Page 3 - GS230101

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
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
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
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
IVR systems
mortar retailers aspire to truly innovate at the intersection
POS solutions.
Paysafe's sales discovery process has evolved from price
Independent research by global payments provider Paysafe
of payments and the in-store experience. In response,
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
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
of ecommerce merchants surveyed believe frictionless
security, data protection, business management tools and
published by Paysafe in October 2018, found 54 percent
that enable them to better their business," Rawls said. "By replace phoned-in payment card authorizations. Like Morse
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
voice response (IRV) systems and dial modems began to
vulnerable to fraud. Seventy-six percent reported feeling
Payment technology's evolution began when interactive
"The end goal is to help our customers implement solutions
By Dale S. Laszig
code, early touchtone phones linked numeric values with
Contributed articles inside by:
a data
dual-tone multifrequencies (DTMF) to enable machines to
Semafone,
This is the first article in a two-part series that takes a
into evolving SMB environments and includes research
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
and
began to mask DTMF sounds to prevent criminals from
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
Jeh Holsomback ...................................................................................20 deliver targeted
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
I it may seem incongruous to use
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
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.
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
Continued on page 31
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? 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
GS Advisory Board Street Smarts
SM
The scope of payments 2023: Part 1..........................................1 Work SMARTER, not harder ........................................................28
At the start of a brand new year, The Green Sheet Advisory Board By Natasa Cvijanovic, Tesla Payments
shares insights on successes in 2022, emerging technology, data Salespeople set goals to guide their efforts in a desired direction.
security, social media, and the longevity of ISOs and MLSs. Without a clear destination, the year will pass, and you'll have little
to show for it. Goal setting discourages procrastination.
News
Countdown to FedNow –
News Briefs: The challenges and impacts .......................................................30
BNPL not quite universal in ecommerce ..............................10 By Dr. Jack T. Baldwin, BHMI
Bank customers prioritize In this new year there is discussion on how the FedNow launch
engagement, studies show .........................................................10 will ultimately unfold and impact the faster payments landscape,
including payments organization and FI back-office operations.
Life without rewards is pointless .............................................10
Experts discuss potential Setting MATCH straight ................................................................32
fallout from FTX implosion .........................................................10 By Ken Musante, Napa Payments and Consulting
Industry Update ...............................................................................12 As part of underwriting before merchant boarding, all acquirers
View must query the MATCH system, which merchants and acquirers
must understand so as not to be terminated for cause.
Insider's report on payments: Reduce merchant fraud while scaling up .............................34
2023 will be big year for instant payments ........................18 By Robert Ellenhorn, EverC
By Patti Murphy, ProScribes Inc.
A critical challenge for growing payment providers is onboarding
TCH launched its real-time, instant payments network, RTP, five new merchants while mitigating risk. Online fraud and uneven risk
years ago. This year the Federal Reserve is set to launch FedNow, distribution are among the hurdles to overcome.
which will support near instantaneous payments 24/7/365.
New Products
Company Profile
Safely, efficiently test and
ConnexPay: launch innovative solutions ......................................................36
Single-source issuing, acquiring
to improve bottom lines ..............................................................23 Jumpstart digital journey with
Departments mobile app development and more .......................................37
Letter From the Editor ......................................................................5 Inspiration
Readers Speak: Give and get support in 2023 ....................................................38
Goals geared for the payments crowd .....................................8
Spotlight Innovators ......................................................................20
Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
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