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Betting on New Customers: Are Returning Users Damaging Sportsbooks’ CAC Strategies?

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The Rise of Female Bettors: What Does This Mean for Marketing Campaigns?

 

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.

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Affiliate Announcements

Affiliate Leaders Summit Grows 40% as Global Operators and Affiliates Flock to Lisbon

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Affiliate Leaders Summit Grows 40% as Global Operators and Affiliates Flock to Lisbon

 

Following a successful run, the Affiliate Leaders Summit will make its return to the Feira Internacional de Lisboa (FIL) this September, now expanded to a three-day format and featuring the debut of the Affiliate Leaders Awards.

Taking place from 16–18 September, the Affiliate Leaders Summit runs alongside SBC Summit as a focused, standalone platform for affiliates, affiliate managers, and enabling suppliers. It also delivers a more targeted networking and learning experience, with a dedicated content stage and curated audience of 8,000 operator representatives and 3,500 affiliates.

Affiliate Leaders Summit delegates will also enjoy full access to wider SBC Summit features, including evening socials, the main expo floor, and Super Stage keynotes from leading voices such as Gary Vaynerchuk.

Rasmus Sojmark, Founder and CEO of SBC, said: “Last year’s launch of the Affiliate Leaders Summit was a big milestone for us. The response was incredible, but we knew we could do even more. That’s why this year, we’re giving it the time it deserves; three full days to ensure attendees can take in everything this event has to offer.

“We’re also introducing the Affiliate Leaders Awards, which I’m personally very excited about. Affiliates play a vital role in this industry, and it’s time we had a platform that truly celebrates their work alongside the operator programmes and suppliers who help make it all happen.”

A 40% expansion of the 2025 show floor also underscores the event’s rising influence, following 2024’s debut that earned standout NPS ratings—79 from affiliates and 68 from operators. This year’s exhibitor list is stacked with leaders of the field, including Catena Media, Clever Advertising, Evoke, Flashscore, Kaizen Gaming, Medier, Megapari, Novibet, and Shake, offering attendees direct access to key players across the affiliate and operator landscape.

On the conference side of things, the Affiliate Leaders Stage at this year’s summit delivers a powerful three-day journey through the evolution of affiliate marketing,  starting with the martech tools redefining performance and partnerships, moving into audience-focused strategies that tap into community-driven SEO and smarter collaboration, and culminating in a forward-looking exploration of AI, diversification beyond Google, and the future role of affiliate managers.

With debates, CEO insights, hands-on workshops, and panels tackling everything from automation and CRM to content authenticity and deal transparency, this stage arms attendees with the ideas, tools, and strategies needed to thrive in a rapidly shifting digital landscape.

The conference sessions will bring together some of the biggest names in affiliate marketing, including Jonathan Edelshaim (CEO, Natural Intelligence), Elaine Gardiner-Ruddock (Managing Director, TAG Media), Peter Gunni (CEO, Traffic Lab), Filip Komljenovic (Head of Sales, Sofascore), Deb Lee (Director of AI & Data Operations, CILA, Entain), Andre Machado (CCO, Clever Advertising), Leanne Muleba (Chief Operations Officer, Matching Visions), and Johan Styren (CEO & Co-founder, Dilanti Media).

Those joining the Affiliate Leaders Summit will benefit not only from the tailored content on the dedicated stage and Super Stage but also from the addition of the Global Markets and Emerging Markets stages. With affiliates and operators among the most curious about cross-border growth, these new stages provide an ideal opportunity to explore regional strategies and understand new audiences.

Affiliate and operator attendees can expect the VIP treatment at the Affiliate Leaders Summit, with complimentary access to the event’s premium evening networking lineup. That includes the high-energy Opening Party with Joel Corry and Imanbek, and the return of INFINITY Lisbon, featuring electrifying performances from Alok and Timmy Trumpet.

Sojmark added: “The Affiliate Leaders Summit is designed to make networking and easier by giving you a dedicated space to connect. But the hospitality doesn’t stop there. You’re part of the full SBC Summit experience. With access to all six stages, complimentary food and drinks at the Food Festival, and the freedom to explore every area of the event, you’re welcome to engage as widely as you like. The Affiliate Leaders Summit simply helps you focus your efforts where they matter most.”

Affiliate or operator? Get your free pass now.

