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How do you measure your success? .......................................20
Cracking the B2B payments nut ..................................................1 By Tom Waters and Ben Abel, Bank Associates Merchant Services
By Patti Murphy
Most people in sales start off looking to earn and earn well. But
B2B transactions represent a large and growing opportunity to they grow on the job as professionals and realize it's not all about
expand card payments and improve the way companies manage the money; there's more to it.
cash flows and trading partner relationships.
Six factors to consider when
News Briefs evaluating cash discount programs ......................................30
By Matt Nern, SignaPay Ltd.
Router reboots halt VPNFilter
but won't ensure security ............................................................10 Cash discount programs are quickly transforming the payments
industry to the benefit of ISOs, MLSs and merchants, but how do
Visa, Mastercard settle with New Mexico ............................10 you select the right cash discount partner?
Big goals for Ripple's Why surprising merchants is a smart way to sell .............44
blockchain-to-blackboard initiative ......................................10
By Jeff Fortney, Payments Professional
Paysafe's well-timed open banking card .............................11
They see surprising a merchant as a loss of control. But is it?Many
U.S. company makes open banking history .......................11 ISOs and MLSs believe controlling the sale is the most effective
Encryption debated in Washington ........................................12 way to sign a merchant.
Apple Pay, Google Pay lose ground at stores ....................12 A rising force in payments – Generation Z ..........................48
By Zavida Mangaru, North American Bancard
Industry Update ...............................................................................14
While many assume Generation Z will be much like the millenni-
Views als, important distinctions exist, including Generation Z's expecta-
tions in terms of finances and payments.
How fully do you understand the
fintech and payments industry? ..............................................24 New Product
By Brandes Elitch, CrossCheck Inc.
Customizable, community-based
Payment service providers must stay up to date with technology mobile marketing platform ........................................................50
to help merchants run their businesses more efficiently and pro-
vide a better user experience for their customers. A tall order. Inspiration
Very point of sale: Mind those buying signals ..........................................................51
On-demand video selling ............................................................26 Departments
By Dale S. Laszig, DSL Direct LLC
Letter From the Editors ....................................................................5
Today's leave-behinds need no longer be silent or stationary. Readers Speak:
Always-on, always-connected videos can educate merchants A huge downside to biometric authentication ....................8
about their processing options in playful and interactive ways.
Spotlight Innovators ......................................................................34
Company Profile Resource Guide .................................................................................52
Advertiser Index ...............................................................................62
IRIS CRM:
Innovative, easy automation for ISOs ...................................31

Education

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