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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-
complex,
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
Kingdom, Germany and Austria and 306 card-present
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
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,
POS solutions.
Paysafe's sales discovery process has evolved from price
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
"The end goal is to help our customers implement solutions 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
Cover Story Education findings and commentary by payments industry leaders Contributed articles inside by: Semafone, a data security and compliance solution
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
By Dale S. Laszig
code, early touchtone phones linked numeric values with
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
innovating in the space. Part 2 will examine how merchant
Bill Pirtle ...................................................................................................42 (PA-DSS) certified. "We are literally saving our payment
any device, digital assistants help
messages to broadly distributed
n a world where anyone anywhere can transact on
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
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
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
certification themselves," he added.
Changing payments landscape How to use LinkedIn to spark meaningful
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]
TOC on page 3 machines and humans on the phone, email or online chat.
"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

voice technologies in payments. This article explores how
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
brought about by COVID ................................................................1 discussions in payment ................................................................30
than they were ten years ago, which has helped reduce wait
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
expressions of our interests, personalities and lifestyles.
jobs?
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
Contributed articles inside by:
homes and connected workplaces. Will AIs respect our
privacy and security and enhance productivity? Or will
Peter Spee ...............................................................................................36
they encroach on personal moments and take away our
By Patii Murphy By Elaina Smith, Secure Bancard TOC on page 3
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Adam Atlas ..............................................................................................38
The pandemic has boosted demand for contactless payments, LinkedIn can be a productive networking tool for professionals
Continued on page 31
www.greensheet.com
BNPL and ecommerce, and acquirers offering what today’s mer- whether they're working independently or for a big company. The
chants and shoppers want are positioned to thrive. trick is to use the platform wisely
News Best practices in alternative finance ......................................32
By Chad Otar, Lending Valley
News Briefs:
The alternative finance business can be risky. Implementing best
ETA honors Celero Commerce, Homebase, NCR Corp. ...10 practices for merchant cash advance providers can improve risk
Mastercard joins BNPL bandwagon .......................................10 mitigation and lead to productive, profitable relationships.
FDIC, EMVCo measures address emerging threats .........10 What to do about fraudsters targeting SMEs ....................33
By Michael Ault, UTP Group
Cryptocurrency gaining traction, TSG finds .......................10
2020 holds the record for being the worst year to date for breach-
Industry Update ...............................................................................12 es, with more than 36 billion data records compromised. And the
Views weak link in one growing type of fraud isn’t technology.
New Products
The very p[oint of sale :
What's in a name? ............................................................................18 Own, operate a national Bitcoin ATM network .................35
By Dale S. Laszig, DSL Direct LLC Conversational banking your way,
What's in a name? Why are so many organizations changing theirs? with your favorite device and AI ..............................................36
Is there a downside to corporate name changes? And should more Inspiration
emphasis be put on brand messaging instead?
We won't be here forever .............................................................37
Company Profile
Departments
DivideBuy: Letter From the Editor ......................................................................5
Boost revenue, delight customers with BNPL ..................23
Readers Speak:
Education More factors to consider after a double cross ......................8
Spotlight Innovators ......................................................................20
Street Smarts Resource Guide .................................................................................39
SM
Value your selling time by chucking maybes ....................28
By Jeff Fortney, Signature Payments Advertiser Index ...............................................................................46
Activities that do not drive revenue can slip into our selling time.
Some may look like sales efforts, but actually cost money. The most
egregious of these diversions is chasing maybes.
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::
Your Press Release
pay attention, and you’ll advance your brand.
Send your press releases to press@greensheet.com.
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