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The Impact of Regulatory Changes on Media Buying in iGaming
How legislative shifts influence media buying strategies and adaptation in a rapidly evolving industry
The iGaming industry is one of the most heavily regulated digital sectors, constantly adapting to new compliance frameworks worldwide. Regulatory changes affect not only operators but also media buyers, who must rethink their advertising strategies, creatives, and audience engagement approaches. While regulation enhances player safety, it also fosters challenges such as increased costs, creative limitations, and the rise of unlicensed operators.
Experts from the media buying agency RockApp have conducted an in-depth analysis of how regulatory changes impact the entire iGaming ecosystem.
How Regulations Shape Ad Creatives in iGaming
One of the most immediate effects of regulation is the restriction on advertising creatives. The UK, for instance, is one of the most tightly regulated markets, where media buyers must comply with strict guidelines:
- No mention of currency in ads: According to the UK Advertising Codes regulated by the ASA, there is no direct ban on the use of currency in gambling advertisements. However, advertisers must adhere to strict guidelines to ensure they do not mislead customers regarding potential winnings.
- No misleading claims or exaggerated expectations: Ads should not mislead users by exaggerating the chances of winning or implying that gambling can be a solution to financial concerns.
- No streamers or influencers with significant underage audiences: Featuring individuals who are, or appear to be, under 25 years old is prohibited. Additionally, using celebrities or influencers who have a strong appeal to under-18s is not allowed.
- Strict moderation of creatives before approval
- Social Responsibility: Advertisements must not portray gambling as indispensable or as a way to achieve financial security. They should not suggest that solitary gambling is preferable to social gambling.
These regulations necessitate careful consideration during the creation of advertising content. For instance, the prohibition on content that strongly appeals to under-18s means avoiding the use of animated characters, certain color schemes, or themes associated with youth culture. Additionally, the restriction on featuring individuals under 25 limits the selection of brand ambassadors and influencers, requiring brands to choose representatives who not only resonate with the target audience but also comply with age-related guidelines.
According to AppsFlyer’s “State of Gaming App Marketing – 2024 Edition,” global app user acquisition ad spend grew by 5% in 2024 to $65 billion, with a significant portion allocated to gaming apps. This increase underscores the importance of adhering to advertising regulations to ensure that marketing efforts are both effective and compliant.
In summary, the UK and other regulated countries’ stringent advertising regulations significantly influence the development of ad creatives in the iGaming industry. Advertisers must navigate these rules carefully to create content that is engaging yet compliant, ensuring that their marketing strategies uphold the principles of social responsibility and consumer protection.
Licensed media buying agencies can effectively adapt by integrating disclaimers and legal notices without compromising user engagement. While these additions reduce creative space, they don’t hinder performance significantly.
The Paradox: Regulation Enhances Safety but Fuels the Gray Market
Regulation is designed to protect players, but in some markets, it has also led to a surge in unlicensed casinos. For example, France, Poland, and the Netherlands have all experienced an influx of offshore operators who can acquire players at lower costs compared to licensed brands.
In Poland alone, nearly 50% of the gambling market operates in a gray zone, leading to an estimated annual tax loss of over $247 million. In 2023, transactions through unlicensed platforms reached $8.6 billion, prompting industry experts to call for urgent regulatory reforms by 2026 to curb further market deterioration.
Why does this happen? Strict regulations often limit marketing avenues for legal operators, making it difficult for them to compete with unlicensed platforms that operate without restrictions. As a result, players may turn to black-market casinos that offer more aggressive promotions, unrestricted gameplay, and fewer account verification hurdles.
For media buyers, this creates a complex landscape – navigating between compliance, profitability, and market demand.
The Value and Strategic Advantage of Media Buying in Regulated Markets
Operating under a license means adhering to an extensive list of requirements:
- Adhering to jurisdiction-specific advertising laws
- Complying with responsible gambling policies
- Avoiding blacklisted traffic sources
- Implementing strict user verification processes
While these regulations add complexity, they also bring long-term benefits. Running campaigns in a legally compliant manner allows for sustainable business growth, fostering trust among players and partners. Although user acquisition costs in regulated markets are higher, the quality of users significantly improves due to the absence of low-quality creatives with miss-promises, exaggerated expectations, and outright scams, which are prevalent in unregulated markets.
