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InsideGS

Cover Story Education
Multiple ways to help merchants Street Smarts SM
through natural disasters ...............................................................1 Protecting merchants from fraud at the gas pump .......32
By Patti Murphy By Dee and Emily Karawadra, Impact PaySystem
When disaster hits, business owners must take care of their homes Gas stations are an easy target for fraudsters. Visa's answer to this
and families in addition to getting their shops up and running as is Visa Transaction Advisor. There's ample reason to set up VTA
soon as possible. Payment companies re helping with this. when bringing every new petroleum retailer on board.
News Legal ease:
Legal strategies of successful ISOs ..........................................36
News Briefs: By Adam Atlas, Attorney at Law
Consumers smitten with prepaid, What legal strategies are some of today's most successful ISOs
small businesses can benefit .....................................................10 employing. In what situations should these strategies be used,
and when should they be avoided?
Payments giants bolt from Libra ..............................................10
Use words to save, not kill deals...............................................38
IRS issues new guidance on By Jeff Fortney, TouchSuite LLC
taxation of cryptocurrencies......................................................10 Word usage impacts sales calls for good or ill. But another aspect
ATMs go high tech, high touch at NAC 2019 ......................10 of word usage has just as great, or even greater impact: words
flowing among MLSs, ISOs and their processing partners.
Hackers compromise Billtrust brand .....................................10
Industry Update ...............................................................................14 New Products
Views Unattended Android platform: far more than POS.........40
The very point of sale: Drive efficiency, reduce friction
Your future is on the line .............................................................18 with integrated QuickBooks .....................................................42
By Dale S. Laszig Inspiration
Billed as a sales demo, press conference, analyst briefing, trade-
show and business development meeting, FinovateFall 2019 also Expect the unexpected – and prepare ..................................43
raised an important question about future transformation. Departments
Insights aplenty at 2019 JAC ......................................................20 Letter From the Editors ....................................................................5
By Brandes Elitch, CrossCheck Inc. Readers Speak:
Some fear recent acquisitions of acquirers made by bank core What's up with RDC? .........................................................................8
processors threaten the future of ISOs. Jack Henry is one core Spotlight Innovators ......................................................................21
processors that could open opportunity for them instead. DateBook .............................................................................................26
Company Profile Resource Guide .................................................................................44
NMI: Advertiser Index ...............................................................................54
Single-source enablement for partners ...............................27

Empowering and connecting Enterprise selling in an

January 14, 2019 • Issue 19:01:01
today’s payments professionals SMB world – Part 1
SMBs face.
Help me innovate
level salespeople (MLSs) can use their industry knowledge
and personal experience to solve the most pressing issues
By Dale S. Laszig
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-
May 13, 2019 • Issue 19:05:01
complex,
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
set of challenges.
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
Conversational commerce:
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
POS solutions.
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
their efforts to balance frictionless checkouts with payment
selling, he noted. Direct and indirect sales representatives
security. Lost in Transaction: The future of payments for SMBs,
have been centering conversations with merchants about
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
transactions, such as in-app payments, make them more
Payment technology's evolution began when interactive
vulnerable to fraud. Seventy-six percent reported feeling
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
code, early touchtone phones linked numeric values with
By Dale S. Laszig
This is the first article in a two-part series that takes a
deep dive into today's SMB market. It takes a deep dive
transmit credit card numbers. Over time, service providers
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
findings and commentary by payments industry leaders
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
Semafone, a data security and compliance solution
messages to broadly distributed
n a world where anyone anywhere can transact on
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Bill Pirtle ...................................................................................................42
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
(PA-DSS) certified. "We are literally saving our payment
becoming adept at representing the people and companies
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [PA-DSS]
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
article in issue 19:04:01, examined the expanding role of
that advanced speech recognition has enabled IVR systems
than they were ten years ago, which has helped reduce wait
voice technologies in payments. This article explores how
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
simple clicks into complex, interactive and contextual
times while improving customer experience," he said.
expressions of our interests, personalities and lifestyles.
jobs? they encroach on personal moments and take away our Contributed articles inside by:
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
homes and connected workplaces. Will AIs respect our
TOC on page 3
privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
3
Continued on page 31
www.greensheet.com