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Exclusive Q&A with GAMING1 COO Interactive David Carrion

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Having made the leap from CMO to COO Interactive, GAMING1’s David Carrion has set his sights on the company’s expansion in the Netherlands, the US and other regulated markets as it develops at pace.

European Gaming caught up with him on the leading gaming and sports betting partner’s exciting plans for these markets as well as his philosophy towards work.  

 

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Since joining GAMING1 as a CMO over year ago, before being promoted to COO Interactive, how would you say your time at the company has gone?

So far, my time at GAMING1 has been better than I ever could have imagined. It’s been a fantastic journey that has allowed me the opportunity to meet some incredible people who have shown me exactly why it’s such as exciting company to work for.

Together, we’ve been able to lay the groundwork and infrastructure around scalable, data-driven products that will help the company grow in regulated markets considerably in line with our clear five-year strategic plan.

 

How has the change from CMO to COO Interactive been, was there anything that stood out as you’ve began to upgrade what you’ve delivered for Belgium’s favourite supplier?

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Naturally, I’ve taken on a lot more responsibility with regards to our product offering. This has proved to be a very exciting challenge, especially with regards to expanding into new markets. Next on my list of objectives is to focus on aligning our business and technology objectives, which will ensure that we can dictate our own pace and set us on the right path to international success.

 

Your data-driven skills and experience have been a valuable asset to the company so far, how will you expand on these in your new role as COO Interactive?

We have a very strong vision of what we want to build, however, our customers often have other ideas on how to use our products. Because of this we’ve been able to utilise data and customer behaviour analytics as a great tool to drive us forward, while also helping us find a competitive advantage in the market. Naturally, customers expect the scalability and flexibility to grow their offering and we continue to optimise our products to facilitate that.

 

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As GAMING1’s new COO, what are your main goals and aspirations?

Ultimately, my long-term aspiration is to see GAMING1’s growth and development explode way beyond our expectations by building an operational model based on scalability and speed. I would also like to see us consolidate our strong position as a market leader, while mounting a real challenge in new and emerging markets, such as the United States and the Netherlands.

 

With GAMING1 set to launch in the US and Netherlands towards the end of 2021, can you speak more about the company’s growth plans? 

We already hold a strong market share in some of the biggest existing regulated iGaming markets such as Belgium and Portugal, and we now have a real opportunity to grow in betting, which is incredibly exciting.

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Our flexible business model and the way we operate our brands, joint ventures and turnkey solutions allows us to take on exciting opportunities in the United States and Netherlands. Our plan is to double our revenue by 2025, outperform market trends and become a truly international operator.

 

Last but not least, plenty of the people in the industry know about your extensive track record – how are you looking to bring that expertise to the table in the coming years as we enter a new era of gaming?

Firstly, it’s important to realise that people are the company, not just one individual. But in terms of how I’m going to bring my own expertise to the table, one day at a time! My approach has always been very straightforward: Be humble, have fun, and realise that difficult is not the same as impossible, as long as you’re well prepared.

As a result of hard work, common sense and a strong desire to succeed, I’ve gotten to where I am today. With those principles in hand, I believe I can elevate the performance of our talented teams to deliver on this new era of gaming, whatever direction that may take.

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Balkans

Sponsors Spotlight: NSoft “Crashes” Compliance Challenges and Cashes on Gaming Experience

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Ahead of the highly-anticipated Prague Gaming & TECH Summit, organizer HIPTHER is thrilled to introduce and put the spotlight on the companies and people that help make the magic happen: our conference sponsors! These innovative, accomplished professionals and teams make magic happen everyday, and they will be joining us at the Prague Gaming & TECH Summit 2024 taking place on 26-27 March, to share insights, network and collaborate with you! Get to know them, connect, and meet them in Prague!

 

In this Sponsors Spotlight Interview the #hipthers meet Zlatan Omerspahić, Head of Legal and Compliance at NSoft, Pen and Paper Sponsors of the upcoming Prague Gaming & TECH Summit. Zlatan will be a Speaker at the Summit, offering valuable insights at the panel about “Compliance Challenges and Opportunities in the Balkan Gambling Industry”.

