EP618: What factors are most important for an iGaming company's success?

Carolina Vallejo (0:05)

Hello, we are here in SiGMA North America with Fellipe Fraga, CBO for Stellar Gaming. Fellipe, welcome.

Fellipe Fraga (0:12)

Thank you very much for having me.

Carolina Vallejo (0:15)

Fellipe, let's start. Now, how are regulatory changes shaping the way gaming companies approach market entry and business strategy?

Fellipe Fraga (0:23)

Well, especially when we talk about Latam, the regulatory framework is always changing. Well, as a Brazilian, I face it every day. It's a special year in Brazil with major elections of presidents.

Every day we have a draft or something about the sector, but it's reflected in Latam as well. We see many countries around the continent facing challenge to ban the casino sites or allow everything or regulate or not. The most important is to think that for the business, in the business way, we need to understand that being contact with regulators and governments and explain that the importance of a regulated market is the most important thing.

Carolina Vallejo (1:03)

Fellipe, what challenges do companies face when building a strong institutional relationship in the gaming industry?

Fellipe Fraga (1:11)

One of the biggest challenges we face is to understand that people are different and cultures are different.

So sometimes it's fun when we talk about it for people from Middle East or Eastern Europe. They are more straight to the point and we Latinos, we are more friendly, and I see. And when also understand about the difference of the people, that's why I try to do everything. It's my main role in the companies to create relations as Chief Business Officer. I used to understand more about the persons, understand the language, understand what they are doing, the countries, and to create these connections. And step by step, we create this relation.

Carolina Vallejo (1:53)

Understanding of the local culture is the key. So how can operators and suppliers balance commercial growth and with compliance and responsible market development?

Fellipe Fraga (2:05)

Yes. Responsible market is one of the very important things in other regions. Of course, because we cannot just operate without all the regulations, all the framework regulations, it's a complex situation. Of course, we still have a great zone, yet in many countries in the world and in Latam as well.

But to understand what compliance can do is to be together. And it's very interesting when companies find a person, a local person, that understands the culture but also all the legislation and what you can do, what you cannot do, and believe that we need to change some things depending on the country to be compliant.

Carolina Vallejo (2:46)

As the gaming industry matures, what factors will be most important for companies looking to establish long-term credibility and success?

Fellipe Fraga (2:56)

Yes, for many companies, it's important for you to have a good relation with providers, of course, with all the industry players, and of course, it's payments just in time and create a good, how can I say, strong opportunities of marketing of this, and of course, looking for the players to be a company that appears in many places with good marketing, and together with the players, pay instantly, and as fast as possible, create a site with good design and be reliable.

Carolina Vallejo (3:36)

You are coming from Brazil.

Fellipe Fraga (3:37)

Yes.

Carolina Vallejo (3:37)

So we are in SiGMA North America, which in Mexico, which is the bridge between the North and the South. What means for you to be here, and why this type of events are important for the industry?

Fellipe Fraga (3:48)

I heard the expression yesterday is Mexico Barrico. It's a magic in Mexico. It's perfect.

It's a country that have a personal thing for me, and I really love to be here. It's my sixth or seventh time, and it's right in the middle. So Mexico can connect everything between what happens up the north and before the Latam region, and it's 125 million people or even more. The culture is kind of similar with Brazil. So for us, it's good because we can understand what's happening on the continent, despite we now are working only in Brazil, but we learn a lot of things being here, and all the framework, all the regulation and process here in Mexico, we can bring a lot of lessons to Brazil.

Carolina Vallejo (4:31)

Thank you for being with us here in magical Mexico in the friend of SiGMA North America, and we hope to see you again in SiGMA South America and in the next edition of SiGMA North America.

Fellipe Fraga (4:41)

Yes, of course. See you there.