Interviews
Altenar’s global expansion: Sam Hill outlines plans for growth in LatAm, Europe, and Beyond
Can you elaborate on Altenar’s specific goals for global expansion? What regions are Altenar focusing on for growth?
We’re not interested in limiting ourselves, so we are actively exploring several global expansion opportunities. Our highly customisable product can be tailored to any region, and we have the content library to support a global audience. Leveraging our existing customer base and success in Latin America, a market where we are already well-established, makes perfect sense. Specifically, Brazil, Mexico, Colombia, and Peru are regions where we have seen strong results and hold further growth potential.
There’s no reason why we can’t expand further across Europe too, where we already have a foothold, and Asia, a largely untapped market for us. Can we do more to establish a stronger presence in the Asia-Pacific (APAC) region? Absolutely! Growing the business globally is a key focus.
You have nearly 15 years of experience in the industry, including roles at Betgenius, BetVictor, and IMG. How will your experience be leveraged to help Altenar achieve its global ambitions?
My sales experience and track record in the content and data space were likely factors in my hiring. My network is fairly extensive and a useful asset that can be leveraged to Altenar’s advantage. In my previous roles at IMG ARENA and Genius, I managed a significant portion of the global sales team, including overseeing territories that are key target areas for Altenar.
Altenar stands out as a leader in this area, excelling in both proprietary content delivery and seamless third-party data integration. Our partnerships with over 20 third-party sportsbook suppliers allow us to deliver the broadest and highest-quality content portfolio – a critical advantage for any operator in a competitive market.
Can you provide some examples of how Altenar might tailor its approach to different regions?
The foundation of success in different markets is always providing the right products. While UI/UX and front-end features offer customisation options, bespoke solutions are also available. Operators can request or configure custom settings in the backend, including margins, bet limits, customer profiling and across our extensive proprietary bonus engine.
UI and UX are key elements. For multi-territory operators, we offer flexibility in content presentation. They can choose the sports, competitions, markets, banners, bonuses, and bet boosts they want to display. Our deep bonus tool capabilities allow for territory-specific customisation, and operators can enable or disable frontend features based on their needs.
However, differentiation goes beyond just the user experience. Our experienced and dedicated account management team provides exceptional support. We strive to execute any individual operator’s trading strategy, whether they prefer a hands-off approach or a more involved one. We provide the operational support needed for either scenario.
Finally, we can cater to specific market demands. In Brazil, for example, we offer a deeper selection of domestic sports content. This allows operators to differentiate themselves and provide what customers want, ultimately leading to better customer acquisition and retention.
Growing Altenar’s revenue and securing high-profile global partnerships is a key aspect of your role. Can you elaborate on the types of partnerships Altenar is looking to establish, and what qualities define a ‘high-value customer’ for Altenar?
I have great confidence in Altenar’s product offerings. We have a well-established reputation for excellence, but we need to continue raising brand awareness and communicating the value we deliver. My goal is to increase awareness of Altenar’s capabilities among high-profile brands.
We are targeting different partnerships. Casino operators are leaving revenue on the table when it comes to sportsbook, that we are perfectly placed to help them recognise. Another major focus is speaking to established operators in various territories. Can Altenar take their brand to new markets, where they can leverage their potential for growth? Even North American operators today will naturally be looking south at LatAm. We can then leverage their brand recognition in new markets. It is a broad remit but ultimately we will leverage the quality of the Altenar product and the strength of the relationships we have to capitalise on our growth potential.
The post Altenar’s global expansion: Sam Hill outlines plans for growth in LatAm, Europe, and Beyond appeared first on European Gaming Industry News.
What opportunities has WA.Technology identified in the Peru market? Why was this an attractive expansion opportunity?
The Peruvian market is an incredibly attractive opportunity for WA.Technology, for many reasons. The market is home to a large, fast-growing, tech-savvy audience that has an ever-growing disposable income available to enjoy gaming.
The Peruvian market is also no stranger to gambling regulation. Land-based casinos have been legalised in Peru since 1979; this legislation formed a solid foundation for many other LatAm markets to introduce similar regulations for brick-and-mortar venues.
