News
Betting on New Customers: Are Returning Users Damaging Sportsbooks’ CAC Strategies?
By: Richard Metcalf
In the fast-paced, highly competitive world of sports betting, operators have to ensure they’re maximising Return-On-Investment (ROI) in their digital marketing campaigns. The challenge is to target new customers and not waste budget on returning users that they’ve already engaged.
Campaign spend within sports betting should be laser-focused on driving customer acquisition and making every click count, but with existing users inadvertently driving up Customer Acquisition Costs (CAC), this is becoming a huge challenge. Predictions from Statista suggest that the online gambling market will consist of over 233.7 million users by 2027. This makes it imperative to protect against existing customers from draining budget and free up budget for new customers
If a sportsbook doesn’t have visibility into the traffic it’s generating through its ads, it could be losing millions to users who are already engaged and using its site. Returning users need to be managed to ensure sportsbooks can make the most of their budgets and gain new converting customers.
Returning Users and ROI
What percentage of your digital marketing budget is engaging returning users through your ad as an entry point? The chances are this number is very high. We recently saw a company where 97% of their spending on branded keywords was linked to clicks from existing customers which drained their budget and meant they saw close to no new conversions.
Repeat clickers and returning customers, who navigate to your site using ads, rather than organic search results, are driving up the cost of genuine new clicks from first-time depositors. Although these are enthusiastic and engaged customers, they are clicking on your ads excessively and driving up your CAC and Cost Per Acquisition (CPA). This ultimately dilutes your campaign’s effectiveness and wastes spend on engagement that will never convert.
The Secret to Success with Custom Validation Rules and Shadow Campaigns
To drive the performance of sports betting advertising efforts, companies can set custom validation rules that limit the number of times a user clicks on a paid ads campaign. Once that threshold of clicks is met, the users are stopped from seeing that campaign for a set period of time, helping to eliminate the high CPC rates sportsbooks experience.
This effectively means that once the threshold is reached the user is precluded from seeing ads and will only see the brand’s organic listing on the Search Engine Results Page (SERP). Alternatively, by implementing shadow campaigns, an operator can create a duplicate of the existing brand keyword campaign in Google ads just for these returning users who are precluded from the original brand keyword campaign. So, rather than being shown the organic listing these users will see a paid search ad on the SERP but at a lower cost to the advertiser.
Shadow campaigns are a powerful tool that allow advertisers to take appropriate actions to protect their brand, optimise their marketing efforts, and ensure compliance with marketing strategies. By using custom verification rules and shadow campaigns, budgets are saved for genuine users who are more likely to convert resulting in maximised ROI.
Transforming and Optimising Campaigns
No sportsbook wants returning users burning their marketing budgets. In a market that is growing ever more competitive, it is vital that advertising traffic is controlled for businesses to capture more ROI across campaigns. By implementing shadow campaigns, sportsbooks will uncover a new level of visibility to minimise CAC and maximise new customer engagement.
It’s time to unlock unparalleled success, optimise your PPC campaigns to their fullest potential and transform your Google Advertising strategy.
Richard Metcalf is the Global VP, Sports Betting & Online Gaming, at TrafficGuard, an international platform provider for detecting, mitigating and reporting on digital ad fraud. With over twenty years of experience in Sales and Business Development in the digital industry, Richard strives to achieve the highest level of results for the team. He has represented brands as their public face, managed entire sales cycle processes and delivered solutions to stakeholders to ensure business growth and develop the teams around him.
Delegates attending next week’s iGB Affiliate Barcelona will have access to a programme of 14 business critical insight sessions delivered by a 40 strong assembly of industry thought leaders and experts in their respective fields.
The 2025 Program comprises sessions entitled: Affiliate Rundown L!VE: The 2024 Trends That Will Define 2025, Video Killed the Text-based Star: Platforms & Formats for Engaging the Next Generation, Navigating the Road Ahead, New Localisation Strategies to Secure a Slice of the Latin America and Africa Pies, Parasite SEO in iGaming: A Winning Formula to Dominate Search Engines or a Risky Gamble?, Growing Pains: Scaling Operations for Accelerating Affiliate Growth, Plugging Into a Fast Growing Vertical: Sweepstakes, Mastering PPC in iGaming Affiliate Marketing: A Data-Driven Blueprint for Paid Media Success, Market Insights: Unlocking the Next Big Opportunity in Asia and the Middle East, Crack the Code to Viral Success: The Ultimate Guide to a Million Views & Building a Robust Multi-Stream Influencer Business Model, Finding Your Next Role in a Time of Flux: The Inner Workings of Affiliate Recruiters, Masterclass: Reddit 101, Trust and Transparency: What Does a Win-Win Affiliate Data Share Look Like? and Business Without Borders: Boost Your Affiliate Game with International SEO.