Advertisers appreciate this shift, as the traffic quality far exceeds expectations. This, in turn, improves lifetime value (LTV) and fosters long-term relationships between brands and agencies. Here’s a comment from a representative of HighRoller Casino, one of RockApp’s key clients:
“Stricter regulations in the iGaming industry have significantly increased operational demands and social responsibility for businesses. While compliance creates a more structured and reliable market, it also adds layers of complexity that companies must navigate. There are both advantages and challenges. On the one hand, licensed operators benefit from greater stability and credibility; on the other, the regulatory burden requires continuous adaptation. Finding the right balance is key to ensuring sustainable growth without restricting innovation.“– HighRoller Casino, CEO.
And a perspective from Soft2Bet:
“Choosing the right traffic partner is crucial in today’s iGaming landscape. RockApp has proven to be a reliable partner, delivering high-quality traffic and seamlessly adapting to the regulated market with the right approach. They don’t just follow trends – they anticipate changes and optimize processes to ensure outstanding results. The strategies that worked in the past are no longer effective, but RockApp excels at evolving, refining, and elevating performance to an entirely new level.” – Soft2Bet, CEO.
In contrast, grey and black market operators often have lower operational costs since they bypass licensing fees and may evade taxes. This cost advantage allows them to offer more attractive odds or bonuses to players. However, these operators face significant risks, including legal actions, lack of access to reputable payment processors, and challenges in establishing trust with players due to the absence of regulatory oversight.
A 2024 report by the European Gaming and Betting Association (EGBA) highlighted concerns that overly stringent regulations in some European countries are inadvertently driving players towards black market operators.
This trend is further reflected in Sweden, where a report by AB Trav och Galopp (ATG) revealed that traffic to unlicensed gambling operators has increased tenfold since 2019. The study estimates that the gross gaming revenue (GGR) of illegal operators now reaches 13 billion SEK ($13.64 billion) annually, with users reportedly spending 10-20 times more in unlicensed online casinos. ATG’s CEO has criticized Sweden’s current gambling laws, stating that excessive restrictions on licensed operators are creating an unfair playing field and driving users toward unregulated alternatives.
While licensed operations bring stability and quality assurance, excessively restrictive regulations can inadvertently push players and advertisers toward unregulated markets. This paradox is evident in markets like Sweden and Poland, where overly stringent policies have led to a surge in black-market activity. Thus, the key lies in finding a balance – ensuring robust consumer protection without stifling the competitive landscape for licensed operators.
In summary, while operating in the white market entails higher compliance costs, it ensures legal security and fosters player trust. Conversely, grey and black market operations may offer short-term financial gains but come with significant legal and reputational risks.
For media buying agencies, working within legal frameworks unlocks significant advantages:
- Access to bigger clients: Major iGaming brands prefer licensed agencies.
- Better partnerships: Large ad networks and platforms favor advertisers that comply with regulations.
- Higher-quality traffic: Compliance reduces fraud, improving traffic efficiency.
Many traffic sources, including Google, Facebook, and premium programmatic platforms, enforce strict iGaming policies. This means agencies that operate in compliance gain preferential access, while black-market operators struggle with bans and restrictions.
In contrast, working with unlicensed brands often leads to short-term gains but long-term instability. Black-hat media buying comes with high risk, including frequent account shutdowns, payment delays, and loss of advertiser relationships.
The Impact of Regulations on Influencer and Streaming Marketing
Strict regulations have also affected influencer marketing. In countries with tight restrictions, streamers can no longer serve as direct brand ambassadors for casinos. For example, while streamers in Tier 3 markets (regions with lax regulations) aggressively promote gambling to younger audiences, this is strictly forbidden in Tier 1 markets like the UK and France.
