EVENTOVERVIEW - Juegos Miami

EVENT OVERVIEW
Product Viewings
Learning
Organised Networking
Tuesday, May 31
Meetings
9:00
10:00
11:00
Totally Gaming Academy
12:00
Slot Academy Masterclass
It’s All About the Math Model
13:00
14:00
Desk opens for badge collection
Online Gaming Masterclass
Introduction into the world of
I-Gaming.
15:00
16:00
17:00
18:00
Networking Drinks Reception
19:00
20:00
& after
Evenings are free for Client Hospitality
Product Viewings
Learning
Registration opens. Breakfast in the product area
9:00
10:00
11:00
12:00
13:00
14:00
15:00
Organised Networking
wednesday, june 1
Meetings
Exhibition opening
Product Viewings, Demos and
Innovation Showcase
Focus on Investment,
Casino, Responsible Gaming, Evolving
Business Models & Jurisdictions Changes
12.30-2pm BgC
Briefing
Product Viewings, Demos
& Innovation Showcase
Product Viewings, Demos and
Innovation Showcase
Networking in the Product area
Lunch Reception & Networking
Focus on Lottery, Regulatory Models,
Colombia, Combatting Illegal
Gaming
Networking in the Product area
Buyer Supplier
Meeting
16:00
17:00
18:00
Networking Drinks Reception
19:00
20:00
& after
Evenings are free for Client Hospitality
Product Viewings
Focus on New Casino Investments,
Millennials, Social, iGaming
Regulations & Sports Integrity
11:00
12:00
Networking in the Product area
Lunch Reception & Networking
13:00
15:00
Organised Networking
Registration opens. Breakfast in the product area
9:00
10:00
14:00
Learning
Thursday, june 2
Meetings
Product Viewings, Demos &
Innovation Showcase
Product Viewings, Demos and
Innovation Showcase
Focus on Online &
Land-based Convergence, Omni-channel,
Sports Betting, AML & iGaming
Buyer Supplier
Meeting
Networking in the Product area
16:00
Networking Drinks Reception (Starting 3pm)
17:00
18:00
19:00
Evenings are free for Client Hospitality
20:00
& after
Product Viewings
7:00
15:00
Learning
Organised Networking
Friday, june 3
Meetings
Golf Tournament in aid of Charity
9
masterclass agenda
Day One | Tuesday May 31, 2016
11.00am
Slot Academy Masterclass Presenter:
Online Gaming Masterclass Presenter:
Lucien Wijsman, Totally Gaming Academy
Igor Samardziski, Totally Gaming Academy
PRADO ROOM
ARAGON ROOM
Session 1:
Session 1:
In this session you will understand the 7 P’s of the
Marketing Mix in relation to Slot and Electronic
Gaming floors to improve floor ROI.
An introduction to the online gaming ecosystem
focusing primarily on platforms and information
processing:
• Introducing the extended marketing mix related
to casinos, and what additional factors are
considered in a casino environment
• Overview of active regulators, jurisdictions
and licence breakdowns
• The 7 P’s of marketing: Product, Price, Place,
Promotion, People, Physical Environment &
Process in relation to electronic gaming floors
• Finance processing
Session 2:
Who Are Our Customers and What do They Expect
In this session different profiles of visitors to
casinos and electronic casinos are introduced
to understand what are the expectations of the
different player profiles considering; product, price,
promotions and placement of the slot product.
• W
hat are the expectations of these different
profiles regarding product, price, promotions,
placement, physical environment, personnel
and process management?
•A
nalysing what each player profile is looking
for in slot games
Session 3:
• The role of “back office” platforms
Session 2:
The foundations of terminology, formulation and
correlations to use in your business intelligence
applications to create and in-depth understanding
of the key areas of your business:
• Terms and definitions:
• RTP, margin and volume
• Gross and net gaming revenue
• Product delivery costs
• Bonus definitions
• Product delivery and associated costs
• The Gaming Pentagon
• Bonuses as a means of marketing engagement
Session 3:
Machine meters are introduced to understand how
different volatility and hit rates affect game play
Delve into game mathematics and understanding
what makes your players tick
• Explanation of slot machine meters and
standard protocols
• Game volatility and resulting effect
• About games
• Basics of volatility and hit rates
Session 4:
Following on from the previous session, participants
will learn how different hit rates are preferable to
different player profiles and why it is important to
communicate this to players.
