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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 present (CNP) SMBs in the United States, Canada, United
SMB world – Part 1
SMBs face.
Help me innovate
and personal experience to solve the most pressing issues
level salespeople (MLSs) can use their industry knowledge
During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
May 13, 2019 • Issue 19:05:01
and the customer experience. complex,
In its latest installment, researchers surveyed 601 card-not-
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
set of challenges.
ing, analysts predict more retail growth in 2019,
Conversational commerce:
particularly in the evolving small and midsize
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
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,
Paysafe's sales discovery process has evolved from price
Independent research by global payments provider Paysafe
POS solutions.
and service discussions to needs assessment and solution
Group found SMBs struggle with "competing priorities" in
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
security, data protection, business management tools and
published by Paysafe in October 2018, found 54 percent
of ecommerce merchants surveyed believe frictionless
that enable them to better their business," Rawls said. "By replace phoned-in payment card authorizations. Like Morse
transactions, such as in-app payments, make them more
aggressively targeted by fraudsters.
voice response (IRV) systems and dial modems began to
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
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
Semafone,
dual-tone multifrequencies (DTMF) to enable machines to
a data
Contributed articles inside by:
transmit credit card numbers. Over time, service providers
eavesdropping on sensitive payment card data.
deep dive into today's SMB market. It takes a deep dive
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
and
security
findings and commentary by payments industry leaders
TOC on page 3 becoming adept at representing the people and companies certification themselves," he added. compliance solution
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
n a world where anyone anywhere can transact on
messages to broadly distributed
provider for call centers, uses advanced DTMF masking
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
Steve Norell ............................................................................................34audiences. While
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Nicholas Cucci ........................................................................................40
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
Bill Pirtle ................................................................................................... 42
(P A-DSS) certified. "We are literally saving our payment
they serve. It's not always easy to differentiate between
application partners valuable time and costs that would
machines and humans on the phone, email or online chat.
otherwise have gone towards achieving the [P A-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? 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
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
Cover Story Education Continued on page 31
www.greensheet.com
GS Advisory Board Street Smarts
SM
Sage advice before the year-end Contract negotiations – Part 3
holiday crush 2022 – Part 1 ............................................................1 Top 7 items to check in your agent agreement .................28
In advance of the year-end holidays, The Green Sheet Advisory By Natasa Cvijanovic, Tesla Payments
Board shares perspectives on partnership practices, best solutions Many obligations are spelled out in an agent agreement. It's
old and new, and last minute tweaks before the crush. imperative that yours sets forth essential rights and duties before
News you sign. It's also smart to get professional help.
Who moved the residual cheese? ...........................................32
News Briefs:
By Allen Kopelman, Nationwide Payment Systems
CFPB report questions BNPL ethics, efficacy .....................10 Merchants are accepting all types of payments, and if digital wal-
QuickFee exits BNPL .......................................................................10 lets, cryptocurrencies and other emerging methods are off your
ETA's fintech forum explores grid, it's going to hurt your bottom line.
collaboration, inclusivity .............................................................10 New Products
Automation, managed services impress vendors ...........10
Easier, faster, more accessible
Industry Update ...............................................................................12 cross-border payments .................................................................35
Views Transform AP, AR with automated
real-time payments .......................................................................36
Insider's report on payments : Inspiration
Addressing the cannabis conundrum ...................................16
By Patti Murphy, ProScribes Inc. The budget-friendly, eco-friendly office ..............................37
Despite wide state-level legalization of cannabis for medicinal Departments
and/or personal use and federal guidance on banking cannabis- Letter From the Editor ......................................................................5
industry businesses, the card brands say hands off their rails. Readers Speak:
Today's ATMs are becoming more relevant for FIs ..........18 Authenticating who you are, the
By Wayne Malone, FCTI way to secure transactions ............................................................8
Spotlight Innovators ......................................................................20
Despite ongoing calls for the death of cash and all things cash-
related, ATMs aren't even close to becoming relics. ATMs are evolv- Resource Guide .................................................................................39
ing to meet the needs that mobile and digital banking cannot. Advertiser Index ...............................................................................46
Company Profile
Tillful:
Helping SMBs scale with top
access to credit, funding .............................................................23
New + Tried and True = A Winning Strategy for You
Reaching the right partners and customers requires a mix of
old and new approaches. Press releases are a peerless, proven
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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