Online Sports Betting: Why Increased Exposure Does Not Always Guarantee Growth

Why simply increasing media pressure is no longer a reliable path to scale in the U.S. and Canada

Originally posted on Global Gaming Insider

By Shukmei Wong, SVP, Omnichannel Media, Involved Media

For the first several years of regulated online gambling expansion in the United States, and more recently into Ontario, growth followed a clear formula: expand reach, increase media spend, dominate share of voice, and acquire aggressively. Exposure equaled scale.

That playbook worked in early-stage markets. In newly legalized states, awareness gaps were large and competition was manageable. Ontario’s regulated launch followed a similar pattern: heavy advertising, high visibility, and rapid customer acquisition.

But as U.S. markets mature and Ontario becomes more competitive, brands are facing a challenge that wasn’t as obvious in the early growth phase: increasing advertising exposure may now be limiting long-term performance. In mature markets, more pressure doesn’t automatically mean more growth.

From Expansion to Saturation

The American Gaming Association continues to report record commercial gaming revenues in the United States. In the first eleven months of 2025, it reached USD $71.49 billion, up 8.7% from the same period in 2024. Ontario’s iGaming market has also continued to grow. In December 2025 alone, consumers spent CAD $9.5 billion on iGaming, up 22% from the previous December. Demand is not the issue. Competition is.

In mature states like New Jersey, Pennsylvania, and Michigan, and in Ontario’s established marketplace, multiple operators are fighting for brand awareness. The same sports inventory is contested week after week. Growth comes from competing more intensely for existing demand. And that often translates into higher advertising exposure.

When Exposure Stops Creating Growth

Long-term growth usually comes from reaching new people. But most media optimization systems are built to increase frequency and spend toward the best performing segments, which often ends up being the same pool of users.

Performance-led buying is often optimized towards:

• Recent bettors
• High-frequency players
• Users already deep in the conversion funnel

These audiences convert quickly. They generate strong cost-per-acquisition (CPA) results. And algorithms respond by allocating more budget toward them. The result is not necessarily broader market penetration, it’s repeated exposure to a smaller pool.

In highly competitive U.S. states and in Ontario, this is amplified by auction pressure. Multiple brands chase the same high-intent users in the same endemic environments, particularly live sports. CPMs rise while audience duplication increases and incremental reach declines. The short-term performance looks efficient, but real growth doesn’t always follow. High-frequency players tend to churn more quickly and attract greater regulatory attention.

Cost Inflation and Auction Pressure

The most visible signal of the growth versus exposure tension is cost inflation. Sports environments remain premium territory for gambling advertisers. In both the U.S. and Canada, these placements are crowded. As more brands compete for the same impressions, prices go up.

At the same time, incremental reach becomes harder to find. The same bettors are exposed to multiple brands, often in quick succession. Share of voice becomes expensive to maintain. Brands then face a choice: increase exposure to maintain visibility or accept lower share of voice. Both options come with trade-offs.

The Incrementality Question

Another layer of complexity lies in how performance is measured. Most attribution models often credit conversions to the most recent interaction. In sports betting, where conversion windows are short, this can overstate the impact of retargeting and high-frequency exposure.

More exposure appears to drive more growth, when in reality it may simply be capturing demand that was already there. Without proper incrementality testing, exposure-driven strategies can look more effective than they truly are.

Redefining Growth in Mature Markets

None of this suggests that advertising should slow down. Online gambling remains a competitive, performance-driven category. But growth in mature North American markets requires a different balance. It can’t rely on increasing exposure within the same environments and audiences. Brands need to focus on:

• Expanding reach beyond highly contested audiences
• Diversifying targeting beyond pure recency and frequency signals
• Managing exposure deliberately rather than maximizing it
• Evaluating retention and churn metrics, not just CPA
• Testing incrementality instead of assuming it

In emerging markets, awareness drives growth. In mature markets, a smarter strategy makes the difference.

The Strategic Opportunity

This isn’t about slowing down marketing. It’s about evolving it. As markets mature, growth becomes harder and more expensive. Brands that continue to rely on heavier exposure in the same environments will see rising costs and tighter scrutiny. Brands that rethink how they scale, where they reach, how often they show up, and who they prioritize will be better positioned for long-term growth.

Sources:

https://www.americangaming.org/resources/commercial-gaming-revenue-tracker/

https://igamingontario.ca/en/operator/market-performance-report-monthly

https://www.greo.ca/en/greo-resource/gambling-availability-and-advertising-in-canada.aspx

https://www.ncpgambling.org/responsible-gambling/

https://www.americangaming.org/wp-content/uploads/2025/04/AGA_RMCSW_2024.pdf