Page 31 - GS190602

Spotlight Innovators

potOn Transact, LLC ("SpotOn") is a cutting-edge pay-
ments and software company redefining the merchant
services industry. SpotOn brings together payment pro-
S cessing and customer engagement software, giving mer-
chants richer data and tools that empower them to market more
effectively to their customers. The SpotOn platform offers the most
comprehensive tools for small and medium businesses, including
payments, marketing, reviews, analytics and loyalty, backed by
industry-leading customer care.

What’s New:

Is it time to sell something new?

D espite radical changes in the payments industry, until recently, the art of "selling payments" hasn't changed

much at all. In fact, for enterprise markets, selling electronic payments is still often about rates, basis points,
acceptance types, and getting the most bang for the merchant's buck.

The emergence of the POS and integrated software systems has changed the landscape for payments sales professionals
and this trend is now beginning to open up critical doors for historically underserved niches such as the small-to-medium-
business (SMB) market.
"Traditionally, SMBs have not been able to afford a full-scale, subscription-based business software with an integrated
POS engine," said RJ Horsley, President of SMB software provider SpotOn. "This left a big service gap that was hard to
bridge with a value-based, consultative sale."

A new kind of SMB product
According to Horsley, this is the challenge SpotOn addresses for SMBs, and the viability of its product suite has transformed
the sales process into a qualitative, value-based conversation.
"You're no longer the guy trying to convince the SMB you can offer more," said Horsley. "The SMB sales representative is
now repositioned with a realistic set of software and POS products that were designed with SMB growth in mind."

SpotOn offers SMBs an end-to-end platform that combines processing, business management, and customer engagement
in an integrated subscription service with a diverse set of SMB-enabling tools and capabilities. Participating merchants
can manage payment processing, marketing campaigns, online reviews, loyalty, and customer analytics in one place.
Combining these critical assets enables business owners to attract and retain customers while building brand recognition,
noted Horsley.

"At SpotOn, we view solutions and service through a small business lens, transacting with fellow entrepreneurs in the
same way that we would want business done," Horsley said. "We provide support, training, and month-to-month contracts
with no termination fees and that makes selling a breath of fresh air for the sales representative."

Real solutions = sustainable accounts
The SpotOn philosophy is to provide the SMB with the right solutions to help them expand and scale. "We believe with
the right products and services, customers will stay forever," Horsley stated.

For the sales person, this means you are actually "solution selling" and delivering a software-and-product-focused
message that will solve a real business pain point.

"It's a far more approachable sales role and enables the sales person to think like a small business entrepreneur and an
effective relationship manager," said Horsley.

31