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The importance of reg-tech for new market expansion

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Mark Chakravarti, Investment Director at SportingWin, talks about the operator’s experience of securing a licence in Bulgaria and how it will now use its in-house regulatory platform to enter additional European markets  

I would argue that a proprietary regulatory platform is the most important thing for operators looking to drive European market expansion.  Without a modern, agile platform that provides the insight that regulators require, licence applications will be drawn out for months and even years.

At SportingWin, we came to learn this the hard way.

When we started the business back in 2019, we identified Bulgaria as being a market of huge potential and one that we were keen to make our debut. Based on our assessment, AGR would hit 20% a year for the next five years, leading to a market value of €500m per year.

We then set about compiling the legal paperwork required by the National Revenue Agency for the licence application – this was a significant task in its own right, but we would soon learn that this was just the very start of the process.

The Bulgarian regulator is one of the most stringent in the world, which of course is a good thing. It ensures that the operators that do secure approval to enter the market are of the highest calibre especially when it comes to responsible gambling.

Under its requirements, operators must be able to deliver certain insights and information to the regulator in real time and this in turn requires a powerful, agile regulatory platform. Ultimately, we took the decision to develop this technology in-house.

While this was the right course of action, it significantly slowed down our licence application process while the regulator and our in-house development team worked together to ensure that it was fully compliant with its requirements.

We eventually reached the point where the National Revenue Agency was happy with the paperwork we submitted and our proprietary reg-tech platform, giving us the green light to enter the market in January 2021. Since then, we have gained incredible traction with players.

As with most operators, we are now looking to take SportingWin into additional markets and our in-house developed regulatory platform will be the foundation for building out our presence across the region. It really is impressive and now that it has been certified in Bulgaria, it can be used elsewhere.

We have identified Romania as our next market and while we have yet to submit our application to the regulator, our proprietary regulatory platform will ensure it is a much easier – and faster – process than that in Bulgaria.

This is for several reasons. Given just how stringent the National Revenue Agency is with its standards and enforcing them, other jurisdictions are happy to approve our platform without subjecting it to the same level of scrutiny again.

The same applies to a lot of the paperwork that we completed as part of our application in Bulgaria – for example, the Romanian regulator is happy to carry this over as well as the technical and software certifications that we were granted.

Of course, local regulators will still carry out their own investigations and will want to test certain aspects of our platforms, tech and software, but much of the hard work has already been done and this will allow us to enter additional markets at pace – we anticipate being live in Romania in H1.

In addition to an in-house regulatory platform, approved paperwork and the experience of having been through a licence application, the final piece of the puzzle operators need is a European trademark for their brand/brands.

We have recently secured this for SportingWin and it really does put us in the driving seat to identify and enter regulated European markets with an incredibly strong brand, superior product offering and a powerful regulatory platform running in the background.

Because of this, SportingWin is an attractive proposition for investors looking to join our success story. Due to the technical foundations we have in place, the investment we secure is pumped into marketing our brand in each country, which in turn allows us to generate significant share quickly.

Despite having been live in Bulgaria for only a year, we have a large and loyal player base and in Q4, generated €500,000 in NGR. This is set to grow significantly off the back of our recently-announced partnership with Pinnacle, allowing us to add a betting exchange to our offering for the first time.

As with most small to medium-sized operators, the team behind SportingWin has a long-term plan for the business and that is to grow it into an exciting acquisition opportunity for one of the power players looking to build their presence in regulated markets across Europe.

Without our proprietary regulator platform, European trademark and growing collection of licences, SportingWin would simply not be on the radar of these organisations, let alone be considered a serious M&A opportunity.

Of course, there is still a lot of work to do before we reach that chapter of our story but given that the founders of SportingWin have built and sold betting businesses before, it is one that I am confident we will write in next to no time at all.

Meanwhile, we will continue to use our regulatory platform to launch our player-favourite brand and superior betting experience into markets across Europe, generating substantial revenues from each of the jurisdictions we target.

George Miller (Gyorgy Molnar) started his career in content marketing and has started working as an Editor/Content Manager for our company in 2016. George has acquired many experiences when it comes to interviews and newsworthy content becoming Head of Content in 2017. He is responsible for the news being shared on multiple websites that are part of the European Gaming Media Network.

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Game Nation appoint Head of Slots, Product and Content

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Game Nation, the UK’s third largest High Street AGC Retailer, has appointed Andy Sessions to the role of Head of Slots, Product and Content.

Sessions joins from Grosvenor Casinos where he worked as Regional Slots Manager for the brand which has 53 venues located in major towns and cities across the UK.

In a dedicated gambling industry career he has gained experience working across the Family Entertainment Centre, Motorway Service Area, Bingo Club and Casino sectors.

Confirming the latest appointment, which follows the addition of Compliance and Audit Director Eric Howell and Sharon Lewis who has joined the Game Nation team as Marketing Development Manager, CEO Mark Jepp said: “The combination of outstanding people and the very best games on the market are central to our ability to deliver an outstanding experience for all of our customers.

“Andy is pivotal to what we are a seeking to achieve. He has an unparalleled depth of operating knowledge and his insight will help sharpen further our machine focus.”

Looking ahead to the latest chapter in his gaming industry career Andy Sessions said: “I’m delighted to be joining a progressive operator which places machines at the very heart of the experience. There’s a genuine enthusiasm and a shared commitment to set new standards and I am excited to be able to contribute to the success story.”

 

The post Game Nation appoint Head of Slots, Product and Content appeared first on European Gaming Industry News.