To adapt, agencies have found creative solutions:
- Using AI and deepfake technology to modify streamer appearances
- Replacing copyrighted music with royalty-free alternatives
- Carefully curating influencer partnerships to avoid compliance risks
These strategies help agencies continue leveraging influencer marketing without violating legal guidelines.
Conclusion
Regulation is an unavoidable reality in iGaming media buying. While it presents challenges, it also creates opportunities for agencies that know how to navigate the landscape effectively.
For media buyers, working within legal frameworks is no longer an option – it’s a necessity. The future belongs to those who can play by the rules while still outperforming the competition. Recently, RockApp has secured licenses in all regulated states across the United States, further solidifying its commitment to compliance and long-term growth in the iGaming industry.
The post The Impact of Regulatory Changes on Media Buying in iGaming appeared first on European Gaming Industry News.
BetMGM Brasil has appointed Fernando Vieira de Mello, a journalist with more than 30 years of experience across media, journalism and entertainment, to strengthen its government relations strategy in the country.
The hire comes as Brazil’s regulated betting market enters a phase of consolidation and maturity.
Vieira de Mello is widely recognised in Brazil’s communications market for his career at Grupo Globo, TV Bandeirantes, Rádio Bandeirantes and TV Cultura, where he held roles as reporter, anchor, journalism director and institutional relations executive.
Most recently, he served as director of institutional relations for São Paulo at Grupo Globo, building dialogue with market segments and regulatory bodies across the Brazilian ecosystem.
“Fernando brings a rare combination of experience in communications, management, institutional relations and a deep understanding of Brazil’s media ecosystem,” said Almir Ribeiro, CEO of BetMGM Brasil.
“His arrival further strengthens our long-term vision for the country.”
Vieira de Mello pointed to the scale of the opportunity ahead.
“Few sectors in Brazil will go through such an intense process of transformation and reputation building over the coming years as online betting.
BetMGM enters this moment with very solid attributes: an operation backed by two global groups of enormous credibility, exclusive focus on regulated markets and a clear long-term vision for Brazil.”
The appointment reflects BetMGM’s broader effort to deepen engagement with strategic stakeholders and advance its governance, responsibility and sustainable market-building agenda in Brazil.
BetMGM Brasil
Launched in January 2025, BetMGM Brasil is a joint venture between MGM Resorts International and Grupo Globo. Headquartered in São Paulo, the company was among the first 14 operators to receive definitive authorisation to operate in Brazil’s regulated betting market.
Beyond Brazil, BetMGM offers online gaming and betting platforms in 29 regulated US states and across Europe.
The post BetMGM Brazil hires veteran journalist to lead government relations appeared first on Americas iGaming & Sports Betting News.
The brand transforms its iconic blue hat into a narrative asset, bringing together creators, music and football in a multiplatform film ahead of the tournament
Esportes da Sorte has launched “Convoque,” a campaign designed to strengthen the brand’s connection to the World Cup through a language that blends entertainment, pop culture and football.
The campaign transforms the platform’s already recognisable blue hat into a central narrative element, using it as a “portal” between everyday life and a playful universe inspired by the brand experience.
The move marks a strategic effort by Esportes da Sorte to consolidate its presence in the sports betting space during the tournament while maintaining the entertainment identity that has defined its communications.
The lead film features the iconic blue hat alongside influencers and personalities from music, digital culture and sport, including Léo Santana, Jojo Todynho, Cerol, Duda Gutierrez, Marcelinho Carioca, Luizinho Freitas and Bruno Formiga.
The campaign
A sequel to the first film is set to launch at the end of May. In the narrative, an ordinary character leaves a street football match and finds the blue hat glowing on the ground.
When he puts it on, he is transported to a match “outside of reality,” in an environment that combines references from football, casino and digital culture.
The script uses humour, visual exaggeration and fantasy elements to build a brand journey connected to the world of gaming and responsible entertainment.
“The campaign reinforces our strategy for the World Cup: expanding the brand’s presence in the sports territory without losing the fun and entertainment DNA already recognised by our audience,” said Marcela Campos, vice president of Grupo Esportes Gaming Brasil, which owns the Esportes da Sorte, Onabet and Lottu brands.
