ic 2011 malta europrean hub of remote gaming egr

8/3/2019 IC 2011 Malta Europrean Hub of Remote Gaming EGR

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EGR

EGAMINGREVIEW

Every issue, every angle, every month

Malta report 2011 www.egrmagazine.com

Featuring: bmit | B3W | Continent 8 | e-Management | Fenlex |

Lotteries and Gaming Authority

MALTAREPORT

2011

Windowto the worldThe European hub of remote gaming opens up


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2010 WAS A CHALLENGING year for both the

egaming industry and the Lotteries and Gaming

Authority of Malta (LGA), as debates on the

gaming regulatory models to be implemented

across Europe increased in pace.

Despite the challenges posed by the

international economic downturn, the online

gaming sector remained relatively immune

and the resilience of the Maltese economyproved itself with respect to the financial crisis.

The growth of Maltas gaming sector seems

set to continue, facilitated by one of the most

progressive environments for remote gaming, IT

and e-business activities.

And of course, the Mediterranean climate

provides a perfect location for operators seeking

to set up. As a small island, Malta has managed

to provide a competitive advantage to suit niche

operators against the back drop of an attractive

business environment.

A strong regulatory regime and exemplarylegal structure sets it apart from other European

jurisdictions and offers operators a stable and

secure framework in which to carry out business.

The regulatory landscape is continually changing

and the Maltese jurisdiction must remain on the

front line to ensure an equal playing field within

the EU.

As the LGA continues to uphold responsibility

for egaming in the jurisdiction, protecting

vulnerable players and keeping abreast

of technological developments, it appears

well equipped to maintain its economic

competitiveness and rise to the challenges of the

egaming world in the year ahead.

Annie Roberts

Report editor

Editor:

James Bennett

Tel.: +44 (0)20 7029 4076

[email protected]

Report editor:

Annie Roberts

Tel.: +44 (0)20 7029 4061

[email protected]

Staff writer:

Elizabeth Goodwin

Tel.: +44 (0)20 7029 4097

[email protected]

Production editor:

Claudia Honerjager

Sub-editor:

Rachel Kurzfield

Commercial manager: Ben Robinson

Tel: +44 (0)20 7029 4075

[email protected]

Publishing executive: Sam Compagnoni

Tel: +44 (0)20 7029 4073

[email protected]

Publishing executive: Navinder Lall

Tel: +44 (0)20 7029 4072

[email protected]

Subscriptions: Clark Beecro

Tel: +44 (0)20 7029 4074

[email protected]

Editorial director: Gwyn Roberts

Chief executive: Charlie Kerr

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Rising tothe challenge


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5 WhyinvestinMalta? Reuben Portanier of Maltas Lotteries and Gaming Authority (LGA) talks to eGaming

Reviewabout the growth of Maltas gaming sector and why it is one of the most progressive

environments for remote gaming, IT and e-Business activities

9 ResilientMaltaReuben Portanier gives an overview of how Malta and the LGA kept on moving steadily ahead,

despite the challenges posed by the international economic downturn

12ReliableinnovationAs the complexities of egaming operators requirements gain pace, John Stone of Continent 8Technologies talks to eGaming Reviewabout the benets of its Maltese platform

14BalancingactSince the inception of its regulations, Malta has retained its strength as a gaming jurisdiction.

eGaming Reviewcaught up with Jonathan Dalli, e-Managements head of marketing, to

discuss Maltas competitive advantages

16AwayoflifeKarl Diacono, CEO of Fenlex Group, explains how Malta is ideally placed to meet the needs ofthe egaming industry and why it is the perfect location to set up your business

19JourneytothecentreofthevirtualworldGordon Bezzina of BMIT talks to eGaming Reviewabout how the Malta-based company has

used the latest technologies to open up a window on the world

21AnewdirectioneGaming Reviewtalks to the newly appointed managing director of B3W, Dr. Sasha Gicquel,

about how her leadership has seen a shi in direction for the company

Contents

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Why vst Mlt?Reuben Portanier of Maltas Lotteries and Gaming Authority (LGA) talks to eGamingReviewabout the growth of Maltas gaming sector and why it is one of the mostprogressive environments for remote gaming, IT and e-Business activities

Reuben Portanier

is the chie execu-

tive ofcer o theMalta Lotteries and

Gaming Authority

(LGA). Mr Portanier

has senior manage-

ment experience in

the ICT industry and

in management con-

sultancy, where prior

to joining the LGA

occupied the posi-

tions o group chie

ofcer (strategy and

business develop-

ment) with the Da-

tatrak Group andchie inormation o-

cer with MITTS Ltd

(now MITA).

ready successully operate on the island in healthcare,

pharmaceuticals, nancial services and aviation.

Indeed, Malta ofers a highly competitive and di-

verse investment location or high-value-added indus-

tries and service providers, particularly those engaged

in ICT, back oce operations and call centres.

In Malta, ICT is considered to be a pivotal activity

with major developments taking place in eCommerce,

mCommerce and eGovernment. In the past ew years,

the Maltese government has invested heavily in the

technology inrastructure and has built a sound eGov-

ernment network which is capable o supporting such

data processing activity.

Efectively, Malta is well positioned to provide acompetitive advantage to suit niche operators and it

Malta has a dynaMic economy based

on international trade and international

business. Among its achievements, Malta

has built a sound and competitive manuacturing and

services base that does not rely only on its avoura-

ble geographic position, but also on its multi-skilled,

multi-lingual workorce. It also ofers political stabil-

ity, healthy industrial relations, a pleasant and secure

living environment and evident cost advantages, to-

gether with high productivity levels, a good inra-

structure set-up with advanced telecommunications,

and a more than adequate air and maritime distribu-

tion network.

Air links with all major European, North Arican

and Middle Eastern destinations are both requent

and ecient. Shipping lines are served by excellent

natural harbours while international shipping com-

panies provide both conventional and roll-on/roll-of

services transporting merchandise to ports across the

Mediterranean, Europe, Asia and the Americas.

Competing or oreign direct investment in an ag-

gressive worldwide market, Maltas strategy is clearly

dened. During the past our decades Malta has been

exceptionally successul in attracting oreign direct

investment. The country has notched up an impres-

sive record in attracting oreign investors, who con-

tinue to re-invest in their production and service a-

cilities in Malta.

