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December 9, 2019 • Issue 19:12:01

Connectivity:

payments' secret sauce

ments, North America at Transaction Network Services Inc.
"This is a very generic service that the telcos offer and we
tailor those services, mainly through software, to the needs
of specific verticals, including payments."

Differentiate
Tailoring a generic telecom service for the payments mar-
ket gives merchants and acquirers more of what they need
from a communication service. "That's how TNS started,"
Lyman said. "As we expand and evolve, we get more deeply
involved in the software layers while continuing to focus
on securing and transporting transactions."

MLSs typically sell payments acceptance without focusing
on underlying technologies that take transactions where
they need to go, Lyman noted, adding that while learning
this adjacent space may require extra training, it can also
By Dale S. Laszig help MLSs differentiate in a crowded, competitive field.

obile, Wi-Fi, internet and landline innovations "The biggest change we've seen over the last 10 to 15 years
are paving the way to new forms of connected has been the ubiquity of internet access," he said. "Broad-
commerce. Beyond facilitating fast, secure, band is available by wireline or wireless everywhere, un-
M reliable transactions, advanced communica- like previous models where payments acceptance was
tions protocols enable frictionless transactions in apps, tethered to a phone line. Today's merchants can accept pay-
stores and online. Their frameworks connect financial insti- ments and remittances from just about anywhere; available
tutions, merchants, consumers and service providers across markets continue to evolve and expand for merchant level
multiple channels. salespeople."

As payments evolve, communications providers layer ad-
vanced technologies over formerly basic telecommunica- Contributed articles inside by:
tion rails to create robust end-to-end payment solutions.
The Green Sheet asked payments leaders for insights on
how telco service providers and partnering companies are Brandes Elitch ........................................................................................18
innovating in the space. This article will share their per- Dee and Emily Karawadra .................................................................32
spectives and examine how merchant level salespeople Jeff Fortney .............................................................................................34
(MLSs) can leverage available capabilities, platforms and Adam Atlas ..............................................................................................37
solutions.
Suresh Dakshina ...................................................................................40
"Telecommunications, provided by the telcos, are funda-
mental services that address a really broad space, from the TOC on page 3
consumer to global enterprises across any vertical and any-
thing in between," said Daniel Lyman, head of fintech pay-
Continued on page 30