How to Scale iGaming in LATAM and Africa: Lessons from Tom Ustunel

Expanding into new iGaming markets is never straightforward. Regulations shift overnight, cultural differences change how deals are done, and product preferences vary by region. In this episode of 15M Mastery, Tom Ustunel, CEO of Sportingtech, shares practical strategies for scaling successfully in LATAM, Africa and beyond.Tom explains why adaptability is the most important skill for operators entering regulated markets, from adjusting KYC and payments on the fly to tailoring products like crash games and quick-play formats for emerging regions. Drawing on his experience in Spain, Italy, the US and Brazil, he reveals why no one-size-fits-all playbook exists for market entry and why local partnerships and cultural understanding are critical for long-term success.You’ll also hear how Sportingtech prepared for Brazil’s regulation years in advance, why political volatility is a hidden risk in emerging markets, and how cultural nuances like WhatsApp contracts in LATAM, can make or break operator relationships.If you’re an operator, supplier or investor looking to expand into new territories, this conversation offers clear, hard-earned lessons on compliance, localisation, and growth strategy.What you’ll learn in this episode:Why adaptability is the single biggest factor in iGaming market entryHow Sportingtech prepared early for Brazil’s regulationThe role of cultural differences in LATAM and Africa market successWhy crash games and quick-play formats dominate emerging marketsHow to build strong operator partnerships and navigate regulatorsThe hidden political risks of entering new jurisdictions