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"We spent more than 30 years building a secure terminal must balance the things we care about in our fragmented
infrastructure, and that core architecture will not be industry: compliance, security and helping merchants
affected by the new solutions we've introduced." create exciting, interactive environments," he said, adding
that POS technology is no longer designed for engineers
Holt said that while creating Telium Tetra, Ingenico by engineers; it accommodates human interaction within
engineers left the secure payments infrastructure intact Payment Application Data Security Standard-certified
and added a next-generation operating system that enables screens without impacting off-the-shelf scripts.
estate owners to seamlessly update device populations
and allows third-party developers to create business "Design thinking is a wonderful principle that starts with
applications. Ingenico's objective is to provide secure a human in the middle," Fong said. "We began with a
payments, regardless of means, to enable commerce blank slate and designed Castles' architecture to optimize
online, in stores and on mobile devices, he stated. the human experience while keeping the things we care
about in the background."
The Telium Tetra suite includes payment terminals,
applications, a hosted version of Estate Manager and an Castles measures device performance in the field to learn
app marketplace. Holt described it as an ecosystem that how people interact at the POS. "Understanding consumer
delivers value through each of its payment mechanisms. behavior helps us design an interface that makes people
"We used HTML 5 and Java-driven scripts to create hooks want to come back," Fong said. "We brought Angry Birds
between the open world of third-party applications with design-centered language into the world of terminals."
the trusted world of bankcard and retail apps," he said. "It
enables people to develop non-payment apps that in no From terminals to PaaS
way compromise the secure world." Jeff Wakefield, Vice President Americas, Sales Enablement
at Verifone Inc., has seen Verifone evolve from a terminal-
Adding ancillary applications to multi-app terminals is centric company to a payment-as-a-service provider
not a sustainable strategy, Holt said. It makes sense to give offering an array of support, software and hardware
processors and merchants more control of the "open side," services to channel partners and their customers.
to allow retailers to create apps that have nothing to do
with payments, but everything to do with user experience, "We didn't change our technology as much as we changed
he noted. The new technology is backward compatible, to our vision," Wakefield said. "Verifone's new commerce
enable millions of Telium users worldwide to convert to vision has inspired its development of a new, enterprise-
the new standard and operating model, he added. scale platform." He cited three elements as critical to the
From purpose-built to adaptable company's success:
Kathleen Houseman is Senior Vice President of Sales 1. Create digital payment solutions: We need to
and Marketing at Castles Technology Co. Ltd., a global get away from payment cards, which are easy to
technology company. "At Castles, our core design principles steal," Wakefield said. "This will require interoper-
are simplicity and reusability," she said. "Throughout our ability, which is still a challenge."
numerous hardware and software releases, our kernels
remain the same, enabling our partners to adapt without 2. Improve authentication technology: Wakefield
constantly recertifying our solutions." stressed the need for authentication schemes that
are not clumsy or require multiple steps.
Houseman said fragmentation and market churn 3. Make payments invisible: Enterprise clients
motivated Castles to simplify iOS and Android coding. want to solve problems, small business owners
Developers who previously required up to six months to want off-the-shelf solutions and reseller partners
develop a terminal have written a complete app in a matter want to accommodate everyone, Wakefield said.
of hours, using Castles' library tools and Luna application However much these agendas may seem to com-
framework. pete, Wakefield sees embedded payments as both
inevitable and necessary.
Castles' key differentiator is its highly adaptable software,
Houseman added. "Our cloud services enable real-time "Accomplishing these three things will help us make the
on-boarding and updates, whenever software, firmware payments go away and be magical," he said. "And we are
or security protocols change," she said. "Think of it as a still several years away from being done."
remote control for your terminal: remote key injection,
terminal management in a cloud and a complete dashboard Part 3 of this series will explore the payments journey
that processors can manage." into advanced design principles, artificial intelligence,
machine learning and the Internet of Things.
Winston Fong, Chief Strategy Officer at Castles, described
a classic dilemma facing device manufacturers. "We

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