Interviews

Exclusive Q&A with Simon Westbury, Chief Business Officer at Digitain

Published

3 years ago

May 17, 2021

Reading Time: 5 minutes

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.

CGS Events

“Francisco Leiva: Forging the Future of the Gaming Industry in Chile”

Published

3 hours ago

May 17, 2024

GamingAmericas.com

“francisco-leiva:-forging-the-future-of-the-gaming-industry-in-chile”

In the vibrant gaming industry in Chile, Francisco Leiva’s figure emerges as a key reference. A trained industrial civil engineer, his professional journey spans 35 years, from his beginnings in the public sector to his prominent role as Superintendent of Casinos, and more recently as Corporate Manager of Strategic Development at Marina del Sol. His entry into this industry, marked by challenges and significant achievements, reflects his commitment to progress and innovation. In this interview, Francisco shares his vision, experience, and accumulated wisdom over the years.

Could you tell us a bit about your career, professional trajectory, and path to where you are today; What motivated you to enter the Gaming industry?

I am an industrial civil engineer, and my career started in the public sector 35 years ago. Initially, I worked at the Ministry of Health and then at the Ministry of Finance, where I was involved in the drafting and legislative processing of various bills, such as the anti-money laundering law and the gaming casinos law.

Given my work in the legislative process of the gaming casinos bill, after its enactment in February 2005, President Ricardo Lagos appointed me as the first Superintendent of Casinos to implement the law. It was a significant professional and personal challenge as it involved bringing an industry that was far behind similar developed countries as Chile up to date.

During your time as Superintendent of Casinos in Chile, what were the most challenging tasks you undertook, and what would you say was your legacy in the gaming industry?

The main challenge was implementing the new gaming casinos law, which involved setting up the Superintendency, hiring staff, and preparing all conditions for private investors to apply for new casino operation permits. This led to 52 projects being submitted for the 18 available casino permits, with investments exceeding US$ 755 million at the time. Foreign investment accounted for 55%, and national investment for 45%.

The result was the construction of 18 new casinos along with complementary facilities such as hotels, convention centers, restaurants, and other leisure facilities that turned these areas into tourist attractions in the cities where they were built.

Undoubtedly, the main challenge was meeting the tender requirements within a tight timeframe. We managed to have a competitive process with operators from around the world, radically changing Chile’s gaming casinos industry.

The legacy was transforming the gaming casinos industry from seven municipal casinos to a modern industry with 24 top-level casinos and facilities.

What significant lessons have you learned throughout your career? And what message would you like to leave for future generations?

One lesson is that ambitious goals can only be achieved through dedication and by building motivated teams with clear objectives. It’s impossible to do it alone in tasks like these.

I believe the message is to work with honesty, dedication, and without losing sight of the task entrusted to you.

Knowing you personally, not just professionally, what activity inspires you or helps you achieve balance in your life?

Since I was a child, I have been passionate about playing tennis, and I have tried to maintain this passion even as a senior player. In this sense, I think engaging in sports helps maintain a healthy mind and body, which is essential to counter the stress that comes with demanding and complex work.

Similarly, one cannot neglect family life, as they are the ones who will ultimately support you in difficult times.

In summary, the only way, although not easy, is to harmonize work demands with a balanced life.

Finally, what is your opinion on hosting such an important international event in your country? And in a way, being one of the hosts to such important international personalities.

It is very important for the country to host such events that allow interaction among different actors in the gaming industry. It facilitates the exchange of experiences and networking, allowing the industry to continue developing. It is also important for public authorities, especially regulatory ones, to participate so they can understand the industry’s reality and see where the industry is heading given technological and cultural changes.

Francisco Leiva’s story in the gaming industry in Chile is an inspiring testimony of determination and success. From his crucial role in implementing the gaming casinos law to his contribution to the industry’s growth and modernization, his legacy endures as a beacon of positive change. Beyond his professional achievements, Francisco reminds us of the importance of balancing work and personal life, as well as the need to stay focused on values such as honesty and dedication. His optimism and commitment to the future of the gaming industry in Chile are a reminder that success is achieved through effort, teamwork, and a clear vision.

Interviews

Riding the winds of change

Published

1 week ago

May 9, 2024

George Miller

Reading Time: 3 minutes

With the iGaming industry currently experiencing a perfect storm of evolving technology, progressive regulation and increased internet penetration, we sat down with BETBAZAR’s Chief Operating Officer, Max Sevostianov, to get his take on the latest emerging trends for operators to keep an eye on and how they could potentially alter the gambling landscape in the next few years.