• Utilising knowledge of volatility and hit rates to
apply to player profiles
• RTP, margin and volume
How does hit rate and hit distribution influence
the player profile
Session 4:
Ensure your revenue is safeguarded by understanding
critical AML checks and anti-fraud procedures
• Introduction into fraud and AML
• Identity theft and multi-accounting
• KYC procedures and services
• 10 key fraud rules to safeguard your business
• AMLO responsibilities and procedures
• 3 AML rules to ensure low to no money
laundering activity
5.00pm
Close
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learning agenda
Day Two | Wednesday June 1, 2016
09.45am
Learning at Juegos Miami – introduction and overview of learning goals by Juegos Miami
Non-Executive Chairman, Marcelo D’Amato
Marcelo D’Amato, President, Asociación Chilena de Casinos de Juego (ACCJ); Executive Director,
Latin Gaming & Juegos Miami Non-Executive Chairman
MERRICK ROOM
10.00am
Morning headline address: Big gaming business - where are the best opportunities in LATAM over the next 5 years
• Which markets, business lines and geographies offer the most promising growth prospects?
• Are opportunities locals-only and where can new entrants succeed? • What are the major barriers and obstacles to be overcome?
• Where are the major risks: macro, business or regulatory? • What levels of investment are required and what financing is available? Oliver Zugel, CEO and Founder, Spring Capital
MERRICK ROOM
CASINO FOCUS
Chaired by: Marcelo D’Amato,
President, Asociación Chilena de Casinos
de Juego (ACCJ); Executive Director,
Latin Gaming & Juegos Miami
Non-Executive Chairman
WORLD REGULATORY
BRIEFING (WRB) FOCUS
Chaired by: Luiz Felipe Maia,
Director, Franco, Yoshiyasu, Maia,
Simões & D’Alessio Advogados
STONEMAN DOUGLAS ROOM
MERRICK ROOM
GLOBAL INSIGHT:
THE PARADIGM SHIFT IN CASINOS
10.30am
Global casino trends that are affecting the Latin
American market – addressing the decline in visits
to casinos since 2012
Marcelo D’Amato, President, Asociación Chilena de
Casinos de Juego (ACCJ); Executive Director,
Latin Gaming & Juegos Miami Non-Executive
Chairman
10.40am
Interview: Adopting new casino and bingo business
models to address the changing dynamics in the
REGIONAL SPOTLIGHT:
RESPONSIBLE GAMING
Conversation: promoting responsible gaming
and the positive impact of gaming to progress
regulatory change in Latin America and the
Caribbean
• Creating a powerful narrative to communicate
benefits of gaming to local economies and effect
regulatory change
• Strengthening transparency between stakeholders
gaming world
• Putting a larger emphasis on responsible
gambling and social responsibility
• Identifying, understanding and knowing how to
approach the changing dynamics of casinos
• Importance of self-regulation to demonstrate
your operation’s social and business responsibility
• Understanding what the business impact is
• Association and advocacy groups as a way to
ensure industry interests are represented and
defended
• Successfully moving from current casino models and
legacy systems while safeguarding the existing revenue
• H
ow to implement profitability - what models have
created opportunities to grow?
• How to successfully manage commercial development
of new and the existing games?
Felipe Ludeña, CIO, Codere
Interviewed by: Cristina Romero, Lawyer Latam, Loyra
Mariela Huenchumilla, Gerente Corporativa de
Juego Responsable, Sun Dreams
Miguel Ángel Ochoa, Presidente, AIEJA
Elizabeth Maya Cano, President, CONNAZAR
Led by: Luiz Felipe Maia, Director, Franco,
Yoshiyasu, Maia, Simões & D’Alessio
Advogados
11
Day Two | Wednesday June 1, 2016
GLOBAL INSIGHT:
BUSINESS MODEL ROUNDTABLES
11.10am
REGIONAL ROUNDTABLES
Business model roundtables: What business
models can be successfully adapted to Latin
America and the Caribbean?
Roundtables: Insights and updates on
regulatory/licensing requirements from across
the region
Table 1: Integrated resorts
What can we learn from integrated resorts around
the globe?
