Interviews

Digitain Malta’s Gil Soffer discusses his first year as chief commercial officer and lays out the company’s plans for next week’s SBC Summit 2025.

In May, Digitain opened a new office in Malta as it sought to expand its European presence. In the months since, how has this hub helped Digitain better serve its partners?

Opening our office in Malta has been a strategic move for us. It has not only strengthened our European presence but also brought us closer to both existing and potential partners globally. In creating our base in Malta, we wanted to show our commitment not only to Europe, but regulated markets globally. Malta, as the first regulated online gaming jurisdiction sets high standards in terms of regulations, player protection and puts us in centre stage to expand our business, not only in Europe, but also in the growing markets of the EMEA, LatAm and Asia. This hub has already proven valuable in facilitating smoother collaboration, providing quicker support, and enabling us to better understand the evolving needs of different markets, specifically the European market.  

In addition to Malta, we have also expanded in Romania with the opening of a new office there. Romania is a dynamic and fast-growing market with a strong appetite for innovation, and having a local presence allows us to serve both regional and international partners more effectively. Together, our offices in Malta and Romania form a strong foundation for our growth strategy, ensuring we remain close to our partners and well-positioned to respond to opportunities not only in Europe but on a global scale.

Alongside Digitain’s wider focus on Europe, are there other markets which are key focuses at the moment?

Europe remains a priority, but we are also paying very close attention to Latin America, Asia, and Africa. The regions are showing strong growth potential, with increasing regulatory clarity and an expanding player base.

It’s important to highlight that each of the Digitain Group companies – Digitain, Galaxsys, Imagine Live, Relum, and SportGenerate – has its own market focus and expansion directions, covering different parts of the world. This diversified strategy ensures that, as a group, we are able to adapt to regional requirements, capture new opportunities, and provide our partners with the right solutions wherever they operate.

You have now been with the Digitain group of companies for three years. How have you seen the company evolve in this time?

Over the past three years years, I’ve been working closely with exceptional teams within Digitain Group. This experience has given me a comprehensive understanding of our products, our partners’ evolving needs, and the dynamics of diverse markets. I started working as senior vice president of sales and business development at Galaxsys, a game provider of unique fast, crash, slot, and plinko games. As chief commercial officer of Digitain Malta, I bring this experience forward with a clear focus: driving strategic growth, fostering strong partnerships, and ensuring our products and solutions continue to deliver real value to our partners.

The growth has been remarkable. Over the past years, we’ve scaled our product portfolio, enhanced our technology, and most importantly, expanded our reach. The company has also become much more outward facing, with stronger participation in international events and more strategic partnerships. I am confident that we will continue moving in the same direction and reach even greater milestones. 

What has been Digitain’s most significant achievement this year?

Digitain has achieved several important milestones this year. We’ve secured strategic partnerships with leading names such as Winmasters, Gamingtec, and Betters, actively participated in key industry events, and received recognition from prestigious awards.

On the product side, we’ve enhanced our flagship sportsbook with new features, expanded our Instant Play and Virtual Sports offerings with highlights like Instant Greyhound Racing and a localized Virtual Sports portfolio for Brazil, and continued to refine our Bet Builder, Centrivo CRM, and affiliate platform. At the same time, our group companies – Imagine Live, Relum, and Galaxsys – are delivering exciting new developments, keeping innovation as a driving force across the entire Digitain Group.

You have been in your current role for nine months now. How have you adapted to your new role?

It has been a remarkable journey. Stepping into this role, I immediately focused on expanding our footprint in regulated markets, enhancing our commercial strategy, and strengthening relationships with our operators. We are also working to refine our go-to-market approach, ensuring it aligns closely with local regulatory requirements.

Additionally, I’m committed to further empowering our Malta office to serve as a key commercial hub, bringing us closer to both current and potential partners and enabling us to respond more quickly and effectively to market opportunities. Looking ahead, we have many plans for the future, and I am confident that we will continue to grow, innovate, and deliver value to our partners around the world.

How is Digitain preparing for SBC Lisbon? Are there any new product launches to be unveiled by Digitain and its subsidiaries?

At the SBC Lisbon, Digitain will be demonstrating our flagship Sportsbook, the Centrivo iGaming platform, Virtual Sports, and our Paydrom system. Galaxsys will present its recently launched slot games, which have already gained significant popularity. Relum will present its strengthened portfolio, featuring an API-based platform that combines a customizable front-end with a robust back office, consolidating game aggregation, operational functions, and a variety of gamification and promotional features.

Imagine Live will showcase its newly launched game shows, along with high-end dedicated studios, branded tables, and AI-driven dealer behavior analysis and quality control. Each company will present its innovations, and we look forward to creating long-lasting partnerships.

You have had an extensive career in the industry. What would you say has been the biggest evolution the industry has gone through in that time?

The biggest evolution, in my view, has been the professionalization and regulation of the industry. When I started, many markets operated in a less structured way. Over the years, the industry has matured significantly, with technology, compliance, and responsible gaming becoming central pillars. This shift has elevated the reputation of the sector and attracted a broader range of partners and investors.

At the same time, the rise of mobile technology completely transformed the way people engage with betting and gaming – making accessibility and user experience more important than ever.

What do you think the biggest industry trend is at the moment, and what do you think the next big trend will be?