You’ve previously spoken about the increased adoption of AI being one of the most notable recent developments in iGaming, but outside of this technology are there any other notable emerging trends that you think will play a major role in shaping the future of the industry?

From my perspective the growing prevalence of mobile gaming continues to have a major impact on how the iGaming industry is evolving. Driven by the increased availability of smartphones/tablets and greater internet penetration, mobile gaming offers unparalleled accessibility and convenience, which in turn enables users to enjoy their favourite games anytime, anywhere. Somewhat related to that, I think we’re also seeing live streaming platforms become much more popular and channels like Twitch – which is now the go-to medium for esports coverage – are becoming an essential part of operators’ toolkits. Finally on a more personal note, I’m a big believer in the potential of VR and AR technology. With recent games like No Man’s Sky providing immersive VR experiences where players can really feel the emotion of what it might be like to command their own spaceship, I really think the entertainment they provide will be key to the future of iGaming.

Looking specifically at the changing gaming preferences of customers, it seems that player interaction and community involvement are becoming increasingly important to operators looking to generate sustained user engagement. Do you expect products like crash games and bet-behind slots that offer these social aspects to become even more popular in future?

Definitely. Whether it’s having multi-player compatibility or providing social aspects that allow users to engage with each other and share the betting experience, any product feature that promotes unity will play an important role in increasing audience engagement. You only need to look at recent high-quality titles like Helldivers 2 to see how effective these gameplay elements can be. Here, the developers have created a co-operative third-person shooter where players compete in teams, invite their friends and socialise with one another to create a more immersive experience. I think when analysing this type of game, you have to make a distinction between the gambling side of things and the entertainment aspect – and I’m a big believer in the value of the latter, as this is what will ultimately provide the user experience that keeps players coming back.

Likewise, when it comes to sportsbooks, live streaming and in-play betting – especially micro-betting – seem to be major focus areas for operators these days. Does the availability of better technology for higher-quality streams, more accurate live data and real time interaction now make it even easier for operators to provide a more immersive experience?

I believe at this moment in time, having the capability to supply fast gaming and fast betting is one of the biggest priorities for sportsbook operators. Advances in technology have made it possible to provide better quality live streams and more accurate live data feeds, which in turn enable bettors to make more informed decisions in real time. This of course goes hand-in-hand with live betting and micro betting, as having this up-to-the-second information available gives bettors more confidence in what they’re doing and empowers them to make quick bets on the fly. I think from the operators’ side of things, having access to official data providers has also made a big difference, as they are now able to work with reliable data that not only helps them provide a fairer and more enjoyable experience to users, but also assists them in analysing their business as well.

Finally, in terms of how new iGaming trends are formed, what is it that you think drives change in the industry? Is it shifting regulations, the emergence of new technologies or evolving player preferences/demographics that mainly informs how operators will respond?

The formation of new iGaming trends is driven by a combination of factors – and while in the long term I think the three you’ve mentioned are pretty much parallel, at this precise moment in time I’d put regulation in first place. All countries are trying to provide a healthy environment in which iGaming businesses can grow while also ensuring that player safety remains a key consideration. This is great, because it means that in regulated markets there are clear and understandable rules about what businesses can and can’t do, so they’re all starting from a level playing field. This obviously has a knock-on effect on how technology develops, as once these parameters have been set, your aim is to provide the best product you can within the constraints of that framework. Of course, player preferences also play an big part and regulators are often slow to cotton on to things like the popularity of esports, but over time they’re usually able to adapt to public demand.

The post Riding the winds of change appeared first on European Gaming Industry News.

Holly Fairweather Head of Account Management at House of Brands provider White Hat Studios

Women in iGaming Interview: White Hat Studios’ Holly Fairweather

Published

2 weeks ago

April 30, 2024

GamingAmericas.com

women-in-igaming-interview:-white-hat-studios’-holly-fairweather

Holly Fairweather, Head of Account Management at House of Brands provider White Hat Studios, sits down with Gaming Americas to discuss the growing influence of women in the iGaming industry, and highlights how more can be done to improve the overall gender imbalance

Gaming Americas: Since joining the industry in 2018, have you noticed a change in how women are represented within iGaming companies, as well as general attitudes?

