Interviews
OKTO: As cashless becomes king, land-based gaming requires an industry-specific solution
As a provider of digital payments for the entire high street, fintech firm OKTO stands out as having a unique cashless solution that caters to the nuanced needs of the UK’s highly regulated land-based gaming sector. As demand for such solutions accelerates due to the global pandemic, Dimitar Shopov, OKTO Wallet Commercial Owner, explains how crucial it is that operators pick a partner that understands the specifics of their industry, whilst also evolving its technology to keep up to date with global fintech trends.
On a global basis, how busy has OKTO been since the start of the pandemic? Has there been a notable increase in interest and urgency for the installation of cashless systems?
It is a question we are increasingly asking ourselves as a society: “Do we still need cash?” The decline in the use of cash and the concurrent rise in digital and card payments has been charted for years, but the pandemic definitely marks the real beginning of the end of cash in many mature markets like the UK who is a fast adopter, ushering the interest and urgency toward cashless systems.
A combination of contributing factors play a role here; tech advances, measures from authorities, and actions from big retailers across the world that have already adopted the use of digital payments as a safer method to maintain social distance and contain the spread of the COVID-19. Cashless systems have increasingly become the new norm, simply due to the fact that society demands it.
Now, all our partners are asking us how we can help them transition to cashless operations and the driver is always the same; the ability to respond to their users’ demands, leverage user services and experience and reduce cost and risk of cash. And that is what we deliver with our OKTO.WALLET solution.
Is the UK a market you are monitoring in respect to its uptake of cashless payments?
The use of cash has been falling around the world and the pandemic along with the fear of infection from bank notes are accelerating the trend away from cash towards digital payments. The UK ranks higher than all other countries in the EU when it comes to cashless payments for a few years now.
Naturally, not everybody is ready for a digital switchover, but it’s apparent that more and more people turn to digital payment options. Cash’s share of in-store transactions in the UK plummeted from 45 percent in January to 23 percent in July, per a report from Square that analyzed data from hundreds of small- and medium-sized businesses (SMBs) across the UK while the digital will likely retain greater popularity. Therefore, as a fast adopter, the UK was a natural fit for us to invest in this market, creating a powerful solution, designed to address the needs of the Pub & AGC sector with the main mission to be the enhanced user experience.
And here comes the question: Will we ever have a digital alternative that offers the same mix of convenience and freedom as cash? For me the answer is yes. Contactless forms of payment have created a new level of convenience for people around the world, and this has provided a real boost for certain industries, from gaming and betting to hospitality sectors. OKTO.WALLET solution is not only the safe and fast transactional tool that both users and merchants demand but it also offers users the freedom to move and use their funds as they wish instantly.
How do you think Covid-19 has accelerated this increasing disdain for products and services that require cash payment? Does another round of government restrictions in the UK spell further worry for cash-only businesses?
A few years ago, while I was walking through London, I noted some signs dotted around a pub that announced the complete move from cash to customers: “Apologies, but it is the digital age.” Don’t forget that there are benefits in digital payments that make life easier not only for the pubs but for all retail businesses. Think about it, at the end of the night whatever the retail business is, the people there need to count up endless piles of coins, managers need to transfer bags of cash to be lodged at the bank, also there are the additional charges to processing cash transactions versus digital ones and so on. All these can be eliminated with the digital cashless payments.
The trend was there and Covid-19 came and sped up that trend. All the cashless benefits along with the fact that banknotes and coins have been identified as a medium for transmitting the pandemic is clearing the way for another stellar rise in digital payments.
I cannot see the crystal ball and make the prediction for further pandemic-related worries for cash-only businesses, but when you hear announcements from World Health Organization back in March, recommending people to turn to cashless transactions to fight the spread of Covid-19, and rapidly a number of governments and retailers across the world took action, you can realize the evident concern. This shift should not be underestimated, as cashless transactions become the norm and rapidly impact niche industries like hospitality and gaming.
A cash-free future is getting closer, and the new lockdown is further accelerating that shift, but this change won’t be a 100 percent switch over night, there will be a prolonged period cash and digital payment options living side by side. After all, consumer payment choice is one of the most essential ways to maximise a merchants revenue potential, and operators should ensure that they will offer their customers the same level of choice in payment options as other sectors of the leisure industry, offering cashless facilities and we are here to assist operations in this transition.
