Page 3 - GS221102

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
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.
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
set of challenges.
attitudes about payment acceptance methods, innovation
uoyed by reports of record 2018 holiday spend-
Conversational commerce:
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
SMBs in the United States and Canada. Respondents shared interactive, evolving
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
IVR systems
mortar retailers aspire to truly innovate at the intersection
of payments and the in-store experience. In response,
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
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,
security, data protection, business management tools and
that enable them to better their business," Rawls said. "By replace phoned-in payment card authorizations. Like Morse
of ecommerce merchants surveyed believe frictionless
published by Paysafe in October 2018, found 54 percent
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
vulnerable to fraud. Seventy-six percent reported feeling
Payment technology's evolution began when interactive
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
By Dale S. Laszig
code, early touchtone phones linked numeric values with
dual-tone multifrequencies (DTMF) to enable machines to
This is the first article in a two-part series that takes a
Semafone,
Contributed articles inside by:
a data
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
innovating in the space. Part 2 will examine how merchant
TOC on page 3 becoming adept at representing the people and companies certification themselves," he added. compliance solution
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
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
Martina Jeronski ...................................................................................36 machines to per-
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
at Semafone, noted that Cardprotect 4.0 is Payment Card
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
Bill Pirtle ................................................................................................... 42
(P A-DSS) certified. "We are literally saving our payment
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [P A-DSS]
machines and humans on the phone, email or online chat.
Continued on page 31
article in issue 19:04:01, examined the expanding role of
Adam Hofman, product manager at CallRail, mentioned
"Voice: payments' next integration," The Green Sheet's lead
voice technologies in payments. This article explores how
than they were ten years ago, which has helped reduce wait
that advanced speech recognition has enabled IVR systems
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? privacy and security and enhance productivity? Or will 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
homes and connected workplaces. Will AIs respect our
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
Integrated payments are here – are ISOs ready? ................1 Street Smarts
SM
By Patti Murphy The niche–selling edge ................................................................28
ISOs and their channel partners can make hay out of independent By Natasa Cvijanovic, Tesla Payments
software vendors' encroachment by partnering with them to Having a clearly defined niche market and positioning yourself as
integrate payment processing into their software. the go-to expert for a particular merchant type gives you an edge
over generalist merchant level salespeople.
News
Metaverse – the next frontier
News Briefs: for payments providers? ..............................................................30
Tech giant Bluefin acquires global processor TECS .........10 By Sascha Münger, Worldline Merchant Services
Zelle under fire ..................................................................................10 Many companies want to shape the metaverse and generate rev-
enue from it. And what better place to start the conversation than
CFPB, payment leaders aligned at the very heart of revenue generation: payments.
on open banking protections ....................................................10
Strong holiday spending growth predicted .......................10 What is PCI compliance? ...............................................................34
By Gary W. Glover, SecurityMetrics
Industry Update ...............................................................................12
Remember, regardless of the size of your business or how many
Views transactions you process, if you collect, transmit, maintain or
transfer card data, you must comply with the PCI DSS.
A retail-wholesale ISO comparison .........................................14
By Ken Musante, Napa Payments and Consulting New Products
There are many reasons to become a wholesale ISO, and while Securely issue, process, manage
having an accomplished sales team is a necessary precondition, it checks from anywhere ..................................................................35
is, by itself, insufficient to justify the move.
Secure mobile payments without
Now is the time for FIs to seize swapping POS or processor ........................................................36
the ISO 20022 moment .................................................................17 Inspiration
By Sumeet Puri, Solace
Thanksgiving matters ...................................................................37
In effect, SWIFT has become the official standard for international
payments, and it’s set to transform how banks and financial ser- Departments
vices organizations process cross-border payments
Letter From the Editor ......................................................................5
Readers Speak:
Let's get real about merchant reserves .................................19
By Bryce Van De Moere, Global Legal Law Firm Payments on Twitter? .......................................................................8
Spotlight Innovators ......................................................................20
Reserve accounts protect ISOs and banks from expenses that mer- Resource Guide .................................................................................39
chants are responsible for. But what happens when an ISO won't
release reserve funds after merchant account closure? Advertiser Index ...............................................................................46
Company Profile
Green Payments:
Boost revenues, reduce fees
with lean green solution ..............................................................23
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