the best products you can highlight from your company?
One thing that’s very appealing, both inside Brazil and outside, is just the way that we price. A lot of geolocation providers charge you every time you check a player's location.
Radar, instead, charges based on what we call "monthly track users." It’s basically players that are active with geolocation in a given calendar month, and that makes it really easy to forecast your geolocation spend. It also makes it very easy to check a player’s location as often as needed.
That’s a big part of the appeal. And I think for the initial launch, operators have a lot of costs: licensing fees, tax stack, marketing. If you can reduce your geolocation cost, that’s appealing. Beyond that, ease of integration is another strength. A lot of operators were able to integrate Radar and pass certification in a week or two, which is really great flexibility.
Geofencing use cases, maps use cases, and support are also strong points for us. We really pride ourselves on our customer support team, and we're scaling our gaming team. We love to be here, on the ground, in person, meeting our customers. So, pricing, ease of integration, flexibility, and support are the big differentiators for us.
How is Radar dealing with issues like responsible gaming, advertisement, and user protection?
That’s a good question. We’re obviously not a responsible gaming solution—we’re primarily a geolocation solution. But I was at a dinner the other night, speaking with somebody from Mindway, which is an AI-based responsible gaming solution.
We were talking about the interesting potential applications of geolocation when it comes to responsible gambling. I do think it’s important. We see ourselves as a compliant solution for operators who want to be responsible and do things the right way. We’re big fans of that and are helping operators choose a complete set of tools to ensure they are compliant in the market.
How do you see the future of iGaming and sports betting in Brazil?
I hope it’s going to continue to grow. My understanding is that the vast majority has moved to the legal regulated market, but there’s still some market share that needs to shift over. I think the market is going to keep growing, as Brazil is obviously a very large and dynamic country.
Hopefully, people will do it the right way, and the market will keep growing. It’s very important that compliance and responsible gambling are taken seriously. The market needs to be a positive force in the country, and we think a lot about what role we can play as a geolocation provider to support that.
What are the biggest challenges and opportunities in Brazil?
Yeah, I’d say the biggest opportunity for us is continuing to win more market share. One thing we’ve observed is that a lot of operators entering Brazil wanted to de-risk their launch by choosing a slightly more popular geolocation provider.
We’re relatively new to the gaming space, but now that operators are live in the market, they’re spending more time optimizing their tech stack and exploring switching to Radar. We’ve won a lot of initial customers and supported successful launches, but we’ll see a lot of existing operators shift over as well. My hope is that we have the majority of the Brazilian geolocation market this year. It all starts right here.
Source: Exclusive GMB