Despite being a fintech provider to many markets across the world, OKTO clearly sees gaming as a particularly important one. How does this focus on gaming, whilst also offering all the benefits of neo-banks such as Monzo and Revolut, put OKTO in a better position to serve the market than competing cashless solutions in this space?
There are plenty of cashless solutions available and it can be confusing at times, what and why different digital solutions are better suited to certain sectors, and this is especially true in gaming.
But, it’s crucial for any operation to back the right horse. It’s imperative to choose a reliable solutions partner and few providers are focusing on the nuanced needs of gaming operators, especially for land-based, which make us unique in what we do. At OKTO, we want to assist our partners to make informed decisions for both their businesses and customers. Now with the industry to face more challenges than ever gaming operators need a payment service to ease the burden rather than add to it. Industry-specific, mobile-first and open-loop are the keys here.
A payment provider with a mobile payment platform, tailored for the gaming industry that aims to reduce payment friction, enhance the user experience, allowing real-time e-money fund transfer in a simple, secure and fast way is the answer to their quest. When this comes with a universality, then this is a sure bet, as consumers can use, move and collect their funds anywhere, not just for gaming.
Having a dedicated team on gaming, are you confident OKTO is well-equipped to cater to the needs of such a heavily regulated industry, where the expectations for compliance, data protection, and social responsibility are higher than any normal consumer market?
It’s vital to choose the right partner as I previously said; one that utilises field-proven technologies and has the extensive know-how of key integrations across all physical touchpoints of a gaming venue ranging from gaming machines to Self-Service Betting Terminals and Cash Redemption Terminals as well as a strong understanding and proven ability to integrate the wallet with digital touchpoints. We have exactly this 360 approach through our OKTO.WALLET solution, that the operators need to get ahead.
Heavily regulated industries are not unknown to us. We have an extensive understanding of the current climate; and we have developed solutions that ease compliance issues. Utilising the highest level of data encryption, we ensure all users data are fully encrypted while also all fund transfers are audited using market-proven algorithms to detect fraudulent activity including not only Money Laundering but also game manipulation and cash peripheral attacks.
Social responsibility is also at the top of our minds. With tools available through the OKTO app, we cover the social responsibility quota, incorporating a strict age verification process, time-out periods, betting limits, and profit and loss calculator tools that further enhance consumer protection as well as a dedicated section embedded in the app with national problem gambling helplines.
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Conferences in Europe
The Power of Data in Esports Betting: An Exclusive with DATA.BET’s Head of Sales Otto Bonning
The European Gaming Congress 2024 concluded with resounding success, attracting nearly 200 participants who benefitted from premier learning and networking opportunities. In this exclusive Q&A, we’re proud to feature Otto Bonning, Head of Sales at DATA.BET, our Badge, Bracelet & Networking Break Sponsor, discussing the power of data and how DATA.BET leverages it to create innovative esports tools.
Otto, thank you for sitting with us for this interview! Could you start by sharing a bit about yourself and your experience at the European Gaming Congress 2024 from moderating the panel on “The Future of Esports: Opportunities and Challenges”?
The European Gaming Congress 2024 left a lasting impression on me, standing out for its particular format and engaging atmosphere. The event’s structure seamlessly blended educational panels packed with industry insights and an open, relaxed environment that encouraged meaningful interactions with both leaders and potential partners.
During the panel discussions, Lasha Kupatadze, CPO at Atlaslive, a leading B2B software provider, focused on key aspects such as personalization and the evolution of sportsbook tools to meet user demands. I appreciated Lasha’s emphasis on adapting products for operators, as these are critical discussions that align with the challenges the industry is actively navigating
SavageTech CEO and Founder Tom Jang Lemke, a former semi-pro esports player, recalled starting out by managing trading manually for his sportsbook while analyzing streams. He delivered a compelling B2C perspective on esports opportunities and overcoming challenges. What I particularly appreciated was how the panel’s topic was explored from different viewpoints, creating more value for all congress participants and sparking meaningful discussions.
DATA.BET places a strong emphasis on leveraging official data for developing new tools. Could you explain how official data contributes to enhancing user experience and driving revenue growth for your clients?
Official data is fundamental to DATA.BET’s approach in esports, where precision and reliability are paramount.
