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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.
May 13, 2019 • Issue 19:05:01
complex,
In its latest installment, researchers surveyed 601 card-not-
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.
ing, analysts predict more retail growth in 2019,
Conversational commerce:
attitudes about payment acceptance methods, innovation
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
IVR systems
mortar retailers aspire to truly innovate at the intersection
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
POS solutions.
and service discussions to needs assessment and solution
Group found SMBs struggle with "competing priorities" in
their efforts to balance frictionless checkouts with payment
selling, he noted. Direct and indirect sales representatives
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
of ecommerce merchants surveyed believe frictionless
Contributed articles inside by: began to mask DTMF sounds to prevent criminals from
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
Payment technology's evolution began when interactive
voice response (IRV) systems and dial modems began to
vulnerable to fraud. Seventy-six percent reported feeling
"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
By Dale S. Laszig
This is the first article in a two-part series that takes a
code, early touchtone phones linked numeric values with
deep dive into today's SMB market. It takes a deep dive
dual-tone multifrequencies (DTMF) to enable machines to
transmit credit card numbers. Over time, service providers
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
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
Semafone, a data security and compliance solution
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
at Semafone, noted that Cardprotect 4.0 is Payment Card
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
Bill Pirtle ...................................................................................................42
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
otherwise have gone towards achieving the [PA-DSS]
they serve. It's not always easy to differentiate between
"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
times while improving customer experience," he said.
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
simple clicks into complex, interactive and contextual
than they were ten years ago, which has helped reduce wait
expressions of our interests, personalities and lifestyles.
jobs? homes and connected workplaces. Will AIs respect our Contributed articles inside by:
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
TOC on page 3 Continued on page 31
privacy and security and enhance productivity? Or will
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
Cover Story Education
Getting a handle on an economy in transition.....................1 How to handle a customer's
By Patti Murphy failed recurring payment .............................................................30
U.S. businesses are operating in a vastly different economy than By Nicholas Cucci, FluidPay
just a year ago. But ask a handful of economists what this means In today's economy, the subscription-based business model is a
and you are apt to get a handful of different answers. popular way to ensure steady cash flow for your business. How-
ever, this model is not without its challenges.
News
Bank sponsorship ............................................................................32
News Briefs: By Ken Musante, Napa Payments and Consulting
Visa updates chargeback rules to help merchants .........10 Bank sponsors can delegate authority to non-bank entities that
Green Sheet interviews Clover's Dan Bjerke ......................10 enable them to access the card network rails. But ultimately, spon-
soring institutions hold liability for all transactions.
Fresh focus, ideas define SEAA 2022 ......................................10
Real-time payments making POS debut ..............................10 New Products
Industry Update ...............................................................................12 Run restaurants efficiently with
Views all-in-one software platform ......................................................35
SMB-ready, Salesforce-integrated ecommerce 3.0 .........36
Very point of sale: Inspiration
Surviving the age of uncertainty .............................................18 Take a good, long break .............................................................377
By Dale S. Laszig, DSL Direct LLC
A June 2022 survey suggests another course correction is upon us, Departments
and fintechs are working behind the scenes to iterate POS apps as Letter From the Editor ......................................................................5
quickly as consumers change their minds. Readers Speak:
Company Profile Do I need to offer real-time payments? ...................................8
Spotlight Innovators ......................................................................20
Valor PayTech: Datebook .............................................................................................22
Run your business anywhere with single sign-on ...........23 Resource Guide .................................................................................39
Education Advertiser Index ...............................................................................46
Street Smarts
SM
Should business be a family affair? ........................................28
By Natasa Cvijanovic, Tesla Payments
New + Tried and True = A Winning Strategy for You
You may have thought about going into business with a rela-
tive or close friend, but maybe you're not sure if it's a good Reaching the right partners and customers requires a mix of
idea. There are strategies that can make it more likely you'll old and new approaches. Press releases are a peerless, proven
succeed. 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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