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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.
Xsolla, a leading global video game commerce company, announces its participation at the Game Developers Conference (GDC) 2025, taking place from March 17–21 at the Moscone Center in San Francisco, CA. Xsolla will showcase new and enhanced solutions designed to help developers fund, market, launch, and monetize their games effectively as part of its We Bring Opportunities Together initiative.
“At Xsolla, we’re focused on breaking down the barriers that prevent developers from transforming their ideas into successful businesses,” said Chris Hewish, Chief Strategy Officer at Xsolla. “GDC is a key opportunity to connect with game creators and demonstrate how our solutions streamline game commerce, from launching a game to entering new markets and driving revenue growth.”
Xsolla will highlight advancements across its platform, including enhancements to the industry-leading Web Shop, Cloud Gaming, MENA Payment Solutions, and the launch of new revenue-driving tools.
XSOLLA’S LATEST GAME COMMERCE SOLUTIONS
Xsolla’s latest updates and new solutions address the evolving needs of developers worldwide, enhancing game monetization and player engagement.
- Xsolla Web Shop – With over 500+ Web Shops launched, generating incremental revenue for mobile game developers, Xsolla Web Shop has introduced new personalization and mobile accessibility features to improve the player purchasing experience. Developers can use real-time player behavior data to create dynamic, personalized promotions that increase conversion rates with the new features, including Progressive Web Apps (PWA), automated regional pricing, and a customizable loyalty program, creating the opportunity to increase Lifetime Value (LTV) by up to +30 percent.
- Xsolla Cloud Gaming – Xsolla Cloud Gaming – Created and launched two new user acquisition tools for developers. First, the Play Before Your Buy feature allows players to stream time-limited game demos before key purchase or continue play in the cloud. Secondly, players can now play their PC game on a mobile browser using a virtual controller overlay for extended play on the go. These updates attract new types of users and enhance engagement while lowering hardware barriers to premium gaming experiences. In addition, we have enhanced the backbone of the Xsolla Cloud Gaming offering with our latest integrated vendor partners – Amazon AWS and Tencent Cloud; partnering with Aethir on a new $1 million grant in cloud credits for developers.
- MENA Payment Solutions – Expanded coverage in Egypt, Saudi Arabia, Iraq, Bahrain, and Jordan, with 11 new localized payment methods to improve accessibility for 380 million gamers, taking the total payment methods available for game developers globally to over +1,000.
- Xsolla Publishing Suite – A direct-to-consumer (D2C) commerce solution giving developers greater control over game distribution, monetization, and marketing strategies. Developers can sell game keys, pre-orders, and in-game content with seamless web and in-game commerce integration with cross-platform purchasing support. This ensures seamless transactions between web stores and in-game purchases and built-in marketing and analytics tools to help developers optimize their sales funnels.
- Xsolla Loyalty Program – Created a program to enable cashback rewards, cross-title loyalty programs, and tier-based incentives to drive repeat purchases and increase engagement with seamless integration with Xsolla Pay Station with no additional development.
- Xsolla Offerwall – Delivers revenue-sharing opportunities and player experiences for monetization and advertising by allowing non-paying players to earn in-game rewards through advertiser-driven tasks. It supports CPI, CPA, and CPC models, offering developers up to 90% revenue share—well above the industry average. The platform also enhances security with SMS-based user authentication to prevent fraud and ensure a smooth experience for both players and developers.
- Xsolla Gold Gift Card – Provides a flexible payment option for players who want to purchase or gift in-game content. Available in both physical and digital formats, enabling co-branded promotions and cross-platform redemption across multiple platforms, delivering seamless redemptions across mobile, PC, and console.
- Xsolla Ecosystem – A curated marketplace of pre-validated partners, helping developers streamline vendor selection and reduce operational costs. Pre-integrated partners like G-Core, Game Analytics, Adikteev, and AppsFlyer provide trusted third-party services and seamless integration with Xsolla’s monetization, distribution, and payment solutions.
- Xsolla Partner Network – Introducing advanced influencer marketing tools, making it easier for developers to collaborate with Twitch, YouTube, and TikTok content creators. AI-powered creator discovery, helping developers find the best influencers for their campaigns with built-in promo code and game key distribution tools, streamlining influencer partnerships and creator storefronts on Xsolla Mall, allowing influencers to sell digital game content directly to their audiences.
XSOLLA AT GDC 2025
Day Of The Devs 2025 Sponsored By Xsolla
Sunday, March 16 | 3:00 PM – 8:00 PM | The Midway, 900 Marin Street
Day of the Devs is a dedicated event celebrating independent game developers. It provides a unique opportunity in an inclusive space for indie developers to showcase their creative and innovative projects to a broader audience, which includes industry professionals, media, and gaming enthusiasts. Space is limited, so register here today!
Xsolla Booth at Moscone
Booth WL1-2 | Moscone West Lobby | Monday, March 17 – Friday, March 21
Attendees may visit the Xsolla booth located in Moscone West 1st floor lobby. New look, same expert team. Stop by with your questions. Take advantage of today’s opportunities and maximize your game’s commerce efforts. Enjoy SWAG giveaways, product demos, a comfortable lounge space, and more. See you there!