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Hello Zlatan, thank you for taking the time for this interview. We are thrilled to get to know you and introduce you to our readers! Can you tell us a bit about yourself and your role at NSoft, as well as what excites you most about being a part of the iGaming industry?

Hello, and thank you for having me! My name is Zlatan Omerspahić, and I’m the Head of Legal and Compliance at NSoft, a leading technology company specializing in software solutions for the gaming and betting industry.

In my role, I oversee the legal and regulatory aspects of our operations, ensuring that our products and services not only meet but exceed industry standards from legal and compliance perspective.

What excites me most about being part of the iGaming industry is the dynamic and innovative nature of this field. It’s an area that’s constantly evolving, with new technologies and regulatory challenges emerging all the time.

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This keeps us on our toes and requires a proactive and forward-thinking approach to navigate the landscape successfully. Additionally, the opportunity to work on a global scale, adapting to diverse legal and cultural environments, is incredibly rewarding.

Being part of NSoft means I’m directly involved in shaping the future of gaming and betting, making it safer and more enjoyable for users around the world. The pace of change and the impact of our work on the industry and its participants make every day exciting and fulfilling.

 

NSoft is one of the most successful iGaming and Sports Betting Software companies in the industry, boasting a long history and a variety of betting solutions. What strategies or innovations do you employ to ensure compliance in the iGaming industry, and what sets NSoft apart in this area?

NSoft stands at the forefront of the iGaming and sports betting industry, thanks to our relentless commitment to innovation, quality, and, most importantly, compliance. In an industry as dynamic and regulated as iGaming, staying ahead of the curve in compliance is not just a necessity but a core aspect of our business strategy.

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One of the key strategies we employ at NSoft to ensure compliance is our proactive approach to regulatory changes. We closely monitor emerging regulations and trends in every market we operate in, ensuring that our solutions are not only compliant at the time of deployment but are also designed with the flexibility to adapt to future regulatory shifts. This foresight allows us to provide our partners with products that are sustainable and compliant in the long term.

Furthermore, NSoft invests heavily in technology and people to maintain our compliance standards. Our compliance team works in tandem with our product development teams to integrate compliance requirements seamlessly into our software solutions from the ground up. This integration ensures that our products are not only innovative and user-friendly but also adhere to the highest compliance standards.

What sets NSoft apart in this area is our holistic approach to compliance. We view it as an integral part of the user experience and product design, rather than as a separate or external process. This approach ensures that compliance is embedded in the DNA of our products and services, making them inherently compliant and reducing the compliance burden for our clients.

Additionally, our commitment to responsible gaming is unwavering. We continuously develop and integrate features that promote safe gaming practices, ensuring that end-users can enjoy our products responsibly. This commitment to responsible gaming not only reinforces our stance on compliance but also builds trust with our partners and their customers.

 

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NSoft is an omnichannel betting and gaming software provider, covering both land-based and online betting. Are there any notable differences between the regulatory frameworks for land-based and online gambling, and how does NSoft navigate these differences in its omnichannel approach?

Navigating the regulatory landscapes of land-based and online gambling is indeed one of the most intricate aspects of providing omnichannel betting and gaming solutions. The regulatory frameworks for these two sectors can vary significantly not only between different jurisdictions but also in terms of the specific compliance requirements within each domain.

In the realm of land-based gambling, regulations often focus on the physical aspects of gaming, such as the location and operation of betting shops, casinos, and gaming machines. These regulations can include zoning laws, operational hours, and specific requirements for hardware and software used in gambling operations.

When NSoft first started, our primary focus was on the Balkan market’s land-based sector, which provided us with deep insights into the nuances of operating within tightly regulated physical environments.

As we expanded into the online and global markets, we encountered a different set of regulatory challenges. Online gambling regulations tend to focus more on digital security, data protection, and consumer safeguards, such as responsible gaming measures and anti-money laundering (AML) protocols.

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The digital nature of online gambling also introduces complexities related to cross-border service provision and jurisdictional overlaps.

