Page 3 - GS230401

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.
and the customer experience. complex,
In its latest installment, researchers surveyed 601 card-not-
May 13, 2019 • Issue 19:05:01
Kingdom, Germany and Austria and 306 card-present
set of challenges.
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
Conversational commerce:
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV , chief commercial officer, payment processing
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
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
POS solutions.
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
published by Paysafe in October 2018, found 54 percent
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
transactions, such as in-app payments, make them more
aggressively targeted by fraudsters.
Payment technology's evolution began when interactive
vulnerable to fraud. Seventy-six percent reported feeling
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
code, early touchtone phones linked numeric values with
By Dale S. Laszig
Contributed articles inside by:
a data
dual-tone multifrequencies (DTMF) to enable machines to
This is the first article in a two-part series that takes a
Semafone,
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
findings and commentary by payments industry leaders
security
and
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
provider for call centers, uses advanced DTMF masking
messages to broadly distributed
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
at Semafone, noted that Cardprotect 4.0 is Payment Card
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
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]
"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
voice technologies in payments. This article explores how
that advanced speech recognition has enabled IVR systems
than they were ten years ago, which has helped reduce wait
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
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
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
SM
Can we restore SMB satisfaction? ...............................................1 Street Smarts
By Dale S. Laszig My evolution and product-led growth ..................................28
A divide is growing between SMBs and merchant service provid- By Nick Cucci, Fluid Pay LLC
ers, according to recent research. Whether it widens depends on Long-time contributor Nick Cucci takes on Street Smarts for the
SM
several factors, some of which MSPs can control. coming year, bringing enthusiasm and inspiring ideas, starting
with the benefits of product-led growth strategies.
News
Real-time payments: Operational readiness
News Briefs: unlocks profit potential ................................................................31
NICE Actimize finds huge hike in banking fraud ..............10 By Casey Scheer, BHMI
Fed sets July startup for FedNow .............................................10 Real-time payment adoption will grow rapidly in the coming
years, and pressure is mounting for financial services companies
Court upholds Mastercard-Visa to update their infrastructure to support it. Are you ready?
settlement with retailers .............................................................10
FTC proposes click-to-cancel subscription provision ....11 Legal ease:
Bankrupt acquiring bank !#*
Fintech Meetup: a tour de force ...............................................11 What’s an ISO to do under the law? ........................................33
Industry Update ...............................................................................12 By Adam Atlas, Attorney at Law
What happens when an acquiring bank goes bankrupt? It
Views depends on whether an ISO is retail or wholesale, and whether
Insider's report on payments: merchant reserves or unpaid residuals are involved.
Block on the hot seat .....................................................................15
By Patti Murphy, ProScribes Inc. New Products
Hindenburg Research accused Block of being a bastion of criminal Embed custom digital wallets
activity, among other shady practices. True or not, this presents an directly into your app ....................................................................36
opportunity for ISOs. Facilitate instant payouts with digital
value infrastructure .......................................................................37
Expanding access to financial services
for female business owners .......................................................18 Inspiration
By Lori Griboski, Paysafe
Take action, don't worry...............................................................38
Many women continue to face significant obstacles when starting
their own businesses. Fintech providers that champion broader Departments
representation are providing solutions to help level the playing Letter From the Editor ......................................................................5
field. Readers Speak: Should I contact influencers? ......................8
Company Profile Spotlight Innovators ......................................................................21
Resource Guide .................................................................................39
Payfactory: Advertiser Index ...............................................................................46
Deeper payments, wider rev
share with trusted partner .........................................................23
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