Right now, personalization is the dominant trend. Operators are increasingly seeking ways to tailor experiences, from content and promotions to user interfaces, in order to keep players engaged and loyal. Data-driven decision-making and AI-powered tools are playing a huge role in this. I believe the next big trend will be the blending of entertainment and betting.

We’re already seeing the lines blur between traditional gaming, streaming, esports, and betting. The operators who can create a seamless, entertaining, and responsible ecosystem will be the ones leading the industry forward.

Hamest Safaryan, Digitain: “We see strong potential across Central and Eastern Europe”

Hamest Safaryan, head of sales, Central Europe, at Digitain shares insights about the company’s upcoming presentation at SBC Summit Lisbon.

Exclusive interview.- Ahead of SBC Summit Lisbon, Focus Gaming News spoke with Hamest Safaryan, head of sales, Central Europe, at Digitain, to discuss how the company is preparing for the event that will take place on September 16-18.

In an exclusive interview, she also shared details about the company’s expansion, responsible gaming and the goals for the last quarter of the year.

How are you preparing for SBC Summit 2025? What are your main goals at the event: networking, showcasing new tech, or forming strategic alliances?

We are preparing for SBC Summit 2025 with a clear focus on strengthening existing relationships and building new ones. For us, the event isn’t just about being present—it’s about being proactive and making the most of every face-to-face meeting.

Our goals include meeting with existing partners to discuss the growth strategies, demonstrating the latest updates across our sportsbook and igaming platform solutions, and forming new strategic alliances that will help us expand further across Europe.

What can attendees expect to discover at your stand in Lisbon this year?

SBC Summit Lisbon is not just an exhibition for us, it is one of the biggest shows in igaming. This year we’ll be exhibiting with a brand-new stand design, which was created to provide comfort and deliver the best possible experience for every visitor. At the stand, attendees will be able to explore the full scope of Digitain’s portfolio — from our award-winning sportsbook to our Virtual Sports offering, the recently launched SSBT and our flexible platform solutions that can be tailored to different operators’ needs. Our team will also be available for live demonstrations and one-to-one discussions, ensuring each conversation is insightful and relevant to our partners and visitors.

Digitain has had a strong year of expansion. You have recently opened new offices in Malta and Romania, what markets have shown the most potential for your business in Europe?

The opening of our new offices in Malta and Romania has undoubtedly strengthened our ability to work closely with European partners and respond more quickly to their needs. We see strong potential across Central and Eastern Europe, where operators are increasingly looking for flexible, scalable, and compliant solutions to support their growth. By establishing a stronger presence in these locations, we can provide faster support, tailor our approach to regional requirements, and build deeper, long-term partnerships in some of Europe’s most dynamic markets.

Digitain is fully licensed in several key European markets, including Greece, Malta, and Romania. We are currently undergoing licensing processes for many other European markets as we are preparing to enter a number of new markets, further expanding our reach and bringing our solutions to even more operators across the continent.

“We see strong potential across Central and Eastern Europe, where operators are increasingly looking for flexible, scalable, and compliant solutions to support their growth.”

Hamest Safaryan, head of sales, Central Europe, at Digitain.

How does your company approach responsible gaming and compliance across the jurisdictions you operate in?

Responsible gaming and compliance are at the core of how Digitain operates. We follow a clear framework that aligns with the highest regulatory standards across multiple jurisdictions. Our technology includes advanced tools for player protection, risk management, and responsible gaming features, giving operators everything they need to provide a safe and transparent environment for their users. This commitment has recently been recognized, as Digitain became a finalist in three categories at the Global Regulatory Awards 2025. We have a clear vision for the future, with compliance remaining a key part of how we grow and operate responsibly.

What are the company’s goals for the last quarter of the year?

As we move into the final quarter of 2025, our focus is on building on the successes of this year while laying the foundation for an even stronger 2026. Our priorities include strengthening relationships with existing partners, expanding our network across Europe, and enhancing our sportsbook and platform solutions with new features and innovations. A continued emphasis on localized offerings is also key, ensuring our operators can deliver market-specific, player-focused experiences.

“Responsible gaming and compliance are at the core of how Digitain operates.”

Hamest Safaryan, head of sales, Central Europe, at Digitain.

In Central Europe, my team is in the process of expansion and we are especially focused on deepening partnerships and identifying new opportunities in this dynamic region. We work closely with operators to understand their needs and provide the flexibility and support required for sustainable growth. SBC Summit Lisbon will give us the chance to reconnect with current and potential partners to discuss their plans and how Digitain can help achieve them.

Arin Andriazian, Digitain: “Achieving PCI DSS certification is a major milestone for Paydrom”

Digitain’s Chief of Paydrom Product spoke to Focus Gaming News about how the payment platform has successfully achieved PCI DSS (Payment Card Industry Data Security Standard) certification.

Exclusive interview.- Last month, Digitain announced that its payment platform, Paydrom, had successfully achieved PCI DSS (Payment Card Industry Data Security Standard) certification. This certification marks a key step in Paydrom’s mission to provide a trusted and secure payment environment for its partners.

To know more about the importance of the certification and the next challenges, Focus Gaming News caught up with Arin Andriazian, chief of Paydrom Product.

Can you tell us what this PCI DSS certification means for Paydrom and why it’s an important milestone?