Roundtable 1: Brazil
Christian Tirabassi, Senior Partner, Ficom Leisure
Table 2: Gaming as family run business
How do you adopt new ways of working in the family
oriented business model?
Waldir Marques Junior, General Coordinator,
Ministry of Finance-Economic Policy SPE
Roundtable 2: Mexico
Rodrigo Galván Graf, Founder Partner & CEO,
Juegos y Sorteos de Jalisco
Roundtable 3: Argentina
Belisario Alvarez De Toledo, Vice President,
Loteria Nacional
Frank Pracukowski, Director of Administration,
Foxwoods Development Corporation
Roundtable 4: Colombia
Table 3: Land based and online
Roundtable 5: Chile
Making the transition to land based and online
Rodrigo Guiñez, General Manager,
Chilean Casino Association
Eduardo Morales Hermo, Senior Advisory,
Ficom Leisure
Table 4: Sportsbetting
Preparing your business to launch sports betting
products
Donal Barron, Commercial Development Manager,
Paddy Power Betfair
Evert Montero Cardenas, President,
FECOLJUEGOS
Roundtable 6: Uruguay
Luis Gama, President, CIBELAE; Dirección
Nacional de Loterías y Quinielas
Roundtable 7: Paraguay
Javier Balbuena, Presidente, CONAJZARComission Nacional de Juegos de Azar
Roundtable 8: Peru
Victor Augusto Paulet Diaz, Director, MINCETUR
Roundtable 9: El Salvador
PLEASE LOOK FOR SIGNAGE OUTSIDE
STONEMAN DOUGLAS AND MERRICK ROOMS
Rogelio Fonseca, President, Gobierno de El
Salvador (Loteria Nacional de Beneficiencia)
Roundtable 10: Dominican Republic
Tiburcio Perdomo, Commercial Director,
Loteria Nacional
12.00pm
Juegos Miami Lunch Reception, Networking and Product Viewings
12.30 – 2.00pm BgC Briefing: Brazil – Roadmap to Regulation
STONEMAN
DOUGLAS ROOM
Reporting on the conclusions from the 2nd Brazilian Gaming Congress on May 11-12 in Brasilia, our experts
will give you the latest on the legislative process for gambling regulation in Brazil:
Federal Deputy Nelson Marquezelli, Chamber of Deputies, Brazil
Waldir Marques Junior, General Coordinator, Ministry of Finance-Economic Policy SPE
addressing the lottery and sports betting markets in Brazil and economic expectations of gaming
Magnho Jose de Souza, President, IJL presenting the bill’s key points, scope, timelines and political process
Luiz Felipe Maia, Director, FRANCO, YOSHIYASU, MAIA, SIMÕES & D’ALESSIO ADVOGADOS
clarifying the taxation challenge and presenting provisions for online gaming
Igor Federal Trafane, President, Brazilian Texas Hold’em Confederation (CBTH)
leading the session and presenting the current and future business opportunities in gaming in Brazil
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Day Two | Wednesday June 1, 2016
1.45pm
CIBELAE headline address: Vision for the future – current state of the Gaming Industry in
Latin America and the Caribbean. Opportunities and priorities for the future
• An overview of the markets, how do they compare and how do they influence each other?
• What regulatory forces are at play and how are they currently impacting the state of the gaming industry?
How are they evolving?
• How are political influences across Latin America shaping the gaming industry of today and tomorrow?
• How can the industry work together to avoid illegality, corruption and ensure responsible gaming for the
player, safeguard the employees and mitigate risks to investors?
• Creating jobs, generating investment and tax revenues and contributing to national economies
Luis Gama, President, CIBELAE
MERRICK ROOM
LOTTERY FOCUS
Chaired by: Luis Gama,
President, CIBELAE
MERRICK ROOM
REGIONAL SPOTLIGHT
2.15pm
WrB FOCUS
Chaired by: Gabriel Dubois, Head of iGaming
Operations, Digital Security and Authentication
Division, Safran Identity and Security
STONEMAN DOUGLAS ROOM
GLOBAL INSIGHT
Lessons learned in the development of
online lotteries – what is transferable to
Latin America
Conversation: Pros and cons of statecontrolled vs. fully liberalised markets in
gaming
• What lessons can be learned from international
business models and best practice?
