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January 14, 2019 • Issue 19:01:01

Enterprise selling in an

SMB world – Part 1

level salespeople (MLSs) can use their industry knowledge
and personal experience to solve the most pressing issues
SMBs face.
Help me innovate

During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
In its latest installment, researchers surveyed 601 card-not-
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
SMBs in the United States and Canada. Respondents shared
attitudes about payment acceptance methods, innovation
and the customer experience.
O. B. Rawls IV, chief commercial officer, payment processing
at Paysafe, said the research revealed that brick-and-
By Dale S. Laszig mortar retailers aspire to truly innovate at the intersection
of payments and the in-store experience. In response,
uoyed by reports of record 2018 holiday spend- Paysafe's sales discovery process has evolved from price
ing, analysts predict more retail growth in 2019, and service discussions to needs assessment and solution
particularly in the evolving small and midsize selling, he noted. Direct and indirect sales representatives
B business (SMB) sector. Advanced technologies have been centering conversations with merchants about
have introduced SMBs to a big-brand experience and new security, data protection, business management tools and
set of challenges. POS solutions.

Independent research by global payments provider Paysafe "The end goal is to help our customers implement solutions
Group found SMBs struggle with "competing priorities" in that enable them to better their business," Rawls said. "By
their efforts to balance frictionless checkouts with payment
security. Lost in Transaction: The future of payments for SMBs,
published by Paysafe in October 2018, found 54 percent
of ecommerce merchants surveyed believe frictionless Contributed articles inside by:
transactions, such as in-app payments, make them more
vulnerable to fraud. Seventy-six percent reported feeling
aggressively targeted by fraudsters. Jeh Holsomback ...................................................................................20
Steve Norell ............................................................................................34
This is the first article in a two-part series that takes a Martina Jeronski ...................................................................................36
deep dive into today's SMB market. It takes a deep dive Nicholas Cucci ........................................................................................40
into evolving SMB environments and includes research Bill Pirtle ...................................................................................................42
findings and commentary by payments industry leaders
innovating in the space. Part 2 will examine how merchant
TOC on page 3

Continued on page 31