Online regulations have been introduced much more recently, in October 2023, following approval from the regulator, MINCETUR. As you can imagine, this means that much of the population has a level of awareness of the different gambling products available to them.
Another key factor is the growing usage of social media platforms among players. In Peru, social media usage has surpassed eight hours a day – this provides an important opportunity for operators to be able to establish communications with players and, ultimately, build brand exposure. Growing internet and smartphone penetration across the country also presents a huge opportunity for the growth and development of the gambling industry. It is estimated that smartphone penetration is approximately 1.2 phones per person, making the type of online gambling we’d expect in Europe and North America quickly available further south.
Why has now been the right time to enter Peru?
As they say, there’s no better time than the present! We already have a strong presence in LatAm. The introduction of regulations that govern the online gambling space in Peru has opened up new doors for us to expand our footprint across the region.
Peru’s regulatory framework makes this market the perfect opportunity for WA.Technology to bring our expertise to operators across this nascent market. With more and more operators entering Peru (the last time I checked, there were 145 licence applications), we knew that there would be a demand for platform providers that can offer the full package of iGaming solutions. WA.Technology is perfectly placed to deliver exactly that.
Our full spectrum of products and solutions – which includes WA.Platform, WA.Sports, WA.Casino, WA.Fantasy, WA.Affiliates and WA.Lottery – will allow sportsbooks and casinos across Peru to revolutionise the way they engage with bettors by facilitating new levels of personalisation and localisation.
How do you plan to stand out from the crowd? What are your key USPs for this market?
WA.Technology has three key aspects that will give us a true edge in the Peru gaming market, making us the best proposition available for operators. The first is that we are the only iGaming provider that fully understands the importance of localisation. We are a global business, but we act locally – as well as boasting nearly two decades on the continent.
In short, we are incredibly well versed in the intricacies of the LatAm market, and how best to navigate the unique gaming culture in Peru. We also have a team based in Trujillo, which gives us a solid base of operation and allows us to stay up to date on developments on the ground.
The second aspect is the quality of the platform that we have. The WA.Technology is second to none; our products and solutions are highly customisable and scalable, each tailored to the unique needs of each of our partners.
We also offer best-in-class technology, backed by our team of top-level professionals, which utilises artificial intelligence to create the most efficient, streamlined products for our partners. This combination of expertise and cutting-edge technology gives WA.Technology an edge in the Peruvian market and allows us to stay ahead of any changing trends.
The final aspect is the support that we can offer to our partners. Operators are not just purchasing a product from WA.Technology; they are getting a full package of iGaming solutions. By partnering with us, operators will gain access to a wealth of knowledge and round-the-clock support that no other provider on the market can offer.
In addition to our platform, our partners also benefit from our team’s extensive gaming experience. Not only do they receive the full spectrum of support when launching and executing their growth strategies – but we’re also able to seamlessly integrate our best-in-class technology, no matter what the local tech challenges, as we understand LatAm better than anyone else.
How will your previous experience in LatAm shape your Peru strategy?
Our experience in LatAm, and other markets around the world, has provided us with a deep pool of knowledge that will most certainly influence our value proposition and our ability to offer operators the best possible solutions based on their own unique requirements.
WA.Technology knows just how important localisation and personalisation are to creating stand-out experiences. This isn’t just applicable to LatAm, but rather to every market that is regulated. We are very fortunate that we can tap into our local team to ensure that we have a deep understanding of the cultural, social and economic dynamics of the market.
We know that in order to engage and retain players, we cannot offer a standardised set of products – each product and solution must be tailored, in collaboration with our partners, to allow them to achieve their company goals.
What have been some of the biggest trends within the Peruvian gaming market? And how does WA.Technology plan to capitalise on these?
Something to keep in mind is that the Peruvian market is incredibly diverse, so it is hard to pinpoint a small number of trends that are shaping the market. But there are two which I believe should be mentioned: the first is the growth in provinces outside of Lima.