Firstly, official data from trusted sources like Bayes Esports and GRID, who work directly with tournament organizers, ensures the highest accuracy in betting, reducing errors and enhancing the overall user experience. Combining all that with our own trading and models makes for an industry leading esports product.
Also, official data has allowed us to expand our content offerings significantly. For example, the number of CS markets has increased by 33%, and betting lines now remain open twice as long compared to platforms without official data, providing players with a broader range of options.
Moreover, official data minimizes risks by providing precise and consistent information, allowing operators to build assurance and offer a transparent betting experience. When used effectively, official data enhances platform reliability, expands market opportunities, and improves user retention – ultimately driving higher revenue and profitability for operators.
DATA.BET’s Data Feed combines Odds Feed, Live Score Feed, and in-house Risk Management. How do these elements work together to create a seamless experience for operators and their users?
DATA.BET’s premium Odds Feed, Live Score Feed, and in-house Risk Management are all powered by official data from our partners. With a low latency of 50-200 milliseconds and official data sources, our feed delivers unmatched speed and reliability.
Operators benefit from extensive coverage of 30+ disciplines and dynamic markets, including Player Props and in-game events, while integrated Risk Management ensures balanced exposure and maximized profitability.
Our official data allows us to keep an open betting line twice as long as competitors. Also, the synergy between our highly qualified traders, who possess deep expertise in their disciplines, and the advanced mathematical models developed and regularly updated by our Data Science team enables us to deliver exceptional value to operators, enhancing their performance and profitability. For example, over the past year, our clients have experienced up to 90% GGR.
Your risk management system is an integral part of your product offering. What sets DATA.BET’s Risk Management apart from other solutions on the market?
DATA.BET’s Risk Management system distinguishes itself by combining the expertise of our dedicated in-house team with advanced automated tools, providing operators with risk mitigation and platform security.
Our team of experts thoroughly analyzes betting patterns, particularly those of potentially fraudulent players. With a deep understanding of behavioral tendencies and statistical insights, our specialists identify reliable and unreliable players, proactively anticipate possible issues, and vigilantly monitor for fraud. This data-driven approach enables them to define user profiles based on in-game actions, creating a nuanced view of player behavior that enhances risk assessment.
They also work closely with the Trading team, providing them with a broader, more detailed perspective on user activity. This collaboration is precious when suspicious actions are detected, as our team’s in-depth analysis helps evaluate groups of players, assess risks, and make informed decisions on appropriate next steps.
Given the rapid growth in the esports industry, what future trends do you foresee in how data-driven solutions will impact the betting market?
Firstly, as modern UI takes central stage in sportsbooks, platforms must offer advanced personalization options, letting operators adapt seamlessly to their branding and customer preferences. Our new Single Page Application (SPA) is designed to meet these evolving needs, with features that prioritize flexibility, speed, and a seamless user experience.
Secondly, we expect to see more features from traditional sports adapted and enhanced for the esports environment. This trend will bring proven engagement tactics into esports, tailored to its audiences’ specific dynamics and preferences. For instance, Bet Builder enables users to combine multiple markets into a single bet, offering a tailored and interactive experience that appeals to savvy bettors. Operators benefit through increased stake sizes, broader market utilization, and valuable data insights for tailored marketing efforts.
Furthermore, as there is still demand for casual, fast-bet options, betting solutions will incorporate features inspired by casino gaming, adapting them to esports’ individual tempo and appeal.
Lastly, what advice would you give operators looking to stay competitive by incorporating Esports data feeds and risk management systems?
Operators aiming to stay competitive should choose providers with a full range of offerings, including official data, strong trading teams, reliable data feeds, and versatile tools like Bet Builder, ensuring optimal profitability and player engagement.
Official data from trusted sources will be vital as it ensures accuracy, minimizes risks, and builds user confidence, which is crucial in the fast-paced, highly competitive esports market. Beyond speeding up processes, it enables operators to maximize profitability by offering more reliable options, keeping betting lines open longer, and reducing errors that can lead to financial losses.
Lastly, to succeed in esports, it’s essential to understand your audience’s behavior and stay informed about industry trends. Keep track of tournaments and invest in learning how to promote effectively. While implementing progressive features can enhance your platform, generating significant revenue from esports without a solid marketing strategy is challenging. Numerous examples exist where operators leverage marketing activities to promote major esports tournaments in their projects. It provides an additional boost to the events and drives substantial revenue.
