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Strategies that Scale: Evoplay’s Alex Malchenko on Cracking the Code of Localised iGaming Success

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Alex Malchenko, Head of Sales at Evoplay, joins us for an exclusive conversation ahead of HIPTHER’s European Gaming Congress 2025.

Evoplay, proud Pen & Paper Sponsor of this landmark event, continues to pave the way in iGaming with pioneering content, creative game design, and strategic market expansion.

With over a decade of B2B sales experience, Alex has played a lead role in entering regulated territories, forging new Bingo and Lottery partnerships, and launching fresh business directions – making him the ideal voice to explore insights around localising content for different markets: challenges, nuances, and successful strategies.

 

Alex, with your background scaling new markets and products, what challenges have you encountered with content localisation in the iGaming space?
When we enter or grow in a new market, we look at its own specifics. In some markets, the main challenge is regulation, whether it’s strict certification rules, requirements on game content and promotions, RTP levels, or even small details like how session time is displayed. That’s why we take time to understand the rules, the culture, and what local players actually want.

One good example is our instant game Penalty Shoot-Out: Street, which we created for Brazil and its strong football culture. The challenges there were both technical and regulatory, since Latin American markets often have very different rules. In some countries, just certifying the game isn’t enough — additional RGS and RNG certificates and official confirmations are also required.

On top of that, we had to make sure the gameplay matched what players expected. With Penalty Shoot-Out: Street, we achieved this by combining fast bets, quick results, a familiar theme and the thrill of every goal, and it worked.

Another case is our Hot Triple Sevens, a worldwide-popular slot, which we’ve refreshed with new mechanics like Hold & Win. Then we re-skinned the game to suit different audiences — for example, American Sevens and Fogo do Brasil 777 — to make them resonate more with local styles and tastes.

When games are built with the right themes and mechanics for a specific market, they feel more engaging and relevant to players, which can significantly boost their appeal. That’s why localisation is something we put thought into every time, learning from experience, working with partners, testing locally and improving as we go.

 

When it comes to Evoplay approaching localisation for a new market, what are the first strategic frameworks or priorities you put in place?
In short: regulation, communication with partners, and understanding players. When entering a new market, we carefully study all aspects, analyse the situation, and build a strategy. This includes legal, commercial, marketing and financial components, among others. Of course, for a complete picture, we also look at competitors’ experience, talk extensively with local participants, and study players — sometimes launching special campaigns independently, sometimes in collaboration with partners.

In this regard, Evoplay has made significant progress this year, reaching a new level. To support this approach, we also run campaigns that help us better understand players and their preferences. For example, the Oath of Steel campaign with SlotsCalendar, featuring a shared prize pool, invited players to take part and share their feedback, which we looked at thoughtfully. Similarly, we worked on a joint game with SlotCatalog, drawing on insights from their player preference analytics. Initiatives like this give us a better sense of what players enjoy and help us shape our games for different audiences, supporting our broader approach when entering or growing in new markets.

 

Could you share an example where you had to adapt a game significantly – theme, mechanics, or language – to resonate with local players? What were the specific market nuances you had to tune into?

In our business, every game must meet regulatory requirements, and it’s normal that adapting a game for a specific market requires some extra adjustments. A good example of this is the lottery vertical, which is quite different from standard iGaming. In our business, every game must meet regulatory requirements, and it’s normal that adapting a game for a specific market requires some extra adjustments. A good example of this is the lottery vertical, which is quite different from iGaming. Here, we need to follow particular rules regarding content and promotions, along with other market-specific restrictions.

Other bright examples of our games adapted to local markets include mythology-inspired hits like Temple of Thunder II Bonus Buy and Roman Rule, as well as the previously mentioned American Sevens and Penalty Shoot-Out: Street. These games work well because everything comes together — the theme clicks with players, the visuals fit the concept, and the mechanics are engaging. I’d also highlight the simplicity of the games and their user-friendly UX/UI, which players appreciate no matter the region.

 

Operating in regulated markets obviously adds complexity. How do you strike the balance between compliance (e.g., legal, cultural mandates) and maintaining the brand’s creative integrity during localisation?
In situations like this, branded games are a good approach. Creating them involves working closely with partners, discussing details such as logos and technical settings like RTP or bet ranges.

At the same time, we like to experiment with small creative touches to see what really clicks with players. A good example is The Easter Catch slot, an updated version of our worldwide popular The Greatest Catch, especially designed for the Easter holidays. Taking this approach keeps the game flexible, meets legal and cultural requirements, and still feels like our brand. Tailoring it for the partner and their audience also makes the game more engaging and usually leads to better performance.

 

You’ve been instrumental in forging Bingo and Lottery partnerships. How does localisation differ when tailoring for those verticals versus standard casino-style titles?

First of all, I want to emphasise that Bingo and Lottery are quite different from standard iGaming. These are established verticals with their own history, unique communities, and regulatory features. The lottery market is also largely monopolised and moves at a slower pace compared to the fast-moving world of iGaming.