“The blue hat moves beyond being a visual element and becomes a narrative asset that connects different universes of the brand experience.”
Created by agency Brenda and produced by Nocandy, the campaign takes a multiplatform approach, with distribution across TV, out-of-home, YouTube and social media, as well as activations planned throughout the tournament.
The strategy reflects the intensifying competition for attention among brands in the sector during the most significant sporting event in the global calendar.
The film closes with responsible gambling messaging, aligning the campaign with the group’s institutional positioning around user protection practices and responsible communication in the regulated market.
Esportes da Sorte
Esportes da Sorte is one of Brazil’s leading sports betting platforms, operating under a licence granted by the Ministry of Finance to Esportes Gaming Brasil, the group that also owns the Onabet and Lottu brands.
The company is certified as a Great Place to Work and generates around one thousand direct and indirect jobs. It holds strategic partnerships with institutions including ANJL, IBIA, Sportradar, EBAC and IAA. Beyond sports betting, the group sponsors clubs including Corinthians, Ceará, Ferroviária and Náutico, and supports cultural initiatives including the Galo da Madrugada and carnival celebrations across multiple Brazilian cities.
The post Esportes da Sorte launches “Convoque” campaign for the World Cup appeared first on Americas iGaming & Sports Betting News.
Desde el acceso a la App Store hasta disputas por el presupuesto policial, cuatro desarrollos esta semana reconfiguraron el panorama regulatorio y comercial para los operadores licenciados en Brasil
Uno de cada diez adolescentes brasileños apostó en plataformas en 2025
El verdadero problema está en otro lado
Un estudio encargado por la plataforma de verificación de identidad Unico y realizado por Ipsos con 1.200 jóvenes brasileños de entre 10 y 17 años reveló que el 11% de esa población realizó apuestas en plataformas de betting durante 2025.
La mayor concentración se produjo en los últimos cuatro meses del año, cuando el 9% de los encuestados reportó haber apostado. Los datos fueron publicados originalmente por Estadão.
Los números se concentran en los grupos de mayor edad y entre los encuestados masculinos. Entre los varones de 16 y 17 años, el 20% afirmó haber realizado apuestas en línea.
Entre las mujeres de 14 y 15 años, la cifra fue del 14%, más del triple del índice registrado entre niñas de 10 a 13 años, donde el 4% reportó acceso a plataformas de apuestas o juegos como el “tigrinho.”
Lo que los datos revelan sobre el mercado ilegal
Los hallazgos son significativos no porque señalen fallas en el mercado regulado, sino porque evidencian lo que ocurre más allá de él.
Desde enero de 2025, todos los operadores autorizados en Brasil están obligados a implementar reconocimiento facial en tiempo real como parte de sus procedimientos de Conocimiento del Cliente (KYC), lo que hace prácticamente imposible que un menor de 18 años se registre en una plataforma autorizada.
Las transacciones por Pix están restringidas a cuentas con la misma titularidad del registro en la plataforma. Los operadores que incumplan enfrentan multas de hasta R$2.000 millones y la revocación de la licencia.
Luis Felipe Monteiro, CEO para América Latina de Unico, identificó la vulnerabilidad central: “El principal desafío hoy es que gran parte de internet todavía opera con mecanismos frágiles de verificación de edad, basados únicamente en autodeclaración.
En la práctica, hacer clic en un botón que dice ‘soy mayor de 18 años’ es suficiente para acceder a diferentes tipos de contenido o servicios.”
La curiosidad fue el principal motivo citado por los jóvenes para apostar, mencionado por el 41%.
La perspectiva de ganar dinero fácil fue citada por el 34%, mientras que la influencia de los creadores de contenido registró apenas el 9%, una cifra que complica la narrativa predominante sobre el papel de los influencers en el juego entre menores.