Holly Fairweather (HF): When I reflect on the past six years, it feels great to say I have seen a lot of positive changes in our industry and more importantly, an ever-increasing drive to address gender diversity. There is still work to do, and I am reminded of this attending our industry events, where it’s very evident we still lack female presence in C-level roles and on expert panels. It’s also not hard to see walking around conferences the overall gender imbalance that exists. With that being said, I do feel it’s moving in the right direction and I am regularly inspired by women around me being promoted to senior management roles, providing great mentors and role models. Awareness of gender diversity and celebrating success is continually being pushed via various channels, and for me plays a big part in why we are seeing more women have the confidence to progress in their careers and more women enter the industry. It’s also important to say, and why I think change is happening more, that the want of women to succeed and to increase female presence in our industry, is indeed backed by a strong support network of women supporting women, but also of the men in our industry.

Gaming Americas: How important are groups like Global Gaming Women? What kind of initiatives have they offered to help your own career development?

HF: I’ll be honest, I’m still learning about all that Global Gaming Women offers. Working in the US market I see GGW as a substantial network which offers reams of support from training courses, lean in circles and mentorship and networking events just to name a few. I have taken part in a few of the industry wide networking events, and really enjoyed them, connecting with some amazing people, learning more about the industry. One of my objectives this year is to participate in more events, adding value where I can whether that’s within the GGW network or through other avenues.

Gaming Americas: What more can the industry do to make it more appealing to women and ensure they are better represented within organizations?

HF: It’s got to start within each individual company taking responsibility for equal representation. This is not a tick box exercise to achieve a target on a gender split % by x date but must be about promotions and roles being rewarded to the best candidate for the role, regardless of gender, ethnic background, or sexual orientation. We need to shout about the success stories of DEI within the industry, creating an inclusive work environment will attract not just more women but more candidates overall, increasing the talent pool.

There is also a piece around exposure and shining the light on the fantastic women we have leading the way. Sharing their career paths, the good, and the challenges, to provide relatable examples of success. To make women in gaming not about the stats or portray the headline as a negative but more around showcasing the women that are successful and why, helping more women relate and pursue a similar path if this is what they wish to do.

Gaming Americas: What advice would you give to the next generation of women that are looking to make a breakthrough in the industry?

HF: This is a good one! First and foremost, you lead your own progression. Be proactive in building your network, push yourself out of your comfort zone to attend networking events. Reach out to other women in the industry for support and mentorship. That is on you to drive.

Immerse yourself in a team with values that align with yours, a team that welcomes and promotes diversity of all types and supports and rewards on merit are key.

Build your knowledge, for me knowledge is confidence. Quickly realise it is ok not to know everything, ask the questions and find out. Be solution-oriented, supporting your superiors will get you noticed for going over and above and adding value to your team and company.

I was told ‘people do business with people,’ which I stand by and could not be truer in the igaming industry. Always treat everyone with respect, be kind, be yourself, but don’t forget to back yourself! Relationship building is so key in this industry and has helped me progress to where I am today.

Lastly, take risks. And by this, I mean sometimes you must step out your comfort zone and push yourself to try something different to progress to the next stage. So far, the most pivotable moment in my career and biggest risk I have taken, and I’m sure Andy Whitworth (CEO) and the White Hat Studios (WHS) team won’t mind me saying, was accepting the job at WHS. A brand-new supplier to the US, no content live alongside the fact I had never worked in the US market, so of course there was an element of risk. It was, however, a calculated risk as I was joining a team of experts, senior level management I had worked for previously, in an ever-growing US market. A no brainer now when I look back.

Gaming Americas: From a White Hat Studios perspective, what DEI initiatives does the company put in place?

HF: DEI of all types is something I believe increases the performance of a team, and is something we are extremely passionate about at WHS. As we grow and expand, maintaining a strong culture has never been more important. We recently held a WHS workshop in Prague, with one section of our day spent holistically agreeing and locking down our values as a team, ‘Who we are, what we stand for ‘and ‘treating everyone equally’ is now embedded in our company culture as one of our five core values.

I have been lucky in the fact I have never felt that my gender has held me back in my current role and previous igaming companies. Although I understand this has not been everyone’s experience, I truly believe the more we celebrate success, drive awareness, embed inclusion within our companies, and work together across DEI as a whole, we will continue to see women progress and take on careers in igaming.