In act, many are the world-class companies that al-

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Malta is well positionedto provide a competitiveadvantage to suit niche

operators

WHY MaLTa: KeY FacTS

n Multi-lingual and highly skilled work-

force.

n Dedicated, competitively priced human

resources.

n Exceptionallyhighproductivitylevels.

n Acan-dobusinessenvironment.

n Arangeofincentivesaimedatfacilitating

investment

n Consistently pro-business government

policies.

n Strategic location andmarketing advan-

tages.

n Growingmarketsquicklyaccessiblefrom

Malta.

n Topbusinesssupportservices.

n Excellenttelecommunications.

n State-of-the-arttranshipmentanddistri-

butionfacilities.

n Socialandeconomicstability.

n Apleasantlifestyle.


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among the top knowledge economies in the world, o-

ering one o the most progressive environments or

remote gaming, IT and eBusiness activities. The pres-

ence o various operators who are already beneting

rom these advantages and new ones who are orth-coming re-afrms Maltas attractiveness as a business

process outsourcing location.

Despite its small size, Malta managed to transorm

itsel and continues to re-invent itsel within the con-

text o being part o the EU market (as a ull member

state since 2004) and consequently continues to at-

tract visitors and investors alike.

Remote gaming licences

The growth o the gaming sector is perhaps the most

interesting reection o this success story. The phi-

losophy behind it all was: Internet Gaming is a real-ity and there is a choice between banning it or regu-

lating it. Malta went or regulation. Banning was not

an option as it would have merely moved the industry

underground. Vulnerable players are better saeguard-

ed i the industry is transparent and adequately regu-

lated. Furthermore, crime and money laundering can

only be prevented in a regulated gaming industry.

Since 2004, the Lotteries and Gaming Authority o

Malta (LGA) has regulated the remote gaming sector

on the cardinal values o air gaming, protection o

vulnerable players and minors, keeping crime away

rom gaming, and in upholding responsible gaming.

To date, the LGA regulates 270 operators, holding 390

licenses. The LGA, being the veteran regulator in the

EU, recognised that to eectively regulate the market,

it also needed to be orward looking in not only un-

derstanding the gaming industry, but also being ully

aware o the technological developments that contin-

ue to occur as a matter o course. Such an approach

is well received by all stakeholders, including opera-

tors who look or a regulated environment which is

can boast o a truly modern support inrastructure.

There is already a signicant presence o both indig-

enous and oreign systems development companies in

Malta, providing a host o services. Most European

rms have set-up base to capitalise on the cultural and

economic advantages that Malta has to oer.

The Maltese ICT cluster is versatile and diversied.

Malta is a prime candidate or the outsourcing o spe-

cialised ICT services, such as systems design and in-

tegration, soware development, application imple-

mentations and hosting, skills training and help-desk

support.

Given its small population, Malta is an ideal test-

bed or innovative technology solutions.

Maltese ICT companies have developed in-house

expertise in custom-built and packaged soware so-

lutions tailored both towards the SME segment and

large enterprises. These companies have developed

skills across dierent technology platorms and busi-

ness applications, providing a diversity o services

and solutions to the ICT environment.

The ongoing investment by the Maltese govern-ment in Maltas ICT inrastructure places Malta

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competitive

advantages: ict

n The availability o specic skills in ICT

Malta is the regional training centre or

Cisco, Microsof and Oracle

n Central European Time (CET) zone

n Quick adaptation to innovation

n Flexibility and multi-tasking in a product

driven environment

n Attractive cost structures and low social

security costs or employers

n Freedom o movement o labour and capi-

tal within the EU

Malta is anideal test-bedfor innovative

technologysolutions


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THE INTERNATIONAL FINANCIAL CRISIS

of the past two years practically affected every

sector in Europe. Notwithstanding, it seems

that the online gaming sector was relatively immune

to such an economic situation. Reuben Portainer talks

to eGaming Review about how true this is and looks

at how the economic downturn has affected the Mal-

tese jurisdiction.Without any doubt, 2010 was a challenging year for

both the industry and the Lotteries and Gaming Au-

thority (LGA) in different ways. Globally, the financial

crisis was still prevailing in many industries, while

debates on the gaming regulatory models to be adopt-

ed across Europe gained a certain momentum.

Regulating the gaming industry during such a

period, while at the same time strengthening the

structures and processes of the authority was both

challenging and interesting. The international eco-

nomic scenario saw the world economy still finding

the routes available to move out of the financial crisis

and rebuild economic confidence. Various economic

analysts were of the opinion that the gaming sector

was immune to such a crisis as the industry (especial-

ly on the remote gaming side) was still registering

growth. In truth, the gaming industry was still affect-

ed by the economic conditions, as the global indus-

try growth curve was not as steep as in the previous

years, while it was in all other sectors, access to fi-

nance for further investment was not easily available.

Once more the resiliency of the Maltese econo-

my proved itself with respect to the global financial

crisis, and the increased monitoring mechanisms im-

plemented by the LGA drastically diluted the negative

impacts on the performance of Maltese licensees. Eco-

nomic resilience and the increased monitoring of op-

erators financial performance was important from a

regulatory perspective. Through effi cient monitoring,

we ascertained the protection of player funds, with

only a handful of operators facing real diffi culties.

Sailing through such diffi cult conditions and still

reaching the port of destination was the main objective,

not only for the Maltese gaming industry, but for the

economy as a whole. The resilience of the Maltese econ-

omy and of the gaming industry was put to the test, with

Malta being one of the few economies in 2010 to regis-

ter stability and encourage economic results.

In fact, in its annual rating, Moodys had positive

remarks on the Maltese economy and remote gamingsector where it reported: Malta's A1 government rat-

ings reflect the country's high economic resiliency

and its very high financial robustnessthe country's

primary challenge is to maintain economic competi-

tiveness over the longer term, building on and secur-

ing its success in attracting investment in fields such

as remote gaming, financial services, call centres and

pharmaceuticals.

eGaming Review (eGR): What are your com-

ments on this?

Reuben Portanier (RP): Moodys gave a clear inde-

pendent certificate of Maltas resiliency in its report

on the Maltese economy, with such a certificate of

performance making us proud, even more so during

a period of prevailing international economic issues,

and the evolution of gaming legislative movements in

other countries. Achieving this was no joyride. Exten-

sive efforts, oen unnoticed, were injected by various

stakeholders in order to continue steadily moving for-

ward. Achieving results during turbulent times was

not the result of a game of chance but was the result

of a thoroughly studied and implemented strategy.