NSoft’s omnichannel approach is designed to adeptly navigate these differences by ensuring that our solutions are versatile and compliant across all platforms. We achieve this through several strategies:

  • Modular Software Design: Our products are built with modular designs, allowing us to easily adapt and configure them to meet the specific regulatory requirements of both land-based and online operations in any jurisdiction. This flexibility is key to our ability to provide tailored solutions that comply with local regulations.
  • Continuous Compliance Monitoring: We have dedicated teams that continuously monitor regulatory developments in all markets we operate in. This proactive approach ensures that our solutions remain compliant as regulations evolve, whether they pertain to land-based or online gambling.
  • Integrated Compliance Features: Our software includes integrated features that address the common regulatory denominators in both sectors, such as player identification and verification, transaction monitoring, and responsible gaming controls. These built-in compliance features simplify the process of meeting regulatory requirements for our clients, regardless of the channel.
  • Local Partnerships: Understanding that local knowledge is invaluable, we engage with local partners and regulatory bodies to ensure our solutions meet the specific needs and compliance standards of each market. This collaboration is particularly beneficial when adapting our solutions to new jurisdictions or sectors.

By leveraging these strategies, NSoft successfully delivers compliant, cutting-edge betting and gaming solutions that serve the diverse needs of the land-based and online sectors, ensuring a seamless and secure experience for operators and their customers alike.

 

Speaking of land-based gaming, NSoft recently announced the exciting “Crash Cash” title designed for brick-and-mortar betting shops. Can you share more about it and discuss the regulatory challenges associated with its implementation?

We’re indeed excited about our latest addition to the NSoft portfolio, “Crash Cash,” which is designed to bring a fresh and engaging experience to players in brick-and-mortar betting shops.

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Crash games are usually created for online gameplay where players must cash out before the aircraft crashes. We are embracing this popular online concept and giving it a fresh twist in the land-based environment with the Crash Cash game. Retail players must predict and select a multiplier below which they believe the crash will occur.

We’re not only excited about introducing “Crash Cash” to our portfolio but also thrilled about the unique way we showcased it at ICE London 2024. To bring “Crash Cash” closer to the audience and let them experience the thrill of the game firsthand, we organized a prize contest that was nothing short of spectacular.

Participants at the event had the opportunity to play “Crash Cash” by filling out a ticket and placing it into a box for a random draw. This interactive experience allowed participants to engage with the game directly, adding an element of real-world excitement to the virtual gameplay.

The stakes of the contest were high, with the winner taking home a technological marvel – the T-1000 PRO betting terminal, valued at 5,000 EUR. This prize is not just a piece of equipment; it’s essentially a bet shop on its own, encapsulated within a stunning metal frame design. The T-1000 PRO represents the cutting edge of betting terminal technology, combining sleek aesthetics with robust functionality to deliver an unparalleled user experience.

This contest, centered around “Crash Cash,” was more than just a promotional activity; it was a testament to NSoft’s commitment to innovation and engagement. By allowing participants to experience “Crash Cash” in such an interactive and high-stakes format, we highlighted the game’s potential to captivate players and add value to brick-and-mortar betting operations.

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When it comes to implementing new games like “Crash Cash” in land-based settings, regulatory challenges are a significant consideration.

These challenges primarily revolve around ensuring that the game complies with the specific regulations governing physical betting operations in each jurisdiction. This can include rules related to game randomness and fairness, payout ratios, and the physical security of gaming terminals.

To navigate these challenges, NSoft adopts a comprehensive approach that includes:

  • Certification and Testing: Before launching any new game, including “Crash Cash,” we ensure it undergoes rigorous testing and certification by accredited gaming laboratories. This process verifies that the game meets all regulatory requirements related to game fairness and integrity.
  • Customizable Game Settings: Recognizing the diversity of regulatory environments, “Crash Cash,” like all NSoft games, is designed with customizable settings. This allows operators to adjust the game parameters, such as payout ratios and bet limits, to comply with local regulations.
  • Training and Support: We provide comprehensive training and support to our partners, ensuring that they understand the regulatory requirements and how to operate “Crash Cash” within those constraints. This support extends to assisting with compliance documentation and liaising with regulatory bodies if necessary.
  • Responsible Gaming Features: In line with our commitment to responsible gaming, “Crash Cash” includes features designed to promote safe gambling practices. These include self-limitation options for players and mechanisms for operators to monitor and intervene if problematic gambling behavior is detected.