Achieving PCI DSS certification is a major milestone for Paydrom. It confirms that our platform meets globally recognised standards for data security and protection, demonstrating our commitment to delivering payment solutions that are both efficient and secure.

Beyond compliance, this certification enables us to enhance the card payment experience in our Cashier and provides the flexibility to introduce more advanced risk and fraud management capabilities. It lays a solid foundation for innovation while reinforcing our reputation as a trusted, secure platform.

What were some of the main challenges in achieving this certification, and how did your team overcome them?

Due to the wide scope of PCI DSS, achieving compliance required a deep evaluation of both our technical infrastructure and our internal policies, procedures, and workflows. We implemented enhanced logging, monitoring, and alerting mechanisms, along with additional layers of data protection.

These challenges were met through strong cross-departmental collaboration. Teams from compliance, technology, product, information security, and operations worked in sync to align every aspect of the platform with PCI DSS requirements. This collective effort was essential to our success.

How does this certification enhance trust and security for your partners and end-users?

The PCI DSS certification provides independent validation that Paydrom protects sensitive payment data according to the highest industry standards. For our partners, it reduces operational and compliance risks, which is especially important in regulated markets.

For end-users, it ensures their financial and personal information is handled with the utmost care during every transaction. Ultimately, this certification strengthens trust in both Paydrom and Digitain’s broader ecosystem, proving we prioritise security just as much as performance.

“This certification strengthens trust in both Paydrom and Digitain’s broader ecosystem, proving we prioritise security just as much as performance.”

Arin Andriazian, chief of Paydrom Product.

What role does Paydrom play in Digitain’s broader ecosystem, and how is it evolving?

Paydrom is a core component of Digitain’s product ecosystem. As a robust and scalable payment gateway, it integrates seamlessly with our gaming platform and other verticals, allowing operators to manage payments efficiently across different markets and channels.

As we expand, Paydrom also continues to evolve and adapt to meet new challenges. We’re expanding support for localised payment methods, enhancing fraud prevention tools, and streamlining operational workflows. Our goal is to empower operators with a secure and adaptable solution so they can focus on scaling their business while we handle their payment infrastructure.

Looking ahead, what’s next for Paydrom in terms of innovation and expansion?

Looking forward, we aim to expand Paydrom’s global reach by extending our portfolio with localised payment options tailored to regional demands. We’re also focused on strengthening security features and enhancing the platform experience for operators.

“Our goal is to empower operators with a secure and adaptable solution so they can focus on scaling their business while we handle their payment infrastructure.”

Arin Andriazian, chief of Paydrom Product.

In addition, we are developing behaviour-driven add-on services designed to help our partners grow their businesses. These innovations reflect our broader commitment to making Paydrom not only a compliant and secure solution but also a dynamic, business-enabling platform.

How would you describe your experience at recent iGB Live London 2025? What was your overall impression of Digitain’s participation at the event?

It was the first time iGB Live took place in London, so it was something new not only for the industry but also for Digitain. I must say the show was excellent. From day one, we had a significant number of visitors at our stand, and the traffic was also massive. The energy around the event was fantastic, and it was a great opportunity for us to engage with both existing and new partners.

What products did the firm showcased, and what was your main focus?

At every event, we aim to present the full spectrum of Digitain’s products. This includes our flagship Sportsbook, our Centrivo gaming platform, our proprietary payment gateway Paydrom, and our Virtual Sports offerings. However, for iGB Live London 2025, our key highlight was the official launch of our Centrivo Affiliate Platform. This is a brand-new product designed specifically for rapidly growing operators. It’s a highly customizable platform packed with advanced features and tools that will help operators scale their businesses more effectively.

Looking ahead, what are the main goals for the remainder of 2025 and for 2026?

Over the past two to three years, Digitain has grown dramatically. We’ve expanded at a very fast pace, creating new brands, new services, and new business lines. Our key objective now is to strengthen our presence across multiple target markets. This means opening more offices and representative hubs in different regions to be closer to our partners and to provide more localized support. Another important goal for us is sustainability. We want to remain a reliable and consistent partner in the industry. We are working daily to ensure that we are always present and engaged with our clients. Additionally, at different shows, we introduced fresh concepts and initiatives to further consolidate our market positioning. We have reached a stage where we can choose our partnerships carefully, working with operators who align with our values and long-term goals. This milestone reflects the effort and hard work invested over many years. On the product side, we are heavily focused on constant development and innovation. A big priority for us is integrating AI tools into our solutions to increase automation, streamline operations, and enhance product performance. We are not just following trends; we are staying ahead of them, and this approach will continue throughout 2025 and 2026.

In this exclusive interview, Alonso Jibaja outlines how the company’s solutions are uniquely tailored for the Latin American market, reveals plans for a new regional hub in Brazil, and discusses how affiliate systems and omnichannel capabilities are shaping Digitain’s strategic expansion.

How was Digitain’s overall experience at iGB L!VE 2025, and what would you highlight from the company’s participation this year?

iGB L!VE 2025 was a major success for Digitain and a key opportunity to present the strength of our Bespoke Sportsbook API to a truly global audience. Held in London this year, the event provided excellent visibility and brought together decision-makers looking for reliable, scalable, and fully customisable sportsbook infrastructure.