Such a strategy involved capitalising on the strengths

built across the years, coupled with fresh actions that

needed to be implemented in order to counteract the

global moment.

Resilient MaltaReuben Portanier gives an overview of how Malta and the LGA kept on moving steadily ahead,despite the challenges posed by the international economic downturn

The resilience of theMaltese economy was

put to the test, withMalta being one of the

few economies in 2010 to

register stability


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eGR: So how did Malta manage to be resilient?

RP: The reply is a two pronged one. Firstly, the Mal-

tese economic strategy in general, through the contin-

ued implementation of its various economic strategic

pillars and the past strategic decisions, placed a robustfoundation for addressing the economic challenges.

Past key decisions, such as EU membership, adopting

the euro as a national currency, and the investment in

ICT, played an important role.

This was complemented with the serious and dil-

igent regulatory approach in nancial services and

the diversication across the spectrum of the serv-

ices and hi-tech sectors, which also served as funda-

mental tools in order to mitigate the potential eect of

the global nancial situation on the Maltese economy.

Moreover, this was also coupled with key timely deci-

sions and actions in order to keep the Maltese econo-

my competitive.Secondly, considerable eort was placed by vari-

ous stakeholders, including the LGA, in addressing the

remote gaming industry specically, and in consoli-

dating the strengths of having a mature, professional

and robust ecosystem around the remote gaming in-

dustry and the manner how it was and is regulated.

The LGA took up considerable actions based on new

regulatory concepts with the aim of consolidating and

improving eectiveness. The systematic approach was

based on European gaming developments and under-

pinned by a philosophy of responsible gaming for all

parties involved players, operators and the regula-

tor. Seen together, the LGAs actions are the basis for

sustainable growth, of which it is worthy to highlight

the main drivers:

The launch of a players charter, an EU rst in this

regard;

an improved licence application process, which

resulted in an improvement in turnaround timeof 29%, while still managing to improve further

checks and the screening processes;

a risk-based licence renewal process;

a risk-based process for licensees applying for

a further licence where certain duplicate sub-

missions which did not add value to compliancechecks were eliminated;

an even more comprehensive post licensing ap-

proach, where the LGA more than doubled its op-

erator checks as part of the licensee continuous

compliance assurance routines;

more stringent regulatory checks on betting oper-

ations during the 2010 FIFA World Cup, an event

which was tagged by the LGA as higher risk;

the launch of electronic payments of licence fees

and gaming taxes;

the launch of a licensee relationship management

function;

increased resource capacity in the area of EU andinternational aairs; and

participation in ECJ cases.

Moreover, for long-term sustainability, the LGA re-

aligned its internal structure to implement, maintain

and improve its operations, while also ensuring that

the authority further equips its supporting and strate-

gic functions (including the establishment of a strate-

gy directorate), its licensee-focused role, and its player

support role, while stepping up even further its en-

forcement complement. The changes play an impor-

tant role in ensuring stability and eciency among

the coecients required in the equation of economic

resiliency.

eGR: What do you see happening in the immedi-

ate future?

RP: The LGA is working on a number of strategic

thrusts in 2011, which shall be supported through the

established strategy directorate, the augmenting of

the legal aairs directorate with an enhanced focus on

legislative proposals and a wider resource base on EU

and international aairs, and the continued ramping

up of the licensee relationship management unit. The

latter shall act as the main interface between the au-

thority and licence holders.

This year will also see continued collaboration with

the various stakeholders in order to identify areas of

continued and new regulatory focus, among which

potentially regulating remote skill games with prize,

continued regulatory focus on newer elds such as

fantasy sports and mobile gaming, while continuing

to nurture the relationships with other regulators.

Undoubtedly, 2011, will not only require further

focus on EU developments but will also be a year full

of regulatory activity, whereby the LGA will contin-

ue regulating its 280 licensed remote gaming opera-

tors, and nalising the processing of a massive inux

of applications received in the last quarter of 2010.

All this, with the underlying principle of maintaining

a resilient and seriously regulated gaming sector forthe years to come.

The [LGAs] approachwas based on Europeangaming developments

and underpinned by aphilosophy of responsiblegaming. The LGAsactions are the basis forsustainable growth


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Reliableinnovation

CONTINENT 8 TECHNOLOGIES is focused

on the delivery of market-defining internet tech-

nologies, products and services for the global

online gaming industry; providing companies with a

secure, reliable facility from which to host their online

operations. Malta has been a cornerstone for Continent

8s presence in the EU, and through the introduction of

MPLS networking services, Managed Services and a new

DDoS platform within the past 12 months, Continent 8

have shown not only commitment to this jurisdiction,

but also investment in its future.

At Continent 8 Technologies we understand that it is

no longer possible for one data centre location in any

jurisdiction to provide for all the needs of an egaming

operator. There are jurisdictional complexities, licensing

requirements, corporate governance, and business

critical resilience considerations combined with the

complexities of sales and marketing.

With over 10 years of experience in the online gaming

industry, Continent 8 Technologies has built a reputation

for facilitating online gaming industry growth by

understanding the global requirements of its customers,

rather than looking at the individual markets.

As we have seen recently with new legislation in

France, the regulatory landscape can change very

quickly, requiring increased co-operation between

jurisdictions, and being able to react to these changes

is essential. In order to support these new markets and

regulatory models we have recently launched services

in France, and we intend to replicate this model in other

countries such as Italy, Spain, Denmark and Germany to

support our existing and new customers as regulation

dictates. This, in conjunction with Malta, provides

a comprehensive offering in terms of jurisdictions

locations and flexibility.

With data centre facilities in Malta, Isle of Man,

Montreal, France and Singapore, linked by our GlobalPrivate Network, Continent 8 Technologies provides a

platform from which gaming operators and networks

can target their international customer base from their

chosen jurisdictions. Continent 8, a recipient of awards in

2010 and 2011, will continue to focus on our customers

success, by being a provider of choice to the online

gaming and media industries.

Continent 8 has been providing redundant resilient

internet connectivity specifically designed for the needs

of the egaming industry for the past 12 years and in

Malta for the past four. Continent 8 has continuously

increased capacity, redundancy and resilience from

Malta. Continent 8 has continuously developed and

augmented its service offerings to meet the needs of its

egaming customers. The Continent 8 global network has

been completely redesigned and deployed in the past

six months to deliver MPLS private networks. This new

service allows for the support of any to any connectivity,

faster convergence, lower latency, end-to-end SLA on

packet delivery, and the use of private addressing, all

advantages over using IPSEC over the internet.

