Kambi: A consultative approach

When partnering with a Tribal operator, what differences are there with a commercial operator?

Tribal gaming has been an institution of the wider casino landscape in America for decades, and many have already taken advantage of the revenue benefits sports betting can bring in states where it is legal. One thing Kambi always takes into consideration when partnering with a Tribal operator is that they each have their own strategy in place and bring a wealth of experience to the table already. Knowing this, we aim to take a more consultative approach when helping them launch a sportsbook, whether it is online or retail.

While the operator is able to focus solely on a strategy that works for them, Kambi has the network and products in place to assist them, alleviating many of the concerns Tribes may face when launching a sportsbook. It can be easy to try and follow the lead of commercial operators, but we recognize that there isn’t a one-size-fits-all approach. We’ve always tried to stay collaborative with our Tribal partners, offering advice and direction.

How does Kambi tailor its offering to Tribal operators?

With a track record in Tribal betting, Kambi will always provide sportsbook solutions that are flexible and scalable, designed to meet the unique needs of Tribal operators. Our technology allows them to maintain control over their brands, which can be incredibly important to them, while leveraging Kambi’s trading capabilities and our experience in working closely with regulators to ensure compliance and long-term sustainability.

Given the strong retail presence of many Tribal operators, we’re able to provide our full offering, including our bet builder, live betting and cashout, creating an exciting experience for customers on the property. Through our experiences in working with Tribal operators, we’ve seen an uplift in food and beverage sales, table games and rewards memberships.

Texas is currently considering a bill to regulate sports betting. Do you think a legalized Texas could lead to a legalized Florida or California? What could that mean for Kambi?

The legalization of sports betting in Texas would indeed be a pivotal moment for the industry. Kambi has long viewed Texas and California as potentially substantial future growth opportunities due to their large populations and sports markets, and any movement in Texas would no doubt be a significant development. However, success in Texas doesn’t guarantee similar outcomes elsewhere given political complexities. Furthermore, any current optimism in Texas must be tempered with caution as the state still has many hurdles to overcome.

While Governor Greg Abbott said he had no objections to legalizing sports betting, the latest bill must first pass through the state Senate and then be approved by voters — a challenging path given previous legislative roadblocks.California presents an even greater challenge as the path to legalization is deeply tied to Tribal interests. The failure of previous ballot initiatives reinforced that, without Tribal support, any attempt to legalize sports betting is likely doomed. There is a desire from Tribal leaders in the state; however, they want to make sure every Tribal community, including non-gaming Tribes, are represented in the process.

What do you think will be the major challenges to face the Tribal market this year?

Tribal operators are more confident than ever in launching a sportsbook and the future for them has never looked brighter, but one of the biggest challenges they face is being able to compete with commercial brands recognizable on a national level. To stay competitive, they’ll need cutting-edge technology with dynamic odds and personalized offerings. Kambi can help mitigate this with our highly flexible and data-driven platform, powered by a wealth of real-time data that allows operators to optimize pricing, odds and user experiences.

Furthermore, Kambi’s solution is highly adaptable to the various regulatory models. We work closely with regulators to make sure our partners are compliant with both state and federal frameworks.

Beth Turner

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