Our stand attracted high-quality traffic throughout the event. What stood out was the strong interest in our modular Sportsbook API, which is designed to integrate seamlessly across diverse platforms, channels, and regulatory environments. The feedback confirmed a growing demand for flexible sportsbook solutions that empower operators to innovate, localise, and differentiate quickly, especially in high-potential markets like Latin America.

What type of presentation did Digitain deliver during the event, and what kind of response did you receive from the audience and potential partners?

Our team focused on personalised demos that showcased the capabilities of our Bespoke Sportsbook API and Centrivo Affiliate Software. We emphasised the API’s modular architecture, official data feed integrations, real-time risk management, and deep player profiling capabilities. These features give operators complete control over UX, trading, and performance, whether they operate online, retail, or hybrid models.

We also demonstrated how our Sportsbook API connects seamlessly with our affiliate management platform, enabling operators to run data-driven acquisition campaigns and track performance through a unified backend. The response was overwhelmingly positive; many partners highlighted the ease of integration, the speed to market, and the level of control the API offers as key differentiators.

From your role as Sales Director for LatAm, what opportunities did you identify for Digitain’s growth in Latin America following your interactions at iGB L!VE?

Latin America, particularly Brazil, is central to our growth strategy. iGB L!VE validated what we’ve been seeing on the ground: operators in the region are actively seeking localised, compliant, and scalable technology solutions. Our Bespoke Sportsbook API is uniquely positioned to meet this demand, as it allows for full localisation down to odds formats, language, UX flows, bet types, and compliance integrations.

We also see rising interest in performance-based acquisition tools like our affiliate platform, which is especially relevant as customer acquisition costs increase across LatAm markets. At events like PGS and G&M News, we laid the groundwork for key relationships, and iGB L!VE allowed us to build on those conversations with real impact.

Looking ahead, what are Digitain’s next steps following iGB L!VE, and how do you plan to capitalise on the visibility and connections generated during the event?

We are fully committed to Latin America, and we’re making a strategic investment in the region by establishing a LatAm hub, with a physical office set to open soon, starting with Brazil. This hub will house our commercial team, account management, legal, customer support, and regulatory affairs, giving our partners full regional support with local expertise.

Our next steps include targeted activation campaigns and technical workshops to accelerate the adoption of our Sportsbook API across key LatAm markets. We’re also refining our affiliate software to align more closely with local operator needs. iGB L!VE was an exceptional platform, but it’s just the beginning. Our focus now is execution: delivering tailored, high-performance sportsbook solutions that help our partners grow in a sustainable, profitable way.

How does Digitain’s Bespoke Sportsbook API empower operators particularly in Latin America with the tools they need to localise, manage risk, integrate quickly, and scale efficiently, while also supporting growth through affiliate systems and omnichannel capabilities?

Our Bespoke Sportsbook API was built with flexibility, localisation, and speed in mind, three essential pillars for any operator looking to succeed in dynamic and highly competitive markets like Latin America. What sets our API apart is its modular architecture. This means operators can fully customise their sportsbook setup, whether it’s front end layout, odds types, bet limits, or data sources, to match their specific market strategy and player base.

In Latin America, localisation is not a “nice to have”, it’s a must. Our API supports full localisation, including regional languages, currencies, payment methods, and regulatory configurations. For example, in Brazil, operators need not only a platform that speaks Portuguese but one that adapts to local betting habits, UX expectations, and evolving compliance frameworks. Our technology is designed to respond to all of that.

Risk management is another area where we bring a lot of value. Through AI-driven player profiling, real-time monitoring, and configurable limits, our partners can stay in control of exposure and identify risky patterns early. This not only protects the business but enhances responsible gaming efforts, something increasingly important across LatAm.

From a technical perspective, integration is smooth and fast. We offer RESTful APIs, Web support, and a highly responsive technical team that ensures our partners can go live quickly, whether they’re entering a regulated market or expanding to new verticals.

“iGB L!VE provided the ideal stage to introduce Digitain’s new direction”

As the iGaming industry continues to evolve at a rapid pace, events like iGB L!VE provide vital touchpoints for technology providers to showcase innovation, connect with partners, and shape the future of the sector. 

For Digitain, iGB L!VE 2025 marked not only a successful showcase of its robust product ecosystem—from its flagship sportsbook to its next-gen platform solutions—but also the confirmation of its new brand identity under the slogan “BUILT TO LEAD,” accompanied by the launch of its first AI-generated campaign.

In this interview with Yogonet, Hamest Safaryan, Head of Sales for Central Europe, reflects on Digitain’s presence at the event, the strong reception to its AI-driven campaign, and how the company is leveraging post-show momentum to fuel growth in key European markets.

How would you describe Digitain’s overall experience at this year’s iGB L!VE? What were the key goals you brought to the event, and to what extent were they achieved?

We had a successful presence at iGB L!VE 2025. The entire team approached iGB L!VE 2025 with a clear set of objectives: to reconnect with long-standing partners, present the latest innovations in our product suite, and build relationships with new potential partners.

I’m pleased to say all three goals were met with great success. The energy at the event was high, the conversations were meaningful, and the quality of interest in our solutions highlighted our position as a trusted technology and service provider in the iGaming industry.

How did the turnout and quality of engagement at your stand compare with your expectations? Did the change of venue to London impact the experience?

