Interviews
Exclusive Q&A with Simon Westbury, Chief Business Officer at Digitain
- Let us begin with a quick introduction about yourself. Our readers love to hear top technocrats talking about themselves.
Professionally, I’ve first got involved in iGaming in 2008 when I was responsible for organizing the Gaming Executive Summit. Following on from conferences, I worked briefly in payments before moving to a casino sales role at Chartwell in 2010, which eventually became part of the Amaya story. I joined VSoftCo in 2015 to work on their virtual products, before joining Digitain in 2019.
From a personal point of view, I love sport, both playing and watching – especially cricket, which is great way of relaxing at the weekend. I also enjoy reading especially biographies of political or sporting figures.
- You joined Digitain in June 2019. How was it like driving growth during this Covid-19 affected period?
As a Sales Department, when the world went into lockdown, we had two choices, to either take the bull by the horns and try and grow or sit back and become stagnant. I’m delighted to say that the Sales Team were ready to take the bull by the horns and see where the ride took us.
As a business we focused on Digital Marketing and our B2B Marketing team did a great job in assisting us in driving potential sales opportunities. As a result, I was able to expand the Sales team from 6 to 12 in 2020 and we are now at 13.
I focused on building sales momentum, a key ingredient in my view, and an important lesson I learnt from my professional sportsman friends. Key to building that momentum in the sales team was the removing of “excuses” – reasons why the team could not sell – and focused on solutions. I also adapted my leadership style, to deal with the new challenges – encapsulated in the following quote;
“Leadership is not about being in charge, leadership is about taking care of those in your charge”.
I am proud of how the team has developed over the last 12 months – in terms of deals but also the ability for the team to develop professionally, with 5 internal promotions over the last year. The pathway to professional success for colleagues is as important to me as achieving sales targets.
- Could you share some success stories in terms of new client acquisitions and new market entries during this period?
We signed more new deals last year than in 2018 and 2019 – fantastic performance given the unusual circumstances, plus we are already seeing 50% growth over 2020 and we are tracking to hit our annual target. We saw good success in LatAm, with the help of Digitain’s Account Management team, where our monthly revenues have continued to grow. Additionally, we have seen many new partners go live with impressive numbers in both CIS and CEE regions.
- Tell us about the latest features of Digitain Turnkey solution. How does it stand apart from the competitors?
Our turnkey iGaming platform is an amazing, fully featured, one-stop shop suitable for any betting and gaming operator, new or existing, with everything they need to get to market quickly and run a successful, profitable business, whatever the global location.
In terms of highlights, these include our sportsbook, especially our lighting fast in-play odds and results service with the fullest range of sports and betting opportunities available, our recently enhanced eSports area, dedicated to the new customer demographic, which no astute operator can ignore, with the all the key eBrands covered, and including our own Cyber Masters eFootball and eBasketball leagues.
Add to that our award-winning games portfolio, developed by our own in-house Fast Games studio and a wealth of other cutting-edge gaming products and you can see why our Turnkey solution is so highly regarded by our partners.
- Could you tell us more about Digitain API and how it can make life easier for igaming operators?
Not all operators, especially established ones need to swap their platforms. Our range of APIs allow partners to quickly and seamlessly integrate a range of our products into their existing back-office.
For example, if they choose, operators can integrate our world-class award-winning sportsbook on its own, a highly competitive product supported by 150 developers and 700 experienced traders, covering over 70,000 live events per month with over 3000 betting markets plus live video streaming and a wealth of stats, results and interactive data. A highly effective way of achieving a competitive advantage for this hero product in our industry.
- Now, let us ask a simple customer-centric question. What are the benefits can a new gaming or gambling operator expect from a technological collaboration with Digitain?
A simple answer then – from an operator’s perspective we believe their success is our success. Entering the world of online betting and gaming as a new operator is exciting, but also a potentially scary endeavour. We are a long-established igaming platform provider with a management team with excellent industry experience, and we pride ourselves on our ability to help new businesses successfully launch and build their online operations – whether that help is licensing, marketing or product development.
- What are the steps Digitain takes to ensure that all your customers get the best of your products, irrespective of the jurisdiction they operate in or irrespective whether they operate land-based or online?
From the minute the prospective partner comes into contacts, their needs are put first. We operate a needs-based sales process focusing on the Features, Advantages and Benefits that the Digitain product can bring to the prospective partner. Further to the sales process in parallel, we undergo a rigorous scoping procedure to work with the partner to understand the requirements and scope this into the technical delivery of the project. It is joint effort between Sales and the Partner Relations and Implementation Division of Digitain to ensure that the customers’ needs are put first and always met. This includes use of localized versions of our products to ensure fitness-for-purpose wherever they are in the world. Our omnichannel solutions mean that if you are online or retail focused or even both, we will service you in a seamless manner.
