Interviews
Exclusive Q&A with Robert Chvatal, Chief Executive Officer at SAZKA Group
As CEO of European gaming giant SAZKA Group, Robert Chvátal knows more than most how the COVID-19 pandemic has impacted the industry over the last 18 months. But whilst lockdowns in a number of its markets have taken their toll on the group’s retail offering, he is bullish about the long-term prospects. In an exclusive interview for European Gaming, he revealed how the use of technology and a customer-centric approach is driving online growth and allowing operators to provide a safer gaming environment.
Holiday season is often a time for rest and reflection. How do you look back on the last few months and what challenges did it pose for SAZKA Group?
I’m pleased to say that we have managed to remain resilient in what has been an unpredictable period with often disruptive trading conditions. As people will know, 80% of our EBIT is generated through lottery-style games. Clearly lock-downs have had an impact on our operations, with retail in Italy and Greece in particular taking a hit. And yet our strategic focus on online channels paid off. I think the growth of digital sales during the pandemic is very supportive for our future development too. 30 per cent of GGR for our Czech business in 2020 came online and that continues to grow. In Greece, OPAP recently launched a digital entertainment hub and has seen really good take-up of online lottery sales, despite starting from a low base. Retail remains important. Picking it up and rejuvenating it in the coming months is a priority, but online is a rising star providing us with real guidance too.
Across the industry we’ve seen witnesses the introduction of a wave of new products and a freshening up of old ones. What part has SAZKA Group played in this?
With more and more customers heading online, as well as potential new ones sat in front of their computer and phone screens, it was imperative that we kept our product offering up-to-date and relevant. All our operator companies introduced new content suitable for their jurisdictions. Needless to say, we also introduced new lottery draws too. Hand in glove with this went customer engagement plans that allowed us to showcase the full product portfolio and content diversity that is so important these days. We also saw the roll-out of customer loyalty programs that rewarded our regular players, be they in-store or online. This helped to really personalise our interaction at a time when we were all distancing ourselves from one another as a society. The results to date have been very encouraging.
How has the pandemic changed the way that you approach marketing, particularly when it comes to players who have moved online and those new ones who are joining them?
Interestingly, we are gaining real traction with event-based jackpots with specific themes. Friday the 13th has become a real tradition for us, as many people will now know. There are some key dates when players like to try their luck such as Black Friday top. With millions of people online looking for a bargain, it is a date that resonates in some of our markets. We are often able to collect much higher wagers on these special dates because we’re able to market them better. Clearly customer loyalty takes on a new meaning online too. Traditionally, retail has been an anonymous experience with people going to a newsagent or a kiosk to buy a lottery slip. That suits some people and that’s fine, but it doesn’t allow us to capture anonymised information on consumer trends. Online obviously requires people to register and be verified, allowing us to ensure the are safer from a responsible gaming point of view, which is crucial.
What part is technology playing in providing a better player experience?
We are really making the most of big data, joining the dots between lottery and those who play other games. It has a huge benefit online. But retail loyalty is equally important for us. That’s why we offered virtual loyalty cards, where players register online with a mobile number. This then allows us to identify them as a unique player. We also have a proposition in retail loyalty called Wheel of Fortune where participants benefit by being offered a second chance within 24 hours of their retail purchase, for example. People are embracing it because they see the benefits of what is being offered. There is nothing worse than being bombarded with products and services in which you have no interest. Harnessing big data and processing it thoughtfully allows technology to tailor our offering. That has never been more important in a world full of distractions. We also see technology as a vital means of protecting players, more of which is below.
Player protection and the need for safer betting and gaming environments are rarely out of the headlines these days. How is the lottery sector and SAZKA Group in particular dealing with the challenges these concerns present?