Everything mentioned above is based on clearly and fairly partnership with our clients.

By proactively addressing these regulatory challenges, we ensure that “Crash Cash” can be seamlessly integrated into land-based betting shops, providing a new and exciting game option that is both compliant and engaging for players.

 

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Your panel at the Prague Gaming & TECH Summit will explore “Compliance Challenges and Opportunities in the Balkan Gambling Industry.” Could you provide our readers with a sneak peek into some key discussion points or insights they can expect?

I’m truly looking forward to participating in the panel discussion at the Prague Gaming & TECH Summit, where we will delve into the intricate world of compliance challenges and opportunities in the Balkan gambling industry.

The region presents a unique set of regulatory landscapes, each with its distinct nuances, which makes it a fascinating case study for anyone interested in the global gaming and betting sector.

Here are some key discussion points and insights attendees can expect from the panel:

  • Diverse Regulatory Environments: The Balkans consist of multiple countries, each with its own legal framework governing gambling. We’ll discuss how these varying regulations impact operators and service providers, and how businesses can navigate this complex environment effectively.
  • Emerging Trends in Regulation: We’ll explore recent regulatory trends in the region, such as increased emphasis on responsible gaming, digital identity verification, and anti-money laundering measures. Understanding these trends is crucial for staying compliant and competitive in the market.
  • Technology’s Role in Compliance: The panel will also highlight how technology can be leveraged to address compliance challenges. From sophisticated player verification systems to AI-driven tools for detecting problematic gambling behaviour, technological innovations are at the forefront of compliance solutions.
  • Cross-Border Challenges: Given the geographic proximity and cultural connections between Balkan countries, cross-border gambling is a significant topic. We’ll examine the challenges and opportunities that arise from cross-border betting and how operators can manage them.
  • Opportunities for Growth: Despite the challenges, the Balkan gambling market is ripe with opportunities. We’ll discuss how operators and service providers can capitalize on these opportunities by adopting innovative approaches, forging strategic partnerships, and staying ahead of regulatory changes.
  • Case Studies: Expect to hear real-world examples and case studies demonstrating how businesses in the region have successfully navigated the compliance landscape, highlighting practical strategies that can be applied across the industry.

The panel aims to provide a comprehensive overview of the compliance landscape in the Balkans, offering valuable insights not just for those operating in the region but also for global stakeholders interested in understanding the dynamics of a diverse and rapidly evolving market.

 

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As NSoft’s Head of Legal & Compliance, what advice do you have for betting operators, both new and seasoned, when it comes to selecting game providers and titles to ensure compliance and maximize success?

As NSoft’s Head of Legal & Compliance, I’ve seen firsthand the critical importance of compliance in ensuring the longevity and success of betting operations.

My advice to betting operators, whether they are new to the industry or seasoned veterans, revolves around a few key considerations when selecting game providers and titles:

  • Rigorous Due Diligence: Before partnering with a game provider, conduct thorough due diligence to assess their compliance track record. This includes reviewing their licensing status, previous regulatory issues, and the robustness of their compliance programs. A provider with a strong compliance ethos will significantly reduce the risk of regulatory complications down the line.
  • Alignment with Regulatory Requirements: Ensure that the game titles you select meet the specific regulatory requirements of your operating jurisdictions. This involves not only the current legal landscape but also an awareness of potential regulatory changes. Game providers that offer flexible and adaptable solutions will be valuable partners as regulations evolve.
  • Commitment to Responsible Gaming: Choose providers that prioritize responsible gaming and integrate features that promote safe gambling practices within their games. This not only aligns with regulatory expectations but also fosters trust among your customers and contributes to a sustainable gambling environment.
  • Technical Standards and Certifications: Verify that the game providers adhere to high technical standards and that their games are certified by reputable testing laboratories. This ensures the fairness and integrity of the games, which is crucial for maintaining customer trust and meeting regulatory standards.
  • Transparent and Open Communication: Opt for providers that maintain open lines of communication regarding compliance and regulatory matters. A collaborative approach to compliance can help anticipate and mitigate potential issues, ensuring a smoother operational flow.
  • Innovative and Engaging Content: While compliance is paramount, it’s also essential to select game titles that are innovative and engaging to ensure commercial success. Providers that balance regulatory compliance with cutting-edge, appealing content will contribute most to your success.
  • Consider Local Market Preferences: Understand the preferences and trends of your target market. Game providers that offer localized content and are adaptable to the cultural nuances of your operating regions can significantly enhance player engagement and retention.