El marco regulatorio continúa fortaleciéndose
El Estatuto Digital del Niño y el Adolescente de Brasil, en vigor desde el 17 de marzo, exige que las plataformas digitales implementen mecanismos para prevenir el uso excesivo o compulsivo entre los jóvenes, disposición que cubre explícitamente las apuestas y los juegos digitales.
La App Store se abre a los operadores de apuestas licenciados en Brasil
En un avance que la industria venía impulsando desde el lanzamiento del mercado regulado, Apple actualizó sus políticas de la App Store el 8 de mayo para permitir la distribución de aplicaciones de apuestas de cuota fija en Brasil.
El cambio aplica exclusivamente a los operadores que posean una licencia válida emitida por la Secretaría de Premios y Apuestas del Ministerio de Hacienda.
La medida pone fin a un período en el que el ecosistema iOS mantenía restricciones más estrictas para las aplicaciones de apuestas en el mercado brasileño que en mercados regulados comparables de Europa.
Esas limitaciones habían llevado a los operadores licenciados a priorizar versiones web móviles y Progressive Web Apps en lugar de aplicaciones nativas, una desventaja estructural en un mercado donde el smartphone es el principal punto de acceso del apostador.
Requisitos para la distribución en la App Store
Para los operadores que busquen publicar sus aplicaciones, Apple ha establecido un proceso de revisión específico.
Actualizar la información del app en App Store Connect sin subir una nueva versión no iniciará una revisión. Los desarrolladores deben incluir los detalles de la licencia brasileña en la sección App Review Information, insertar la información en el campo Notes y adjuntar documentación que acredite la autorización operativa.
Las aplicaciones clasificadas como contenido de juego de azar deben llevar una clasificación de edad 18+ en Brasil, aplicada automáticamente cuando el desarrollador confirma contenido de apuestas en el cuestionario de clasificación.
La lectura de la industria es clara: la actualización representa el reconocimiento internacional del marco regulatorio brasileño por parte de una de las mayores empresas tecnológicas del mundo.
Las implicaciones prácticas se extienden a toda la estrategia comercial.
El móvil ya representa la mayor cuota de acceso de usuarios en Brasil, y la disponibilidad de aplicaciones iOS nativas abre nuevas posibilidades para la optimización de conversión, la retención de usuarios, las estrategias de CRM y las campañas de notificaciones push, herramientas que las soluciones web no pueden replicar completamente.
La actualización acerca a Brasil a las condiciones operativas de los mercados regulados consolidados de Europa, donde los operadores licenciados distribuyen desde hace tiempo aplicaciones nativas a través de los ecosistemas móviles oficiales sin restricciones.
La reguladora de apuestas de Brasil lleva la experiencia nacional a Bogotá
Daniele Cardoso, secretaria de Premios y Apuestas del Ministerio de Hacienda de Brasil, representó al país en la 10ª Cumbre Iberoamericana de Juegos, que concluyó el 6 de mayo en Bogotá, Colombia.
El evento, celebrado bajo el lema “América Latina: un mercado regulado que impulsa oportunidades”, reunió a autoridades y representantes de 15 países iberoamericanos junto a empresas globales y asociaciones del sector.
La institución anfitriona fue Coljuegos, el regulador colombiano de juegos vinculado al Ministerio de Hacienda y Crédito Público.
Cardoso participó en el panel “Regulación y licencias en América Latina: el marco de estabilidad”, donde expuso la trayectoria del proceso regulatorio brasileño y los desafíos de construir un marco para un mercado que ya operaba plenamente cuando se redactaban las normas.
Trazó la base legal desde la Ley 13.756/2018 hasta la Ley 14.790/2023, que estableció el régimen regulatorio de apuestas de cuota fija, definiendo las reglas de entrada y permanencia en el mercado, el proceso sancionador, las medidas de protección al consumidor y los mecanismos para abordar las externalidades negativas de la actividad.
“Participar en encuentros internacionales nos permite conocer las experiencias de otros países, intercambiar buenas prácticas y mejorar las herramientas regulatorias legales y tecnológicas”, afirmó Cardoso.
“Esto contribuye a un entorno más seguro, transparente y protegido para el apostador.”