SAZKA Group is committed to responsible gaming. It always has and always will be a central plank of our proposition as a business. All of our operator companies are part of European Lotteries, so there’s a strict and supervised responsible gaming certification mechanism. In some respects, we’re fortunate. In lottery wins are infrequent, compared to games with higher probability and higher frequency. The risk of excessive or problem gaming is small as a result. But there is clearly no room for complacency. Some of our companies run sports and casino betting too, of course, and put significant resources into ensuring customers are supported. We let them know about setting time and spending limits and the advantages of taking frequent breaks. We also educate our employees and store partners in responsible gaming training, so that they can apply the relevant standards and principles. At the end of the day, this should be an enjoyable and playful experience for our customers – and we need to play a central role in maintaining that.
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EvenBet Gaming’s CEO, Dmitry Starostenkov, speaks to EEGaming about the company’s expansion into the casino vertical, what drove the decision, what it took to build, and what it means for operators looking to grow beyond a single product.
EvenBet has spent more than two decades building its reputation in poker. What told you the time was right to move into casino?
We kept having the same conversation with partners who trusted our poker infrastructure, asking whether we could support them on the casino side too. For a long time, our answer was to point them elsewhere but, with competition intensifying, that became harder to justify.
But there’s a wider shift happening too. Operators are under real pressure to extract more value from their existing player base. Acquisition costs are rising, regulated markets are tightening, and the days of building a sustainable business on a single vertical are gone. Operators who are growing have found more ways to extend player value across their full product offering, and that requires purpose-built infrastructure.
We have the technical foundation and understand the player behaviour. The question became when to make the move, and how to do it in a way that was genuinely an improvement on what was already out there.
Moving from the single poker vertical into a full casino platform is a significant undertaking. Where did the product challenges actually lie?
The single player account sounds simple until you’re actually building it. Shared balance, unified player profile, seamless movement between poker and casino all create complexity that compounds quickly. The other challenge was scope. A game aggregator covering 15,000 titles across 230-plus providers has the potential to create real infrastructure problems. We had to build something that could handle that scale without becoming unwieldy for operators to use. And we didn’t want to compromise the poker product to get there either – that was non-negotiable. Everything had to work as one system, not two products stapled together.
How does cross-vertical conversion work, and why does that matter so much to operators right now?
The friction in moving a player between verticals has always been the drop-off point. Separate logins, separate wallets and separate experiences are all different reasons for a player to disengage. When that’s removed, the conversion happens more naturally.
What makes the difference is having product mechanics that actively pull players across. One Click Poker removes the traditional lobby entirely, which has historically been the biggest barrier for casino players who find poker intimidating or unfamiliar. Spins Poker goes further by taking player-versus-player gameplay and wrapping it in slot-style mechanics, so the experience feels native to a casino player from the first session.
In the other direction, casino rewards sitting inside the poker environment give poker players a natural reason to explore. It becomes a two-way pipeline rather than a one-way push, and operators can see that working in the data. That’s what cross-vertical conversion looks like when the product architecture supports it properly.
What does EvenBet Gaming now offer an operator that they genuinely can’t get elsewhere?
Most casino platforms don’t come with a serious poker product attached, and most poker providers don’t have a credible casino offering. We’re in a fairly unique position in that we can genuinely deliver both, and the integration between the two is real and not just a partnership held together by an API. In terms of who this is for, it’s operators who want to grow. Whether that’s a new entrant who needs a clean, fast route to market, or an established operator who has a casino product but knows they’re missing a revenue stream without poker. We’re positioned to offer that market entry and scalability, without compromising quality.
The post Behind EvenBet Gaming’s strategic evolution into casino appeared first on EE Gaming | Global iGaming & Tech Intelligence Hub.
Looking beyond Brazil, which LatAm market stands out most right now, and what makes it attractive?
Liam Hoofe, Content Strategist at GameOn
Based on our research for GO Intel, I think Chile is the market to watch out for the most. The size of the opportunity is potentially massive, with the Chilean Senate’s own figures estimating that more than 5 million Chileans are already gambling online.
The demand is definitely there, and broader discussions about a regulatory framework are underway. Our estimates in GO Intel also put channelisation rates at 80% if enforcement and regulation ran smoothly.
The proposed ‘cooling-off’ period for operators already active there is also quite a unique approach, and it will benefit those who approach the market with the right foundations in place.