The move to London brought a renewed level of professionalism and freshness, and a broader international reach. Our stand saw continuous traffic, and we participated in productive, high-value discussions with decision-makers from across different companies.

The change helped enrich the overall experience; however, many clients unfortunately did not make it due to the busy period in London during Wimbledon. It seemed to be more difficult with bookings than it usually was.

The showcase highlighted the new slogan “BUILT TO LEAD” and the debut of the company’s first AI-generated campaign. What was the reception like, and why was iGB L!VE the right platform to unveil this new creative direction?

We first introduced our new slogan and vision at ICE, and since then, “BUILT TO LEAD” has become strongly associated with our brand as our new slogan. The perception of the new identity and our AI-generated campaign was overwhelmingly positive.

iGB L!VE provided the ideal stage to introduce this new direction, as it’s an event that celebrates innovation and sets the tone for the industry. The campaign itself sparked curiosity and engagement, and the feedback reaffirmed that this creative approach resonates with the market. 

Among the solutions you showcased—sportsbook, casino platform, virtual sports, and payment technologies—which generated the most engagement? Did you unveil or preview any new features or updates during the show?

Our sportsbook continues to be a standout offering, the star product, and it drew significant attention throughout the event. Operators are particularly drawn to the flexibility and localisation we offer—features that are increasingly critical in today’s regulated markets. There was also strong interest in our platform solutions, for both Centrivo Universal and Centrivo Dynamics.

In terms of innovation, we presented our advanced analytics tools and upgraded engagement features designed to boost player retention and operational insights—these were very well received. During the expo, we also showcased our Self-Service Betting Terminals (SSBT), a core component of the Centrivo Retail solution, which drew significant interest from attendees.

Did iGB L!VE lead to any new commercial partnerships or strategic alliances? How is Digitain positioning itself to capitalize on growth opportunities in regulated European markets post-event?

The majority of meetings handled in IGB Live were pre-scheduled meetings with potential prospects we are in the process of doing business. However, we’re already in advanced conversations with several new partners as a direct result of iGB L!VE. Some are operators expanding into new regulated markets, while others represent strategic collaborations that complement our core technology.

Post-event, we’re focused on translating that interest into long-term value. Our roadmap for European growth is centered around agility, compliance, and customisation. We are focused on receiving expected results and significant growth in Europe by the end of this year.

Mary Ann Calleja, Digitain: “My goal is to build a product culture where customer input is naturally embedded into every decision, from concept to delivery”

Mary Ann Calleja spoke to Focus Gaming News about her new role as Chief Product Officer at Digitain.

Exclusive interview.- In June, Digitain announced the appointment of Mary Ann Calleja as its new chief product officer.

Following the announcement, Focus Gaming News sat down with Calleja to gain further insights into her new role at Digitain, her main objectives in the short and long term, and her vision for the company’s expansion.

Congratulations on your new role! What are your immediate priorities as chief product officer at Digitain, and how do you envision shaping the company’s product strategy in the short and long term?

Thank you—it’s truly an exciting time to join Digitain. My immediate priorities are focused on operational scalability and strategic product advancement. In the short term, we’re aligning cross-functional teams to drive faster, more agile delivery cycles, while deepening our engagement with partner feedback to ensure we’re building precisely what the market needs. Long term, we’re shaping a product roadmap that emphasises modularity, localisation, and seamless integration across verticals, ensuring that our solutions are flexible and scalable.

Digitain has earned a reputation for innovation in igaming solutions. How do you plan to further enhance the product offering to meet the evolving needs of operators and players in various global markets?

Innovation is in Digitain’s DNA, and enhancing our offering means anticipating not just what partners need today—but what their users will expect tomorrow. We’re investing in adaptive UX, real-time data tools, and predictive analytics to empower our partners with actionable insights. We’re also strengthening our omnichannel capabilities so operators can deliver seamless player experiences across retail and digital. More importantly, we’re putting flexibility and customisation at the heart of our product suite to help our partners thrive in their unique market contexts.

Digitain already stands on a strong foundation with an impressive product suite, including our award-winning Sportsbook, Centrivo Platform, Paydrom, and Virtual Sports. The goal now is to evolve these strengths into a more insight-driven, customisable, and partner-empowered ecosystem.

With your extensive experience in the gaming industry, how do you plan to integrate customer insights into Digitain’s product development cycle?

Over the two decades of experience, I’ve learned that the most successful products are built through ongoing dialogue. At Digitain, I plan to further develop that philosophy by ensuring that partner and user insights are treated as a strategic asset—something that actively shapes our product direction, not just validates it after the fact.

This means listening more through conversations, feedback sessions, and by staying close to our partners’ evolving needs. But it also means interpreting feedback through the lens of experience: knowing when to act, when to ask more questions, and when to innovate beyond what’s expected. My goal is to build a product culture where customer input is naturally embedded into every decision, from concept to delivery.

“Over the two decades of experience, I’ve learned that the most successful products are built through ongoing dialogue.”

Mary Ann Calleja, chief product officer at Digitain.

Digitain is expanding globally. How does product localisation fit into your strategic vision, and what markets do you see as most dynamic or challenging?

Localisation is core to our strategy—it’s about more than language; it’s about ensuring every product aligns with local regulations, culture, and player expectations. At Digitain, we provide operators with configurable tools that adapt to any market, from payments and content to compliance and UX.