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iGaming.Com joins QMRA & More News

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iGaming.Com joins QMRA & More News

 

The Quality Mark Responsible Affiliates (QMRA) initiative is pleased to announce that iGaming.com has officially joined its growing network of compliant affiliate partners. The partnership starts with the inclusion of iGaming.com’s Danish portfolio, which will now be reviewed and monitored under the QMRA compliance framework.

This move follows earlier commitments by other major players in the iGaming affiliate industry, including Gentoo Media, Leadstar Media, GameLounge, and as a QMRA Operator, LeoVegas. With iGaming.com now joining their ranks, QMRA continues to build a stronger foundation for responsible and transparent affiliate marketing practices in Europe and beyond.

As part of the onboarding process, QMRA’s compliance team will assess the participating iGaming.com website against the established QMRA Code of Conduct. The partnership reflects mutual confidence and a shared objective: raising the standard of regulatory compliance and responsible marketing in the affiliate sector.

“We are very pleased that iGaming.com has chosen to partner with us. Their decision shows continued momentum in the industry towards credible, structured compliance. It also strengthens QMRA’s ability to advocate for a safe and transparent online gambling environment,” said Steven Vrolijk, spokesperson for QMRA.

 

Google Core Update: Optimized QMRA Member Certificates

In other news, following the latest Google Core Update, which emphasized the importance of E-E-A-T (Experience, Expertise, Authoritativeness, and Trustworthiness), QMRA is further optimizing its certification standards. Specifically, QMRA certificates will now include a new section titled Company Verification and Relationship with QMRA.

 

This section confirms that:

QMRA has verified the identity of the organization behind [Website Name] and confirmed that it is an established, demonstrably reliable entity with a registered business. QMRA maintains direct contact with the management of this organization regarding the operation of the website. A contractual relationship exists between QMRA and this company, under which periodic compliance checks are carried out and clear agreements have been made concerning adherence to applicable laws and regulations.

This added transparency helps reinforce the credibility of certified affiliate websites, not just with regulators and partners, but also with search engines increasingly focused on authoritative sources.

 

German Deposit Limits

Recently, QMRA specialists conducted research related to the overarching deposit limits in Germany: https://qmra.eu/online-gambling-deposit-limits-in-germany/

Germany’s strict deposit limit policy aims to reduce gambling harm, but its rigid framework, exemplified by a €1,000 monthly cap and technical restrictions, may unintentionally drive players toward illegal markets, highlighting the need for data-driven, flexible regulation that balances consumer protection with market realities.

 

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Amusnet Partners with Leading Affiliate CasinoFreak

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Amusnet Partners with Leading Affiliate CasinoFreak

 

Amusnet is excited to announce a new partnership with CasinoFreak, one of the most trusted and comprehensive online casino affiliate platforms. This collaboration supports our ongoing efforts to expand global reach and deliver high-quality gaming experiences to a broader audience. The affiliate is renowned for its reliable casino reviews, in-depth game insights, and player-first approach. This partnership will focus on providing in-depth coverage of Amusnet’s diverse portfolio of top-tier casino titles to CasinoFreak’s global user base – launching with a spotlight with the standout release, Sparta Legend.

“Working with CasinoFreak aligns perfectly with our vision of reaching players who value quality and amusement. Their commitment to up-to-date information and user-focused service makes them an ideal partner to showcase Sparta Legend’s unique gameplay and thematic appeal.”, comments Liliya Chatalbasheva, Chief Marketing and Commercial Officer at Amusnet.

“Sparta Legend by Amusnet is a bold step into the heart of ancient Greece, where polished visuals meet deliberate, focused gameplay. Its Free Spins feature with stacked Wilds creates steady momentum, and the Buy Feature allows immediate access to the core mechanics. As April’s Editor’s Choice, the game earns its place through consistency, clarity, and a theme that never strays from its mark.”, said Bogdan Romedea, PR Specialist at Casino Freak.

As we begin this exciting partnership, we invite gaming enthusiasts to explore CasinoFreak’s comprehensive reviews. With Sparta Legend and other Amusnet titles in focus, this collaboration marks an important step in enhancing the online casino experience and deepening community engagement. It reflects Amusnet’s commitment to partnering with top affiliates to deliver exceptional gaming worldwide.

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