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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
In its latest installment, researchers surveyed 601 card-not-
and the customer experience. complex,
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,
Conversational commerce:
particularly in the evolving small and midsize
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
SMBs in the United States and Canada. Respondents shared interactive, evolving
at Paysafe, said the research revealed that brick-and-
have introduced SMBs to a big-brand experience and new
IVR systems
mortar retailers aspire to truly innovate at the intersection
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
of payments and the in-store experience. In response,
POS solutions.
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
of ecommerce merchants surveyed believe frictionless
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
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
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
a data
Contributed articles inside by:
dual-tone multifrequencies (DTMF) to enable machines to
Semafone,
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
findings and commentary by payments industry leaders
security
began to mask DTMF sounds to prevent criminals from
and
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
messages to broadly distributed
n a world where anyone anywhere can transact on
provider for call centers, uses advanced DTMF masking
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
at Semafone, noted that Cardprotect 4.0 is Payment Card
Steve Norell ............................................................................................34audiences. While
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]
article in issue 19:04:01, examined the expanding role of
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
that advanced speech recognition has enabled IVR systems
than they were ten years ago, which has helped reduce wait
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? 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
Real-time payments coming soon to a bank near you .....1 Street Smarts
SM
By Patti Murphy, ProScribes Inc. A fond farewell ..................................................................................28
FedNow will be open for business beginning in July. A new set of By Natasa Cvijanovic, Tesla Payments
payment rails run by the Fed, FedNow's launch will be an impor- A time of transition presents an opportunity to think deeply about
tant milestone in helping FIs serve customer needs. the concept of enough—what it means to you, and why, and what
it is you are ultimately aiming for in your career and life.
News
Payment card processing trends in 2023 .............................30
News Briefs: By Elie Y. Katz, National Retail Solutions
UK moves on BNPL regulations ................................................10 Retailers can easily research trendy credit card machines and ret-
ETA, Discover recognize 40 next-gen leaders ....................10 rofit iPad or Android devices to optimize transactions. They need
help spotting and implementing the tech they'll really need.
Visa affirms commitment to crypto ........................................10
CFPB not yet ready to regulate BNPL.....................................10 AI selling: run, don't walk ............................................................32
By Adrian Talapan, Fee Navigator
U.S., UK regulators address SVB fallout................................10
It makes sense to lead with value-added services and vertical in-
Industry Update ...............................................................................11 dustry knowledge, but at some point your prospects will ask what
these services cost. You need to be ready. AI can help.
Views
The very point of sale: Feature
Give laggards another chance...................................................15 GS Book Notes:
By Dale S. Laszig, DSL Direct LLC Can creativity survive digitalization ......................................34
With all the dizzying speed, apps and capabilities now available New Products
to consumers, merchants and service providers, it's too easy to
dismiss people for not being technically savvy. Enhance profit, efficiencies with
Seven new rules for SMBs in 2023 ...........................................18 hosted ATM, kiosk management .............................................36
By Allen Kopelman, Nationwide Payment Systems Simplify cash or credit decisions
with dual pricing at the POS .......................................................37
Payments leaders have long been vocal about laws they deem
unfair, restrictive or potentially harmful to the payments industry. Inspiration
Given current economic headwinds, they need your support. Transition to spring .......................................................................38
The death of a bank ........................................................................19 Departments
By Ken Musante, Napa Payments and Consulting
Letter From the Editor ......................................................................5
Banks fail on Fridays. This gives the Federal Deposit Insurance Readers Speak: More on sanctions ............................................8
Corp. time to step in and take possession of the physical premises Spotlight Innovators ......................................................................21
and be prepared for customers on Monday.
DateBook .............................................................................................34
Company Profile Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
Valutec:
Partner and profit with gift and loyalty royalty ...............23
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