By Giuseppe Barbanera, Head of Commercial LATAM at Games Global

In an industry that prides itself on global reach, it is easy to assume that scale alone guarantees success. But in iGaming, “global” should never mean uniform.

The markets we serve are not interchangeable and nowhere is this clearer than in Latin America.

Too often, companies attempt to replicate European or US customer service models across every region, assuming efficiency and standardisation will translate universally.

In reality, operating across multiple regions does not necessarily mean the same model applied everywhere will succeed. In practice, success depends on how well strategies are adapted to each market.

A strategy that works effectively in Europe or the US can fall flat in Latin America if it does not consider cultural nuances and the way people prefer to communicate and build trust.

The real question for our industry is not whether we can operate globally, but whether we are willing to adapt locally. Are we prepared to meet markets on their own terms?

While iGaming is international in scope, when it comes to customer service and account management, there is no universal rule of thumb. Each region brings its own business culture and has its own expectations.

Understanding those differences is essential to building lasting partnerships. Ignore this, and you risk missing the full potential of high-growth markets. Latin America exemplifies this particularly strongly.

The region is expanding rapidly and offers significant opportunities with its own distinct dynamics and pace of development.

Different regions require different approaches, and success depends on adopting a much more hands-on and adaptable approach that reflects local market conditions.

Relationships and trust form the foundation of business, and partners value time, presence and consistency.

Account management is not just about supporting day-to-day operations; there is a heavy focus on guiding partners through regulatory change while tailoring solutions that reflect both cultural preferences and player behaviour.

Cultural nuance therefore plays a key role in building strong partnerships. Speaking the same language and recognising local customs helps create genuine connections.

These small but important touchpoints turn business conversations into personal relationships, which in turn build trust and make collaboration much easier, ensuring strategies are more relevant and effective.

After all, a business is built by people, and if you were choosing a partner, would you not favour one who has taken the time to understand your culture and values?

Flexibility and empathy are equally important. While priorities may vary by market, balancing efficiency with strong communication and collaboration is key everywhere.

In Latin America, dialogue and relationship-building play an especially important role. Operators and partners want to know their challenges are understood and that the solutions offered reflect their business needs and are tailored to the local market.

That means technical expertise is not enough. True success comes from being culturally aware and having the willingness to adapt global models to fit local needs, rather than forcing local markets to adapt to global models.

Having a presence on the ground also makes a tangible difference. Local teams and studios provide direct insight into shifting trends, regulations and player preferences.

The proximity allows companies to respond quickly, whether by launching content that resonates with global audiences, tailoring campaigns to local celebrations, or helping partners navigate evolving compliance requirements.

Combining global scale with a local presence enables support that feels both relevant and reliable.

What we see in Latin America is that customer service is never a one-size-fits-all exercise. It is shaped by people just as much as by products.

By listening to local perspectives, investing in relationships and embracing cultural nuance, customer service becomes more than problem-solving and becomes a driver of long-term growth.

That is the difference between being just another supplier and a true partner.

The region rewards those who take the time to listen, adapt and connect, and as Latin America continues to grow and mature, cultural understanding will remain a defining factor in the most successful collaborations.

Backed by Grupo Silvio Santos, founded by Silvio Santos, the company aims to position itself as a platform that goes beyond traditional betting.

In an interview during BiS SiGMA South America, Fernando Justos Fischer, CEO of TQJ, detailed the company’s strategic pillars, the sector’s challenges and its long-term vision for the Brazilian market.

According to Fischer, the current moment is one of consolidation in the regulated market.

The expectation is that the sector will move toward more mature discussions, focusing on compliance, sustainability and user protection.

In this context, the event is seen as a strategic space for alignment between operators, regulators and partners, driving more structured growth.

TQJ’s strategy is based on three main pillars: strengthening brand and distribution by leveraging the group’s assets; a data-driven operation focused on efficient acquisition and sustainable retention; and responsible gaming as a core principle of the business.

All of this, according to the executive, is supported by technology and intelligence applied to the user experience.

The backing of Grupo Silvio Santos is highlighted as a key competitive advantage.

For Fischer, the combination of credibility, scale and expertise in entertainment allows TQJ to position itself as an accessible, trustworthy brand with a strong connection to the Brazilian audience.

The goal is to lead the market in trust and responsibility.

In a highly competitive environment, the company is focusing on integrating proprietary distribution, gamified experiences and the intensive use of data and artificial intelligence for personalization.

Fischer notes that competitive advantage will increasingly lie in retention, supported by advanced CRM, engagement mechanics and solid responsible gaming practices.

During the event, this positioning was also demonstrated in practice.

Bet do Milhão came to life in a live game show format, directly connecting entertainment and betting. The activation generated engagement and reinforced the company’s value proposition.

Among the main challenges in the Brazilian market, Fischer highlights the need to build a sustainable environment amid intense competition, as well as the importance of educating consumers and combating illegal operators.

He states that operators with discipline, governance and a long-term vision will have a competitive advantage.

In terms of responsible gaming, TQJ already implements tools such as deposit limits, self-exclusion, behavioral monitoring and active communication with users.

The company adopts a preventive and continuous approach that goes beyond regulatory compliance.

This monitoring is carried out through real-time behavioral analysis, enabling the identification of risk patterns and allowing for fast and precise interventions.

Fischer emphasizes that the company aims to go beyond regulatory requirements, viewing responsible gaming as both a competitive differentiator and an institutional commitment.

Artificial intelligence plays a central role in the operation. In marketing, it is used for campaign optimization, prediction and content generation.

In product, it supports the continuous evolution of the user experience. In security, it strengthens analysis and protection systems.

Additionally, AI enables deeper integration between entertainment and betting, creating more interactive and personalized experiences.

Features such as real-time personalization and gamified mechanics are already part of the company’s roadmap.

Even so, Fischer stresses that there is a clear limit when it comes to personalization: user protection. All strategies must operate within responsible parameters, without encouraging risky behavior.

In summary, the CEO defines TQJ’s role in this new phase of the market as a platform capable of connecting entertainment and betting in Brazil with responsibility, technology and trust.