Lima, the capital city, has long been the centre of operations in Peru. But the city has become increasingly saturated, with many operators focusing their attention here.
In recent years, we’ve seen particular growth in cities such as Arequipa, Ica and Moquegua, and with that, significant technological advances and growing acceptance of gambling activities. This growth looks as though it will continue long into the future, which I believe will bring plenty more opportunities for expansion in Peru.
The second trend I’ve noticed comes down to players’ behaviour. The grouping in digital tribes is becoming much more noticeable, especially as we can analyse behaviours across different demographics.
At WA.Technology, we have identified more than 40 different demographics of players and more than 60 different psychological biases that impact how players engage with gambling activity. With those insights, we can understand what stimuli can impact player behaviours and adjust our products accordingly.
WA.Technology’s commitment to compliance and social responsibility
WA.Technology is a dedicated B2B service provider that upholds a strong compliance culture and encourages social responsibility and responsible gaming. Our marketing efforts support partners in upholding ethical standards, reflecting a commitment to integrity, transparency and the well-being of the gaming community. WA.Technology encourages safe and responsible gaming environments by offering products and services that adhere to regulatory compliance and responsible marketing.
Conferences in Europe
“Finding Xanada”: Vladimir Malakchi on Revolutionizing iGaming Investments and Fostering Innovation
The European Gaming Congress (EGC) returns to Warsaw for 2024 on 15-16 October, and organizer HIPTHER is proud to introduce the conference’s esteemed Sponsors – trailblazing professionals and innovative organizations that help make the magic happen! In this Sponsors Spotlight Interview, we are proud to welcome Vladimir Malakchi, CEO and Managing Partner at Xanada Investments.
Thank you for joining us for this interview Vladimir! Let’s introduce you and Xanada Investments to our readers: What inspired you to create an investment fund with such an ideological and philosophical approach?
Thank you for having me! The idea for Xanada Investments came from my extensive experience in the industry, where I witnessed firsthand how many promising startups struggle—not just due to a lack of funding, but because they lack proper strategic support and long-term vision. Over the years, I saw how typical investment funds often limit themselves to providing capital, without addressing other crucial aspects of business growth.
This inspired me to create a fund that goes beyond the traditional investment approach. At Xanada Investments, we focus not only on financial backing but on building an ecosystem where startups can grow together, share knowledge, and support one another. Our philosophy is centered on mutual growth. Every project in our portfolio receives more than just capital; they gain access to strategic consulting, a network of industry contacts, expert resources, and development opportunities.
It’s not just about the success of one project—it’s about creating a community where every participant contributes to the overall success of the Xanada ecosystem. Our goal is to ensure that our investments not only help businesses grow but also elevate the entire industry by setting new standards and driving innovation.
Your investment philosophy focuses on mutual growth within your portfolio. Can you share an example of how your approach has fostered collaboration between different projects under the Xanada umbrella?
At Xanada Investments, we strive to build a diversified ecosystem by supporting projects of different types, sizes, and stages of development. Our current portfolio consists of five projects, all carefully selected from over 150 applications. We invest significant resources in understanding each project and offer tailored support to ensure successful partnerships.
While we maintain an individualized approach for each project, collaboration within our portfolio is key to accelerating growth. By working together, our projects are able to share insights, resources, and strategies, allowing them to achieve significant results faster. This collective effort not only strengthens each project but also enhances the overall ecosystem, ensuring mutual success.
With Xanada Investments primarily focusing on startups within the iGaming sector, what trends do you foresee shaping the future of this industry in the next 2-3 years?
The iGaming industry is going through an exciting period of change, driven by new technology and shifting player needs. One trend we see is the growing use of AI and machine learning to create more personalized gaming experiences. Startups are using AI to make gameplay and marketing more tailored to individual players. Another big focus is on player retention. With more competition, companies are using gamification, social features, and real-time engagement to keep players interested.
At the same time, there’s increasing attention on following regulations and promoting responsible gaming. As rules become stricter in different regions, startups that can stay compliant while still offering great experiences will have an advantage. The future of iGaming will belong to those who can innovate responsibly while meeting players’ changing needs.
