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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
Kingdom, Germany and Austria and 306 card-present
and the customer experience.
set of challenges.
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
Conversational commerce:
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV , chief commercial officer, payment processing
SMBs in the United States and Canada. Respondents shared interactive, evolving
at Paysafe, said the research revealed that brick-and-
have introduced SMBs to a big-brand experience and new
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.
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
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
vulnerable to fraud. Seventy-six percent reported feeling
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
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
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
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
at Semafone, noted that Cardprotect 4.0 is Payment Card
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
Bill Pirtle ...................................................................................................42
(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
that advanced speech recognition has enabled IVR systems
times while improving customer experience," he said.
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
Editing Paytech DNA – Part 2 ........................................................1 Five ways consumer spending
By Dale S. Laszig habits have changed in 2022 .....................................................32
This second article in a two-part series on paytech DNA looks at By Chirag Patel, Paysafe
how innovative security experts are editing technologies to create Interviews with 11,000 consumers in 10 countries across Europe
a new generation of post-quantum cryptography. and the Americas revealed five key take-aways about how con-
sumer spending habits are changing this year.
News
Taking advantage of seasonal sales trends ........................34
News Briefs: By Elie Y. Katz, National Retail Solutions
Researchers, fintechs find help amid high inflation .......10 To thrive as a payments professional, it's essential to understand
Payments Choice Act wins secondary vote .........................10 the needs of the merchants you serve. One critical retailer need is
to be able to identify and utilize seasonal sales trends.
The metaverse angles to be new retail channel ...............10
MPC22 event to explore 'currency of change' ...................10 New Products
Industry Update ...............................................................................14 Convert apps into shopping channels
View with one-click checkout ..............................................................35
Foster identity trust in professional
teams and enterprises ..................................................................36
Insider's report on payments:
Electronic payments displacing checks ................................18 Inspiration
By Patti Murphy, ProScribes Inc.
Research before hitting the road .............................................37
For a long time, checks seemed like the Energizer Bunny, the Ener-
gizer battery mascot that ran and ran while competitors petered Departments
out. But now, at long last, checks may be flagging. Letter From the Editor ......................................................................5
Company Profile Readers Speak:
Card brands scalded for permissive approach .....................8
equipifi: Spotlight Innovators ......................................................................20
Empower partners with flexible, Datebook .............................................................................................31
brandable BNPL solutions ..........................................................23 Resource Guide .................................................................................39
Education Advertiser Index ...............................................................................46
SM
Street Smarts
Stay relevant – reinvent your selling style ..........................28
By Natasa Cvijanovic, Tesla Payments New + Tried and True = A Winning Strategy for You
Amid continued transformation throughout the payments Reaching the right partners and customers requires a mix of
industry, it's time to assess whether you've adapted your sales ap- old and new approaches. Press releases are a peerless, proven
proach, so you can remain relevant, useful and effective. 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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