- You have stated that expanding the business into Asia and Latin America is one of your ambitions. How much progress has been made so far in that regard?
I was delighted to promote one of my Sales team to the role of heading up our international expansion. Also, we have appointed an Africa Regional Director, opened an office in South Africa and are now looking to expand further.
We also have deals in place in Asia and LatAm, but we understand to best serve the markets we operate in, we need to be there with the customer. As I have always said Digitain has a Glocal focus, a global outlook with laser-like local focus. To that end we’re currently undertaking a rigorous interview process to find the best people to be our “boots on the ground” in these new markets.
- How does Digitain constantly upgrade the software platforms with respect to fast changing technology, such as new machine learning theorems, new digital payment formats and even new forms of fraud attempts?
We believe that research and development is a key differentiator in our industry, where there is a lot of “me too” product developments. We have a product group dedicated to optimizing new technology, including AI and machine-learning. One exciting outcome from their effort is our new, fully-featured CRM system – which has many benefits for marketing, risk management and ensuring responsible gambling.
- Let’s conclude the interview by a look into the immediate future. Could you share some expansion plans or new product launch in the pipeline at Digitain?
So much going on its difficult to choose. As mentioned, we’re excited about our new CRM product, developed using AI and machine-learning. It will give our partners a great advantage in customer retention. It also has several additional potential benefits including highlighting potential responsible gambling customer issues to enable speedy operator intervention.
Other highlights for the future include the launch of our new platform, our live dealer products and some serious enhancements to our eSports and Table Sports products.
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Fast Track, the leading SaaS technology company and CRM provider in the iGaming industry, has unveiled the second instalment of its Inside Out video series.
Titled “Ain’t No Rest for the Wicked” the interview features CEO and Co-founder Simon Lidzén in a candid, behind-the-scenes discussion about the company’s growth, challenges, and vision for the future.
In the 30-minute video, Simon reflects on Fast Track’s nearly ten-year journey: “Success to me is about setting goals and achieving them. This year has been intense, but incredibly rewarding. From scaling Fast Track to launching groundbreaking products like Rewards, we’re just getting started.”
The conversation explores the launch of Rewards, Fast Track’s promotional ecosystem that integrates CRM with gamification to deliver engaging and personalised player experiences. Simon also discusses the company’s rapid global expansion and the challenges of scaling leadership within a fast-growing organisation. Looking ahead to 2025, he highlights Fast Track’s focus on leveraging AI to redefine CRM and customer engagement.
Simon’s reflections also touch on the company’s culture: “Fast Track is built on relentless innovation and a team that thrives on solving challenges. Seeing how much we’ve grown and how far we’ve come makes this journey so exciting.”
For those unfamiliar with Fast Track, the company is a high-growth SaaS leader, known for pioneering the use of AI to deliver personalised experiences to customers. Its software empowers companies to automate marketing and operational workflows, enabling teams to focus on strategy and innovation. Fast Track is reshaping CRM for iGaming, setting a new standard for customer engagement.
Watch the interview here: https://2ly.link/23JyZ
The post Fast Track CEO Shares Honest Reflections in New Interview: Ain’t No Rest for the Wicked appeared first on European Gaming Industry News.
As we enter 2025, what unique opportunities do you see for WA.Technology in the LatAm iGaming market?
The iGaming market in Latin America is experiencing rapid transformation, and this dynamic shift presents considerable opportunities for companies with the right strategy and adaptability.
We are witnessing a shift from informal, semi-professional operations to a growing demand for a formal, structured, and professional gaming industry that can meet the higher expectations emerging from both regulators and consumers.
At WA.Technology, we are perfectly positioned to leverage our extensive local knowledge to achieve just that. Our team has been working across the region for years, from Mexico to Brazil, Colombia, and beyond, which gives us a unique edge in navigating the regulatory complexities and unique behavioural dynamics of this evolving landscape.
This authentic regional understanding not only allows us to stay ahead of market trends but also empowers us to innovate in a way that aligns with global best practices while being sensitive to local cultures, customs, and regulations. As the LatAm gaming market continues to mature, we are ready to support operators in a more structured, regulated, and growth-oriented environment.
How does WA.Technology plan to maintain its progress across the region in 2025?