Xsolla’s Open House
Monday, March 17 – Thursday, March 20 | 09:00 AM – 6:00 PM | Friday, March 21 | 09:00 AM – 3:00 PM | The Howard – 661 Howard St.
Everyone is invited – no GDC badge is required! Please join Xsolla at our exclusive Open House all week, steps away, and immerse yourself in a relaxed setting to connect with industry leaders, explore innovative solutions, and learn about best practices with great companies. Enjoy hands-on product demos, insightful conversations, and a comfortable space to unwind – all while discovering new ways to maximize your gaming business.
Join Xsolla GDC Mixer
Monday, March 17 | 8:00 PM – 10:00 PM | The Howard, 661 Howard St.
The Xsolla GDC Mixer in partnership with AppsFlyer, AWS, and Nazara Technologies is a fantastic opportunity to join the gaming community for a light snack and soft drinks, share your current work, and receive expert input. If you’re an indie developer or creator, hurry up and register! There are a limited number of invitations for this event. Invitees will be notified by email.
Xsolla Salons
Monday, March 17 – Thursday, March 20 | The Howard, 661 Howard St.
Xsolla Salons with gaming experts will gather at The Howard for open, insightful conversations that move our industry forward.
Xsolla Game Night
Tuesday, March 18 | 6:00 PM – 9:30 PM | Moscone South Esplanade rooms #154 & #156
An evening of classic table games like UNO
, Rock ‘Em Sock ‘Em Robots, and many more. Are you a soccer fan?? This year, we’re bringing Electronic Arts’ legendary EA FC 2025 for Playstation, AND we’re introducing a pop quiz with a chance at prizes! Doors open at 6:00 PM, with light snacks and soft drinks to keep you powered up. Play with fellow game enthusiasts, meet great people, and socialize early ahead of GDC!
XSOLLA SPEAKING SESSIONS AT GDC 2025
The Industry: Where We Have Been & Where We Are Going
Tuesday, March 18 | 9:30 AM – 10:30 AM | Moscone West Room #2024
Chris Hewish explores the evolution of gaming, emerging trends, and the future for developers and publishers. The video game industry has evolved from niche entertainment to a global economic powerhouse fueled by rapid technological advancements, shifting player expectations, and new business models. In this session, we’ll look back at the key milestones that have shaped the industry—from the rise of digital distribution and free-to-play monetization to the emergence of cross-platform play and live-service gaming. Join Chris for a deep dive into the past, present, and future of gaming, with insights on how to navigate the industry’s next significant shifts.
The Scariest Threat In Mobile Gaming: Losing Control Of Your Players
Tuesday, March 18 | 10:50 AM – 11:50 AM | Moscone West Room #2024
Berkley Egenes and Josephine Friday discuss how Web Shops help developers regain control over sales, marketing, and player relationships. In mobile gaming, the biggest nightmare isn’t player churn or high UA costs—it’s losing control of your players. When you rely solely on third-party platforms, you give away valuable player data, sacrifice revenue to hefty platform fees, and limit your ability to engage your audience directly. The scariest part? You’re building someone else’s business instead of your own.
Xsolla Pay – Powering Payments, P(l)ay By New Rules
Tuesday, March 18 | 1:20 PM – 1:50 PM | Moscone West Room #2024
Svante Westerberg from Xsolla and Rafael Morgan from Crazygames share how outdated payment models limit revenue and how Xsolla Pay enables global reach and seamless transactions. In gaming, payments aren’t just about transactions—they shape the player experience. Yet, many developers are playing by outdated rules, losing revenue to high fees, limited payment options, and platform restrictions. But what if you could change the game? With new advancements in payment technology, developers now have more control than ever. Imagine offering players seamless, frictionless checkout experiences, supporting their preferred payment methods worldwide, and unlocking new markets without barriers.
Breaking Myths: The Truth About Measuring UX and Player Acquisition in Mobile Games
Tuesday, March 18 | 2:10 PM – 2:40 PM | Moscone West Room #2024
Berkley Egenes from Xsolla and Adam Smart from AppsFlyer break down misleading metrics, player retention strategies, and effective acquisition tactics. When we discuss experience and player acquisition in mobile games, there’s no shortage of myths, misleading metrics, and guesswork. Are your ads bringing in valuable players —or installs that churn? Does your UX keep players engaged, or are hidden friction points driving them away? It’s time to cut through the noise and get to the actual data. In this session, we’re bringing in Xsolla’s Partners at AppsFlyer and a real success story to share real-life case studies and hard-hitting insights on measuring, analyzing, and optimizing retention and acquisition more effectively.
The Dirty Truth About Funding And Games
Tuesday, March 18 | 3:00 PM – 3:30 PM | Moscone West Room #2024
Justin Berenbaum from Xsolla, Jenny Xu from Talofa Games, and Tony Grayson from Summitsphere uncover the biggest mistakes in game funding and how developers can secure investment successfully. Securing funding for your game can be the difference between launching a hit or watching your project crash and burn. But too many developers fall into the same traps—signing bad deals, giving up too much control, or running out of money at the worst possible moment. Don’t let that be you.