• Examples of both models for the level of state
oversight vs. profitability of the market
• How can these lessons be adapted to the very
specific conditions in Latin America?
• How did Spain tackle the challenges of passing
to an independent model?
• How to reconcile legacy systems with innovation?
• Level of control possible to enforce in each
model
• What critical success factors help achieve growth
and what legislative updates are necessary to be
able to operate in a competitive market
José Luis Sánchez, Director of Quality and Social &
Corporate Responsibility, SELAE
• Understanding market investment and growth
potential of both models
• What competencies are necessary in both
models?
Juan Espinosa Garcia, Deputy General Director of
Gambling Regulation, Ministry of Finance – Spain
Tom Mungham, COO, Alcohol and Gaming
Commission of Ontario
Ian Ince, Group Head of Regulatory Affairs
and Compliance, Playtech
Led by: Santiago Asensi Gisbert, Managing
Partner, Asensi Abogados
13
Day Two | wednesday June 1, 2016
REGIONAL SPOTLIGHT: LOTTERIES
3.00pm
REGIONAL SPOTLIGHT: COLOMBIA
Conversation: How can the industry
work together to harness innovation
and modernisation of lotteries in Latin
America and the Caribbean?
Conversation: Colombia regulatory changes
and prospects for regulated online gaming
• Addressing the need for a more agile, private
sector approach to developing lotteries in Latin
America
• What are the new technical requirements for
casino operators?
• How is regulation of lotteries evolving and what
major challenges need to be overcome?
• What major trends and innovations are coming
into play and how can the industry work together
to harness them?
Luis Gama, President, CIBELAE; Dirección
Nacional de Loterías y Quinielas, Uruguay
Belisario Alvarez De Toledo, Vice President,
Loteria Nacional, Argentina
Tiburcio Perdomo, Commercial Director, Loteria
Nacional, Dominican Republic
• Understanding the key changes in the regulatory
framework and competitive landscape
• What new monitoring systems and controls are
in place?
• Breaking down product verticals and channels
• Product and marketing localization
• What are the technology needs of the market?
Mauro De Fabritiis, Partner, MAG, Consulenti
Associati
Led by: Santiago Asensi Gisbert, Managing
Partner, Asensi Abogados
Angelo Dalli, CEO, Bit8
Led by: Alfredo Mónaco, President, A.L.E.A
GLOBAL INSIGHT: LOTTERIES
3.30pm
COMBATTING ILLEGAL MARKETS
Lotteries and social investment:
Transforming lotteries to maximize the
returns to good causes
Fireside chat: Combatting the illegal
markets with better, stronger and sensible
regulation
• The positive side of the results of the benefits of
• How to have a guaranteed system to exclude
selling in a transparent and ethical method to
irresponsible players? Why use a regulatory
protect the population
system for excluded players?
• The use of mainstream-media and social media
to enhance the “good works” of the revenue
generated
• How to link internet licenses to land-based
casino licenses? What are the pros and cons?
• How to implement and enforce a watertight
• The selective public support of mental health programs that deal with addiction
• Strategic outreach to public forums on education and public security
Captain Kip Peterson (USMM), CEO, Thorsborg
Institute, LLC
casino management system? What are the
advantages for casino operators and regulators?
• How to channel players from illegal operators to
licensed operators? Lessons learned in Europe
Led by: Paul De Vocht, Technical Advisor, Belgian
Gaming Commission
Peter Naessens, Head of Regulatory Advice
Unit, Research and Development, Belgian Gaming
Commission
León Darío, President, Colombian Responsible
Gaming
4.00pm
Conclusions and outcomes for the future consideration
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Day Three | Thursday June 2, 2016
10.00am
Learning at Juegos Miami – conclusions from learnings to date and goals for the day
Marcelo D’Amato, President, Asociación Chilena de Casinos de Juego (ACCJ); Executive Director, Latin
Gaming & Juegos Miami Non-Executive Chairman
MERRICK ROOM
10.10am
Morning headline address: Drawing from global regulatory, business and technology expertise to build a
tourism based Integrated Resort model in an island economy
• Identifying the regulatory and business model that suits the needs of the island – what needs to be
considered (local population, tourism patterns and consumer demand)
• Reviewing the legislation and regulation for a smarter, more efficient approach that takes business reality into consideration
• Incorporating mobile and interactive technology capabilities to extend revenue opportunities for casinos
Richard Schuetz, Executive Director, Bermuda Gaming Commission
MERRICK ROOM
INNOVATION FOCUS
Chaired by: Marcelo D’Amato,
President, Asociación Chilena de Casinos de Juego (ACCJ);
Executive Director, Latin Gaming & Juegs Miami
Non-Executive Chairman
WrB FOCUS
Chaired by: Cristina Romero,
Partner, Loyra
STONEMAN DOUGLAS ROOM
MERRICK ROOM
10.30am
GLOBAL INSIGHT: MILLENNIALS & ONLINE GAMING
GLOBAL INSIGHT: ONLINE GAMING IN UK
Millennials: Latin America’s Sleeping Jaguar
Case study: Business and regulatory assessment
of the UK market - examining the most saturated
and competitive iGaming market for launch as a
late entrant
• Is your business adapting beyond a “box of slots”
to meet the behaviors, desires and expectations
of a new generation of customers?
