Oddsgate: "There’s a fundamental shift happening across LatAm, and we’re glad to be in the momentum"

As Latin America continues to emerge as a key growth region for the iGaming industry, Oddsgate is taking steps to position itself at the forefront of this expansion. With a focus on combining business expertise with cutting-edge technology, the company is extending its footprint across the region, prioritizing localization and rejecting one-size-fits-all solutions. Ahead of this week's BiS SiGMA Americas in São Paulo, Yogonet interviewed Lusia Barseghyan, Co-Founder and Chief Operating Officer at Oddsgate, to learn more about the company's plans for the region.

In this exclusive conversation, Barseghyan shares insights into the company’s ambitious expansion strategy, including the upcoming launch of operations in Argentina. She also discusses how Oddsgate is leveraging technology to meet the specific needs of each market, the importance of regulatory alignment, and the role innovation plays in shaping the future of iGaming in Latin America.

Can you provide us an overview of the iGaming solutions Oddsgate provides its customers and the opportunities they help unlock for them? How does your approach set you apart from competitors in the iGaming space?

At Oddsgate, we’ve always positioned ourselves differently. While technology is part of what we offer, our real value lies in the strategic partnership we bring. We don’t just hand over a platform and wish them luck – we get into the details with every client we work with. We help build clients’ operations day by day, spot gaps, navigate regulatory questions, and think strategically about how they enter the market, create stable and sustainable operations, and scale them.

This approach wasn’t something we developed along the way – it’s been part of Oddsgate’s DNA from the beginning. The executives behind Oddsgate bring years of hands-on experience from across the gaming industry. We’ve spent years on the operators and platform side, from launching brands to managing markets and navigating regulatory hurdles. So, we know firsthand what it takes to build a successful iGaming business from the inside out.

That experience shaped everything about how we built Oddsgate. We remember what it was like to be on the operator side – facing regulatory uncertainty, managing fragmented teams, trying to scale fast while staying compliant – and realizing how little genuine operational support was available. That memory still drives the way we approach every client relationship today.

That’s why our focus, when working with clients, extends far beyond the usual checklist of features and dashboards. We take the time to understand the people behind the business – their internal structure, strategic goals, and the specific challenges they’re navigating daily. Our role isn’t just to support a successful launch; it’s to help them lay the groundwork for meaningful, confident growth – operationally, commercially, and sustainably day by day. 

Oddsgate is actively working on its market expansion strategy. Can you share the key pillars of this plan? What factors have driven your decision to expand further into Latin America?

We’re not in the business of rapid market entry for the sake of headlines; we’re focused on entering markets where we can add real value and where our model of deep collaboration and operational expertise resonates. At a high level, the pillars are clear: local relevance, strong on-the-ground support, and a commitment to building enduring partnerships. That’s the strategic foundation: the 20%, but the real work – and where we devote most of our effort – is in the 80%: execution.

And in regions like Latin America, execution means far more than deploying a product. It means understanding the regulatory specifics, adapting to regional player preferences and habits, and genuinely embedding ourselves in the ecosystem, offering all possible consultancy and services from legal to managed services. 

We don’t approach localization as a simple checklist item – it’s a layered, ongoing process that demands cultural awareness, market intelligence, and a genuine willingness to adapt. We spend time engaging with the market, speaking to stakeholders, and observing the nuances that define user behavior in that region. This approach underpins every market entry we undertake – no matter the area.

Our decision to expand to Latin America wasn’t based on hype but on data, experience, and demand. Our model isn’t built around selling technology – it’s built around enabling growth. We’ve seen time and again that success in this region comes down to more than compliance and features – it’s about knowing how to operate efficiently and create a business with long-term sustainability.

The company will soon begin operations in Argentina, taking another step in the LatAm market. What opportunities and challenges do you anticipate as you launch operations there? What other countries are a priority for Oddsgate at the moment?

On the opportunity side, Argentina presents a dynamic and increasingly sophisticated player base alongside a strong demand for localized iGaming experiences that feel genuinely tailored – not just translated. Working in markets like Argentina and similar emerging markets means balancing regulatory compliance, operational speed, and genuine local adaptability. It’s not just about ticking boxes to meet legal standards; it’s about truly understanding the nuances of the market and being able to pivot quickly when those standards shift, which they often do in evolving regulatory environments.

Beyond the regulatory layer, a significant challenge in Argentina is achieving proper alignment with the local infrastructure – particularly in payment integration and user interaction flows. The financial ecosystem in Argentina is complex, with specific dependencies on local acquirers, alternative payment methods, and currency controls. These factors directly influence transaction success rates, reconciliation efficiency, and the stability of real-time payment flows.

Without properly localized and optimized integrations, even a well-engineered platform can face performance bottlenecks, user drop-offs, or increased support overhead – especially at high-sensitivity points like deposits, withdrawals, and account verification. Other than Argentina, Oddsgate is expanding to Latin America, Africa, and Asia.

Oddsgate at the SBC Summit Rio 2025

How does Oddsgate approach adapting its solutions to the unique regulatory and operational landscapes of different Latin American countries? What role does technology play in your expansion efforts?

We don’t believe in one-size-fits-all solutions – especially not in markets as diverse and fast-moving as the ones we operate in. For us, customization isn’t just about swapping logos or adjusting colors. It’s about shaping the entire product experience from the ground up. Everything we build is guided by what’s practical, relevant, and effective for our partners’ specific environment. 

At Oddsgate, adaptability isn’t just a feature of our platform – it’s a mindset embedded in how we work. Coming from an agile background, my approach has always been shaped by a foundational idea of the Agile Manifesto: “individuals and interactions over processes and tools.” That’s especially true when operating in complex, fast-changing regions like Latin America. Technology is a powerful enabler, but the people – our local partners, internal teams, and clients – bring context, insight, and momentum.

While we invest significantly in building flexible architecture, seamless integrations, and scale infrastructure, our real strength lies in how we work with people. We spend time with our partners, understand their needs, and aren’t afraid to adapt when things change. That ongoing exchange – listening, adjusting, improving – allows us to stay relevant and responsive across different markets.

What are your expectations for this week's BiS SiGMA Americas 2025 show? The company has been shortlisted in three categories at the BiS Awards, with you nominated as Executive Woman of the Year. What explains this industry recognition?

This year’s BiS SiGMA Americas feels different. There’s a fundamental shift happening across LatAm, and we’re glad to be in the momentum, working alongside some of the most forward-thinking players in the market. We’re truly honored to have Oddsgate shortlisted in three categories at BiS SiGMA Americas 2025.

This recognition goes beyond visibility – it reflects the dedication, consistency, and hands-on effort our team has put into building something meaningful. It’s a recognition due to staying focused and transparent about our growth. At Oddsgate, we’ve been intentional from the beginning – we don’t chase headlines or trends. Instead, we focus on building practical, flexible solutions that actually meet the needs of the markets we’re in.

The gaming and betting industry is fast-paced, competitive, and constantly evolving, but like many tech-driven sectors, it has historically been male-dominated. Being a woman in this space comes with challenges, from proving expertise to reshaping norms, but it also brings incredible opportunities to drive innovation and lead with impact.

Being shortlisted in three categories – and personally nominated as Executive Woman of the Year is an honor I take with genuine appreciation and pride. It’s not just a professional milestone; it’s also a reflection of a journey that started over 16 years ago in this industry. I’ve spent most of my career in gaming, working across operations, product, and leadership, often behind the scenes – solving real challenges, building teams, and helping companies scale in fast-changing markets. The journey is far from over, and I look forward to seeing more diversity, strong leadership, and continuous innovation shaping the future.