As Digitain expands its global footprint, our local presence becomes a key advantage. For example, our Malta office, which serves as a European hub, brings us closer to regulatory trends, market shifts, and partner needs across the continent. Our Romania office also supports regional operations with agility and deep market knowledge.

We’ll continue to strengthen our presence in both established and emerging markets—delivering solutions that are not only technically robust but truly relevant to local audiences.

As one of the most influential women in igaming, what message would you share with the next generation of product leaders looking to make their mark in this space?

Be bold, be curious, and never stop learning. Product leadership is about more than delivering features—it’s about solving real problems and creating meaningful experiences. Don’t be afraid to challenge assumptions, ask hard questions, and trust your instincts. Our industry moves fast, so keep learning, stay close to your users, and surround yourself with people who bring different perspectives.

“Product leadership is about more than delivering features—it’s about solving real problems and creating meaningful experiences.”

Mary Ann Calleja, chief product officer at Digitain.

Finally, what message would you like to share with Digitain’s partners and clients as you take on this new leadership role?

To our partners and clients: I’m excited to work alongside you as we enter the next chapter of growth and innovation at Digitain. My commitment is to listen closely, act decisively, and ensure our products continue to evolve in ways that support your ambitions and challenges.

You can expect an even deeper focus on collaboration, flexibility, and delivering real value through products that are not only powerful and scalable but truly aligned with your goals. 

Digitain will be attending the SBC Summit Rio 2025. How are you preparing for this event?

At Digitain, our preparation for SBC Summit Rio 2025 is both methodical and strategic, ensuring that we maximise our presence at the event and provide genuine value to attendees. As a leading B2B provider of sportsbook solutions for web, mobile, and retail betting shops, we aim to demonstrate how Digitain’s ‘BUILT TO LEAD.’ technology, localised expertise, and partner-first approach can empower operators in Brazil and the broader Latin American market.

SBC Summit Rio 2025 presents a significant opportunity for us to reinforce our commitment to the Latin American market. We are preparing with precision and a focus on delivering impactful solutions. We look forward to engaging with industry leaders, forging new partnerships, and showcasing why Digitain is the trusted provider of sportsbook solutions for operators in Brazil and beyond.

What can we expect from Digitain in terms of future developments or strategic partnerships?

At Digitain, we are dedicated to leading industry trends and delivering exceptional sportsbook solutions for operators across Latin America. With a focus on Innovation and Localisation, we are driving growth in this dynamic market through strategic partnerships and future developments.

Our advanced AI-powered trading and risk management tools empower operators to optimise odds, player segmentation, and risk exposure with remarkable efficiency. We also enhance the omnichannel experience by ensuring seamless integration across web, mobile, and retail betting shops, providing a consistent, high-performance experience.
For Brazil and Latin America, we tailor our solutions with:
Localised pricing and odds reflecting regional sports preferences.
Market-specific promotional tools to boost player acquisition and retention.
Easy payment integrations for preferred local methods.

At SBC Summit Rio 2025, attendees will see how Digitain is shaping the future of sportsbook innovation in Brazil and Latin America. As a trusted technology partner, we are here to help operators thrive in a competitive and regulated landscape.

All eyes are on the newly regulated Brazilian market, what can you tell us about Digitain’s business plan for Brazil?

Our business plan for Brazil is built on trust, compliance, and market expertise. As a committed sportsbook and casino provider, with both products being supplier-approved by the Brazilian regulator. We are a long-term partner for operators, we empower operators to thrive in this dynamic regulatory landscape.

We engage closely with local regulatory bodies to ensure our sportsbook and casino platform meets all legal requirements, positioning us as a market leader. Our responsible gaming tools align with Brazil’s regulations, creating a safe betting environment.

Brazil is also known for its passionate football fans, how is your Sportsbook product adapting to the Brazilian sports betting market?

Our trading team has developed odds models tailored for the Brazilian audience, covering local football leagues, MMA, volleyball, and other high-engagement sports, so full localisation of the sports betting markets.

Given Brazil’s preference for local payment methods, our platform is integrated with Pix, Boleto, and other widely used transactional systems to ensure smooth deposits and withdrawals.
It is not only our sportsbook that can be adapted to the Brazilian market, our casino solution, which is also approved by the regulators, offers appealing, localised games content, that provides robust player engagement that unlocks revenue opportunities for operators.

“Our business plan for Brazil is built on trust, compliance, and market expertise.”
Juan Bravo, business development manager LatAm at Digitain.

You work with operators across different regions, each with its own regulations. Can you talk to us about the process of customising your solutions to meet the needs of niche markets?

We recognise that each market has its own unique regulatory landscape, player preferences, and operational challenges. That’s why customisation is central to our sportsbook solutions; we don’t believe in a one-size-fits-all approach. Our ability to adapt and tailor our technology to the needs of niche and regulated markets is one of the key reasons operators choose to partner with us.
Customisation extends beyond just technology—it’s about understanding each operator’s vision and providing solutions that enable them to thrive in their respective markets. We take a consultative approach, working closely with operators to ensure their sportsbook is fully optimised for their target audience.

What do you think will be the keys to making a difference in the industry in the current landscape?

At Digitain, we understand that profound market knowledge, a flexible approach, and strong collaboration are the metrics of success in niche and regulated markets. Whether our partners are navigating the vibrant landscape of Brazil, the diverse cultures of Latin America, or other regions around the world, we are a team committed to delivering personalised, compliant, sportsbook solutions designed to foster significant growth.