• Exploring case studies from operators seeking
to future proof their businesses in the United
States and Asia
• Adapting to new demographics through innovations
in casino design and gaming floor layout
Roberto Coppola, Director of Market Research
and Consumer Insights, YWS
• Historical perspective
• 10 years of iGaming in the UK - review of the
changing regulatory and licensing environment
• From white listing to Point of Consumption - how
and why the regulatory environment has evolved;
implications for businesses
• Examining what makes UK such a successful
iGaming market
• Case study: rationale behind the recent MrGreen
launch in the UK - what makes UK still attractive
for late entrants
• Importance of the brand as a key success factor
in iGaming
Bo Wanghammar, Business Development Director,
Mr Green Online Casino
Miguel Quesada, Business Development and
Reactivation Manager, Mr Green Online Casino
Introduction and UK regulatory background by:
Andre Wilsenach, Executive Director, International
Center for Gaming Regulation, UNLV
GLOBAL INSIGHT: GETTING TO
GRIPS WITH MOBILE STRATEGY
11.00am
GLOBAL & REGIONAL INSIGHT:
ENSURING INTEGRITY IN SPORTSBETTING
Going mobile – no longer an option.
LeoVegas mobile first story
Discussion: Sports, betting and international sports
organizations working together to protect the
games’ integrity, consumers and image of sports
• What is mobile first and why LeoVegas first chose
that strategy
• The paradigm shift in mobile gaming and
entertainment: the behavioural change as a
result of exponential mobile smart phone growth;
Changing consumers’ needs and expectations
• Key steps to your mobile strategy
• Implementing mobile first and moving towards
mobile as part of your omni-channel transition
• Global overview of integrity and match-fixing –
how Latin American sports are impacted
• How Latin America can get involved
• Understanding the link between proper regulation
and sports integrity
• Insight into issues around doping, racism and
stadia violence and how they link to revenue loss in
the business of sports, including sports betting
Marcus Nylen, Chief Operating Officer, LeoVegas
Gaming Group
Thomas Buechler De la Cruz, Owner and President,
TB Swiss Consulting Ltd.
Eugenio Rivas, President, Disciplinary Commission,
Football Federation of Mexico (FMF)
15
Day Three | Thursday June 2, 2016
GLOBAL INSIGHT:
SPORTS BETTING
11.30am
GLOBAL INSIGHT:
IGAMING REGULATIONS
Sports Betting as part of your 360 degrees
entertainment offering
Regulators’ roundtable: best practice in
regulating iGaming
• Why Latam is on the verge of widespread iGaming
• Exploring regulatory models for iGaming
adoption - who’s doing what and where from
regulatory and operational point of view?
• Choosing the right product mix that goes with
your brand and other land-based offering
• Towards an omni-channels strategy: what omnichannel means and is it relevant for the region?