Of course, as we’ve seen with Brazil, there will no doubt be a lot of public debate around the market, and the tax structure could be complex, but of the three we researched, this one still stands out the most.
Paulina Hovar, Lead Sales Manager LATAM at BGaming
Right now, Mexico and Argentina stand out the most to me.
Mexico has been showing steady growth for a while now. It’s already a fairly mature market with strong operator presence, but there’s still plenty of room to scale. At the same time, one of the main things to watch is the tax situation and how regulation may develop in the future, since that could impact profitability and market dynamics.
Argentina is interesting for a different reason. The market is regulated at the provincial level, so it’s much more decentralized. That creates opportunities because entry can be more flexible, but it also means you need to understand the local landscape and choose partners and regions carefully.
Ramiro Atucha, Board Advisor to Kiron Interactive
Mexico stands out. The size of the market alone makes it attractive, and the current regulation is already acceptable enough for public companies to feel comfortable operating there. It’s also moving toward a more formal framework, so there’s still margin to grow. Beyond Mexico, I’d point to Chile, certain provinces in Argentina, and Colombia. All three have their own dynamics, but they’re markets you can’t ignore right now.
When entering markets that are still evolving from a regulatory perspective, what’s the right balance between moving early and waiting for clarity?
Liam Hoofe, Content Strategist at GameOn
That’s the million-dollar question, and it’s one I’m not sure there is a 100% correct answer to. For me, it’s about building relationships, ensuring you have the right infrastructure in place, and understanding a market before you invest.
Operators and studios that just enter with no understanding of the culture and of the way the regulatory landscape could adapt are putting themselves at risk of failing.
Trying to remain one step ahead of regulation and working alongside the regulators to help the market mature is always going to be a much better approach than just waiting for regulation to come into place and being reactive.
Paulina Hovar, Lead Sales Manager LATAM at BGaming
It depends on how mature the market is.
If the regulatory framework is already clear and established, then the best approach is to operate fully within the licensed model from day one.
But in markets that are still in a gray or transitional stage, where operators are already active, it can make sense to take a more gradual approach. That could mean building partnerships, adapting the product to local needs, and preparing for future regulation before fully committing.
You also have to be very careful about legal and reputational risks. Every market is different, so timing and level of involvement should be assessed on a case-by-case basis.
Ramiro Atucha, Board Advisor to Kiron Interactive
As early as possible, as long as it isn’t illegal or forbidden. That’s the right moment to enter and transition through the regulatory process. Brazil is the clearest example. Sports betting was legalized in 2018, but the full regulatory framework only came in late 2023, with licensed operations starting in 2025. The operators that used those years to attract players, test the market and build name recognition without breaking the law made a real difference. By the time regulation arrived, they were already established.
As markets like Chile, Peru, and Uruguay develop, what will separate the brands that succeed from those that struggle?
Liam Hoofe, Content Strategist at GameOn
The biggest differentiator for me is localisation, and by that, I mean real localisation, not just translating a game into Spanish and calling it a day. This means actually creating products and promotions that speak to local audiences. LatAm is not just some big monolithic market with a one-size-fits-all solution – brands that succeed there are the ones that understand this. The ones who know that a player in Chile is not the same as one in Uruguay or Brazil are going to be the big winners.
On top of that, working closely with regulators and showing genuine concern for players’ well-being in these markets will make a huge difference. It’s not enough anymore to just display simple responsible gambling tools; players want to see it in your actions, and it’s obvious to them which brands really care and which are just ticking boxes.
And finally, local partnerships. Some of the most successful companies we work with are those that really integrate themselves and find local partners that offer genuine insight into communities, and can be leveraged to build trust. This can be achieved in a number of different ways, whether it’s through working with local content creators and influencers or getting involved with local charities and events.
Paulina Hovar, Lead Sales Manager LATAM at BGaming
As markets like Chile, Peru, and Uruguay continue to develop, the following three factors will set successful brands apart from the rest.
First, strong local partnerships. Without people on the ground and a real understanding of how each market works, it’s very difficult to build a sustainable position.