Our approach to sustained growth in Latin America is driven by the expertise of our team, who bring years of experience from across the region. The team at WA.Technology has collectively worked across a variety of LatAm gaming markets, gaining firsthand knowledge of local regulations and consumer preferences. This wealth of experience enables us to navigate the ever-changing landscape with agility and precision.
As the region continues to evolve, we will continue to integrate global best practices while remaining flexible enough to address the unique needs of each local market. Our strategy at WA.Technology largely focuses on building close relationships with various local stakeholders, refining our offerings based on real-time feedback and ensuring our presence continues to make a long-lasting difference in the region.
We are committed to driving long-term growth, building strong partnerships and providing the best possible value to our clients across Latin America.
For operators looking to enter Latin America in 2025, what are some of the key trends/nuances they need to be aware of? And how is WA.Technology helping them to navigate these?
Entering the Latin American market in 2025 presents a variety of opportunities for growth. However, operators looking to make the most of what this region has to offer must carefully consider local regulations, consumer behaviour, and cultural differences in each country. After all, LatAm is not one homogenous region – each country has its own unique dynamics at play.
Regulatory frameworks continue to evolve rapidly, with each individual regulator in the region setting its own rules, meaning that operators must be highly adaptable and well-prepared for any future legislative changes. But regulations aren’t the only challenge.
Understanding local consumer habits, preferences, and cultural nuances is equally critical to building a successful operation. For example, the products players enjoy in Brazil are likely to be completely different to those favoured by Mexican bettors.
At WA.Technology, we help operators navigate these complexities by offering solutions that are fully compliant with local laws and tailored to meet the diverse needs of Latin American consumers.
We don’t see ourselves as just a technology provider; we want to be a trusted partner, supporting operators in their journey to understand the regulatory environment and local market dynamics, ensuring they’re well-positioned for long-term success.
With Brazil now live, how does WA.Technology plan to gain an edge in what is likely to be a highly competitive market?
Brazil is undoubtedly the flagship market in Latin America, and we’ve been preparing for this moment for some time. With a market of such size and potential, competition is bound to be hard. However, we are confident that our extensive local presence and tailored approach will give us a distinct edge unmatched by any other provider on the market.
We’ve made significant investments in Brazil, building a team that is highly knowledgeable about the local market and deeply embedded in the regulatory landscape. I am proud to say our team has worked extremely hard to ensure we were ready in time for the new regulations in Brazil and that we are in a position now to grow even further in this market as a result. With dedicated local offices, a strong team of regulatory experts and seasoned professionals with operational expertise, we are well-equipped to navigate the complexities of Brazil’s rapidly growing iGaming market.
Our extensive knowledge of the local market and commitment to delivering innovative, market-specific solutions allows us to provide licensed operators with the tools they need to succeed in this competitive space.
How will your approach to Brazil differ from that of the wider LatAm market?
While Brazil is undeniably one of the largest and most significant markets in Latin America, our approach to the region as a whole is both comprehensive and tailored to the unique characteristics of each country.
We recognise that Latin America is a highly diverse and dynamic market where each country presents distinct opportunities, challenges, and regulatory landscapes.
At WA.Technology, we adopt a market-specific strategy across our entire business, ensuring that we provide localised solutions that meet the unique needs of each country while maintaining a strong, responsive presence in all key markets.
Our team brings extensive experience from working in countries such as Argentina, Chile, Peru, Ecuador, Colombia, the Dominican Republic, and Mexico. In fact, we recently expanded our footprint by opening offices in Mexico City, which allows us to stay closely connected to local developments and offer even more tailored support to our partners in this market.
Mexico is particularly important to us in terms of future growth, and we view it as a key focus for WA.Technology alongside Brazil. Our integrated, flexible approach ensures we can remain agile across the entire region, responding effectively to each market’s specific demands while maintaining a cohesive regional strategy.
What are your goals for expanding WA.Technology’s footprint in LatAm over the next 12 months? And how do you plan to achieve these?
Looking ahead to the rest of 2025, our key goals for expanding WA.Technology’s footprint in Latin America is rooted in two fundamental pillars: extensive market knowledge and strong local presence.
As the region evolves at a rapid pace, staying ahead of market shifts requires constant attention. Our strategy is to maintain a physical presence in every major market, fostering relationships with local stakeholders, regulators, and operators. By doing this, we are able to anticipate changes in the wider market and position ourselves as a proactive, solutions-driven partner, ensuring that our partners can retain their competitive edge.
We aim to further solidify our relationships with key players across the region and remain highly engaged in local markets, adapting our solutions in real-time to meet emerging needs.