By prioritizing these considerations, betting operators can forge successful partnerships with game providers, ensuring not only compliance but also a compelling and responsible gaming experience for their customers.

The synergy between compliance and commercial success is critical, and selecting the right game providers is a pivotal step in achieving that balance.

 

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Thank you for this insightful interview, Zlatan! We look forward to meeting you at the Prague Gaming & TECH Summit, and hearing your valuable insights on Compliance Challenges and Opportunities in the Balkan Gambling Industry.

Join us in Prague to connect with Zlatan and the NSoft Team: Get your Tickets to the Prague Gaming & TECH Summit Now!

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Altenar

Mexico in 2024: Committed to the cause

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Mexican bettors demand localization on a different scale. An American approach to sports betting means they differ from other LatAm markets that have moved to decimal or fractional odds. As the population increasingly embraces a mobile-first approach, Altenar’s Sales Manager, Diego Salas, explores why the provider is best placed to meet the unique needs of Mexican operators in the flourishing market.

 

What is your view of the market at the moment and what makes it so promising?

Over the past three years, Mexican operators have experienced a significant migration from predominantly land-based, brick and mortar operations to an online-focused business model. As a result, more than 70% of sports betting revenue now comes from online customers, with internet and smartphone adoption becoming more widespread across LatAm’s second largest population. The increase in mobile penetration follows the emergence of a younger, more tech-savvy demographic with a median age of 30. They are engaging in sports betting in a more social way.

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In keeping with this shift online, we entered 2024 with the release of our white-label mobile app which can be customized and places the sportsbook at its core. Approved across Apple Store and Google Play, it offers accelerated time to market, robust security and options for features such as Early Payout, Bet Builder and Player Specials. The mobile and online channels appeal to a new generation of bettors that require accessible, easy to follow sportsbook products at their fingertips. The app promises an ever-increasing number of sports and competitions with a network of official data partners delivering both quality and speed of data.

 

How does Mexico differ from its neighbouring markets?

Mexico is a distinct market compared to other Latin American countries and stands out due to its diverse sports culture. It is well known that soccer is the most popular sport in LatAm and at least 90% of bets still come from matches. However, in Mexico, bettors’ tastes are more diverse. Football sits among basketball, baseball, and the NFL as highly popular sports.

Unlike some of its neighbours, Mexico uses an American approach to odds, instead of the European decimal and fractional odds format. Altenar anticipated this difference by offering a flexible, localized platform to cater to specific preferences of Mexican players. Its user interface for Mexican players offers an American odds format to demonstrate provide intuitive navigation.

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What will 2024 look like for Altenar in Mexico?

There can be no doubt that LatAm is a major topic of discussion in the industry. The gates are set to swing open to Brazil later in the year and Mexico itself is awaiting some regulatory updates following the legalization of online betting in 2014. As a result, Altenar acknowledges the need for boots on the ground in the continent.

We have just opened a Uruguay office to ensure we can best serve our operator partners across LatAm. We know it is important to them to access people working in the same time zone, who are integrated in their communities. The office will oversee operational aspects and instil confidence in our partners that they will have a team that is more easily accessible than other competitors.

In March and April, we will be at the IV International Gaming Convention in Mexico (12 – 14 March), SAGSE Latam in Argentina (20 – 21 March) and GAT Expo in Colombia (9 – 11 April). Our priorities at these events will be fostering our partnerships in the market and ensuring we are attuned to the regulatory developments across each country. Brazil and Chile are in the process of developing regulations and we are watching those closely, adapting accordingly. We will also be showcasing our flexible platform and features at these events, including our turnkey solution, SSBT and new tools such as Betting Insights, Bet Mentor and Bet Boost. Events are an invaluable way for us to refine our strategies moving forward and we look forward to meeting people over the next month.