Special thanks to Otto Bonning for expertly moderating the insightful panel “The Future of Esports: Opportunities and Challenges”.
The post The Power of Data in Esports Betting: An Exclusive with DATA.BET’s Head of Sales Otto Bonning appeared first on European Gaming Industry News.
Blockchain
Navigating Blockchain’s Future in iGaming: Insights from Michał Ftouni, Head of Sales at Zondacrypto
The European Gaming Congress 2024 concluded with resounding success, attracting nearly 200 participants who benefitted from premier learning and networking opportunities. In this exclusive interview, we are thrilled to host Michał Ftouni, Head of Sales at zondacrypto – our Selfie Mirror Sponsor – and a key voice on blockchain’s transformative impact in iGaming.
Given your extensive experience in fintech and payments, what key developments do you see as the most transformative for the iGaming industry when it comes to blockchain technology?
I would say that making use of the inherent nature of the blockchain, meaning the transparency, immutability and security of it, is the most disruptive and transformative development for the iGaming industry. Players are able to confirm that the outcome of games is fair and make sure they are not being tampered with. Their payments are also safe, quick and cheap, something that is highly sought after by players. Of course, one has to mention also the effect DeFi and web3 has had on iGaming, by adding great features like staking and yield farming which brings a whole new dimension to user engagement. As for merchants, blockchain technology reduces operational costs by cutting out intermediaries, enabling instant settlements, lowering transaction fees. The biggest advantage in my opinion is the adherence to compliance and regulation since everything on the blockchain is transparent and traceable. Every transaction is securely recorded and easily auditable. Last but not least, we have to talk about chargebacks and fraud. These are the biggest pain for merchants when it comes to payments, and blockchain technology completely eliminates these risks.
During the panel discussion on ‘Chain Reaction: Securing and Disrupting iGaming with Blockchain Innovations,’ you shared some compelling insights on how blockchain is transforming the industry. Could you expand on the unique perspectives you brought to the panel and how your experience at zondacrypto has influenced your views on blockchain’s role in iGaming?
At zondacrypto, we see blockchain as so much more than just a tool for payments. We see it as a foundation for reshaping the entire gaming experience. It’s not just a buzzword but a foundational technology for addressing key challenges in iGaming, such as trust, security, and efficiency. My insights are rooted in real-world applications we’ve implemented at zondacrypto, particularly through our zondacrypto pay gateway. For example, our payment solution uses blockchain technology to streamline payments and cross-border transactions, reduce costs, and ensure transparency in the payment flow. All are critical elements for operators catering to a global audience.
Additionally, my experience has taught me that blockchain’s potential extends beyond payments for iGaming. A key role is in enhancing trust through permanent and unchangeable records and smart contracts that automate processes like custom wagering limits, automated payouts or unique bonus structures. This means that iGaming companies can improve efficiency and build strong trust among their clients. Throughout the years, I’ve seen firsthand how blockchain can elevate player engagement and operational integrity. This leads me to believe that Blockchain Innovations are a game-changer for the industry.
Blockchain is often praised for its potential to enhance transparency and trust in various industries. What specific blockchain features do you believe are most beneficial for iGaming platforms, particularly in the areas of security and data management?
For iGaming platforms, the most valuable aspects of blockchain are decentralization, immutability, and its built-in cryptographic security. Decentralization eliminates the reliance on a single authority, which helps ensure that game outcomes are fair and tamper-proof. Immutability is crucial because it guarantees that once data, such as bets or transaction histories, is recorded, it can’t be altered—this builds a strong sense of trust with both players and operators. Lastly, the security provided by blockchain technology protects sensitive data like personal information and payment details, which significantly reduces the risk of breaches and fraud. These features make blockchain an ideal solution for addressing the unique challenges of the iGaming industry.
Since joining the cryptocurrency space in 2017, you’ve seen significant changes in the industry. How has the perception of blockchain evolved among iGaming stakeholders, and what misconceptions still persist?