“Customisation is central to our sportsbook solutions.”

Juan Bravo, business development manager LatAm at Digitain.

In the highly competitive environment of today, it’s crucial for providers to go beyond just basic offerings. They must deliver advanced technology that enhances performance, localised solutions that resonate with unique regional audiences, and seamless player experiences that keep bettors engaged. Compliance-driven operations and strategic long-term partnerships are also essential elements that create a solid foundation for success. We are wholly committed to providing these critical components, ensuring that our partners in Brazil, Latin America, and beyond are equipped with the necessary tools, resources, and support to not only survive but thrive in this dynamic industry.

We look forward to engaging in insightful conversations about these crucial industry shifts and emerging opportunities at SBC Summit Rio 2025. We are excited to share how Digitain’s ‘BUILT TO LEAD.’ Sportsbook and Casino solutions are empowering operators to stay at the forefront of the industry and excel amid challenges.

“The attendance and profile of visitors at the SBC Summit Rio exceeded our expectations, reinforcing Brazil’s status as a key emerging market in the iGaming industry. Our stand welcomed a diverse range of attendees, including operators, and industry stakeholders, all eager to explore innovative and certified sportsbook and casino solutions tailored for the Latin American market,” said Gevorg Rushanyan.

“The level of engagement and the insightful discussions we had highlighted the strong growth potential and the regulatory developments shaping the region. Many visitors expressed particular interest in Digitain’s localized sportsbook solutions, AI-driven trading tools, and omnichannel capabilities, which cater to the needs of both online and mobile operators in Brazil and beyond.”

“Overall, the event provided an excellent platform for connecting with decision-makers and key influencers, further strengthening Digitain’s presence in Latin America and laying the groundwork for future partnerships and expansion in this dynamic market,” he added.

Digitain performance and business opportunities

Rushanyan said that SBC Summit Rio exceeded expectations in generating business opportunities and that the event facilitated valuable connections with key industry leaders, operators, and tech providers focused on the future of sports betting and gaming in Brazil and Latin America.

“Digitain’s award-winning sportsbook and casino solutions, especially our localized offerings and AI-driven tools, garnered significant interest. Discussions centred on regulatory changes, market-entry strategies, and how our solutions can help operators thrive in Brazil’s new landscape. We gained valuable insights and established promising prospects for future partnerships, leaving SBC Summit Rio excited about the opportunities ahead,” he added.

Digitain innovations and feedback

“We showcased Digitain’s sports betting and casino technology, designed for the Latin American market, with seamless omnichannel integration for web, mobile, and app,” said LatAm Regional Manager.

“Additionally, we introduced our advanced casino aggregation solution, Centrivo Affiliate system, and Centrivo CRM system for operators providing a full digital marketing solution. Our centrally managed payment solutions and player engagement tools generated significant interest from attendees seeking to enhance player retention and operational efficiency.

When asked about public feedback, he said that reaction was overwhelmingly positive, with visitors impressed by the flexibility and scalability of the firm’s offerings tailored to the unique needs of Brazilian and Latin American markets. “We engaged in productive discussions with operators eager to incorporate Digitain’s advanced technology into their growing businesses.”

Digitain and the Brazilian market

“The Brazilian market is a key strategic priority for Digitain due to its significant growth potential, robust sports culture, and newly regulated betting environment. As one of the largest emerging iGaming markets globally, Brazil offers exciting opportunities for both local and international operators,” he said.

Regarding future expectations in the country, Rushanyan commented that Digitain is actively expanding its presence in Brazil and will soon establish a sales hub to engage with key stakeholders to deliver customized sportsbook and casino solutions that align with local regulatory requirements and cater to player preferences.

“We anticipate ongoing regulatory developments and increased competition, which will make it more essential than ever to provide localized, innovative, and scalable solutions. Digitain is fully committed to supporting Brazilian operators with technology, seamless integration, and industry expertise to ensure long-term success in this rapidly evolving market,” he concluded.

Iain Hutchison, Chief Revenue Officer at Digitain, discusses the evolution of various sportsbook features, the borrowing of ideas among sportsbooks, adapting to Brazil and more.

In early 2024, Digitain introduced its AutoBet feature. A year on, how has that feature evolved?

The launch of our AutoBet feature in early 2024 was focused on enhancing player convenience and engagement. Over the past year, we have diligently refined and expanded its capabilities, leveraging user feedback and the latest trends in sports betting to create a robust experience.

Originally designed to automate repetitive betting actions, AutoBet has transformed into an advanced tool offering highly tailored experiences. Players can now set intricate betting parameters, including specific markets, odds ranges and event preferences, ensuring the feature complements their individual betting strategies. AutoBet integrates with our sportsbook and Centrivo iGaming platforms, maximising functionality across both mobile and desktop environments. Enhanced features, such as real-time push notifications and dynamic adjustments based on live events, keep players engaged while maintaining their control over betting activities.

The feedback from operators and players has been positive, resulting in high adoption rates and higher player retention. AutoBet is not just a feature; it is a tool that empowers us to fulfill our promise of delivering innovative, player-focused solutions that drive success for operators and enrich the betting experience for users.

What would you say was the biggest lesson you learned in 2024?

