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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.
In its latest installment, researchers surveyed 601 card-not-
May 13, 2019 • Issue 19:05:01
and the customer experience. complex,
Kingdom, Germany and Austria and 306 card-present
attitudes about payment acceptance methods, innovation
set of challenges.
uoyed by reports of record 2018 holiday spend-
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
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
Independent research by global payments provider Paysafe
POS solutions.
Paysafe's sales discovery process has evolved from price
of payments and the in-store experience. In response,
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,
that enable them to better their business," Rawls said. "By replace phoned-in payment card authorizations. Like Morse
of ecommerce merchants surveyed believe frictionless
security, data protection, business management tools and
published by Paysafe in October 2018, found 54 percent
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
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
By Dale S. Laszig
code, early touchtone phones linked numeric values with
This is the first article in a two-part series that takes a
Semafone,
dual-tone multifrequencies (DTMF) to enable machines to
Contributed articles inside by:
a data
into evolving SMB environments and includes research
deep dive into today's SMB market. It takes a deep dive
eavesdropping on sensitive payment card data.
transmit credit card numbers. Over time, service providers
began to mask DTMF sounds to prevent criminals from
security
and
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
messages to broadly distributed
provider for call centers, uses advanced DTMF masking
n a world where anyone anywhere can transact on
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-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Nicholas Cucci ........................................................................................40
Steve Norell ............................................................................................34audiences. While
Bill Pirtle ................................................................................................... 42
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
(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]
Continued on page 31
"Voice: payments' next integration," The Green Sheet's lead
article in issue 19:04:01, examined the expanding role of
Adam Hofman, product manager at CallRail, mentioned
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
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
homes and connected workplaces. Will AIs respect our
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
Cover Story Education
www.greensheet.com
Solving the digital identity crisis – Part 2 ...............................1 Street Smarts
SM
By Dale S. Laszig What are marketing tactics? – Part 2 ..............................28
By Nick Cucci, Fluid Pay LLC
The first article in this series on digital identity surveyed the battle
between fraud fighters and criminals. This final article shares per- This second article in a two-part series takes a close look at several
spectives from leaders across the identity community. common types of marketing tactics used today and how they can
News benefit your sales and marketing efforts.
Legal ease:
News Briefs: SEC crypto crackdown:
AIs replacing cold calls, researchers find .............................10 Learning what ISOs have known for decades ................30
By Adam Atlas , Attorney at Law
Will FTC ruling benefit FedNow? ..............................................10
In the ever-changing world of crypto, debate is ongoing about
New chargeback rules a 'game changer' ..............................10
which of the hundreds of virtual currencies and tokens issued are
Identiverse 2023 highlights reusable identity ..................10 actually securities. It's complicated.
New reports find escalating ransomware threats ...........10 The power of cash discount programs ..................................32
By Elie Y. Katz, National Retail Solutions
Industry Update ...............................................................................12
With cash discounting, customers can save money while also help-
Views ing lower processing costs for merchants. This can be a win-win-win
for merchants, shoppers and service providers.
Back to basics: Growth through
business fundamentals.................................................................16 New Products
By Scott Dawson, DECTA
Automate, expand church donations
It is often assumed that the only recipe for growth within a market is with advanced tech .......................................................................36
to innovate, but it is more important to keep both eyes on the prize
and concentrate on the fundamentals that ensure growth. Revitalize your brand with
custom, one-of-a-kind software ..............................................37
Can you trust your bank? .............................................................18
By Bob Kaufman, ConnexPay Inspiration
When there is unrest in the economy, banks become even more Huge mistakes will happen, dive in anyway ......................38
conservative to limit risk. So, what can companies do to protect Departments
themselves from banks turning against them during uncertain
times? Letter From the Editor ......................................................................5
Company Profile Readers Speak:
Traditional processors versus payfacs .....................................8
CoreChain Technologies: DateBook .............................................................................................20
Add profit, remove friction with Spotlight Innovators ......................................................................21
blockchain-based AP solution ..................................................23 Resource Guide .................................................................................39
Advertiser Index ...............................................................................46
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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