Back then, there was a lot of skepticism around blockchain, particularly in the iGaming sector. Blockchain was often seen as a niche concept, mostly associated with speculation and volatility. Over time, iGaming stakeholders have become more aware of its practical benefits, especially in areas like transparency, security, and faster payments. However, some misconceptions persist. One common one is that implementing blockchain is overly complex or requires a complete overhaul of existing systems, which isn’t true—there are many plug-and-play solutions now available. Another is the idea that blockchain automatically means anonymity and is therefore linked to illegal activities, overlooking the advancements in compliance, like KYC-enabled systems, that make it secure and regulatory-friendly for businesses.
zondacrypto offers a range of B2B services, including crypto payment processing and OTC services. Could you share some insights into how these services have impacted gaming platforms, and what trends you anticipate in the near future for crypto in iGaming?
Our B2B services, especially crypto payment processing, have made a significant difference for gaming platforms by speeding up transactions, lowering costs, and enabling operators to cater to players globally. For instance, quick settlements and reduced fees give operators a competitive edge, while OTC services are perfect for managing larger transactions, particularly for VIP players. Looking ahead, I expect stablecoins to gain more traction because they address concerns about crypto volatility while keeping the benefits of blockchain intact. Another big trend I see is the growing use of NFTs within games—not just as collectibles but as tools that enhance player engagement and create new revenue streams for operators.
As zondacrypto expands its footprint across the EU, what challenges do you face in driving blockchain adoption, and how are you working to overcome them, particularly in the iGaming sector?
One of the biggest challenges we face is navigating the regulatory landscape, which varies significantly across EU countries. Some jurisdictions are very supportive of blockchain innovation, while others remain cautious or unclear about their policies. To address this, we actively engage with regulators, provide education, and advocate for clear, fair rules that balance innovation with compliance.
We must of course mention the upcoming implementation of the European Union’s Markets in Crypto-Assets (MiCA) regulation by December 2024 which marks a significant milestone for the crypto industry, as it will introduce a unified regulatory framework across all EU member states, providing much-needed clarity for businesses operating in the space. As zondacrypto was one of the first centralized exchanges to be fully MiCA-ready, it will allow us to streamline operations and scale more effectively across multiple markets.
Another challenge is convincing traditional gaming platforms to embrace blockchain. There’s often hesitation due to concerns about complexity or the resources needed for integration. To overcome this, we focus on demonstrating how blockchain simplifies operations, reduces costs, and enhances trust. Sharing real-world success stories and showing the long-term value of blockchain solutions have been effective strategies in driving adoption.
Looking ahead, how do you envision blockchain continuing to disrupt and reshape the iGaming landscape over the next five years? Are there any upcoming innovations from zondacrypto that you’re particularly excited to share?
Over the next five years, I see blockchain becoming deeply embedded in the iGaming industry, not just for payments but across the entire gaming experience. We’ll likely see innovations like DAOs giving players a voice in decision-making, blockchain-based loyalty programs enhancing player retention, and NFTs creating new ways for players to own and trade in-game assets. These developments will make gaming more interactive and engaging while giving players more control.
We’re particularly excited about enhancing zondacrypto pay with a strong focus on MiCA compliance to align with the EU’s evolving regulatory framework. By integrating MiCA-compliant features, we aim to provide gaming operators with a secure, transparent, and fully regulated payment solution that meets the highest standards. This will not only ensure smooth, legally sound operations but also build trust with operators and players alike, solidifying blockchain’s role as a dependable foundation for iGaming transactions.
Michał Ftouni provided his valuable insights at the European Gaming Congress 2024 as a panelist at the discussion “Chain Reaction: Securing and Disrupting iGaming with Blockchain Innovations”, and with his Keynote Presentation “Leveling up your payments with crypto”.
The post Navigating Blockchain’s Future in iGaming: Insights from Michał Ftouni, Head of Sales at Zondacrypto appeared first on European Gaming Industry News.
Current State of the Market (2024)
How would you describe the current state of the iGaming market in Japan in 2024? Have there been any significant milestones or shifts this year?
Despite the uncertainty of how the future Police campaigns will change the iGaming landscape in Japan, the number of online casino users including sports bettors seems to be growing steadily, and more online casinos are entering the Japanese market. One thing in common within the industry is that companies no longer hire anyone based in Japan for the Japanese market.
What are the most popular types of games or gambling activities among Japanese players right now?
Social casino games are on the up. Besides Pachinko-type slots, Plinko, Crash and Hi-Lo are increasingly popular among casino players.
How has the regulatory environment evolved in 2024? Have there been any notable changes that impacted operators or consumers?
