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Education

year event but a continuous process, and help with
maintenance and support is available if needed.
What is your approach to
helping a first-time merchant? • Sell value-adds: Be ready to demonstrate the value
proposition of your proposed solution and how
Do you keep it simple by it will help save money, improve efficiencies, and
attract and retain customers. Solutions that are re-
showing a plain vanilla motely accessible and integrated with accounting,
system or one or two payroll and other systems can help merchants save
time and money.
choices—or do you tailor

something to their needs? There are numerous ways to promote competitively
priced, vertically focused solutions, whether with pay-
ment facilitator (payfac) and payfac-as-a-service models
or niche offerings structured for particular industries. It's
• ment without gaps in service. Even if your job is to easier to identify and cultivate these opportunities with
close the sale and move on, follow through with a value-added partnerships and industry specializations.
smooth hand-off to your service and account man- As payment professionals, it's our job to provide systems
agement teams. that fit budgets, solve issues, save money, and help mer-
chants grow and scale.
• Insist on security compliance: Be prepared to ex-
plain the fundamentals of PCI DSS to merchants, Allen Kopelman, a serial entrepreneur is co-founder and CEO of
including the fact that having a compliant system Nationwide Payment Systems Inc. and host of B2B Vault: The Payment
does not guarantee they will not suffer a security Technology podcast. Email him at allen@npsbank.com and connect on
breach but will, however, help them mitigate risks LinkedIn https://www.linkedin.com/in/allenkopelman/ and Twitter @
and avoid non-compliance fines and penalties. AllenKopelman.
Also explain that PCI compliance is not a once-a-