Some online lotteries, while offering more dynamic and engaging experiences than paper versions or traditional online formats, are subject to many restrictions. For example, design themes common in slots are often prohibited, RTP requirements differ, and other regulatory rules apply.

When it comes to trends in this area, the World Lottery Association sets the pace, and other lotteries tend to follow their lead.

Evoplay entered this sector to bring a fresh, innovative perspective, showing how classic games can be reimagined for a new generation of players and enthusiasts seeking new experiences. The projects we’re currently developing here hold great promise and add a fresh spark to this traditional space.

 

Thank you, Alex, for walking us through Evoplay’s thoughtful approach to content localisation and the art of balancing strategy with respect for local flavor. We can’t wait to hear more from you and other industry leaders live at the European Gaming Congress 2025.

 

Join us at the European Gaming Congress 2025 | 30–31 October | Warsaw

👉 Secure your spot today, network, and dive deeper into how industry leaders like Evoplay shape the future.

The post Strategies that Scale: Evoplay’s Alex Malchenko on Cracking the Code of Localised iGaming Success appeared first on European Gaming Industry News.

Conferences in Europe

Europe is your home, says Roberta Metsola as she opens SiGMA Central Europe in Rome

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President of the European Parliament, the Hon. Roberta Metsola was in Rome to officially open SiGMA’s inaugural Central Europe event. Ahead of her keynote, Metsola met with representatives from Malta, including the Maltese ambassador to Rome, H.E Daniel Azzopardi, CEO of GamingMalta, Ivan Filetti, and Keith Zammit, CEO of Elevate AI.

Taking to the stage, her message was one of welcome. “Europe is your home” she reminded the audience – a ‘place of the future’ determined to make it easier, safer, and faster to operate, to startup, and to scale up.

To the packed floor before her she was warm in her delivery. “It is great to open SiGMA, right here in Rome, the heart of Europe,” she said. An industry backed by thousands of exhibitors and delegates that she went on to describe as the ‘building blocks of next generation Europe’ and ‘one of the biggest gatherings of its kind in the world.’

“I’m more than a little proud that it [SiGMA] started in my island home of Malta.”

Smiling, she recalled her university days with SiGMA’s Founder Eman Pulis – “It’s fantastic to see how your idea has grown from a pitch to a global platform.” We are so proud of you, and our country has much to be proud of. But, ultimately, above all – of its people, many of whom are here today.”

Zoning in on Europe’s tech and gaming industry, she highlighted the bigger picture. Beyond numbers or growth charts, what we see is ‘proof that our European way works, that we can be pro business, that we can be forward looking, open to innovation and new tech whilst still doing things responsibly and protecting the most vunerable.’

“Balance between growth and responsibility is what makes Europe unique, gives investors predictibility, builds trust with users and allows creativity to flourish without leaving anyone behind.”

If, however we want Europe to remain compeitive, she cautioned, we have to be honest about what is still holding us back. “Regulation in Europe is essential, but remains too fragmented.”

Disrupting that balance: different licencing systems, operating regimes, and advertising rules make it harder for companies to plan, scale and operate across borders. That has to change, she emphasised.

Ideas like the 28th regime – a single optional European framework for businesses are worth exploring, she suggested. An idea that would make it easier for operators to expand while still respecting national choices – ‘the leap we need to collectively look to as a continent but also as a global international giant.’

The message from entrepreneurs in tech, gaming and finance is always the same, she says: Europe has to move faster, to make it easier for us to invest. It must grow and take risks. They want a Europe that supports, not one that gets in their way.

“Europe cannot run on nostalgia, we can’t cling to old ways and expect new results”, she warns.

To lead and innovate businesses need to have the tools and freedom to compete globally, to understand new dynamics at play and showcase how Europe can lead, she went on to say.

“I want the European way to mean something clear: innovation and not over-regulation, implementation and not unnecessary bureaucracy and delivery, not red tape. Targeted regulation that gives predictability.”

Ultimately, she concludes – compliance should not take up the majority of businesses’ time. Regulation is important, but it should be smart – focused on rule-breakers and not those who play by them. On this, she says, there is broad agreement.

“This is a moment Europe cannot afford to miss, we can either shape this new era of tech or watch others do it for us. We were not designed to follow.”

‘The opportunities in the wider digital economy are enormous’, she enthuses. They can make platforms safer, more transparent and fairer. Europe should be at the forefront of this transformation. Holding us back, she explains, is a lack of support and funding. Indeed, as she mentions, Europe currently has more AI and tech professionals per capita than the US and almost 3 times as many as China.

This is why the EU plans to mobilise 200 BIL Euro for AI and digital industries, she says. She also alludes to the Savings and Investment Union – there to reflow investment to startups and small businesses looking to invest across borders or work for European companies.

“To all of you building the future of tech and digital creativity – keep going, you are showing that Europe’s strength lies not in looking back but in shaping what comes next. And I assure you – we have your back.”