In 2024, the Japanese Police arrested more people than the previous years in relation to use of online casinos. Streamers have become a clear target as well as payment providers based in Japan. Encouraged by the current Prime Minister’s support, the Police declared in August that they would investigate more iGaming affiliates and online casino operators even outside Japan. The Police made over 100 arrests so far in 2024 in relation to use of online casinos.
With more risks associated with promoting online casinos, streamers command higher fees than ever. Some YouTubers are migrating to other platforms trying to avoid detection by the Police.
What role has mobile gaming played in shaping the iGaming market in Japan, and how does it compare to desktop or other platforms?
Japan is a mobile market. Over 70% of players play on a mobile phone. As they are also technology-driven people, the usability of the casino platform on mobile phones could be the key to acquire and retain players. Those operators who study the Japanese mobile players’ behaviour and preferences would have enjoyed better results in both casino and sports betting in 2024.
Have advancements in technology, such as blockchain or virtual reality, been widely adopted in Japan’s iGaming sector?
More and more people are shifting to using cryptocurrency when they play online casinos. The demographics of crypt users are also wider in Japan. User age could be up to 60.
Challenges and Opportunities
What do you see as the biggest challenges currently facing operators and other stakeholders in the Japanese market?
Japan is an affiliate-driven market. The affiliate/ streamer costs are expected to increase as the risks increase. As direct marketing i.e. through local media is limited, boosting brand awareness can be tricky. You have to come up with creative ideas and catch the right moment.
With increasing competition from both local and international operators, how are companies differentiating themselves to attract Japanese players?
To start with, operators tend to hire native Japanese speakers to make sure the site is fully localized and to meet the needs of Japanese users. Then the branding. They also tend to offer bonuses and promotions that are appealing to Japanese users.
Are there any notable examples of successful partnerships between operators and local entities or institutions in Japan?
Live streaming providers and fighting event organisers are known to work with operators well.
How do you think offshore and unlicensed operators affect the market landscape and trust among consumers?
Not many unlicensed operators are known or promoted in the Japanese market.
Looking Ahead to 2025
What key trends or developments do you expect to emerge in Japan’s iGaming market in 2025?
More new Japanese players via social media would play at online casinos in 2025. More deposits will be made in cryptocurrency.
Are there specific regulatory reforms or discussions that might significantly impact the market next year?
The Police investigation efforts might impact the market, depending on who is involved and when they happen.
With the market’s growth, do you foresee new entrants, both local and international, establishing a foothold in Japan?
I expect to see more newcomers in the Japanese market, as they have room for growth. Having said that, they might struggle in the competition unless they have strong branding and region-specific strategies.
How important is localization for operators planning to enter or expand in the Japanese iGaming market? What should they prioritize?
It is extremely important to have the site fully localized. It is the top priority. Some affiliates don’t even work with you unless your site is fully localized and provides good Japanese customer support.
What technological innovations do you believe will drive growth in the iGaming sector in Japan in 2025?
Any functionality that brings about a community feel and better usability for users.
Insights and Predictions
Do you think Japan will ever move towards a more unified or liberal regulatory framework for online gambling? If so, what might catalyze this change?
Land casinos have been legalized and one is expected to be built in Osaka by 2030. Unfortunately, there is no sign of this new move being extended to online gambling in the near future. The government is opposed to it.
What advice would you give to iGaming companies looking to launch in Japan or expand their presence in 2025?
Look out for any new on the Police investigations on operators based outside Japan and any arrest of affiliates. You make sure to have native Japanese speakers to oversee the latest developments.
How do you see Japanese consumers’ preferences evolving in terms of gameplay, payment systems, and interaction with platforms?
Players always liked everything fast, but now they like it faster. Expectation of faster service in payments, game loading, support’s response, etc is higher than ever.
They also tend to like the feeling of ‘belonging’ whether as in VIP, community chat, player-to player activities.
Broader Market Perspectives
Lastly, what excites you the most about the future of iGaming in Japan?
As Japanese people are more familiar with international sporting events with live streaming services, I believe that the sports betting market will grow in the future. There have been talks within the government to legalize sports betting, too.
The post Navigating Japan’s Evolving iGaming Landscape: Insights and Predictions with Sachiko West appeared first on European Gaming Industry News.
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