In 2024, we learned a crucial lesson about the importance of adaptability and flexibility in a rapidly evolving industry. Change is a constant in the sports betting sector, driven by technological advancements, regulatory shifts and changing player behaviours. Instead of viewing challenges as obstacles, we have embraced them as opportunities to learn, grow and innovate.

One of the most valuable insights we gained was the importance of staying closely connected with our partners and listening to their unique challenges. By doing so, we were able to co-create tailored solutions that not only addressed their immediate needs but also positioned them for long-term success. This approach allowed us to refine our sportsbook, introduce enhancements like AutoBet and develop scalable tools that meet the demands of diverse markets.

In 2024, we reinforced the idea that real opportunities lie in our agility – the ability to pivot, adapt and collaborate to turn problems into pathways for innovation and growth. We intend to carry this philosophy into 2025 and beyond, which embodies our new brand slogan of ‘Built to lead.’

Digitain introduced ‘Edit my Bet’ in 2019 – a feature many other sportsbooks now also use. When a feature you pioneered becomes common among sportsbooks, how do you feel?

When a feature like Edit My Bet, launched in 2019, gains widespread acceptance in the sports betting industry, it brings immense satisfaction. After all, as the saying goes, imitation is the highest form of flattery. Observing others adopt our innovations underlines the impact we have as leaders in the market. The broad embrace of this feature showcases its significant value for players, illustrating our responsiveness to their evolving needs. It highlights Digitain’s pioneering spirit in developing meaningful, user-focused innovations that enhance the sports betting experience.

Yet we refuse to be complacent. While others integrate the features we’ve championed, our focus remains on pioneering the future through ongoing innovation and refinement. Since launching Edit My Bet, we have also rolled out exciting enhancements such as AutoBet and In-House Betbuilder. This ensures we consistently offer fresh and engaging options for players, while empowering our partners. Ultimately, when the industry adopts concepts we have initiated, it reinforces our commitment to transforming the landscape of sports betting, creating lasting value for both players and operators alike.

Instead of viewing challenges as obstacles, we have embraced them as opportunities to learn, grow and innovate

With sportsbooks seemingly borrowing ideas from one another, how are you able to stand out?

Digitain excels in the sports betting industry due to our strong commitment to collaboration, trust and transparency with our partners. In a highly competitive landscape where sportsbooks often share similar ideas, these core values are the foundation of our relationships. They enable us to remain ahead of the curve and consistently provide innovative solutions tailored to our partners’ needs.

We prioritise working closely with our partners to understand their unique challenges and opportunities. This collaborative approach fosters trust, allowing us to anticipate market trends and develop features like AutoBet and Edit My Bet, which distinguish their offerings.

Transparency is another crucial element. By maintaining open and honest communication, we empower our partners with actionable insights, robust tools and the confidence needed to navigate an ever-evolving market. This trust enables us to experiment, innovate and take calculated risks that keep both us and our partners at the forefront of the industry. Ultimately, while ideas may circulate throughout the market, our deep partnerships, earned trust and ability to deliver customised, impactful solutions ensure that Digitain continues to lead and set new benchmarks in the sports betting space.

One market on everyone’s mind is Brazil. How does Digitain plan to tackle this opportunity?

Brazil offers an extraordinary and thriving opportunity for the iGaming industry, and Digitain is ready to meet the demands of this dynamic market. Our strategy blends a deep understanding of local nuances with the robust capabilities of our Digitain Group products, all certified to adhere to Brazil’s regulatory standards. This ensures our solutions are not only compliant but also resonate deeply with the distinct preferences of Brazilian players.

Leading the way is our sportsbook, which provides extensive customisation options and innovative features. We place a strong emphasis on localisation in content and user experience. Our sportsbook highlights popular Brazilian sports such as football and volleyball, offering diverse betting markets that meet local player interests. Additionally, our platform assists operators to craft personalised experiences that embrace the rich cultural tapestry of this incredible country.

Our new SSBT terminal solutions for our sportsbook, which have been compared and contrasted with other more mature B2B providers’ offerings, provide a much more instinctive user interface coupled with our best in class sportsbook for Brazilian operators offering retail and online. By leveraging our cutting-edge technology, local expertise and commitment to compliance, Digitain is positioned to help operators harness Brazil’s vast potential while delivering a world-class betting experience to players.

More broadly, what are Digitain’s aims for 2025?

Digitain’s vision for 2025 is captured in our mantra: Built to lead. This reflects our commitment to remaining at the forefront of the sports betting and iGaming industry by delivering innovative solutions, achieving exceptional results and shaping the future of the sector. Our goal for 2025 is to continue developing technologies that power our sportsbook and Centrivo platforms, which empowers our partners to thrive in an increasingly competitive market. Building and nurturing collaborative relationships with our partners is central to this ambition. We strive to ensure that our solutions not only meet but exceed their expectations by fostering trust, transparency and mutual growth.

Additionally, we plan to expand our global presence, focusing on high-value markets such as Latin America, Africa and Asia, while maintaining our leadership in established regions like Europe. Digitain will also intensify our efforts in socially responsible gaming initiatives and leverage AI-driven automation to enhance operational efficiency and player protection. Ultimately, 2025 is about pushing boundaries, delivering value to our partners and ensuring Digitain remains a go-to provider.