The post Europe is your home, says Roberta Metsola as she opens SiGMA Central Europe in Rome appeared first on European Gaming Industry News.

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ZettaOnline Wins “Best Payment Provider” at EiGE Awards 2025 During the European Gaming Congress in Warsaw

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ZettaOnline has been named Best Payment Provider at the EiGE Awards 2025, held during the European Gaming Congress (EGC) in Warsaw, Poland on 30-31 October.

Organized by Hipther, the awards honor excellence and innovation across the gaming and fintech ecosystem. The “Best Payment Provider” title recognizes the company that delivers secure, fast, and friction-free transaction solutions, setting new benchmarks for reliability and customer experience in iGaming.

This distinction marks ZettaOnline’s second major recognition in 2025 in the same category, reinforcing its position as a trusted fintech partner for regulated gaming operators.

“Receiving this award at such a renowned industry event is an incredible honor and a reflection of our team’s focus on strategic advancement, compliance, and client success,” said Milena Tsankarska, Chief Commercial and Marketing Officer at ZettaOnline, who accepted the award on behalf of the company.

In addition to the company’s success, Milena Tsankarska had received individual nominations in two categories: iGaming Leader of the Year, celebrating vision and leadership in the industry, and iGaming Influencer of the Year, honoring individuals whose insights and impact help shape the gaming community.

At the European Gaming Congress, Tsankarska also joined the panel “Beyond the Booth: Strategic Event Preparation in B2B PR, Marketing & BizDev,” where she discussed the evolving role of communication in a data-driven era. Her key message highlighted the importance of aligning research, audience understanding, and business goals to create marketing that resonates and drives measurable outcomes.

“We value this event because it allows us to create a network of long-term partners. It’s great to see the potential of the gaming industry showcased by a diverse range of companies and ideas,” said Tsankarska. “We’re thankful to the Hipther team for recognizing our work and for creating spaces that foster real collaboration and progress across the sector.”

ZettaOnline continues to strengthen its position within the fintech and gaming ecosystems, delivering tailored solutions that combine technology, compliance, and security across multiple regulated markets. The company’s expertise spans online payments, cyber security, cloud services, certification, IT infrastructure, software development, server and system administration, and technical compliance, ensuring every partner receives a holistic approach to operational excellence. With a focus on speed, reliability, and intelligent scalability, ZettaOnline empowers businesses to navigate complex financial and technological environments with confidence and clarity.

The post ZettaOnline Wins “Best Payment Provider” at EiGE Awards 2025 During the European Gaming Congress in Warsaw appeared first on European Gaming Industry News.

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Conferences in Europe

ProgressPlay to Unveil Next-Generation Sweepstakes Solution at SiGMA Europe 2025, Redefining Market Entry and Player Engagement

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ProgressPlay, a premier iGaming platform and solutions provider, has announced its prominent presence at SiGMA Europe 2025 in Rome on stand 4246, where it will spotlight its groundbreaking Sweepstakes Solution. The company is set to demonstrate how this innovative model provides operators with a compliant, high-impact pathway to captivate players in complex and emerging markets.

The event will serve as the launchpad for ProgressPlay’s most advanced sweepstakes package to date, featuring a complete suite of technological and operational tools designed for rapid market entry and sustainable growth. The solution offers a proven alternative to real-money gaming that drives exceptional player loyalty and lifetime value.

Marina Nahhas, Head of B2B Sales and Marketing at ProgressPlay, emphasised the strategic advantage the solution offers. “The global demand for engaging, compliant gaming experiences has never been higher. Our Sweepstakes Solution isn’t just an add-on; it’s a strategic master key for operators looking to unlock new revenue streams without the traditional barriers,” stated Nahhas. 

Nahhas continued: “At SiGMA, we will show partners how to seamlessly integrate this model, leveraging our robust platform and vast content library to build a vibrant and loyal player community from day one. ProgressPlay invites operators, brands, and potential partners to book a private meeting at SiGMA Europe 2025 to experience a live demonstration of the Sweepstakes Solution and explore bespoke partnership opportunities.”


ProgressPlay’s comprehensive solution includes a sweepstakes engine, a dedicated portfolio of engaging games optimised for the model, bespoke back-office management tools, and more. This end-to-end approach allows operators to focus on player acquisition and growth.

Itai Loewenstein, CEO of ProgressPlay, highlighted the solution’s role in the company’s vision for global expansion. “In an industry defined by evolution, true leadership means providing the tools for our partners to not just adapt, but to lead. Our Sweepstakes Solution is a testament to that commitment,” said Lowenstein. “We are empowering our partners to explore new frontiers with confidence and agility.”

Loewenstein concluded: “For any operator or brand looking to diversify their offerings and future-proof their business, our stand 4246 at SiGMA is a must-visit destination.”

The post ProgressPlay to Unveil Next-Generation Sweepstakes Solution at SiGMA Europe 2025, Redefining Market Entry and Player Engagement appeared first on European Gaming Industry News.

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