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them to leverage innovation and resources of others that "solution" that is going to provide the tools he or she needs
will complement their own unique expertise and skills. to operate their business profitably and continue to excel
at meeting consumer expectations.
Open or shut business model?

The continual advances of technology will deliver Informing a merchant that you have a dozen customer
numerous options for acquirers and ISOs to leverage as relationship management apps to choose from is not the
they strive to maintain their trusted relationships with way to close a sale. They just want what works. They expect
merchants and to stave off new competitors. But that the provider to have the market segment knowledge and
involves making choices and betting on how the merchant insight into the merchant's business sufficient to make the
services market will evolve from here. recommendation on what will work best.

One of the most significant choices involves whether As we enter 2020, those who are able to package a simple
to pursue business utilizing traditional proprietary and relevant solution of the right smart terminals and apps
solutions or to embrace open platforms that promise for each merchant will be best positioned to enjoy success
greater flexibility. The first approach relies on embracing in the evolving payments market. That's the only way to
a particular vendor or two and hoping its strategies and stay ahead of competitors who offer lower cost deals, and
execution are sufficient to stay ahead of the competitive one-size-fits-all solutions.
wave. The open approach embraces what ultimately will
become a mix-and-match environment where any device Victor Fenix, business development director with AEVI, has more than 20
can be delivered to a merchant, regardless of the hardware years in technology product management, strategy and customer acqui-
manufacturer, and work out of the box. sition with the last 7 years in payments and value-added SaaS platforms
for the Merchant Acquiring industry. He is responsible for establishing
Whichever path the merchant payment solutions provider strategic relationships with leading acquirers and merchant service
takes, don't expect the merchant to be wowed over by providers in the Americas and helping customers and partners bridge
insider talk about who is open or not, or who has the most their existing solutions to the next generation of acquiring innovations.
apps in their marketplace. What the merchant wants is a Contact him at response@aevi.com.