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IndustryUpdate

Interviews and insights from the Merchant Sales Podcast

Following are recaps of several recent episodes of the Merchant Sales Podcast moder-
ated by Patti Murphy, senior editor at The Green Sheet Inc., and CCSalesPro CEO James
Shepherd. If you're an ISO, merchant level salesperson or other merchant services provid-
er, this podcast offers advice on how to reduce merchant churn, attract new accounts, and
discover new products, services and approaches to add value to your offerings:

• Getting sold on real-time payments: Real-time payments are coming to checkouts. Are you ready to sell? In
this episode, Ron Herman described the real-time Pay-by-Bank POS solution his firm, Sionic, built and the
opportunities this creates for ISOs and agents. Plus, James explained the psychology of generating questions
and curiosity from your openings, and Patti reported on legislation that would require more transparency
in surcharging and cash discount programs.
• Why legacy ISOs will be replaced by the ISV+ISO model: Agents will shift over the next 36 months to sell
specific verticals on bundled software/payments. They will all sell for technology companies. Legacy ISOs
can either embrace technology or wait for technology companies to become ISOs and steal their agents. In
this special episode, James Shepherd shared a road map to long-term success and growth through the agent
channel.
• How to become a 'next-gen' ISO: “Just selling payment processing is not enough,” is just one insight Vijay
Sondhi, CEO at NMI shared with James and Patti in this episode's featured interview. Then James addressed
the need for ISOs to streamline merchant onboarding, and Patti reported on Senator Durbin’s latest plan for
regulating merchant acquiring.
• The future of the industry's feet on the street: This week Patti and Jame interviewed Mike Peters, who
stepped in as CEO at GetBeyond when Bob Carr shifted his full-time focus to philanthropy. They discussed
the structure and strategy of GetBeyond and how integrated payments will shape the future for feet-on-
the-street sales professionals. James followed up with his take on tech companies becoming ISOs. Patti
discussed what payment professionals should know about the Metaverse.

All episodes are available on Spotify, Stitcher, iTunes and the Merchant Sales Podcast
page at www.greensheet.com/podcasts.php.

ANNOUNCEMENTS funding round was led by Telstra Ventures with partici-
pation from KeyBank, JobsOhio Growth Capital Fund,
JumpStart Ventures, Savano Capital Partners, Capital
Alibaba.com launches One Ventures, Nyca Partners, Neventa Capital and CIBC
SMB grant program Innovation Banking. The new capital comes on the heels
of a rebrand to better represent its service offerings as a
Alibaba.com, a B2B ecommerce category leader in CXM, the company added.
marketplaces and business unit of
Alibaba Group launched its second IPSI integrates IPSIPay mobile app
annual small business grants program, the Alibaba.
com "Manifest" Grants Program, to celebrate the inno- Innovative Payment Solutions Inc., a provider of digital
vativeness of U.S. small and midsize businesses (SMBs) payment solutions, said it completed integrating the
and enhance the competitiveness of their products. IPSIPay mobile application and back-end payment pro-
Established in partnership with Hello Alice, a free cessing infrastructure. The integration enables IPSIPay
resource helping SMBs launch and grow, the grants users to easily transfer money and make payments
program aims to enable new entrepreneurs to succeed through the IPSIPay app throughout five continents and
in today’s digital age through ecommerce channels. In accelerates the full commercial launch of IPSIPay that
2021, 50 small businesses were selected from more than began earlier in 2022, IPSI noted, and comes on the heels
12,000 applicants to receive a $10,000 grant. of IPSI’s receipt of approval from the State of California
to send remittances throughout the world, which was
Boomtown rebrands as OvationCXM the only state in the continental United States from
which IPSI was still awaiting approval.
Customer experience management (CXM) provider
OvationCXM, previously Boomtown, heralded $20 mil- Socure upgrades KYC solution
lion in a combined Series C and debt funding round,
bringing the company’s overall capital raised to date Socure, a provider of digital identity verification and
to more than $40 million, representatives stated. The fraud solutions, said it enhanced its KYC/CIP solution

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