You emphasize the importance of a strong team and leadership in your investment criteria. What are the top qualities you look for in a startup’s leadership team when considering an investment?
No matter how great the idea or technology, at the end of the day, it’s the people behind the project who make the difference. We invest in people—their experience, potential, and vision. The leadership team is the backbone of any startup, and we believe that a strong team is key to a project’s success. We look for resilience and adaptability—qualities that help a team navigate challenges and pivot when necessary in today’s fast-changing market.
We also value experience—leaders who know their industry well and understand how to manage its complexities. They must be hands-on and not afraid to get involved in every aspect of their business. Integrity is crucial, along with a collaborative mindset, both with us as investors and within the broader ecosystem of startups. These are the qualities that set successful teams apart.
Beyond financial support, Xanada offers strategic consulting to its startups. Can you elaborate on the specific types of support that have the most impact on helping these companies scale?
At Xanada Investments, we understand that successful startups require the right guidance and strategic support to scale effectively. We provide comprehensive consulting services that encompass various aspects of business growth. Our strong network of top industry experts also offers insights in key areas such as marketing, sales, and business development.
This community of experts plays a crucial role in our support system, helping startups analyze their current challenges and develop tailored strategies for growth. We work closely with our startups to create robust business strategies that integrate all critical components, ensuring a cohesive approach to scaling.
You’ve expressed plans to invest in 10-15 projects within the next year. How do you prioritize which projects to invest in, and what excites you most about this upcoming batch of investments?
As we look ahead, our goal is to invest in 10-15 projects that will help us build a diverse ecosystem, driving deep, foundational growth for each company. We believe that a robust ecosystem made up of various types of businesses enhances our collective strength, allowing us to offer a range of innovative solutions. We are particularly focused on finding startups in game development, casino operations, and player retention strategies.
What excites me most about this upcoming batch of investments is the talent and creativity we are seeing in these areas. We are actively seeking startups that provide relevant solutions to the iGaming industry, addressing specific pain points and offering viable business models. By concentrating on these critical areas, we are positioning ourselves at the forefront of industry innovation and ensuring our portfolio companies have the resources they need to scale effectively.
You recently launched the Xanada Startup Contest. What were the key drivers behind this initiative, and what do you hope to achieve by giving startups this platform?
The Xanada Startup Contest was created in response to the challenges many startups face in today’s market. We observed that while there are numerous startups with incredible potential, they often struggle due to a lack of resources and proper guidance. This competition was designed to bridge that gap by offering a solution that goes beyond just financial support.
What makes our contest unique is that it provides more than funding—it offers a platform for continuous learning and development. We want to ensure that startups not only receive capital but also the tools, mentorship, and strategic insights they need to maximize their potential. The contest also gives visibility to deserving startups that might otherwise go unnoticed, helping them connect with industry leaders and gain the consulting support they need to scale effectively. Our goal is to create a lasting impact by empowering startups to succeed in the long term.
Given the challenges faced by startups in securing both funding and guidance, what advice would you offer to early-stage entrepreneurs looking to break into the iGaming sector?
My biggest piece of advice is to focus on building a strong team and a clear, scalable business model. Investors are not just looking for great ideas—they want to see that your startup can execute and grow. Be prepared with detailed financial projections and a solid understanding of your market. Finally, seek out mentors and advisors who have experience in the industry. The right guidance can make all the difference in navigating the complexities of the iGaming space.
As an investor and former gaming executive, what do you believe is the biggest challenge currently facing the iGaming industry, and how is Xanada Investments positioning itself to address these challenges?
One of the biggest challenges in the iGaming industry is player retention. With so many options available, keeping players engaged long-term is becoming increasingly difficult. At Xanada Investments, we’re positioning ourselves to tackle this by investing in startups that focus on innovative engagement strategies, such as real-time personalization, gamification, and social elements that enhance the player experience. Additionally, we’re helping our portfolio companies optimize their operations and user acquisition channels to stay competitive in this fast-paced industry.
