Page 3 - GS220501

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
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
of payments and the in-store experience. In response,
IVR systems
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
security, data protection, business management tools and
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
vulnerable to fraud. Seventy-six percent reported feeling
Payment technology's evolution began when interactive
"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
This is the first article in a two-part series that takes a
code, early touchtone phones linked numeric values with
By Dale S. Laszig
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
into evolving SMB environments and includes research
eavesdropping on sensitive payment card data.
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
Semafone, a data security and compliance solution
messages to broadly distributed
n a world where anyone anywhere can transact on
provider for call centers, uses advanced DTMF masking
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
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
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
privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
Cover Story Education Continued on page 31
www.greensheet.com
SM
Payment standards: more talk, more action .........................1 Street Smarts
By Dale S. Laszig Breaking through the noise .......................................................28
By Natasa Cvijanovic, Tesla Payments
Global standard bodies constantly pivot in response to emerging
technologies and changing behaviors. This article reveals how If you're finding it increasingly difficult to break through the noise
experts leverage the technology itself to protect it from harm. and connect with quality prospects, you're not alone. But with
smart practices you can attract and keep good merchants.
News
Legal ease:
News Briefs: 50 ways to sell your ISO ................................................................30
Post pandemic, NEAA lights up Philadelphia ....................10 By Adam Atlas, Attorney at Law
Mastercard advances BNPL strategy......................................10 When selling an ISO, it's essential to consider the implications
of how this is done, as it will impact sale price, tax, post-closing
Retailers swarm to Mexico's ecommerce bonanza ..........11
liabilities and many more variables.
Lawmakers press card brands on interchange .................11
An unexpected upside for
Industry Update ...............................................................................14 cannabis-ancillary businesses...................................................32
View By Tyler Kem, Strike Tax Advisory
The popular R&D tax credit can now be claimed by business own-
Insider's report on payments: ers in some cannabis-adjacent businesses. The businesses that
Will Visa kill cash discounting? .................................................18 quality aren't as visible as the dispensaries that come to mind.
By Patti Murphy, ProScribes Inc.
Public-private partnerships : benefits and challenges .34
Visa's monitoring for violations of its surcharging and cash dis- By Michael Leshinsky, Leshinksy Finance LLC
counting rules has created consternation among ISOs, with some Have you thought of expanding your business by partnering with
suggesting the days of cash discounting are numbered.
a government agency? If so, keep in mind that public-private
partnerships come with unique benefits and challenges.
Runaway inflation a wrecking ball for many SMBs ........19
By Chad Otar, Lending Valley New Products
Small businesses have a good idea just how bad inflation is—and
how bad it's going to get. This article breaks down the potential Accelerate international reach
impact of inflation in 2022 and beyond. with nexo-based POS app ...........................................................36
Global ecommerce built to your specifications ................37
Company Profile
Inspiration
Under: Helping perfectionists ease up .................................................38
Drive deals with one-stop payments,
document management ..............................................................23 Departments
Letter From the Editor ......................................................................5
Readers Speak:
AML enforcement fines at all-time high .................................8
Spotlight Innovators ......................................................................20
Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
3