GMB – What are GLI’s objectives at another trade show in Brazil?
Karen Sierra-Hughes – First, we’re always following the industry closely, supporting the efforts made by each local organization to increase awareness of what’s happening in Brazil, and creating regulation that is now becoming a model for the rest of the world.
On the other hand, we’re showing that regulation also helps the industry grow – as a supplier, as an operator. Being close to our clients, as always, is key. We are very grateful for the success we’ve had in Brazil. We must thank all our clients who have been with us over the years, as well as our new clients – all those operators who chose to use GLI’s services to advance in the certification process.
How is the relationship between operators, game developers, and GLI in relation to the government?
Well, it’s an extremely important relationship from all points of view. All stakeholders in this regulatory ecosystem play a fundamental role. We have operators who are also providers of their own platforms and for third parties. We have game suppliers who are also operators and platform providers.
In Brazil, the industry has developed in a very unique and special way, and I believe good synergy has been created in that regard. Operators clearly need suppliers who can support them through this process where there are so many deadlines to meet. And finally, we ourselves are investing in more personnel. The last time we spoke, I believe I mentioned that back in December we began a major hiring effort at GLI, and we are still in that process – and of course, also planning to open our office in Brazil. That will happen very soon.
How is GLI handling certification delivery timelines? Are things more consolidated and deadlines shorter now, or is there still high demand?
No, demand has not decreased. People often ask me if demand has dropped. It hasn’t, and I don’t think it will – because, honestly, given the number of operators in Brazil and the number of game and content providers in the market right now, the process will continue. I’m convinced it will go on in the same way. As I mentioned, we have invested in being faster and more efficient to serve the market, but I don’t see demand slowing down.
There is now talk of an upcoming law approving land-based casinos in Brazil. How is GLI preparing for this new phase?
This isn’t the first time we’ve seen such developments. Brazil is obviously very unique due to the size of its market. I believe the issue is more focused on suppliers, because they will need to adapt to local regulations. There are importation issues involved – which we don’t see in online gaming – and processes will need to be established for that.
In our case, the certification process involves doing our part – hardware and software – and being ready to present that as well. In fact, many suppliers, especially those in land-based gaming, have already gone through these certification processes in other markets. I think with online gaming there were more suppliers and platforms going through this for the first time. In land-based gaming, such as casinos and machines, most suppliers have already operated in other regulated markets. So, I think the process will be more manageable for these suppliers.
Will GLI replicate its global market experience in Brazil?
Of course – that’s exactly why we’re here: to be prepared before these things happen and to support our clients when they need us.
What are the strategic plans for the Brazilian market now that online gaming has been regulated for just over three months?
I think ongoing support is very important. More than being market leaders – thanks again to all our clients who chose to use our services – it’s about showing that we’re here not just for now, but for the long run. Supporting them with all certification matters, security audits, annual audits for the regulator, and all the ongoing integrations. So, it’s about being present for them and offering local support.
Source: Exclusive GMB