• Caliente/Playtech case study
– what’s worked and what hasn’t
• Reviewing the motivation for iGaming regulation
•T
echnical standards, responsible gaming, security
and aml, certification, law enforcement – best
practice in regulatory oversight
Juan Espinosa Garcia, Deputy General Director,
Gambling Regulation, Ministry of Finance – Spain
Brigitte Sand, Director, Danish Gambling Authority
Ilana Klein, Senior Regional Director, Playtech
Mauro De Fabritiis, Partner, MAG, Consulenti Associati
Guido A. Murguia, CFO, Caliente Interactive
Andre Wilsenach, Executive Director, International
Center for Gaming Regulation, UNLV
Led by: Cristina Romero, Partner, Loyra
12.00pm
Juegos Miami Lunch Reception, Networking and Product Viewings
1.45pm
GLOBAL INSIGHT: THE MARRIAGE OF ONLINE AND LANDBASED
Afternoon headline address: Marrying online and land-based gaming in Spain – regulator’s view
• Key success factors in convergent operations
• Understanding various models available – which ones are suitable for Latin America?
• How to ensure successful convergence in marketing, product and profitability
Juan Espinosa Garcia, Deputy General Director, Gambling Regulation, Ministry of Finance – Spain
Led by: Eduardo Morales Hermo, Senior Advisor, Ficom Leisure
MERRICK ROOM
INNOVATION FOCUS
MERRICK ROOM
WrB FOCUS
Chaired by: Susan Hensel, Director of Licensing,
Pennsylvania Gaming Control Board
STONEMAN DOUGLAS ROOM
REGIONAL INSIGHT: ONLINE GAMING
2.15pm
GLOBAL INSIGHT: CANADA
Capitalizing on new opportunities to ensure
success in Latin American Online Gaming
Standards Based Regulation: An Ontario
case study
• Latam macroeconomics: Inserting the region in a
wider, global context
In this session, you’ll learn more about standards
based regulation in the gaming sector and hear
how the AGCO developed and implemented its
standards based approach across multiple sectors
including traditional land based gaming, internet
gaming, bingo halls with electronics, and lottery.
You’ll learn about this transformation including
the benefits to operators and the AGCO of
moving to this regulatory model, stakeholders’
involvement, the change impact to front-line
AGCO compliance staff, and the benefits and
lessons learned.
• New regulations as the catalyst for change: Tax
and enforcement considerations for a responsible
and competitive marketplace
• New critical channel: mobile and double screen
• New tech solutions: NFC, sound recognition and
blockchain
• New verticals: social, eSports, DFS and predictive
markets
Fernando Ors, CDO, Codere Group
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Tom Mungham, COO, Alcohol and Gaming
Commission of Ontario
Day Three | Thursday June 2, 2016
2.40pm
INNOVATION FOCUS
WrB FOCUS
GLOBAL INSIGHT: SOCIAL & BETTING
GLOBAL INSIGHT: AML
Social, casual and freemium gaming – the
opportunity for casinos in Latin America
• What’s the opportunity for casinos?
• Understanding how the product works
• Implementation – investment needed vs. possible rewards
• Partnership model as a way forward
Oscar Fonrodona, CEO, Akamon
3.10pm
Innovating horse racing to reinvigorate
the product and attract new customers
• Tradition of Equestrian Sport in South America
•W
hat are the global innovation trends in horse
racing
Preventing organized crime and money
laundering in an increasingly less secure
world where data breaches instensify
What recent data breaches across the world tell
us about evolving security requirements and what
that might mean for gaming in Latin America?
Fred Gushin, Managing Director, Spectrum
Gaming Group
Tina Draper, Chairwoman, Gamshield and Group
Head of Online Payments and Fraud Prevention,
Gain Capital UK
Led by: Andrew Davies, Vice President,
Global Market Strategy, Financial Crime Risk
Management, Fiserv
•A
dding simulcast products to extend the betting
time for the consumer – what’s the right mix
• Protecting your brand while expanding your market
• Online and mobile wagering • Complimentary products – Sports, Virtual Racing
Michele Fischer, Vice President, Sales & Business
Development – The Americas, Sportech
GLOBAL INSIGHT: DENMARK
3.30pm
Lessons from the Danish Gambling
Authority - regulating and operating safe
gaming business online
• Learning best practice in regulatory oversight
• Facilitating the entrance of new operators and
important elements to obtain and maintain a stable
and legal gambling market
• Continuing the fight against money laundering and
match fixing
Birgitte Sand, Director, Danish Gambling Authority
Led by: Gabriel Dubois, Head of iGaming Operations,
Digital Security and Authentication Division, Safran
Identity and Security
4.00pm
Conclusions and outcomes for the future consideration
17