As part of this investment, a redundant private

network between Malta and Paris has been implemented

and we can now offer customers based in Malta an end-

to-end private network service between any of our global

locations. Some of our customers in Malta have already

started connecting other locations and service centres to

the Continent 8 MPLS network service.

Continent 8 will continue to lead the market with

innovative network and connectivity services to address

the egaming market.

As an example of this, Continent 8s DDoS protection

service provides a comprehensive level of attack

detection, mitigation and analysis. The Continent 8

DDoS service detects, protects and defends your gaming

platform through a multilayered internet and application

aware architecture. The new Continent 8 DDoS service

is based on the market leading intelligent traffi canalysis platform from Arbor, which not only protects

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John Stone, chieftechnical offi cer of

Continent 8 Tech-nologies, joinedContinent 8 lastyear from CiscoSystems where hewas their CTO forIreland. He previ-ously worked forCara, a subsidiaryof Aer Lingus. AsCTO for Continent8, John is responsi-ble for translatingtechnology innova-tion into business

value for Continent8 and its egamingcustomers.

As the complexities of egaming operators requirements gainpace,John Stone of Continent 8 Technologies talks to eGamingReviewabout the benefits of its Maltese platform

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the production gaming platforms in the Continent 8 data

centre in Malta but in all locations. In addition, it is also

capable of providing monitoring and mitigation for any

internet connected location.

Continent 8 has provided a secure, reliable and highly

available platform supporting some of the largest

companies in the egaming market, but as the market

matures, more stringent requirements in terms of

compliance need to be addressed. Continent 8 has achieved

PCI status for co-location services, specifically addressing

access security and policy in relation to information

security for employees and contractors.

Continent 8 will continue to provide a better web

experience through the deployment of technologies

such as multimedia-capable streaming CDN platforms to

address the increased variety of endpoints, such as iPhone,

iPad and Android devices. This service will be available

from regulated and unregulated environments. The

Continent 8 CDN solution is required by our customers to

enable them to stream and download rich-media content to

their customers internet-connected devices. The solution

contains three main functions: content ingest, service

routing and content delivery.

The solution will support a zone-based model for the

control of content per customer to have clear accountable

deployment of content differentiation between regulated

and general content locations. This solution is optimised for

the requirements of the gaming market, where regulation

and content availability are critical to the business.

Continent 8 is focused on bringing solutions to the

Maltese market that drives innovation and differentiation

for both Continent 8 and its customers based in Malta.

Even aer over a decade of providing quality products

and services to the eGaming industry, Continent 8

continues to innovate, developing reliable solutions for our

customers by listening to them and addressing their needs

never a solution in search of a problem but solutions tosolve problems.

We were one of the first to go beyond the typical carrier

neutrality stance taken by many co-location providers

by developing a robust and industry focused managed IP

service. With managed IP, we take on the responsibility

of providing quality connectivity, taking the guesswork

out of network management, by giving our customers the

connectivity they need so they can focus on their business.

Our latest Secure Networks and DDoS Mitigation

products further extend our suite of services by providing

flexible and reliable connectivity between multiple

locations and state-of-the-art DDoS protection, regardless

of where the end-points are, even if they are not in our

facilities.

Continent 8 is the first and still the only global data

centre owner-operator and managed service provider in

the world that dedicates primary resources specifically

to the egaming industry. We continue to demonstrate

this with our commitment to building and expanding our

infrastructure and services to the geographical regions and

jurisdictions that are important to our customers.

As we make this submission, we are in the process of

evaluating no less than four new locations on several

continents that our customers have expressed an interest

in having operations in.

It is also worth highlighting that in addition to providing

our core products and services, we work very actively to

expand the egaming industry by collaborating with both

operators and legislators alike, providing them with our

experience, knowledge and unique perspective of an

infrastructure and services provider.

Continent 8 will continue to endeavour to live up to

our goal of reliable innovation and provide reliable and

innovative solutions to our customers in the egaming

industry, backing that up with unparalleled customer

support, stepping up to the challenge to meet all the

business, technical and service requirements of our

current and future customers we only succeed when ourcustomers succeed.

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Balanin at

Winners at the 2010 eGR B2B Awards,

leaving London with the Corporate Services

Provider of the Year Award; and celebrating

the companys 20th year anniversary; Jonathan Dalli has

been very busy promoting the Malta jurisdiction, travel-

ling to various conferences and expos; and meeting col-

leagues, relations and clients around the globe.

When asked about Maltas competitive advantages,

Dalli emphasised that the pro-business culture, tax

advantages, the licensing regime, language, and the

people are key aspects to Maltas success.

The tax incentives in Malta stand out and encourage

new or existing businesses to set up ventures in the

region. When creating an egaming company (or any

other foreign-owned company registered in Malta but

trading outside of the Maltese Islands) the incentives are

huge because of the refunds available at shareholders

level due to Maltas tax imputation system and Maltas

network of double taxation treaties.

Maltas proximity to other markets, complemented

by its own strategic position in the heart of the

Mediterranean and Europe, sets it apart from other

jurisdictions. The fact that it is a full member of the

European Union, and that it has a say in the various

political debates that are going on, including the one

about remote gaming; most noticeably the recent Green

Paper at EU level; really adds to its strength when one

does a SWOT analysis of remote gaming jurisdictions.

A good balance in regulation and the licensing process

available is key to the jurisdictions success. Maltas

Remote Gaming Regulations, also being technology

neutral, make the jurisdiction very pro-business as a

whole, but it retains its pragmatism too. One advantage

is that to get a licence here is good value for money

in terms of gaming stacks. The Lotteries and Gaming

Authority (LGA) also heavily emphasises the fact that

it has a responsibility to protect the vulnerable in the

market, a duty to oer the game fairly and to alwayspromote responsible gaming, which ensures that Malta

remains a strong and above all, a reputable jurisdiction.

The Mediterranean island has unquestionably

established itself as the hub of remote gaming in Europe.

