In this exclusive interview with Games Magazine Brasil, Gabriel Pinto, sales manager at Infingame, a leading iGaming aggregator, shares invaluable insights as Brazil prepares for the official launch of its regulated sector. With just 2 months to go, he discusses expectations, highlighting the challenges and opportunities that lie ahead and the strategies the company is implementing to ensure a successful entry into this vibrant and diverse market.
Games Magazine Brasil - The regulated market in Brazil is set to officially launch on January 1, 2025. Now that we are just a few months away, what are your general expectations for the Brazilian betting market when it is fully regulated? Where will the biggest opportunities lie?
Gabriel Pinto - I am confident that the Brazilian market is in a good position to be ready for the market launch on January 1, 2025. The government has already anticipated any issues in regulation - we've seen this with the number of sites blocked in recent weeks, creating a fair and competitive market for regulated operators under the new licensing regime.
While there are operator brands that did not apply for a license during the first round of licensing, they may choose to apply for a license later on, but the government is getting ahead of any operators offering unregulated sites and ensuring that each brand is acting in accordance with future legislation.
We are already seeing companies adapting their business models to fit the new regulations. For example, if you want to operate in Brazil, you need to have a Brazilian entity to provide services to the industry. Clearly, there is still much to do before January 1, 2025. But I think the government is in a strong position to get the market up and running by the launch date!
What can you tell us about Infingame's plans for Brazil? How do you plan to scale your platform as the market matures?
The time for Infingame to be ready is not January 1, the time is now. We are already in talks with operators and game studios looking to enter the Brazilian market and obtain a license to explore how we can continue to offer standout experiences for brands in this incredibly exciting market.
We are almost done registering our Brazilian entity; our communication and sales strategies are in place and we are working hard behind the scenes to ensure that we are ready for this market launch date. Ultimately, we are ready to start.
As the market matures, our plan is to continue delivering localized and exciting gaming content that allows our partners to gain an edge over their competitors. With over 15,000 games on our platform, all our titles are carefully selected by our team to ensure they are of the highest quality.
We are also dedicated to providing operators with the tools they need to engage with their players across Brazil. To be the best in such a competitive environment, you need to go the extra mile for your partners.
In your opinion, have there been any surprises in terms of the regulatory/licensing process?
The biggest surprise is probably the speed at which things have progressed! The initial regulatory process started in 2018, and it felt like we spent four or five years waiting for something to happen. But in the last 18 months, things have moved very quickly.
We are in the home stretch now and the Government is certainly ensuring that everything is ready to start on January 1. As I mentioned, there have already been several sites that have been blocked, and I expect this to continue until January 1, as the government continues to crack down on unlicensed operators.
Infingame is ready to spring into action as soon as the market is launched. We are in the process of establishing our Brazilian entity and are already in talks with operators on how we can best support their efforts in engaging with players. For us, it's all about providing a depth of content that is localized and tailored to the Brazilian audience. Our account management team has done a great job in selecting the games that are available on our platform to ensure they resonate with the local audience.
With so many brands applying for licenses (approximately 113) what will be the key for operators who want to stand out? Is it because of the brand, product diversity, or perhaps another factor?
I think a big factor in standing out from the crowd will be how brands can effectively communicate with their audience. Brazil is an extremely diverse country, with various dialects, cultures, and different player preferences. When promoting to players, you need to take these complexities into account – you can't expect to cater to everyone with a "one-size-fits-all" campaign. You must consider the language, user experience, player preferences, how the products you offer can reflect trends in player behavior, etc.
With player acquisition costs at an all-time high, operators really need to focus on delivering targeted campaigns that offer a return on investment. One of the biggest challenges operators will face, in my opinion, is not just engaging these players, but keeping them coming back to their site. Marketing, especially social media and affiliates, can really help achieve this.
Brazil has a strong affinity for social media platforms, and we are seeing the merging of both channels becoming a more prominent form of marketing within the betting space. This, of course, differs between regions. We must not forget also about sports clubs and leagues, and elsewhere, we are seeing more and more brands opting for naming rights and sponsorships.
From a product perspective, operators need to ensure they are prioritizing safer bets and transaction security. This is a major sticking point for bettors across Brazil – if betting houses and casinos want to effectively engage with bettors, they need to show that they are taking this into consideration.
What challenges do you foresee in navigating the regulatory environment in Brazil compared to other Latin American markets?
When you look at the Latin American market, you really need to understand that each individual country is very different. Each has its own complexities when it comes to language, culture, socioeconomics - all of this translates into differences in player behaviors and regulatory environments.
Before even entering the region, you need to fully understand the dynamics at play. That, I think, will be the biggest challenge for those wanting to enter Brazil. Operators must understand that Brazil is a completely unique market; you need to have a registered entity to be able to operate here. Without that, you cannot offer your services to bettors.
You also need to take into account local preferences – from incorporating Pix to offering verticals that are popular among players, not to mention that there are 27 different federal states to which you must tailor your marketing.
This is something that Infingame does incredibly well. We ensure that our games are tailored to our partners targeting the Brazilian market; we understand local player preferences, which games resonate with different audiences, and how our operator partners can best meet these unique demands. We are here every step of the way to support your journey in Brazil and beyond!
Source: Exclusive GMB
