GMB – What were the main innovations presented by PayBrokers at SBC Rio?
Edson Lenzi – The main one was the launch of PayBrokers Rental, a business unit that rents equipment for state lotteries. It has been a success, with high demand from operators.
The video lottery sector has been growing significantly due to state initiatives. Are the machines being manufactured in Brazil? What is the process like?
Yes, they are being assembled in Brazil, and we provide the equipment for rental to operators authorized by the states. We have already started operating in Paraná, which was the first state to authorize the physical modality. It is running well and showing visible monthly growth.
How is the demand for placing this equipment in other states?
Each state has its own regulations, but we have already received interest from operators in Paraíba and Maranhão for this solution. Even some state lotteries have approached us to understand how we are working with VLTs and what our operational model is.
Additionally, there is the news about the merger between PayBrokers and Trio Pagamentos. What will this mean for PayBrokers and the market?
This is a very important step for us. During the cross-border operation, when PayBrokers began its activities, we had significant banking redundancy. With a regulated market, our Payment Institution now has a single communication link with the Central Bank system. The main goal of this merger was to ensure processing stability. Today, we are the only payment processor with two connections to the Central Bank. Trio has a direct Pix system with 100% proprietary technology, providing much greater stability than any other market competitor. As a redundancy, we also have PayBrokers’ own Pix system. So, for the operator, nothing changes in their daily operations, but the key difference is increased stability with the same integration.
How is the market reacting to this?
For all clients, and due to regulatory requirements, we are opening payment accounts with Trio, completing Annex 5, and following protocols with the Betting Management System (Sigap). However, we have already started operating with the merger through PayBrokers Hub, a payment aggregator that allows other PSPs to integrate with PayBrokers, offering a significant range of integrations with gaming platforms. Operators will have a centralized view of all their bank accounts in a single aggregator, which is highly beneficial for their operations. All the features we develop are always designed with the operator in mind. That is our niche and expertise.
Was this merger particularly significant for Trio, given PayBrokers' strong specialization in the iGaming market?
Yes. Along with this merger come additional financial services that PayBrokers would have taken a long time to develop, but that Trio already has ready. The number of financial services we can now offer to operators is maximized through this merger. Trio was founded by technology professionals with extensive experience, but it did not have a large market share in the gaming industry.
And now it gains expertise in the iGaming market?
Exactly. The expertise and robustness that sports betting and online gaming market bring to payment solutions are invaluable.
How do you assess these first months of iGaming market regulation in Brazil?
January was challenging for everyone due to the adaptation period and even some resistance from bettors regarding KYC requirements. However, the regulated market has adapted, everyone has learned the rules, and growth has been observed since February.
Considering this market recovery, what are PayBrokers' plans?
With the merger and our own redundancy system, our focus is on stabilization and convincing clients to also use the Trio platform. We have a heatmap in our system and several other features specifically designed for the gaming market—features that other players entering this sector are just beginning to understand. We were pioneers and have been in the market since 2020, continuously developing our system.
Every PayBrokers feature is designed to create an ecosystem for gaming operators. PayBrokers Rental is an example of this. Operators do not need to make a large CAPEX investment because we are doing it for them. Our goal is to foster a healthy lottery and betting sector in Brazil, fully compliant with regulations and requirements.
Will PayBrokers present more innovations at BiS SiGMA?
Yes, we will be there at a joint booth with Trio. I like to introduce a new feature at every trade show, and at SBC, we presented two. Let’s see what we bring to BiS SiGMA.
Source: Exclusive GMB