When reputable operators started earmarking Malta as

their new home, they also realised the various competitive

advantages Malta oers, including but not limited to:

an EU member state since 1st of May 2004 and euro-

zone member since 1st of January 2008; ensuring

Malta has a voice in the various EU institutions

when discussing the future of the egaming industry;

a welcoming jurisdiction with the regulator having a

pro-business attitude and approach, simultaneously

being accessible and pragmatic; thus contributing

to a solid reputation as a well-regulated jurisdiction

which safeguards the interests of the operators as

well as those of their players;

an ecient and relatively inexpensive licensing

process;

a very attractive scal regime/incentives to the

benet of companies operating from the island,

including the availability of tax refunds based on

Maltas full imputation system; complemented by

a wide network of double tax treaties with various

countries;

the domiciliation of companies into Malta or out of

the island, facilitating the notion of a company being

a going-concern;

an established and well-regulated nancial services

industry and the presence of reputable international

nancial institutions;

a stable democratic, political and economic climate,

with the government earmarking various areas,

including nancial services, for Malta to be a centre

of excellence, this becoming the governments short-

to-medium term strategy and vision;

support services provided by pro-active professionals,

including major accountancy and audit rms; as wellas the presence of local and international banks;

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14 www.egRMAgAZINe.coM

Jonathan Dalli is agraduate from theUniversity of Malta

and the Institute ofFinancial Services(UK). He was ap-pointed Head ofMarketing of HBMGroup/e-Manage-ment in September2009, oversee-ing all marketingactivities in relationto the groups serv-ice portfolio on aninternational level.He also acts asmanagement con-

sultant for variousbusiness concerns.

Since the inception of its regulations, alta has retained its strength asa gaming jurisdiction. eGaming reviewcaught up withJonathan Dalli,e-Managements head of marketing, to discuss altas competitive advantages

www.egRMAgAZINe.coM


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m

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a highly qualied and skilled workorce, fuent in

various languages with English being a mother

tongue; and

web/data hosting and co-location acilities, based on

a state-o-the-art telecommunications inrastructurewith our internet connectivity submarine cables

connecting Malta to Sicily and subsequently the rest

o the world.

The above advantages have meant that other operators

started ollowing suit, and as such, conrmed that a Malta

Gaming Licence is a seal o quality. Furthermore, this

conrms the LGAs slogan o Reputable, Responsible and

Responsive as the European hub o remote gaming.

e-Managements role in the egaming industry

e-Management is a dedicated business division o HBMGroup (est. 1991), with oces in reputable regulated online

gaming jurisdictions worldwide. For the past 20 years,

it has established itsel as a leading specialised turnkey

provider o business support and corporate services

provider; with e-Management being the brand ocused on

the online gaming industry.

As a proessional, client-oriented service provider

o duciary services, the e-Management team ocuses

on establishing and managing internationally engaged

egaming companies based out o Curaao and Malta.

With more than a decade o experience in assisting major

soware providers and operators with their corporate

and licensing requirements in both Curacao and Malta,

e-Management/HBM Group was among the rst corporate

services providers in 1997 to enter the online gaming

industry. e-Management oers innovative services by

assisting all egaming (related) businesses to eciently and

eectively structure their enterprise in an ever-changing

and challenging business environment without borders.

e-Management, via HBM Group, provides its Business

Support & Corporate Services in the ollowing jurisdictions:

Anguilla, Bonaire, British Virgin Islands, Cayman Islands,

Curaao, Malta, New York, Panama, St. Maarten, The

Netherlands and Uruguay.

e-Managements role in the Maltese market

e-Management started in Curaao in the Dutch Caribbean,

and they now work with operators who are interested in

setting up in mainly Malta and Curaao, but also in other

jurisdictions. It prides itsel on taking an active role in the

management o the companies it works with, as opposed to

being simply one-o consultants.

Dalli, with a number o years experience in egaming

consultancy, business development and marketing explains

that while acknowledging Malta has a big part to play

in the remote gaming industry, particularly in Europe;

e-Management is distinct in that it has a global presence

and also because it is interested not just in helping the

client through the crucial licensing process but also in theongoing maintenance o the operators business. That is why

e-Management and HBM Group have been so successul in

oering excellent services or the past 20 years.

By building on e-Managements tradition o

excellence, and upholding clients condentiality and

reputation, it is committed to providing egamingcompanies with all necessary business services to

succeed. e-Management closely collaborates with

industry experts rom its vast network o proessionals,

such as soware providers, aliates, payment solution

processors, advisors and consultants, corporate and tax

lawyers and the authorities in particular. It guarantees

clients the highest standard o business ethics, utmost

condentiality and industry expertise.

e-Management assists companies with its tailor-made

services, rom pro-active remote gaming licensing to

oce set-up solutions enabling the companies to start o

once they express an interest in the jurisdiction, in any

jurisdiction. Its operational solutions, whereby it assistsoperators with accountancy and book keeping, and also

payroll i they have sta operating locally; as well as Key

Ocial Solutions once the company has a Letter o Intent

rom the LGA, to ensure clients are assisted at all times by

a team o proessionals.

For e-Management, the key to its success is the

transparency and openness with which it deals with

clients. It prides itsel on being honest and not promising

clients the world, but rather striving to be realistic and

smart when doing business.

www.egRMAgAZINe.coM 15

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A way of life

F

INDING TIME TO WRITE an article has be-

comesomewhat diffi cult, deciding on a title at

times a nightmare. So much has been writtenabout Malta as a gaming jurisdiction that readers may

be excused if they fall asleep half way through such arti-

cles, mine included.

With a very tight deadline to write this one, and hoping

to have the time to write it last night to send to the editor

today, I was floored when my wife and younger daughter

insisted we go to a James Blunt live concert down at

Maltas very fashionable Valletta Waterfront.

Damn, I thought, without a title yet for my article

and now much less time to write it, I somewhat

begrudgingly tottered along to the concert. I must say

I enjoyed the music and the atmosphere around what

has several times been described as the worlds most

beautiful natural harbour. I also, in the break between

the supporting band and the start of Blunts gig, came up

with the title to my article.

The concert was packed, and among the audience

were many young and not so young English, French,

Scandinavian, Italian and Spanish (at least those I heard

around me). Quite a few I recognised as being part of

the somewhat large gaming fraternity present in Malta,

which got me thinking the expat fraternity in Malta has

got a good thing going for them. Where else in Europe

would you be able, in early April, to go to a live open

air concert, by the sea, in a T-shirt, on a cloudless night?

