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InsideGS

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
Kingdom, Germany and Austria and 306 card-present
and the customer experience.
set of challenges.
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
Conversational commerce:
ing, analysts predict more retail growth in 2019,
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
at Paysafe, said the research revealed that brick-and-
have introduced SMBs to a big-brand experience and new
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,
Paysafe's sales discovery process has evolved from price
POS solutions.
Independent research by global payments provider Paysafe
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
their efforts to balance frictionless checkouts with payment
security. Lost in Transaction: The future of payments for SMBs,
selling, he noted. Direct and indirect sales representatives
have been centering conversations with merchants about
published by Paysafe in October 2018, found 54 percent
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
security, data protection, business management tools and
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
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
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
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
innovating in the space. Part 2 will examine how merchant
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
any device, digital assistants help
messages to broadly distributed
Semafone, a data security and compliance solution
n a world where anyone anywhere can transact on
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
Jeh Holsomback ...................................................................................20 deliver targeted
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
Steve Norell ............................................................................................34audiences. While
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Bill Pirtle ...................................................................................................42
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
(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
article in issue 19:04:01, examined the expanding role of
Adam Hofman, product manager at CallRail, mentioned
than they were ten years ago, which has helped reduce wait
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
Cover Story Education jobs? they encroach on personal moments and take away our TOC on page 3
expressions of our interests, personalities and lifestyles.
The article also addresses concerns voiced by merchant
Contributed articles inside by:
level salespeople and their customers about AI in smart
homes and connected workplaces. Will AIs respect our

privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
SM
Doing business in a time of recovery – Part 1 .......................1 Street Smarts Continued on page 31
The promising scope of embedded finance .......................30
The Green Sheet Advisory Board discusses effective strategies and www.greensheet.com
By John Tucker, TreviPay
trends and offers advice for optimal results as the pandemic eases, Embedded finance is basically banking-as-a-service (BaaS), a
more people venture out and merchants open their doors.
concept that's been in development since at least 2017. The pan-
News demic accelerated development of various BaaS products.
Legal ease:
News Briefs:
AML for ISOs .......................................................................................32
Fed considers fintech access to payment services...........12 By Adam Atlas, Attorney at Law
Payments industry supports crypto startups ....................12 Today's ISOs and processors need an entry-level understanding of
the importance of money laundering controls and where ISOs fit
Dongle-free options ignite contactless commerce .........12
into the fight against financial crime.
America is getting back to business .......................................14 Why you should care about open banking ........................34
Square-Plaid combo eyes large tickets .................................14 By Andrew Gilboy, GoCardless
What exactly is open banking? How does it work? In what ways
Industry Update ...............................................................................15 will it affect financial services and payments in particular? And
Views why should you care?
New Products
Insider's report on payments:
Are crypto payments in the cards?..........................................18 Issue cards in a snap with
By Patti Murphy developer-friendly platform .....................................................35
If recent headlines are an indication, cryptocurrencies are going Secure, flexible Wi-Fi for omnichannel retailers ...............36
mainstream. They may never be as popular as cash, cards or even
checks, but crypto payments are expanding their reach. Inspiration
The 'quiet' rise of the API .............................................................20 Flourish in four easy steps...........................................................37
By Simon Fairbairn, Ingenico, a Worldline company Departments
Connection and collaboration aren't important only for humans;
for technology and machines these can be equally powerful. And Letter From the Editor ......................................................................5
APIs are silently fostering rich, dynamic technology ecosystems. Readers Speak:
Company Profile A useful book and worthy mission .............................................8
Spotlight Innovators ......................................................................21
GoCardless: Resource Guide .................................................................................38
Reduce churn, boost margins with global platform .......23 Advertiser Index ...............................................................................46
New + Tried and True = A Winning Strategy for You
Reaching the right partners and customers requires a mix of
old and new approaches. Press releases are a peerless, proven
way to tell your company’s story while also delivering a sense
of urgency. Share your latest achievements for free on our
homepage multimedia hub. The payments community will News from the Wire::
pay attention, and you’ll advance your brand. Your Press Release
Send your press releases to press@greensheet.com.
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