SOnce again, the SBC Summit Americas united operators, suppliers, and industry stakeholders throughout the continent, fostering dialogue on regulations, market growth, and the changing needs of operators in an increasingly competitive environment. Zenith, a company present at the event, is broadening its reach across Latin America while assisting operators in overcoming localization, compliance, and content strategy challenges.
In this interview with Yogonet, conducted during the summit, Gustavo Hiroshi, Business Development Manager at Zenith, shares insights on the significance of market-specific content curation, common errors operators make when entering Latin America, the increasingly pivotal role of regulation in shaping expansion strategies, and the current applications of artificial intelligence in the industry.
The SBC Summit Americas connects operators and suppliers across the continent. What discussions do you anticipate during the event, and which topics do you believe will take center stage?
Our primary focus is Latin America. We are actively engaged in markets like Brazil, Argentina, Mexico, and Paraguay, and we’re in the process of acquiring our license in Peru.
At the summit, our intention is to connect with operators throughout the region and present our main products, including One API, Games API, and Analytics. I expect many discussions this year to center on market expansion, regulation, certification requirements, and how operators can efficiently scale across various jurisdictions while ensuring compliance and operational effectiveness.
When operators visit your booth, what do you want them to learn about Zenith? What is the fundamental message you wish to convey?
The crucial message is the exceptional service we provide and the user-friendliness of our solution.
It may appear overly simplistic, but we offer a comprehensive product through a single integration. Operators can access all our offerings simultaneously and benefit from a complete ecosystem, eliminating the need to manage multiple vendors.
Beyond technology, we assist operators in grasping market trends, pinpointing which brands and games perform best, and crafting a product strategy that aligns with their business objectives. We don’t just deliver technology; we empower operators to make informed decisions.
With aggregation becoming a highly competitive segment in iGaming, is the challenge now about obtaining content or choosing the right content for each market?
Choosing the right content is far more crucial.
Localization is essential. Whether we’re collaborating with an operator in Argentina, Brazil, or various regions within the same country, player preferences differ significantly. Understanding those nuances allows us to develop content packages tailored to each operator’s specific requirements.
While most aggregators have similar content offerings, the actual differentiators lie in pricing and service. Pricing is vital for new operators, but service becomes paramount post-sale.
We share market intelligence with our partners and often act as consultants. We advise on strategies based on our broad network insights, assisting operators in making informed decisions rather than merely granting them content access.
What common mistakes do operators make when entering the Latin American market?
One major pitfall is attempting to enter too many markets simultaneously.
Often, depending on available budgets, operators want to launch across several countries concurrently. Generally, this approach is suboptimal. It’s wiser to target a few core markets where the opportunities are strongest and allocate resources accordingly.
When budgets, teams, and expertise are limited, trying to do everything at once can lead to failure. We assist operators in creating a roadmap. For instance, they might focus solely on Brazil for their first six months before expanding into Argentina once operations stabilize and deliver results.
Gradual growth in Latin America often yields better success than an all-at-once strategy.
With Brazil now entering a more mature stage after its first year of regulated online gaming, what new challenges are operators facing as Latin American markets become more competitive and regulated?
Brazil serves as an intriguing case study, demonstrating how each country crafts its unique regulatory and certification processes.
As Paraguay and Chile approach regulation, they will naturally examine experiences from Europe and neighboring nations to discern effective strategies. The industry is increasingly familiar with these evolving regulatory cycles, equipping operators to anticipate future requirements.
We are particularly monitoring Chile. Although the final regulatory structure remains unclear, it presents an attractive opportunity from a long-term perspective.
More broadly, operators must prepare for evolving regulatory demands, heightened compliance standards, and intensified competition as markets mature.
What practical uses of artificial intelligence do you observe in iGaming today, and what other trends do you predict will be discussed throughout the event?
Regulation and certification will continue to be hot topics. Several countries are on the cusp of regulating, and operators still have numerous inquiries regarding how licensing will be managed, what the requirements entail, and how the regulations will affect both B2B and B2C enterprises.
From our experiences in Brazil and Mexico, it’s evident that many investors are hesitant to commit before they fully understand the regulatory landscape.
Regarding artificial intelligence, I don’t see AI taking the place of a skilled executive or industry expert’s judgment. However, it is proving invaluable for internal processes, governance, monitoring, and operational oversight.
AI can enhance efficiency and optimize resource utilization, especially for organizations with smaller teams. When used appropriately, it’s a powerful tool that can boost decision-making and improve operational performance throughout the business.