Valter Delfraro, Oddsgate: “Latin America is a highly promising region, but it comes with a level of complexity that can’t be overlooked”

Valter Delfraro, Director of Regulatory Affairs at Oddsgate, speaks with Focus Gaming News about the company’s new São Paulo office and Brazilian regulatory developments.

Exclusive interview.- As Brazil’s regulated betting market moves into a more structured and demanding phase, suppliers are being pushed to rethink not only their technology stacks, but also their physical presence and long-term commitment to the region. In this context, localisation is no longer optional, it is a strategic requirement.

In this exclusive interview with Focus Gaming News, Valter Delfraro, director of regulatory affairs at Oddsgate, explains why the company has taken the decisive step of opening a physical office in São Paulo, and how this move reflects a broader shift towards proximity, regulatory alignment, and operational agility in Latin America.

From navigating Brazil’s evolving compliance landscape to prioritising markets like Mexico and El Salvador, Delfraro outlines how Oddsgate is approaching expansion through what it calls “tropicalisation”—a deeply localised strategy designed to address the region’s fragmentation.

What are the main strategic reasons behind Oddsgate’s decision to open a physical office in São Paulo, and how will this local presence change your day-to-day operations in Brazil?

Brazil has clearly moved beyond being just an opportunity; it is now a market that requires real presence and long-term focus. In that context, being in São Paulo makes a tangible difference.

We’re operating in a regulatory environment that’s evolving quickly, and being close to the ground helps us stay connected to what’s actually happening — whether that’s understanding expectations, strengthening relationships with partners, or simply having a more accurate read of the market.

That proximity naturally translates into better decisions, faster execution, and solutions that are more aligned with local realities. More than anything, it reflects how seriously we take our role in the Brazilian market and how committed we are to being part of its development.

As you expand into the Latin American market, which specific countries besides Brazil are currently on your priority list, and what challenges do you anticipate in those regions?

Latin America is a highly promising region, but it comes with a level of complexity that can’t be overlooked. Beyond Brazil, our current focus is mainly on Mexico and El Salvador.

Mexico, due to its scale and growth, is naturally one of the most relevant markets in the region, with projections of igaming revenue exceeding US$3bn. At the same time, a significant portion of activity still operates outside regulated frameworks, which makes compliance a central issue.

El Salvador, on the other hand, is a different kind of opportunity. It is an emerging market, but with some interesting fundamentals, including a dollarised economy and improving macroeconomic stability. This creates space for companies willing to enter early and grow alongside the market.

Across the region, the main challenge is fragmentation. Each market behaves differently, both from a regulatory and operational standpoint, so there is no single approach that works everywhere. That is why our strategy is built around deep localisation, which we often refer to as “tropicalisation”, adapting everything from payments and user behaviour to content and regulatory requirements.

“Each market behaves differently, both from a regulatory and operational standpoint, so there is no single approach that works everywhere.”

Valter Delfraro, director of regulatory affairs at Oddsgate.

Regarding the recent public consultations on legislation, how do you evaluate the current regulatory landscape in Brazil, and what specific impacts do you foresee for the B2B sector?

The launch of Public Consultation No. 1/2026 by the Secretariat of Prizes and Betting is a clear signal that Brazil is entering a more structured, mature regulatory phase.

What stands out is the focus on defining authorisation criteria and operational capacity for key service providers. This shifts the conversation beyond operators and starts to address the entire ecosystem, including platforms, game providers, identity verification, and data services.

The consultation addresses several important areas, such as certification requirements for suppliers, technical and operational standards, and the role of third-party providers in ensuring compliance. It also opens the door for alignment with international benchmarks and best practices, which is essential for building credibility in a newly regulated market.

For the B2B segment, the impact is quite significant.

On one side, it brings more legal certainty and transparency, strengthening trust and creating more structured opportunities. On the other hand, it raises the bar. Suppliers will need to demonstrate not just technical capability, but also strong compliance frameworks and operational readiness.

This follows a broader global trend in which regulation is becoming more demanding, pushing the industry towards more efficient, technology-driven models.

In practice, compliance is becoming a competitive factor. Companies that are better prepared, especially in terms of technology, integration, and regulatory understanding, will be in a stronger position as the market evolves.

At Oddsgate, we see this as a necessary step and are actively contributing to these discussions to support the development of a more solid and sustainable ecosystem.

“In practice, compliance is becoming a competitive factor.”

Valter Delfraro, director of regulatory affairs at Oddsgate.

How is Oddsgate preparing its technology and platform to ensure full compliance with the new Brazilian requirements once the market is fully regulated?

Our approach is to anticipate, not react.

We are structuring our platform to meet regulatory requirements from the ground up, with a strong focus on compliance by design. This includes robust KYC flows, continuous monitoring, and integration with responsible gaming tools.

Today, the industry clearly understands that operational efficiency and compliance go hand in hand, especially given that over 70 per cent of operators are prioritising cost reduction and scalability through technology.

Another critical factor is the quality of processes and information. The real risk is not the technology itself, but operational failures that can lead to regulatory inconsistencies. That’s why we are heavily investing in control, validation, and system integration.

Our goal is simple: to ensure that our partners enter the regulated market fully prepared to operate securely, efficiently, and with confidence from day one.