Gaming in 2030: The Future of Play
Tuesday, March 18 | 3:50 PM – 4:20 PM | Moscone West Room #2024
Sam Gaglani and industry partners explore the future of gaming, personalization, and new monetization models. The video game industry is evolving faster than ever—so what will gaming look like in 2030? In a future-focused session, we’ll explore the technologies, trends, and challenges shaping the next era of gaming. From hyper-personalized experiences to new ways of owning and monetizing content, we’ll dive into what’s coming—and how studios can stay ahead of the curve.
Influencers in Gaming: Hype? Hustle? Huge ROI?
Tuesday, March 18 | 4:40 PM – 5:10 PM | Moscone West Room #2024
Rix Tran and partners will talk about the impact of influencers in gaming. Influencers are everywhere in gaming—driving hype, shaping player opinions, and making or breaking game launches. But are they worth the investment, or is the industry stuck chasing clout with no clear ROI? In this no-nonsense session, we’ll break down the real impact of influencers in gaming. From massive successes to costly misfires, we’ll explore what works, what doesn’t, and how to tell the difference.
WTF: Web3, Tokens and Fun!
Tuesday, March 18 | 5:30 PM – 6:00 PM | Moscone West Room #2024
Lee Jacobson and Rytis Joseph Jan from Xsolla and Jose Anaya from MatterLabs/ZKsync look candidly at the state of Web3 gaming, separating hype from real opportunities. Web3 promised to change gaming forever with player ownership, decentralized economies, and new monetization models. But let’s be honest: the road has been anything but smooth. So, where do we go from here? Most importantly, how do we make Web3 games that are truly fun—not just financial experiments disguised as gameplay? Join us as we separate fact from fiction, share hard-earned lessons, and explore the future of blockchain-powered gaming.
CONNECT WITH XSOLLA AT GDC 2025
Schedule a meeting with Xsolla’s game commerce experts: GDC 2025 | Schedule a meeting with Xsolla Learn more about speaking sessions and networking events: Join us at GDC 2025! | Xsolla
The post XSOLLA INTRODUCES INNOVATIVE GAME COMMERCE SOLUTIONS AT GDC 2025 appeared first on Gaming and Gambling Industry in the Americas.
This weekend promises great excitement for football fans with the culmination of the Supercopa Feminina Betano, as Brazil’s top women’s teams battle it out to be crowned champions.
Marking the start of the women’s football calendar in Brazil, the competition brings together the eight best teams in the country and is once again sponsored by Betano, Kaizen Gaming’s international premium brand and one of Brazil’s leading online sports betting and gaming platforms.
As the official sponsor of the competition, Betano holds its naming rights and enjoys brand exposure at the key properties of stadiums hosting the matches. This includes LED panel placements along the entire field, 3D carpets beside the goals, and various fan engagement activations, such as influencer-driven initiatives.
Guilherme Figueiredo, Country Manager for Brazil at Betano commented: “The renewal of the partnership for the fourth consecutive year aims to consolidate Betano’s presence in Brazilian football and expand the visibility of the women’s game, strengthening the sport nationwide as it continues to gain popularity season by season.”
Supercopa Feminina Betano 2025
The tournament organized by the Brazilian Football Confederation (known in Brazil by the acronym CBF) will have its final take place this Sunday, March 16. The match will see defending champions Corinthians take on São Paulo, having both successfully navigated Wednesday night’s semi-finals.
The post Betano Sponsored Supercopa Feminina Prepares for Exciting Final This Weekend in Brazil appeared first on Gaming and Gambling Industry in the Americas.
iGB L!VE organisers have unveiled designs illustrating the stunning new waterfront social and business networking feature which will be launched at July’s edition, the first to be held in London.
Situated adjacent to the historic Royal Docks, the London Waterfront Experience will involve an iGB L!VE take-over of the Waterfront Street Kitchen and Bar part of ExCeL’s ‘Immerse LDN’ Dock Edge entertainment district. It will include a series of entertainment activations including a centrepiece barge which will be moored at the edge of the dock.
Heralding the exciting new feature which represents a celebration of iGB L!VE’s relocation to London, Global Portfolio Director Naomi Barton said: “ With London’s July sun shining and temperatures reaching the mid-twenties, iGB L!VE’s Waterfront Experience will serve as a dynamic networking and social space. Open throughout the show it will provide a vibrant London-inspired ‘twist’ on the social and business opportunities that the industry loves about iGB L!VE.”
She added: “The London Waterfront Experience will enhance iGB L!VE’s unique chemistry and help deliver another world class event with all elements of the igaming industry ecosystem coming together in a city which is widely regarded as being the heart of the igaming industry.
“iGB L!VE 2025 will deliver unparalleled business opportunities with attendees having free access to the sector’s most influential brands and igaming professionals, occupying over 22,000 sqm of cutting-edge innovation and inspiration.”
iGB L!VE’s relocation to London will enable the event brand to continue its upward trajectory and achieve an ambitious four-year plan targeting 30,000 visitors and 550+ exhibitors/sponsors by 2028.
The post London Waterfront Experience unveiled for iGB L!VE appeared first on European Gaming Industry News.
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