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ZITRO TO SHOWCASE CONCEPT CABINET LINE AT IGA 2025

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Zitro is proud to participate in the upcoming Indian Gaming Tradeshow & Convention (IGA) 2025 in San Diego, California. Zitro will showcase its latest CONCEPT cabinet line alongside an impressive array of new slot content, which is also compatible with the GLARE cabinet line, ensuring a seamless gaming experience across both platforms.

Zitro’s game lineup will feature diverse, exciting titles, each delivering an engaging and immersive gameplay experience to the U.S. market. Attendees will explore popular games such as Legendary Sword, Triple Charm Journey, Lucky Vault, Cash Totems, Wonder Dreams, and more—each showcasing stunning graphics, animations, and captivating soundscapes.

“Zitro is proud to be part of the largest gathering of tribal leaders in North America., especially during a time of significant growth in many tribal jurisdictions,” said Derik Mooberry, CEO of Zitro USA. “The U.S. has been a phenomenal growth story for us—tripling our casino footprint in under two years to over 100 casino properties. We’re eager to continue partnering with tribal operators to deliver exceptional gaming experiences that drive mutual success”.

He added: “IGA is the perfect platform to showcase the depth and versatility of our game portfolio to our valued tribal partners. With a broad lineup of games compatible with our new CONCEPT and GLARE cabinet line, we’re reinforcing our commitment to providing operators maximum flexibility while protecting their investments. With our expanding portfolio and new cabinet line introduction, we provide operators with more options than ever to enhance their casino floors”.

 

The post ZITRO TO SHOWCASE CONCEPT CABINET LINE AT IGA 2025 appeared first on European Gaming Industry News.

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Male students are spending almost as much on gambling as on their weekly groceries

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More than one in six students who gamble is in the ‘problem gambling category’, four times higher than the general population, according to new research.

The fourth Annual Student Gambling Survey, commissioned by GAMSTOP and Ygam, found that 17% were designated at high risk and 29% at moderate risk of gambling harm, using the threeitem Problem Gambling Severity Index (PGSI). Male students are more likely than females to be in the problem gambling category and their mean spend on gambling is almost 1.7 times higher.

Male students who gamble are spending almost as much on their gambling as on the weekly food shop. Men’s mean spend on gambling is £33.54 per week – this compares to £36 per week on groceries, according to the most recent National Student Money Survey (2024). Almost one in ten of all student gamblers spend between £51-£100 per week on gambling – significantly more than their average weekly food shop.

One in four male students (25%) take part in online sports betting, the most popular form of gambling amongst students, and male students bet on online sports an average 91 days of the year – that equates to every other working day in an average university term.

Neary one in two students (45%) say they gamble ‘to make money’, rising to 50% amongst male students. However, the reality is different – whilst one in five claim to make money from gambling, a much higher proportion (40%) say it has affected their university experience and one in ten have struggled to afford food. And 17% are using their student loan to fund gambling.

Peer pressure appears to be a driving force for gambling – nearly one in three students who gamble say they are influenced by friends, whilst one in four cite social media. Almost one in ten are influenced by university societies – almost as significant a factor as advertising, cited by 13%.

However, more than one in two students (53%) say they are aware of support available at their university for problems with their gambling and 59% of students who gamble say they would be confident about accessing support.

The Student Gambling Survey, conducted by Censuswide, is the most comprehensive of its kind, involving 2,000 students from universities near 17 UK cities, with 49% reporting having gambled at least once in the previous 12 months. Other findings include:

  • 21% of students have invested in cryptocurrency during the last 12 months. Males were more than twice as likely to have invested in cryptocurrency as females.
  • 66% of students who play video games had paid for a random chance purchase in the past – one in two agreed that random chance purchases were gambling, but one in five disagreed, highlighting a need for more education about the risks of gambling-like features in video games.
  • 23% of Asian student gamblers were found to experience ‘problem gambling’ according to the short-form PGSI, while low and moderate risk gambling were also elevated at 20% and 36% respectively.

The report makes four key recommendations:

  1.  More targeted prevention education, taking into consideration cultural differences to better meet the needs of students from BAME backgrounds.
  2. Universities should make gambling harm prevention and support an integral part of their strategies to improve student health and wellbeing, upskilling staff and doing more to communicate the availability of support.
  3. More education about the risks relating to in-game purchases in video games and their similarities and differences with regulated gambling products.
  4. Further research, including investigating the discrepancy between students’ motivation for gambling and the amount they spend gambling in a typical week.

As part of National Student Money Week, Ygam has teamed up with NUS Charity, the charitable arm of the National Union of Students (NUS) in the UK, to launch a new university campaign encouraging students to look out for signs of gambling harm in their peers and start conversations to raise awareness. The Silence the Stigma campaign will be launched at Queen Mary University of London on 6th March.

Fiona Palmer, Chief Executive Officer at GAMSTOP, said: “The Student Gambling Survey is an important piece of research that confirms the need for targeted support for the student community. Although gambling has decreased slightly in universities, the risk of gambling harm is far higher than in the general population and students need to be educated about the consequences of gambling in the expectation of making money. We know from the university roadshows we run with Ygam that there is an appetite amongst students to learn more about the support available, which includes self-exclusion to take a break from gambling”.

Dr Jane Rigbye, Chief Executive Officer at Ygam, said: “Ygam is now working with universities in every region of the UK, and while we welcome the decrease in the number of students experiencing gambling-related harms, students remain a cohort that engages in gambling in significant numbers. This makes our collaboration with universities essential to ensuring they have the tools to effectively support and safeguard students. It is important to recognise trends and understand the factors influencing these behaviours, including economic and social pressures. With much of student life now digital and online, we must continue to guide and educate to increase understanding and build resilience against the potential harms of gambling.”

The post Male students are spending almost as much on gambling as on their weekly groceries appeared first on European Gaming Industry News.

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