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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
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.
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
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
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
"The end goal is to help our customers implement solutions
voice response (IRV) systems and dial modems began to
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
messages to broadly distributed
n a world where anyone anywhere can transact on
Semafone, a data security and compliance solution
provider for call centers, uses advanced DTMF masking
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
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
(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
article in issue 19:04:01, examined the expanding role of
Continued on page 31
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
simple clicks into complex, interactive and contextual
times while improving customer experience," he said.
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
Editing Paytech DNA – Part 1 ........................................................1 Street Smarts
By Dale S. Laszig Personal branding—what
it is and why it's important .........................................................28
This first article in a two-part series explores the algorithms and By Natasa Cvijanovic, Tesla Payments
cryptography that formed early POS systems and continues to
shape the products and services of today and tomorrow. Personal branding conveys your values and principles to the
world. It ensures that your target audience understands why they
News should do business with you. Here are tips on how to do it.
News Briefs: Legal ease:
Payroll, payment rails fair game for BNPL players ..........10 Complex international processing:
opportunity and risk ......................................................................32
Businesses want P2P, ETA-TSG survey finds ...................10
By Adam Atlas , Attorney at Law
U.S. House approves Payment Choice Act ...........................10
How do you handle U.S. merchants with global affiliates; foreign-
Apple, PayPal ramp up BNPL .....................................................10 owned U.S. merchants with consumers worldwide; and complex,
international funds, data and business models?
Industry Update ...............................................................................12
Views Compete with Square and remain profitable ....................35
By Dustin Magaziner, PayBright
Insider's report on payments: Think twice before you roll your eyes when a friend or family
The 'Great Allocation' in digital payments begins ...........16 member asks you to set up card processing for their fledgling
By Patti Murphy, ProScribes Inc. business, which processes from $300 to $3,000 per month.
A new POS payments service, Pay-By-Bank, supports bank-to-bank New Products
digital payments from consumer to merchant accounts, initiated
at the POS, or even in a car. Scale faster, smarter with end-to-end
field management ...........................................................................36
Let's break down the gender barrier
in the payments industry............................................................18 Support all payments with all-in-one Android POS ......37
By Paulette Rowe, Paysafe, Integrated and Ecommerce Solutions Inspiration
For the payments industry to achieve true equality, it's time to ad- Make a difference during heat waves ....................................38
dress historically harmful attitudes that are often overlooked and
consider what employees at all levels need to succeed. Departments
Company Profile Letter From the Editor ......................................................................5
Readers Speak:
Plink : A stable alternative to Bitcoin? ....................................................8
Expand revenue, grow your base Spotlight Innovators ......................................................................20
with issuer-side residuals ...........................................................23 Datebook .............................................................................................22
Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
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