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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
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
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
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
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
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
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]
Adam Hofman, product manager at CallRail, mentioned
"Voice: payments' next integration," The Green Sheet's lead
article in issue 19:04:01, examined the expanding role of
Continued on page 31
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
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
TOC on page 3 Continued on page 31
privacy and security and enhance productivity? Or will
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
Latin America, awakening ecommerce giant ........................1 Street Smarts
SM
By Dale S. Laszig What makes a vendor your favorite? .....................................28
To understand the Latin American market, The Green Sheet inter- By Natasa Cvijanovic, Tesla Payments
viewed executives whose enterprises are shaping the region's As an ISO or merchant level salesperson, a good product will
commerce, cybersecurity, paytech and financial services. elevate you to a valuable consultant for your merchants. But how
do you select products and vendors to work with?
News
News Briefs: Legal ease:
Sanctions compliance in payment processing ..................30
Can neobank models save BNPL providers? ......................10 By Adam Altas, Attorney at Law
Visa changes surcharge rules ....................................................10 ISOs, processors and acquiring banks are on the front lines of
UK BNPLs face increased regulatory scrutiny ....................10 screening new clients to filter out the bad actors. How often do
they stop to think about sanctions screening?
Payments forum joins PINless debit push ...........................10
Feature
Industry Update ...............................................................................14
Views Green Sheet interviews
Caf CEO Jason Howard ..................................................................35
Insider's report on payments:
Regulatory outlook is mixed bag for BNPL .........................18 New Products
By Patti Murphy, ProScribes Inc. Recognize, reward customers instantly at the POS ........36
Americans can be expected to rack up nearly $40 billion in BNPL Boost customer, employee experience
transactions this year. Experts have expressed concerns that some with digital assistants ...................................................................37
consumers are racking up too much debt with BNPL.
Inspiration
B2B payments in 2023: The many benefits of newsletters ...........................................38
Businesses need to go digital now ..........................................32
By Darin Horrocks, REPAY Departments
Many institutions across sectors still use cash and physical checks Letter From the Editor ......................................................................5
to make payments to their partners and vendors, wasting their Readers Speak: Is it time to regulate crypto? .......................8
own—and their stakeholders'—valuable time. Spotlight Innovators ......................................................................21
Company Profile DateBook .............................................................................................34
Resource Guide .................................................................................39
Paynuity: Advertiser Index ...............................................................................46
Unified commerce within a single payment platform ...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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