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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
uoyed by reports of record 2018 holiday spend-
set of challenges.
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
of payments and the in-store experience. In response,
IVR systems
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,
published by Paysafe in October 2018, found 54 percent
have been centering conversations with merchants about
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
vulnerable to fraud. Seventy-six percent reported feeling
Payment technology's evolution began when interactive
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
replace phoned-in payment card authorizations. Like Morse
that enable them to better their business," Rawls said. "By
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
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
n a world where anyone anywhere can transact on
Semafone, a data security and compliance solution
messages to broadly distributed
provider for call centers, uses advanced DTMF masking
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
at Semafone, noted that Cardprotect 4.0 is Payment Card
Nicholas Cucci ........................................................................................40
Bill Pirtle ...................................................................................................42
Martina Jeronski ...................................................................................36 machines to per-
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
(PA-DSS) certified. "We are literally saving our payment
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
article in issue 19:04:01, examined the expanding role of
Adam Hofman, product manager at CallRail, mentioned
Continued on page 31
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
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 Education
SM
Navigating multi-layered security .............................................1 Street Smarts
By Dale S. Laszig Work tirelessly now, reap the benefits later .......................28
By Natasa Cvijanovic, Tesla Payments
What is a holistic security strategy, and how can a layered ap-
SM
proach help secure and protect physical and digital environments Our new Street Smarts author tells us how she happened into
at a time of heightened concerns about cyberattacks. the payments industry, why she has remained and grown with the
industry, and what has led to her success as an entrepreneur.
News
Relocating your business 101 ....................................................30
News Briefs: By Nicholas Cucci, C.F.E., Fluid Pay
Consumers open to secure Moving your established business can be a daunting task.
open banking, surveys find ........................................................10 However, if you take an organized, methodical approach you can
Biden's digital asset EO sparks public commentary .......10 alleviate much of the pain.
CFPB chief balks at rising interchange ..................................10 Coopetition: Competition with positive ROI ......................32
Fintechs become magnets for payment fraud ..................10 By Tyler Kem, Strike Tax Advisory
Advanced, user-friendly platforms In the business world, it may feel counterintuitive to reach out to
helping BNPL scale .........................................................................10 potential competitors and collaborate on projects together. But
coopetition, done right, brings in high-value returns.
Industry Update ...............................................................................12 SMB funding – more options now than ever ......................34
Views By Chad Otar, Lending Valley
Many businesses now need help to pay extra costs of products
Insider's report on payments: and staffing without cutting hours or raising prices. Luckily, there
A pitch for pitching micro merchants ....................................18 are ways to fund businesses that didn't exist a few years ago.
By Patti Murphy, ProScribes Inc.
When Square came on the scene, many thought serving micro New Product
merchants was a foolish notion. Now, adding a solution for micro Drive agile workflows with integration-free
merchants looks like a wise move for service providers.
data management ..........................................................................36
Crypto ATMs are the future worldwide .................................19 Inspiration
By Lee Hansen Byte Federal
Meeting the inflation challenge ...............................................37
Bitcoin ATMs are on the rise. Most major cities worldwide have
been using them for years; they are proliferating beyond major Departments
cities, too. And for good reason.
Letter From the Editor ......................................................................5
Company Profile Readers Speak:
Now is the time to digitize AP processes.................................8
Finova Capital Spotlight Innovators ......................................................................20
Experienced, results-driven Resource Guide .................................................................................39
merchant finance partner............................................................23
Calendar/DateBook ........................................................................45
Advertiser Index ...............................................................................46
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