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Cover Story Education

PCI SSC raises bar on data security ............................................1 Street Smarts SM
By Ann Train Merger mania, oh how it can hurt ...........................................40
The PCI SSC is making payment data security compliance more By Steven Feldshuh, Merchants' Choice Payment Solutions East
accessible to merchants and service providers and offering more Given the number of mergers and acquisitions that have occurred
flexibility to developers and installers.
recently, the concept of bigger is better is in the forefront of the
News Briefs industry. Should the feet on the street be concerned? You bet.
SEC toughens cybersecurity guidelines ...............................10 Five reasons why buyers will spurn your ISO .....................44
By Adam T. Hark, Preston Todd Advisors
NACHA unites with IFX Forum ...................................................10
In portfolio valuation, the focus is typically on merchant acquiring
New study finds ISVs can streamline PCI compliance ....10 platform attributes that create long-term value and whet the ap-
As Lyons shifts focus, Mastercard petite of potential buyers, but what about looking at it the other
aligns digital, physical ..................................................................10 way?
World Economic Forum forms Selling solutions – the new
cybersecurity consortium ...........................................................12 merchant services paradigm .....................................................47
CyberEdge finds rising security concerns ............................12 By Dinesh Saparamadu, Apptizer Inc.
Industry Update ...............................................................................14 Fintech startups are bringing new innovations to market at break-
neck speed. It's no surprise that cutting-edge technology will
Views drastically shape the next wave of ISO and MLS efforts.

The very point of sale: New Products
Lead and follow desire lines .......................................................20
By Dale S. Laszig, DSL Direct LLC Advanced CRM, marketing automation for SMBs ...........48
Cash discounts for merchants
The best way to cater to customers' needs is to stay a step ahead
of them by anticipating where they want to go. But how can ISOs in-app, in-store, online .................................................................49
and MLSs do that? Part of the answer is to look within. ISOMetrics
Change means opportunity Checkout experience a top merchant priority ..................50
for those willing to learn ..............................................................23 While gaps exist between what retailers offer and what shoppers
By Brandes Elitch, CrossCheck Inc. expect, investment on the part of merchants to close those gaps is
Disruptions abound, but enormous opportunity remains for those expected to be active in 2018.
who can learn about other products merchants need beyond pay- Inspiration
ment processing and craft presentations to discuss them.
Four decisions that lead to a close ..........................................51
Company Profile Departments
USAePay:
Smarter solutions for secure payments ................................31 Letter From the Editors ....................................................................5
Readers Speak:
Company profile, please .................................................................8
Spotlight Innovators ......................................................................25
Resource Guide .................................................................................52
Advertiser Index ...............................................................................62

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