Second, product adaptation. Translation alone is never enough. Companies need proper localization that reflects user behavior, cultural differences, and local audience preferences.
And third, regulatory readiness. The companies that invest early in certification, compliance, and building the right processes will have a major advantage later on. It’s expensive and takes time, but in regulated markets, long-term preparation usually makes the difference between short-term growth and lasting success.
Ramiro Atucha, Board Advisor to Kiron Interactive
Brands that bring international experience and proven competitiveness from other markets, combined with genuine local understanding, will get the best of both worlds. The international background gives you credibility and product depth. The local presence gives you a product that’s actually adapted to how players in that country behave. Neither side works on its own. In Chile, Peru, and Uruguay, the operators who get this combination right are the ones who’ll separate from the pack.
The post LatAm: Beyond Brazil – Chile, Uruguay and Peru’s Regulatory Trajectories appeared first on Americas iGaming & Sports Betting News.
Following his appointment as Chief Product Officer at iGaming software pioneer Tequity, industry veteran Alex Scott outlines his vision for the company’s expanding product suite. With over 20 years of leadership experience, including driving WPT Global to become the world’s second-largest online poker room, he shares his insights on how Tequity’s approach is redefining both the games players enjoy and the way they are distributed.
You have held senior leadership roles at major operators and suppliers. What convinced you to join Tequity, and what are your main priorities as CPO?
Tequity is a business that I’ve admired since I first became aware of it. In that time I’ve heard so many positive things about how the company is able to move very quickly and decisively, while still delivering ultra high quality products for its partners. When I started interviewing for the position and meeting the people involved, that only reinforced the positive impression I had. It was clear to me that this was a company that is at the forefront of innovation in the iGaming space, creating and delivering content that is fresh and exciting.
My priority as CPO is to further accelerate the development of top-quality products that are highly relevant to today’s players. I’m excited to roll up my sleeves and get stuck in – there are so many possibilities!
Tequity recently secured BMM Testlabs certification for its RNG and the first batch of Originals titles. How does that accelerate your product roadmap?
This certification will open up many more potential customers for Tequity, and therefore many more opportunities for businesses to take advantage of Tequity’s services, like our bespoke Exclusives and our top-performing Originals. Operators fighting for market share are always looking for those added-value elements that can set them apart from the competition and our fully brandable, customisable and feature-packed content offers that key point of difference.
It will also enable the studios using our RGS and Publishing solutions to widen their own distribution and reach many more potential customers as well – just another reason to choose our RGS. We have seen the strong demand for our games and solutions from partners all over the world, and we believe that this appetite will be more than matched by operators in the regulated market space.
Finally, it represents s a step towards a wider regulated market expansion which I am excited to be involved in.
Player preferences are moving decisively toward fast-paced, community-driven experiences. How do Tequity’s game divisions cater to this next generation of player engagement?
One of the things that sets Tequity apart is that the company truly understands what the modern generation of players are looking for. They are discovering online casino in a very different way to past generations, and require simpler, easier to understand, more socially-driven content if you want their full attention. Today’s players expect instant gratification and seamless, mobile-first experiences that fit into their fast-paced lifestyles. They also want gameplay to feel like less of a solitary activity and more of a shared event.
Having spent recent months immersed in casino game development for the crypto generation, I’m really looking forward to contributing to these efforts and having an impact of my own.
You will be joining the Tequity team at iGB Live in London next month. What is the key takeaway you want operators and studios to leave with?
As the newest Tequity signing, I’m looking forward to meeting the rest of the team and many of our partners and customers at iGB Live.
Tequity is an extremely fast and capable company that builds high-quality, interesting products at the cutting-edge of the industry. My hope is that operators and studios leave the event understanding our expertise and capabilities. But I also want them to leave with a sense of the enthusiasm and passion that we have for building great games that stand out from the crowd.
The post Q&A with Tequity’s new Chief Product Officer Alex Scott appeared first on EE Gaming | Global iGaming & Tech Intelligence Hub.
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