Vladimir Malakchi will be speaking in an exclusive Fireside Chat with HIPTHER’s Co-Founder Zoltan Tuendik at the European Gaming Congress, “Mythbusting Investment in iGaming: Missed Opportunities and Xanada Investments’ Vision for Startup Success”.
Join us in Warsaw and meet Vladimir in person:
The post “Finding Xanada”: Vladimir Malakchi on Revolutionizing iGaming Investments and Fostering Innovation appeared first on European Gaming Industry News.
Turnkey and white-label sportsbook provider Altenar has doubled down on its efforts to improve player engagement and retention for customers this year. With the launch of an intriguing line-up of new tools, including their Bet Boost, Rewards System and Proprietary Bet Acceptance product, Alejandro Cazorla, Sales Manager at Altenar, provides insights into why operators should focus on increasing customers’ lifetime value as the price of acquisition continues to rise.
Why did Altenar decide to focus so heavily on their engagement tool offering this year?
In today’s highly competitive iGaming markets, sportsbook operators must constantly differentiate themselves to attract players. With a number of sportsbooks demonstrating how high costs associated with building their player base can eat into profits, one crucial strategy to combat this is integrating innovative engagement tools that have the power to cross-sell, retain and onboard new players. With the average acquisition costs increasing year over year, these tools are essential to not only enhance the overall player experience but also drive customer loyalty, increase revenue, and foster an engaged audience.
Engagement tools play a pivotal role in creating a more personalised experience for sportsbook users, with widgets such as Altenar’s Bet Boost enticing them to try new markets. By offering a variety of these features, operators can captivate players and even encourage online casino customers to give sports betting a try. Engagement tools have the power to transform a sportsbook into a dynamic platform.
Keeping players engaged during quieter periods and securing their custom during highly competitive sporting events is essential for profitability. How does the Bet Boost widget achieve this?
Tools that enable operators to highlight certain odds and boost winning potential can help drive higher revenues. Our Bet Boost widget enables operators to enhance odds to a selected level for promotional purposes during major events, or to combat losses during quieter periods, to increase bettor engagement. Boosts can be applied automatically or manually within events and provide flexibility and customisation options.
We developed Bet Boost to enhance competitiveness in the industry, particularly for popular events. By offering boosted odds that significantly increase prizes on specific selections, this tool creates excitement and provides players with the opportunity to win larger payouts. This, in turn, can lead to increased betting activity and higher revenues for our sportsbook partners. Additionally, the tool’s flexibility allows operators to target specific events or markets, tailoring promotions to suit the local audience.
Friction in the user experience can cause even the most loyal customer to become frustrated. How is Altenar combating this?
Most people are familiar with the feeling of having something in their online shopping basket, only for it to refresh and become unavailable. This is a bugbear many bettors have faced with their bet slips, only to get to their final bet and see the odds refresh, forcing them to start over again. With the new Proprietary Bet Acceptance tool, Altenar has created their own algorithm to allow operators to determine the odds and tackle this frustrating hurdle for customers. This limits friction in the wagering process and gives operators an automated technology with which to determine whether to honour the previous odds available or continue to refresh the bet slip if the risk is too high.
Anticipation is a feeling commonly associated with online casino players. How can operators recreate this emotion for the sports-betting vertical?
The feeling of anticipation and reaching rewards is a familiar and welcome experience for online casino players, with progress bars and promotional tools encouraging longer or more frequent gaming sessions. With the introduction of our new Rewards System, Altenar takes bonuses to the next level by offering players a chance to win a progressive prize from a pool.
Operators can decide when the jackpot is hit, for example if a certain footballer scores during a game, or if the prize pool reaches a predetermined amount. The winnings can go to a single bettor, or smaller prizes may be shared between multiple players. The promotional tool is configured by the operator and is a powerful cross-selling tool, offering familiarity to casino-only players.
The post Altenar: Boosting revenues with engagement tools appeared first on European Gaming Industry News.
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