Aer the concert we walked a couple of hundred feet

to a score of open air restaurants and dined under the

stars looking across a harbour at the three old cities that

in the 1565 were the stage of the Great Siege of Malta,

one of the bloodiest and most fiercely contested sieges

in history, and which became

one of the most celebrated

events in 16th century Europe.Indeed, Voltaire once said,

Nothing is more well known

than the siege of Malta, and

it unquestionably put an end

to the European perception of

Ottoman invincibility. Malta

has since then seen many

battles, and been victorious in

almost all. A great history has

turned this little island into a virtual open air museum

and Malta is the only nation that has collectively been

awarded the George Cross for conspicuous gallantry in

the Second World War, and its flag now bears a replica

of that award.

The sum of its parts

You might at this stage, either be asleep, or asking what

does this have to do with online gaming. I would say a

lot. When jurisdiction shopping one cannot simply look

at the gaming regulations in a particular jurisdiction in

isolation. What makes any jurisdiction work is the sum

total of a large number of very important factors. Malta

as an island has done well and is growing because it has

managed as a very small island, in fact the smallest

member state in the EU both in terms of population and

area to develop niche areas of expertise and take full

advantage of the small is beautiful context.

Bang in the middle of the Mediterranean Sea, Malta

has no natural resources and has flourished over the

years as a centre of trade in the middle of important trade

routes. Its harbours are still very busy and international

trade of goods still very much visible with a free port

and a maritime industry that are the envy of much larger

countries. But Malta also realised in the mid-Eighties

that globalisation is the future and slowly but surely

developed its financial services industry to become

internationally recognised as one of the fastest growing

financial services centres in Europe and beyond.

Could Malta also be a good place to HQ onesbusiness? The Maltese fiscal regime has been central to

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16 WWW.EGRMAGAZINE.COM

Karl Diacono isCEO of FenlexGroup of compa-nies that offer com-pany administra-tion, accountancyand tax servicesamong others. Hehas been involvedin the gamingindustry from itsonset in Malta. Heis also a directoron a number ofgaming companiesboth in Malta andoverseas.

Karl Diacono, CEO of Fenlex Group, explains how Malta isideally placed to meet the needs of the egaming industry andwhy it is the perfect location to set up your business

WWW.EGRMAGAZINE.COM

Where else in Europewould you be able, in

April, to go to a live open

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creating a very attractive business environment. Malta

has also proved to be a much sought-aer holding

company jurisdiction and an ideal base for conducting

international activities.

These regimes are underpinned by the favourable

Maltese tax system and its key advantages, which

include being the only EU member state with a full

imputation system, an extensive network of double

taxation treaties, plus benets even when no bilateral

treaty is in force. Together with ideal tax residency

status for individuals we have the newly introduced

highly qualied persons rules that oer attractive

income tax rates for persons employed under contract.

The posts that qualify for reduced income tax rates

include CEO, COO, CFO, head marketing and risk

management, among others. You could also use Malta

to register your yacht or private jet if any of these are

on the cards any time soon as the country oers some

interesting tax-driven solutions.

The advantages of small is beautiful comes into play

quite strongly as well. Regulators, service providers,

suppliers, the golf course, the marina and home are more

oen than not a stones throw away from each other. And

if small is claustrophobic for some, mainland Europe is

well-connected to the island by regular ights to most

major cities.

The International Living Magazine has rated Malta

to be the best place to live in 2011, oering a great

climate, excellent health care, fantastic Mediterranean

diet and excellent restaurants. Malta has a highly

educated workforce, most of whom are bi-lingual and avery strong reputation in the provision of professional

services. Furthermore, the IT infrastructure is solid,

oce space and living quarters aordable and of a very

high standard.

This morning (the morning aer the Blunt concert) is

a great morning, with not a cloud in the sky and a great

breeze from the west (so we will probably be sailing this

aernoon) and its Friday, so a weekend beckons. Tonight,

we have been invited to listen to St Matthews Passion

performed by the Junge Philharmonie Brandenburg

orchestra from Berlin at the cathedral in the old citadel of

Mdina. This weekend we will also be booking tickets for

this years summer concerts: Joseph Calleja, the famous

Maltese tenor, shall be singing with Italian icon Lucio

Dalla and famed soprano Hayley Westenra in July, and

later in the same month, Carlos Santana shall be coming

over to Malta as part of his European tour promoting his

latest album, Guitar Heaven. I also need to nalise this

article and send it o to the editor, who kindly accepted

giving me till Monday morning to send it in.

Finding a jurisdiction to set up your business is no easy

task, you need to nd a place that meets your business

needs, that is scally ecient, that has professional

support services of the highest standard, a place where

family and sta will not mind re-locating too, where

language does not create barriers.

We might just have the solution for you.

Fenlex Corporate Services is a leading corporate services

provider in Malta (www.fenlex.com). Fenlex is very closely

associated with Fenech and Fenech Advocates, a full service law

rm (www.fenechlaw.com) and together they oer a very widerange of services to a large portfolio of international clients.

www.egRMAgAZINe.coM 17


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19

Journey to thecentre of thevirtual worldGordon Bezzina of BMIT talks to eGaming Reviewabout how the Malta-basedcompany has used the latest technologies to open up a window on the world

Gordon Bezzina

is the techni-cal director ofBMIT, and hasbeen involved atvarious positionswith the com-pany since 2000.Mr Bezzina is aBSc graduateand has aer-wards special-ised in networkinfrastructure.Since Mr Bez-zina became thetechnical directorhe has strived tocontinue BMIT'sexcellence inservice deliveryand support,which will enableBMIT to lead thelocal co-locationmarket.

virtual world is a website capable of acting as a shop

front for what products or services it has to offer. Good

marketing campaigns and a solid reputation backed

by a trustworthy data centre provider will ensure that

the online business is available and open all hours for

millions of potential customers anywhere in the world.

Organisations tended to opt for purchasing the

hardware and soware required to start up their business,

considering this to be part of their initial investment.

With time, trends pushed modern organisations towards

leasing equipment while still employing a large IT head

count in order to maintain their infrastructure.

Today, many companies are seeing the benefits of

sub-contracting managed services, which not only

reduce their costs vis-a-vis human resources, offi ce

space and hardware costs, but also let them focus on

their core business. Co-location is in fact one of the most

popular services being offered by data centres which

have invested huge amounts of capital to build highly

resilient infrastructures capable of providing availability

and performance to their clientele, with virtualisation

gaining momentum and quickly becoming a favourite

choice for most next-generation entrepreneurs.