Una mesa iberoamericana de referencia
El panel contó también con:
- Luis Filipe Coelho, director del Servicio de Regulación e Inspección de Juegos de Portugal;
- José Luis Pérez, director de Regulación y Registro de la Dirección General de Juegos de Casino y Máquinas Tragamonedas de Perú;
- Juan Carlos Santaella Marchán, director de la Comisión de Juegos de Puerto Rico;
- Maria de Lourdes Ramírez, directora General de Juegos y Sorteos de México;
- Marco Emilio Hincapié, presidente de Coljuegos.
Un segundo panel, centrado en el juego responsable como motor de sostenibilidad a largo plazo, abordó la protección al consumidor como eje central de las operaciones de la industria, con énfasis en la implementación de políticas y herramientas capaces de garantizar la viabilidad del modelo de negocio con base en la protección de los clientes.
La presencia de Brasil en Bogotá refleja el peso creciente que el país tiene en las conversaciones regulatorias regionales.
Con uno de los marcos de licencias más completos de América Latina ya en su segundo año de operación, los reguladores brasileños son cada vez más consultados como referencia por sus pares en la región.
Fuerzas policiales disputan el control de los ingresos fiscales de las apuestas
Una medida provisional firmada por el presidente Luiz Inácio Lula da Silva a principios de abril ha generado una tensión significativa dentro de las fuerzas de seguridad federales de Brasil por la distribución de los ingresos derivados de la tributación de las apuestas de cuota fija.
La medida destina hasta R$200 millones al Fondo para el Equipamiento y Operacionalización de las Actividades Principales de la Policía Federal, conocido por su acrónimo Funapol, con el objetivo declarado de cubrir los beneficios de salud de los agentes de tres fuerzas policiales federales: la Policía Federal, la Policía Federal de Carreteras y la Policía Penal Federal.
Un reparto que no está garantizado
El encuadre político presentó la medida como una victoria compartida para las tres fuerzas. La realidad legal es más compleja.
El Funapol está estructural y exclusivamente vinculado a la Policía Federal.
La medida provisional no contiene ninguna garantía legal de que los fondos se distribuirán proporcionalmente entre las tres instituciones, una brecha que ha generado una preocupación sostenida dentro de la Policía Federal de Carreteras y la Policía Penal Federal, según CNN Brasil.
El contexto de la medida es relevante.
El gobierno había impulsado originalmente un Fondo Constitucional de Seguridad Pública como vehículo para este financiamiento, pero ese proyecto se estancó en el Congreso sin tiempo suficiente para su aprobación antes de que entraran en vigor las restricciones de la legislación electoral.
La medida provisional, que tiene fuerza legal inmediata, fue la solución alternativa. Resolvió el obstáculo burocrático sin resolver la disputa subyacente sobre la distribución.
El modelo establecido por la medida prevé que el gobierno transfiera, de forma progresiva hasta 2028, hasta el 3% de la recaudación total de impuestos sobre apuestas de cuota fija al Funapol.
Con el mercado regulado de Brasil registrando un GGR de R$37.000 millones en 2025, la escala potencial de esas transferencias es considerable.
Los aliados parlamentarios de la Policía Federal de Carreteras y la Policía Penal Federal han respondido presentando enmiendas que buscan ampliar el alcance de la distribución e impedir que la Policía Federal sea la única beneficiaria.
La disputa ha convertido el trámite de la medida en el Congreso en un verdadero campo de batalla legislativo, con ambas fuerzas manteniendo operaciones de lobby activas en Brasília para garantizar un trato igualitario.
Para la industria de las apuestas, el episodio ilustra una dinámica que se ha vuelto cada vez más visible desde el lanzamiento del mercado: los ingresos fiscales de los operadores licenciados ya son lo suficientemente grandes como para atraer competencia política por su asignación, un desarrollo que subraya tanto la escala que ha alcanzado el mercado regulado como la complejidad institucional de gestionarlo.
The post El mercado de apuestas brasileño enfrenta su semana más turbulenta appeared first on Americas iGaming & Sports Betting News.
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