GMB - The Brazilian market took off in early January and some companies had difficulty re-onboarding their users. How did Legitimuz position itself at the beginning to avoid friction?
Kayky Janiszewski - Initially, operators were accustomed to an environment where registration was much faster, with fewer steps and less friction, so to speak. Many were extremely impacted by the new regulatory requirements, which include facial identification, email confirmation, telephone, address, bank account, among others.
The great advantage of Legitimuz is that we already know at least 5 out of every 10 bettors. We process around 100 thousand registrations per day and we already have the documents captured from 50 thousand users due to verifications carried out previously, in 2024. This allows us to reduce the onboarding process by 75%, requiring only a selfie. The process is simple: if the document is already registered, the system asks if the user wants to reuse it. With consent, all you need is a selfie and the process is complete.
Legitimuz has helped the market a lot and will continue to help even more, as this base tends to multiply day after day, reducing friction, reusing documents and doing onboarding with just a selfie.
Has this been very positive for operators who started 2025 with the obligation to meet these regulatory criteria?
Exactly. Many clients report that they have already recovered 95% of the volume of users they had in the previous market. They were able to successfully migrate the old base, work efficiently with CRM and help users complete the KYC process, which at Legitimuz takes less than 30 seconds. We support all types of documents, whether physical or digital, such as Digital ID and Digital Driver's License.
What new features did Legitimuz present at ICE Barcelona and will be implemented in the coming months?
We are announcing new products, such as responsible gaming tools and financial transaction monitoring. Our goal for 2025 is to deliver to operators the lowest acquisition cost ever seen for the regulated betting market. The idea is that our KYC system does not negatively interfere in the user journey, but, on the contrary, helps with conversion, compliance and operational security.
How do you assess the beginning of the regulated market and the expectations for the future in relation to companies' adaptation to the new Brazilian reality?
I believe that many operators were immature in the previous market. Some were left behind, while others matured and adapted to the regulated market. This corporate immaturity, in my view, was related to a lack of seriousness with compliance practices and appropriate policies.
Now, the market is maturing rapidly, and I see surprising performance from many companies. The challenge will be to balance large investments in marketing with the need to comply with inspections and maintain strict compliance, which is now becoming one of the most important sectors within an operation.
Did new clients arrive at this turning point for the regulated market?
Of course, many, including some American giants, are entering the market. And we will be able to disclose this at the next trade show.
Source: GMB