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Compliable

The Art of Staying Compliant w/ Greg Ponesse, Chief Revenue Officer at Compliable

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How can operators and suppliers best ensure that they stay on track of ever-changing rules and regulation once they are live in a market?

Fundamentally, it’s about keeping a finger on the pulse of the market and curating a broad network of industry sources to ensure that you are up to date on any new developments. Industry press releases, newsletters and magazines are all excellent places to begin, and getting into the habit of checking regulator websites on a monthly basis is a good next step. In general, regulators maintain open communication with the public concerning new regulations; as it’s rare to have a dedicated contact person from any given agency checking in to ensure that you’ve kept up with any updates, however, it will still fall to you to make sure that you’re keeping current with any changes. Ultimately, it is always the responsibility of the licensee to ensure that it is compliant and, if mistakes are made, there are rarely, if ever, any get-out-of-jail-free cards.

Additionally, building a network of compliance professionals that you can reach out to on short notice can be a huge help, as urgent situations can arise without warning and require you to react quickly. It’s not always possible for every company to field an in-house compliance team that can deal with every request and change, even if that would be very preferable, so having experts just a call away is always a smart choice.

 

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Compared with entering a market, how time consuming is maintaining compliance for teams?

While entering a new market is complex, maintaining compliance is equally important, and introduces its own challenges of minutiae and attention to detail. Renewal windows need to be carefully monitored, new regulations need to be constantly observed, and required updates need to be passed on to regulators in a timely manner.

These challenges are true no matter the size of the company in question. A small company could be licensed in 16 regions, with one person managing the process for all those markets. In such a case, that one person would probably need to spend a decent portion of their work days just to ensure that compliance was being maintained across all those markets, even if the individual number of licenses was low. A large company operating in fewer locations, on the other hand, might have thousands of employees and licenses to maintain for that location, and not one of those employees or licenses could be allowed to fall through the cracks. Each license would need to be tracked, and each renewal dealt with in a timely fashion. In either case, maintenance of compliance should be expected to take up a sizable amount of time.

 

Are there common mistakes that occur and what impact can this have on operations?

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At the risk of sounding reductive, the most common mistakes are not filling out the application correctly or failing to include the correct documentation. Attention to detail matters so much in the process and taking the time to parse what can often be very complex sets of instructions is critical.

No matter the type of licensure, there is always going to be a large amount of information and documentation required, and making sure that you have all of that information and documentation at the ready before you begin is also critical to your success in the process.

Most simply, you could equate the process to that of buying a house. Everything needs to be in order before you place your bid, or it will fall through and someone else will likely swoop in and take the house right out from under you. It’s more or less the same when a company is going through the licensing process. If everything isn’t in order, you might have to wait a long time after submitting your initial application just to be told that something is wrong or missing. Once those issues are corrected, you would have to resubmit the application, starting from the back of the queue again. This would obviously delay the issuing of a license in an industry where first-mover advantage is crucial.

 

How can tech solutions help teams stay compliant once they are live in a market?

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There are many ways in which such solutions can assist with compliance. Our platform, for example, allows you to input all of your information and upload all your documents exactly once, and to then output that information to multiple forms at the same time. It also tracks the application status, which can be very challenging to handle on your own if you are active in numerous regions or have a lot of employees. Furthermore, it reminds you of expiration dates, so you can be well prepared and organized when the time comes for renewals. Finally, because we store your information, you are also not required to re-enter all of your information year after year, making the renewal process much more efficient; you will only have to update information if the regulator has changed their forms, otherwise, everything will slot right in where it belongs.

We put an immense amount of effort into ensuring that our forms and other documents are kept up to date with all regulatory requirements and guidelines. Thus, when you use our service to generate forms for any application or renewal, you can be assured that you are filing the correct forms, and that all the questions on that form have been filled out correctly. In short, using our platform ensures that compliance teams can focus on other important tasks while resting safe in the knowledge that their licensure forms have been completed correctly, and that their licenses and renewals are being effectively tracked.

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