Our focus on continuous engagement ensures that we’re always in tune with the evolving landscape, positioning WA.Technology to lead the way in driving innovation and delivering value in Latin America.
The post Patricio Molloy: WA.Technology is ready to raise the bar for LatAm in 2025 appeared first on Gaming and Gambling Industry in the Americas.
Tom Walton, Director at technology consultancy, Burendo, shares how operators can achieve sustainable profitability with learnings from other sectors
Operators who are merging and acquiring other businesses, launching new products or even integrating third-party technologies, can find themselves navigating complex internal processes. It is a complex large-scale challenge. Where M&As are commonplace, brand consolidation can be critical when securing sustainable profitability while planning for higher returns in the future. Within the emerging LatAm and US markets, acquisition remains a key focus. A common issue, regardless of geography, is the challenges presented by outdated or fragmented platforms and systems, a major obstacle in the growth trajectory.
In many cases, fundamental changes in how the organisation functions: its people, processes and technology holds the key to better value, higher profits, operational efficiency and reduced risk. By addressing these complexities with proven experience, technology consultants can support operators to be successful in their strategic initiatives.
Agility in competitive markets
To remain competitive in an ever-changing market, operators must move fast and with agility to refine their offering. A constant eye on retention, acquisition and regulatory changes is paramount to avoid financial impact. Despite this risk, research conducted by Accenture in 2022 found that 95% of B2B and B2C C-level executives believe their customers are changing faster than they can change their business, indicating most operators risk falling behind. This poses the question of how this can be supported.
The value of technology consultancies is in enabling businesses to extract greater value from existing resources through a confident understanding of what good looks like. Bringing external ideas gathered through experience, exemplary resources from process to people, can demonstrate what good looks like. More importantly, it shortens the timeline to achieving real goals in the organisation. Being under resourced or lacking the skills needed across these challenges makes it difficult to gain an overarching perspective particularly within a siloed approach.
At Burendo, we leverage more than 40 years of cross-sector experience. We are not only working with some of the biggest operators in betting and gaming, but partner with other highly regulated industries including finance and healthcare. We have helped operators across many initiatives helping them to realise cost savings or increased revenue in a matter of weeks. We pride ourselves in ensuring we leave a lasting positive impact on the culture, enabling our partners to be empowered to carry on our work.
The retention battle
Many operators are too busy with day-to-day tasks or overwhelmed with where to start when it comes to transformation and building a cutting-edge user experience. An example of the gap between capacity and demand is the rising popularity of in-play betting. During live sports, the speed in which players can find and place their bet is critical. Here, streamlined processes that allow for quick innovation will correlate with customer satisfaction, resulting in higher retention rates.
A fresh perspective for lasting change
A successful approach to optimisation requires taking the challenge and viewing it from an experienced and innovative angle. Our partners truly benefit from best practice and valuable lessons derived from other sectors. Through experience we have found that these challenges are not exclusive to betting & gaming and so the ability to apply these learnings drive success.
Managing complex systems and large volumes of data is a common obstacle. By applying these cross-sector principles through working with technology consultants, operators can gain valuable insight into re-engineering platforms and the skills needed, to meet both current and future demands.
Building exceptional, scalable and adaptable architectures ensures that businesses can continue to grow and evolve as the industry changes. This forward-thinking approach positions operators ahead of the curve, meaning they are poised for success in the years to come and have the agility to address any challenges or opportunities that arise.
Creating lasting change requires more than just solving immediate problems. Our goal for our clients is to maintain high levels of efficiency long after an initial transformation is complete. By empowering teams to implement and sustain improvements, operators can maintain continuous growth and unlock growth worth tens of millions of pounds, far outweighing their cost of delivery.
The focus must now shift to building stronger, more Agile organisations that can adapt to changing market conditions. Sustainable efficiency enables operators to optimise time-to-market, improve platform performance, and manage resources more effectively, creating a foundation for long-term growth.
About Burendo
Founded in 2018 and with offices in Leeds and London, Burendo is an award-winning, consultancy delivering stand-out products and services through technology. We partner with organisations to accelerate organisational value delivery and transform customer experiences.
We are pragmatic thinkers and doers who understand the operational world of organisations and customer demands. We work as a partner to give our clients the latest ideas, tools and techniques to deliver effective results that build long-term value.
For more information, you can visit the Burendo website: www.burendo.com
If you have any questions, please contact Kate Smith, Senior Digital Marketing Executive by email: [email protected]
The post Consolidating brands efficiently to achieve high growth appeared first on European Gaming Industry News.
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