At the core

And to support all this, at the heart of the intricate

virtual world described above, are the IT professionals

capable of making it all happen, the data centre people

who ensure that your business can and will provide

a 24x7 web presence all year round. BMIT founded

its business with the sole intention of providing

services for online businesses in various industries.

Continual investment has enabled the Maltese

data centre provider to build capacity towards the

particular requirements of modern online commerce,with hundreds of racks already offering unparalleled

THERE'S ONLINE SHOPPING and gaming,

website hosting and live podcasts, internet

banking and social networking, e-learning and

collaboration across remote geographic locations... and

at the core of it all, there is BMIT.

The explosion of various forms of online trading has

been heard all over the world. Thanks to the advances

of internet resources and interactive networking, we

have experienced fast-paced commercial innovation,

with market expansion traversing geography like an

unstoppable raging fire. Online businesses thrive and

shape themselves to suit the cultural attitudes and lives

of their virtual customers, while the numerous players

involved in the supply of infrastructure and resources

strive to keep up with this accelerated growth.

Under the crust

But how is all this e-commerce and m-commerce even

possible? The well-oiled engine of internet business is

made up of various parts that play important roles to

make it all happen, fitting together like the cogwheels of

an enormous timepiece. Strongly regulated jurisdictions

control, monitor and shape online trading within

well-established economic, business and community

boundaries. Legislation and regulation have become

critical aspects in any form of internet commerce,

which has been recognised for its underlying strength

and pervasiveness. This regulatory framework is

essential for business transparency and oen considered

detrimental for the peace of mind of both customer and

provider. Within it, online trading spans many markets,

and because of its popularity in all corners of the world,

it also consolidates services from diverse industries in

order to be able to move items freely around the globe.

When you get down to the fundamentals, all abusiness necessitates to make its presence felt in this

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portolio o international services by investing in a new

extensive virtualisation platorm.

BMIT has recently become PCI-compliant with a

certifcate issued rom Sysnet Global Solutions andwas also awarded the Alderney eGambling Ordinance

2009 certifcate rom the Alderney Gambling Control

Commission. These two signifcant certifcations are

intended to show that the company is equipped to

assist in protecting the confdentiality, integrity and

availability o vital inormation assets o its clients.

Let your journey begin

Do you have an idea seedling in your head? Perhaps you

shy away rom chasing your dreams because you are

araid o the initial costs to set up your venture. BMIT

helps these ideas germinate by reducing these costs

considerably, providing hosting and co-location services

within state-o-the art data centre acilities located in

close proximity to key markets ull o opportunities.

With an investment o over 2.5m, BMIT upgraded its

acilities by constructing a new oor dedicated to the

specifc requirements o the remote gaming industry.

This new oor provides several unique and tailor-made

solutions or co-location, including an in-house studio

casino or web-casting o live table games and payment

gateway services.

And i you are still doubtul about the managed

services you are hiring, do not be. A high quality level o

support is delivered by a team o dedicated proessionals

with exceptional service experience and technical skills.

BMIT strives to give customers the peace o mind they

seek when they trust their business operations into

their highly available and exible virtual environments.

Furthermore, the company places great emphasis on

security, and the sta at BMIT are trained to observe tight

access control policies throughout the data centres.

BMIT relieves companies rom the inrastructural

burdens associated with running a complex online

business. It promotes peace o mind by treating each

and every customer with special care and tend the

data entrusted within its data centres with the utmost

attention and proessionalism.

Start your journey in the virtual world today withconfdence.

services to numerous international customers; and the

possibility o uture expansion is hot on its agenda.

BMIT has a rich portolio o managed services to

oer, including virtual hosting, which is more than

a buzz word or many a start-up business, since thistype o solution eliminates the cost o inrastructure

or individuals who want to start small, but at the

same time oers great scalability and perormance

when the business starts to grow. Virtual hosting is a

service enabling customers to purchase private space

on one o BMITs dedicated servers only as needed.

Every virtual server is completely separated rom

others to guarantee perormance and security. Access

to remote administration o a virtual private space can

be provided to enable customers ull control o their

allocated resources.

BMITs main ocus is the provision o a suite o

managed services that are exible, ecient and costeective. This oering enables customers to give priority

to their core business while being relieved o expensive

and complex diversions such as building, owning and

managing their own data centre inrastructure. Daily

time-consuming tasks are taken away rom the IT

people within an organisation, letting them ocus their

energies on revenue-generating projects while knowing

that everything is being taken care o by capable hands.

The services oered by BMIT include remote systems

management, advanced managed services and specifc

gaming-centric applications and processes or online

gaming operators.

For customers who want to purchase their own

hardware, BMIT oers co-location services within a

state-o-the-art inrastructure, ensuring their investment

is constantly monitored in a highly secure and accessed

controlled environment. Additionally, customers will

beneft rom:

Resilient connectivity with multiple network

providers

Independent power delivery with two distinct eeds

Redundant generator set up or ull back-up

Precision controlled air-conditioned environment

Advanced fre detection and suppression system

24x7 support all year round.

The availability promise is delivered through direct

access to almost every local and international network

operator, including all major broadband networks and

internet exchanges. The connection to pan-European

networks ensures customers can continuously

monitor their systems, network and inrastructure in

real-time.

In a relentless drive to continue oering the best

possible services, BMIT created several strategic

partnerships with leading data centre operators in

over 25 European cities. This expansion signifcantly

expanded BMITs reach to a number o new territories

and the company is now geared to provide a single point

o contact or international organisations who wish

to have their business hosted within its data centres.Additionally, BMIT has also considerably enhanced its

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Customers can givepriority to their corebusiness while being

relieved of expensive andcomplex diversions

Gordon Bezzina


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21

A new directioneGaming Reviewtalks to the newly appointed managing director of B3W, Dr. SashaGicquel, about how her leadership has seen a shi in direction for the company

Dr Sasha Gicquelhas been in theegaming industryfor many yearswhere she wasinstrumental for anumber of gaming

companies settingup their operationsin Malta when thisgaming jurisdic-tion was born in2004. In 2007 she

joined B3W Groupas COO and inOctober 2010 shewas appointedmanaging director.

team is not dormant however, as they are busy with

the final touches of our poker platform that shall be

launched in the second trimester of this year.

eGR: What advantages does a Maltese location

hold for an international company such as B3W?