The industry-leading line-up assembled by the iGB Affiliate organising team includes Michael Caselli, Non-Executive Chairman – Clarion Gaming, Corey Padveen, Partner – T2 Marketing International and Editor-at-Large, iGB Affiliate, Caleb Dykema, Co-founder & CEO – Vault Sports, Jamison Selby, CEO – Rubystone, Martin Calvert, Marketing Director – ICS-digital, Miruna Pandele, Head of Acquisition – Affiliates Bay, Jonas Warrer, CEO – Gentoo Media, Ben Cove, Chief Marketing Officer – Logifuture, Luis Portela de Carvalho, Partner – Lektou Advogados, Sasha Boerma, Commercial Director for Africa – Split The Pot, Dragan Berak, Head of SEO (AskGamblers and CasinoMeister) – Gentoo Media, Jamie Walters, CEO & Cofounder – QiH, Lee-Ann Johnstone, Founder – Affiverse, Rosi Bremec, COO – Game Lounge, Seth Schorr, CEO – Fifth Street Gaming , Simon Pilkington, Managing Director – Best Betting Media, Stephen Carter, Head of Affiliate Content – Clarion Gaming, and Alex Windsor, CMO – GameTime Digital.
Looking ahead to the first edition of iGB Affiliate to be held in Barcelona, Naomi Barton, Global Portfolio Director, iGB Events said: “I am incredibly passionate about delivering an exceptional and holistic experience on behalf of all of our customers. The Conference Program is an essential part of our pledge to facilitate outstanding business networking, deliver high-quality content, and provide thought leadership that fosters trust-based partnerships and drives growth throughout the iGaming affiliate ecosystem. The Program has been curated in consultation with our customers in order the key topics impacting their business and is being delivered by industry experts. It is a key part of the iGB Affiliate experience.”
iGB Affiliate 2025 will feature a record 250 industry-leading exhibitors and sponsors and host a vibrant community of 8000+ iGaming Affiliates and Tech Vendors.
“I personally think the industry should view this as a positive chance to work hand-in-hand with the NHS, charities and government as all stakeholders pull together to minimise gambling harm. Gambling is meant to be fun and entertaining and the industry must ensure that it is responsible, so that those in need can gain access to properly funded support as and when they need it.”
Affiliate Compliance
Rightlander and RavenTrack Partner to Boost Affiliate Marketing Compliance and Advertising Opportunities
Leading iGaming compliance and tracking platforms unite to bolster affiliate marketing integrity.
Rightlander, a leading provider of marketing compliance and intelligence solutions, has announced a strategic partnership with RavenTrack, a prominent affiliate tracking platform. This collaboration aims to enhance marketing compliance and risk management for Raven Track clients and help identify untapped advertising opportunities with affiliates across global markets.
The partnership will offer access to Rightlander’s comprehensive suite of innovative marketing compliance solutions, including web, search, and social media monitoring to track affiliate promotional activities, content compliance scanning to ensure adherence to regulatory requirements and monitoring services.
RavenTrack’s diverse client base spans established and emerging markets, and this partnership addresses the growing need for robust compliance measures in regions with evolving regulatory landscapes.
Sarafina Wolde Gabriel, CEO of Rightlander, commented on the partnership: “We’re excited to partner with RavenTrack to offer our cutting-edge compliance and marketing solutions to their global client base. As marketing regulations tighten in established and emerging markets, our tools will help brands and affiliates navigate the complex landscape of marketing compliance and capitalise on advertising opportunities.”
RavenTrack is a leading affiliate tracking platform specialising in providing advanced tracking and analytics solutions to help brands optimise their affiliate marketing programs. Its client base includes prominent brands such as Jumpman Gaming, Betfred, Bet9ja, and Mr. Q, to name a few.
Adam Rowley, RavenTrack’s Managing Director, expressed enthusiasm about the partnership: “At RavenTrack, we understand the critical importance of marketing compliance. Our collaboration with Rightlander represents a significant step forward in our mission to provide our clients with robust, innovative and effective tools for managing their affiliate programs.”
“By integrating Rightlander’s advanced compliance solutions with our cutting-edge tracking platform, we’re empowering our clients to navigate the complex regulatory landscape with confidence while maximising their marketing potential.”
This partnership represents a significant step forward in promoting responsible and compliant marketing practices in the rapidly evolving affiliate marketing industry. By combining RavenTrack’s expertise in affiliate tracking with Rightlander’s advanced compliance tools, the collaboration aims to set new standards for transparency and regulatory adherence in the sector.
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