Page 3 - gs231002

InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals 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
By Dale S. Laszig
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-
complex,
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
set of challenges.
ing, analysts predict more retail growth in 2019,
attitudes about payment acceptance methods, innovation
Conversational commerce:
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
have introduced SMBs to a big-brand experience and new
SMBs in the United States and Canada. Respondents shared interactive, evolving
at Paysafe, said the research revealed that brick-and-
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.
and service discussions to needs assessment and solution
Group found SMBs struggle with "competing priorities" in
their efforts to balance frictionless checkouts with payment
security. Lost in Transaction: The future of payments for SMBs,
selling, he noted. Direct and indirect sales representatives
have been centering conversations with merchants about
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
transactions, such as in-app payments, make them more
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
replace phoned-in payment card authorizations. Like Morse
that enable them to better their business," Rawls said. "By
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
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
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
findings and commentary by payments industry leaders
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
Semafone, a data security and compliance solution
messages to broadly distributed
provider for call centers, uses advanced DTMF masking
n a world where anyone anywhere can transact on
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Bill Pirtle ...................................................................................................42
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
(PA-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 [PA-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? 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
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 Continued on page 31
SMreensheet.com
www.g
Payments, a retrospective Street Smarts
Celebrating 40 years of The Green Sheet ...............................1 What is compliant surcharging? New rules for 2023 ......28
By Dale S. Laszig By Nick Cucci, Fluid Pay LLC
In a series of reflections, payments experts share how The Green Surcharges can be a point of frustration for shoppers, but for busi-
Sheet has created a lasting resource that has enriched the industry nesses, they are increasingly considered to be a standard business
and helped them develop in their careers.
practice. However, strict rules must be followed.
News Five things every professional payments
agent should have – Part 2 ..........................................................30
News Briefs:
By Mark Dunn, Field Guide Enterprises
PBC to certify compliant cannabis bankers ........................10
All agents must treat their work as a serious business. After a quick
Inflation ramps up digital spend, studies find ..................10 recap, this second article in a two-part series offers two final things
Mercedes rolls out in-car payments .......................................10 professional payments agents need to thrive in business.
Payments revenues setting records .......................................10 Leveraging sales data, inventory
management for higher profits ................................................32
PayPal sued over anti-steering rules ......................................10
By Elie Y. Katz, National Retail Solutions (NRS)
Industry Update ...............................................................................14 While each business model has distinct needs, retail and service-
View based companies can both harness the power of sales data and
inventory management to steer toward higher profitability.
Payments, a retrospective Payments, a retrospective
The very point of sale One professional's journey – Part 2 ........................................34
My Green Sheet prequel ..............................................................18 By Ken Musante, Napa Payments and Consulting
By Dale S. Laszig, DSL Direct LLC
Contributing to The Green Sheet’s retrospective celebration, this
For our senior staff writer, interviewing payments leaders about The article is the second installment of one payments professional’s
Green Sheet brought back memories of seeing the magazine for the reflections on a career full of challenges and wins.
first time and later finding her true calling. New Product
Company Profile
Drive ecommerce growth with
Wellesley Hills Financial: data-driven market insights ............................................36
A digital-first investment bank that Inspiration
'gets' payments and technology ..............................................23
Payments: a retrospective
Collaboration, an evergreen asset .........................................38
New + Tried and True = A Winning Strategy for You Departments
Reaching the right partners and customers requires a mix of Letter From the Editor ......................................................................5
old and new approaches. Press releases are a peerless, proven Readers Speak:
Card network non-interchange pass-through fees ............8
way to tell your company’s story while also delivering a sense Spotlight Innovators ......................................................................20
of urgency. Share your latest achievements for free on our DateBook .............................................................................................36
homepage multimedia hub. The payments community will Resource Guide .................................................................................39
News from the Wire::
Your Press Release
pay attention, and you’ll advance your brand. Advertiser Index ...............................................................................46
Send your press releases to press@greensheet.com.
3