Otto Bonning, DATA.BET: “Latin America requires a tailored approach, both commercially and strategically”

Otto Bonning, Head of Sales at DATA.BET, spoke to Focus Gaming News about the company’s expansion priorities, GLI certification, and sportsbook solutions for the Latin American market.

Exclusive interview.- As Latin America continues to establish itself as a priority market for global betting suppliers, the region’s complexity is becoming increasingly apparent. From Brazil’s demanding regulatory environment to shifting fiscal frameworks in markets like Mexico, success now depends on adaptability, local expertise, and the ability to deliver scalable, operator-focused solutions.

In this context, Focus Gaming News spoke with Otto Bonning, head of sales at DATA.BET, about the company’s strategy across the region. In this exclusive interview, Bonning discusses DATA.BET’s dual focus on sportsbook and esports, the importance of risk management in sophisticated betting markets, and how the company is structuring partnerships to navigate Latin America’s evolving regulatory and commercial landscape.

Latin America continues to attract strong interest from global betting suppliers. How would you describe DATA.BET’s current position in the region, and what are your main business development priorities for 2026?

Our goal is to expand our partnerships for full sportsbook solutions across the region. At the same time, we are still promoting our esports capabilities heavily — Brazil and esports go hand in hand, so this is equally important. We are going to deliver two verticals, two messages to the industry.

What also gives us confidence is that we already have a strong presence on the ground. Rei do Pitaco is one of our new key partners in Brazil, and receiving our GLI certification has helped us build real credibility with operators across the region. These are strong foundations to build from as we head into 2026.

“Our goal is to expand our partnerships for full sportsbook solutions across the region.”

Otto Bonning, head of sales at DATA.BET

What makes Latin America strategically different from other regions in terms of partnerships, operator expectations, and market entry approaches?

Brazil demands a high level of expertise. For us, it is a new region, and we need to nurture it — learn more about providers and operators and what they are looking for. So far, we have gathered enough information to know that there is a real opportunity for strong sportsbook support for casino operators within LatAm.

Brazilian users — particularly in football and esports — are extremely knowledgeable about what they are betting on, which makes it a challenging environment if you are not fully prepared. We invest heavily in trading and risk management, working closely with our partners here to ensure we stay on top of every situation.

What I find interesting is that this actually creates an opportunity. Few operators and suppliers in the industry are truly equipped to handle this level of market sophistication. We believe we are, and that’s a strong differentiator for us in the region. Risk Management is not just an operational function — it’s a core part of the value we bring to our partners in Latin America.

When entering or expanding in LatAm markets, what key factors do you prioritise when selecting partners, and what defines a successful collaboration for DATA.BET?

I think that Rei do Pitaco is a great example. We started with esports, and after they saw the quality of performance, technical support, onboarding, and our mathematical models, we began helping them with football — Kings League — and are now looking into other niche sports as well.  

That organic growth is exactly what we look for. For us, the priority is always to work with end operators and deliver our full sportsbook solution. That is the core message for Latin America, and frankly, for every market we operate in.

How are you adapting your commercial and partnership strategies to address the mix of regulated and emerging markets across the region?

Latin America requires a tailored approach, both commercially and strategically. As markets mature and regulatory frameworks evolve, we need to adapt and be flexible. Brazil has been a licensed market, and Mexico has just introduced significant changes at the start of this year, with gambling taxation rising from 30 per cent to 50 per cent. That is a substantial shift that directly affects how operators structure their businesses.

We are already in active discussions with operators in Mexico, working through what a viable commercial partnership looks like under the new framework. In some cases, that means transitioning from a GGR to an NGR model — and we are fully open to that. Our priority is to find structures that work for our partners, even if that means accepting terms that differ from our standard commercial approach. Sustainable presence in this region requires that level of commitment and adaptability. That is a principle we apply across every market we enter in Latin America.

“Our priority is to find structures that work for our partners, even if that means accepting terms that differ from our standard commercial approach.”

Otto Bonning, head of sales at DATA.BET

Esports betting is still developing unevenly across Latin America. From a business perspective, where do you see the biggest growth opportunities, and how are you positioning DATA.BET to capture them?

Esports represents our most significant growth opportunity in the region, and our strategy to capture it is built around scale. The most effective way to reach the local market at volume is not through individual operator relationships alone — it is through strategic alignment with the major platform providers who already command that reach and infrastructure. Our collaboration with Altenar demonstrates this approach in practice. 

Looking ahead, what role will events like SiGMA South America play in strengthening DATA.BET’s presence in the region, and what outcomes would define a successful event for your team?

Industry events are a critical part of how we build and maintain our presence in Latin America. São Paulo, in particular, attracts a significant concentration of operators, suppliers, and decision-makers — SiGMA South America remains the largest event in this region, and that alone makes it an invaluable platform for us to engage the market directly with our products.

Our event strategy is deliberate and intelligence-driven. We select the events we attend based on our market experience and feedback from our partners and industry contacts. Given the investment required to be present in the region, we focus our efforts on the events that carry the most commercial weight. BiS SiGMA South America and SBC Summit Rio have both proven to deliver meaningful outcomes for us. So we will continue to prioritise the events where the industry gathers at scale. Ultimately, success at these events is measured not just by conversations held but by the relationships built and the business opportunities they generate.