Page 3 - GS210701

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-
complex,
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
and the customer experience.
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,
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
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
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
security, data protection, business management tools and
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
"The end goal is to help our customers implement solutions
voice response (IRV) systems and dial modems began to
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
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
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
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
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
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 Continued on page 31
privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
Cover Story Company Profile
Cracking fraud's code .......................................................................1 Choice Merchant Solutions :
Partner-driven, technology-proven
Abundant checkout options delight shoppers and merchants,
but they create a feast for bad actors who steal data, identities merchant solutions ........................................................................23
and money. The good news: powerful tools exist to thwart these Education
attacks. Street Smarts
SM
News Challenges, opportunities in our new normal ..................28
By Jeff Fortney, Signature Payments
News Briefs:
Those who adapted to the industry's huge shifts over recent years
COVID 'Black Swan' reshaped global commerce ..............12
with new ways to approach and serve merchants can now find op-
Real-time payments go live in Iowa ........................................12 portunities in the new normal brought on by the pandemic.
ThetaRay, Google Cloud tackle AML ......................................12 Fee-free payment processing: a must for pot shops ......31
Fed, cyber experts unite against ransomware ..................13 By Max Miller, Paybotic
PayPal revamps pricing, hikes ecommerce fees ...............13 Cannabis businesses, which operate at a disadvantage to other
businesses, are seeking ways to reduce overhead. ISOs and MLSs
Industry Update ...............................................................................14 can provide them with money-saving services.
Views New Products
Quickly embed payments in specialized software .........34
Insider's report on payments :
A coming of age for real-time payments ..............................17 Drive sales, engagement with
By Patti Murphy, Proscribes Inc. virtual brand ambassadors.........................................................36
Banks and credit unions are joining the march toward real-time Inspiration
payments, realizing that if they do not, they will risk losing custom- Finding community in a new locale ........................................37
ers to nonbank financial technology challengers.
Departments
How contactless payments are taking off with CPoC ....18
By David Close, Futurex Letter From the Editor ......................................................................5
Readers Speak:
Mobile POS devices are ubiquitous, and CPoC-based solutions Automatic contract renewals and state law ..........................8
have gained momentum, providing a high level of security and Spotlight Innovators ......................................................................21
lowering the cost of entry for merchants of all sizes.
Resource Guide .................................................................................38
Android + the humble terminal = transformation ..........32
New + Tried and True = A Winning Strategy for You
By Michael Ault, UTP Group
Reaching the right partners and customers requires a mix of
The ubiquitous payment terminals, which have reliably taken card
old and new approaches. Press releases are a peerless, proven
payments for decades, have undergone dramatic technological
way to tell your company’s story while also delivering a sense
advances that accelerated after COVID-19 arrived.
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.
3