SG: Malta was one of the first EU jurisdictions to

enforce a strong regulatory regime that offers op-

erators a stable and secure framework in which we

carry out our business. Since 2004, the egaming

scenario has gone through continuous transforma-

tion which led to the LGA recently updating its legal

framework. Malta also has a good tax regime as well

as a broad base of talent for recruitment purposes.

The Mediterranean island is more than a licensing

jurisdiction. The island benefits from excellent tel-

ecoms and IT systems, which together with highly

skilled professionals, provides a reliable legal infra-

structure a must for any gaming operator. Overall,

the operational costs are still lower than European

averages and licensing and professional fees are rea-

sonable with this industry. However, I believe that

Maltas competitive edge still lies in its serious legal

gaming framework, which safeguards the players,

and its commitment to keep this industry clean from

criminality. Of course, the Mediterranean climate is

an added bonus to all of us expats who moved to the

island. We cannot complain!

eGR: How important is game customisation in to-

days market?

SG: Players have ample choice of online gaming

sites and they choose the site that they can relate to

most. There are different types of players and one

tries to find a balanced approach to accommodate

them. This is no easy task for any gaming operator.

Casino players differ from poker players as there are

different types of casino players and different types

of poker players. The creativity skills must not stop

at the games customisation. Creativity in market-

ing and customer retention is of great importance in

todays competitive online entertainment business

and one can only target the right players by know-ing the players themselves. Demographics analysis

F

or B3W Ltd, Maltas exemplary legal structure

sets it aside from its fellow European juris-

dictions, and has served as an excellent basisfor expansion and innovation. In this interview with

eGaming Review, the companys managing director,

Dr. Sasha Giquel, explains how her recent promotion

has seen not only a shi in focus towards white label

clients, but will soon lead the imminent launch of

the new B3W Poker Network.

eGaming Review (eGR): Firstly, congratulations

upon your recent promotion to managing director.

What new developments has this strategic change

in the companys structure brought about in the

short term?

DR. Sasha Gicquel (SG): Change did not only take

place in the companys top structure. The actual com-

panys strategy has changed too. The Group has now

moved away from being a games soware developer

and has become a turnkey egaming platform provid-

er. This does not mean that we will not provide any

new games to our clients, as these will be sourced

through specialised third parties. Our main focus

now is to consolidate quality products within our

platforms and excel in the support services to ensure

that our white label and licensed clients are success-

ful in their online gaming business. We are current-

ly upgrading our existing front-end and back-end

products and improving the quality and functional-

ity of our existing casino platform. Our development

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I believe that Maltascompetitive edge still

lies in its serious legalgaming framework which

safeguards the playersDr. Sasha Gicquel


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weekly rake back which has no hidden deductions in

small print. What we promise is what the player gets.

We are going to have attractive entry bonuses or the

players and also excellent aliate promotions. Our

white label clients joining our new network will ben-

eft rom entry incentives as part o our red carpet

treatment. However I cannot disclose much inorma-

tion otherwise I will spoil the un and excitement o

the launch the team is preparing or.

eGR: Looking ahead, how do you predict the Mal-

tese online gaming industry will change in the

year ahead and what are your plans for ensuring

that B3W stays ahead of the game?

SG: As I previously mentioned, the egaming land-

scape is constantly evolving with most Europe-

an markets regularising themselves. In the current

world economy, most gaming jurisdictions are going

aer the quick fx approach without taking into con-

sideration the business owners and the players. It is

a known act that some companies are struggling to

see the light in certain new jurisdictions. This cannot

keep going on or long and certain jurisdictions will

need to update their ramework. I believe that the

market, especially the European one, will have to

eventually come to a basic common set o level play-

ing rules that are air or the players and business

owners. Aer all, this is what the EU was meant to

oer to its member states. The Maltese jurisdiction

must remain on the ront line to ensure an equal

playing feld within the EU.

B3W Group has a very exciting year ahead as by

the end o 2011, B3W Group will have the casino

and poker platorms within its portolio, plus im-

proved back end and marketing tools. B3W is made

o a strong dedicated team who will gradually reach

higher grounds in the gaming industry. In the

coming years you will see the introduction o more

new products and services which will gradually

transorm the B3W Group in a state-o-the-art, one-stop-shop egaming platorm.

provides us with the frst indications o which player

segment we have on our sites and rom there one

can start building a strategy to maintain the exist-

ing players and attract new ones. Databases le dor-

mant make players eel le out in the cold and so it

is important to keep in touch to cultivate the right

relationship with the players beore and aer their

frst deposit. Our customer sales support team plays

an important part in this process. Getting to know

what players want is vital or our business and we

constantly update our products and services to meet

players demands.

eGR: What incentive strategies does B3W employ,

and what makes them successful?

SG: Our clients are our business partners who are

embracing a win-win environment. We have part-

ners who were new to the industry and required guid-

ance and more support until they got accustomed to

the industry. Then there are others who have already

been in the gaming industry and want to expand their

market ootprint. In both cases we oer incentives that

reect the clients needs. We understand that each pro-

spective client has a specifc need, hence we are ex-

ible in our incentives approach to make sure it match-

es the business opportunity. Being an online business

does not make it easier than the brick and mortar busi-

ness. It still requires proper planning and implemen-

tation. Open dialogue and good project management

are o high importance in our company structure. Our

business partners remain the ocal point at all times

and this is what makes us successul.

eGR: What makes B3Ws poker platform unique?

SG: The B3W Poker Network shall be launched

during the second trimester o this year. We have

taken great care in developing this product with both

players and business owners in mind. The soware

itsel is very easy to navigate through, which makes

the players eel more at ease, and has all the requiredinormation on the screen. We have a very attractive

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Responsible,Responsive,

Reputable.

Suite 1, Level 3, TG Complex, Brewery Street, Mriehel,

Birkirkara BKR 3000, Malta

Tel: (+356) 2131 6590

Fax: (+356) 2144 6950

E-mail: [email protected]

Lotteries and Gaming Authority

www.lga.org.mt


24/24

eGamingsmulti-jurisdictionalhostingsolution

continent8 com

Insightful

Inspired

Innovative

ic 2011 malta europrean hub of remote gaming egr

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