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InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals By Dale S. Laszig SMB world – Part 1 Conversational commerce:
SMBs face.
Help me innovate
level salespeople (MLSs) can use their industry knowledge
and personal experience to solve the most pressing issues
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-
and the customer experience. complex,
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
set of challenges.
attitudes about payment acceptance methods, innovation
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-
SMBs in the United States and Canada. Respondents shared interactive, evolving
have introduced SMBs to a big-brand experience and new
mortar retailers aspire to truly innovate at the intersection
of payments and the in-store experience. In response,
IVR systems
POS solutions.
Paysafe's sales discovery process has evolved from price
Independent research by global payments provider Paysafe
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
Contributed articles inside by: began to mask DTMF sounds to prevent criminals from
security, data protection, business management tools and
published by Paysafe in October 2018, found 54 percent
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
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
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
dual-tone multifrequencies (DTMF) to enable machines to
deep dive into today's SMB market. It takes a deep dive
eavesdropping on sensitive payment card data.
transmit credit card numbers. Over time, service providers
into evolving SMB environments and includes research
findings and commentary by payments industry leaders
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
n a world where anyone anywhere can transact on
messages to broadly distributed
Semafone, a data security and compliance solution
provider for call centers, uses advanced DTMF masking
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
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
Industry Payment Application Data Security Standard
Martina Jeronski ...................................................................................36 machines to per-
Bill Pirtle ...................................................................................................42
(PA-DSS) certified. "We are literally saving our payment
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
they serve. It's not always easy to differentiate between
application partners valuable time and costs that would
otherwise have gone towards achieving the [PA-DSS]
"Voice: payments' next integration," The Green Sheet's lead
Adam Hofman, product manager at CallRail, mentioned
article in issue 19:04:01, examined the expanding role of
Continued on page 31
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
than they were ten years ago, which has helped reduce wait
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
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
privacy and security and enhance productivity? Or will
TOC on page 3 Continued on page 31
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
Cannabis: a multi-billion-dollar market in limbo ...............1 Street Smarts
SM
By Patti Murphy Contract negotiations – Part 2
Thirty-nine states and D.C. have legalized the sale of cannabis Making agent agreements great again ................................28
products for medicinal and/or recreational use. But federal law By Natasa Cvijanovic, Tesla Payments
hasn't followed suit, making work-arounds thorny business. After completing your research and determining you've found the
ideal business partner, the next step is to negotiate a great agree-
News ment. What makes an agreement great? Think Schedule A.
News Briefs: New MCC for gun and ammunition sellers ..........................30
Block sued over 2021 breach .....................................................10 By Ken Musante, Napa Payments and Consulting
Congratulations to the 2022 Inc. 5000 honorees .............10 It won't be business as usual when it comes to the new MCC for
gun and ammunition sellers. Those who don't reclassify applicable
It's a mixed bag for Apple ............................................................10 merchants in their portfolios may face stark consequences.
ETA, policymakers to meet on Capitol HillX .......................10
A contemporary guide to compliant surcharging ..........32
Industry Update ...............................................................................12 By Nicholas Cucci, Fluid Pay
Views With credit card processing fees reaching as high as 3.5 percent
per transaction, merchants are looking to recoup some costs
The very point of sale : through surcharging. Are their surcharging programs compliant?
Snapshots from MPC22 ................................................................18 Key benefits of cash funding, a review .................................34
By Dale S. Laszig, DSL Direct LLC By Elie Y. Katz, National Retail Solutions
MPC: The Digital Commerce Event attracted several hundred Whether a merchant is just starting up or has existed for some
banking, financial services, tech and merchant services profession- time, cash funding offers benefits in multiple areas that affect suc-
als to in-person networking, learning and inspiration. cess, including advertising, inventory, facilities and payroll.
Five key trends shaping the payments revolution ..........19 New Products
By John Mitchell, Episode Six
Alternative currencies, as well as real-time and contactless pay- Optimize countertops with
ments are shaping the industry for today and tomorrow. New cash drawer, printer combo .......................................................36
innovators, regulators and technology are playing key roles, too. Expand Salesforce functions
and reach at your own pace ........................................................37
An ISOs path to prosperity starts at the kiosk ...................20
By Bill Vasquez, Advisor to Applova Inc. Inspiration
ISOs working with the food and beverage vertical need their mer- Authoritative leadership..............................................................38
chant restaurants to make profits, which is challenging in strained
economic times. This is where the kiosk comes in. Departments
Letter From the Editor ......................................................................5
Company Profile Readers Speak:
Card Market: Websites and ADA compliance ....................................................8
Individually tailored, end-to-end gift card platform .....23 Spotlight Innovators ......................................................................20
Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
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