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IndustryUpdate

Check out the Merchant Sales Podcast

or ISOs, merchant level salespeople and other ambitious merchant services
providers, the Merchant Sales Podcast can give you a leg up. In the expert
hands of Patti Murphy, senior editor at The Green Sheet Inc., and CCSalesPro
F CEO James Shepherd, the podcast offers advice on opportunities and
approaches to help you enhance your products and services, reduce churn, and attract
new business. Here are recaps of several recent episodes:

• Don't stop selling terminals: POS systems may be all the rage, but terminals are not going away
any time soon, explains Lori Pagnozzi, CEO and chief disruptor at HipFinity, the newest name in the
terminal market. "We need to take ownership of the situation," Lori says. Also in this week's episode
James makes the case for why a positive mindset leads to sales success, and Patti reports on Intuit's
new all-in-one payment acceptance and banking solution for small businesses.
• Future-proofing your ISO: Tune in as James and Patti discuss the evolution of the ISO channel
with Alex Benjamin, head of global business development at Aevi. Aevi is a European firm that's
making inroads on this side of the Atlantic for its team of in-person payments experts. In addition,
James shares news of the ISO Alliance and its mission to help small and midsize ISOs future-proof
their businesses, and Patti reports on a class-action lawsuit alleging PayPal violates state and federal
antitrust laws.

• The segmented sales process: James shares insights on building a sales process that is relevant for
2024 and beyond. Our industry is more complex and competitive than ever, but many ISOs and ISVs
are depending on outdated sales processes and trying to fit a square peg in a round hole. James walks
you through the five stages of a segmented sales process for payments and integrated technology
and discusses how each stage should be handled to create an overall sales experience that works for
the merchant.

• Processor-agnostic POS solutions for restaurants: HotSauce POS is a processor-agnostic restaurant
POS solution built for ISOs and agents to sell, the company's CEO, Kai Hsu, reveals in this episode's
featured interview with James and Patti. "We don't compete with the people feeding us," he said.
Then James talks about how confidence and expertise add up to sales success, and Patti reports on a
new pay-by-bank solution from Chase and Mastercard.

All episodes are available on Spotify, Stitcher, iTunes and the Merchant Sales Podcast
page at www.greensheet.com/podcasts.php.

ANNOUNCEMENTS FIS Fintech Accelerator picks Kani Payments

Kani Payments, known for its disruptive data reconcilia-
ClearSale ranks high for payment tion and reporting platform, is among the 10 companies
security, fraud prevention chosen for the FIS Fintech Accelerator 2023. The program
identifies and supports fintech firms with the potential
ClearSale, a global business intelligence and risk pre- to scale globally. Kani Payments will leverage its SaaS
vention provider, earned the third spot in the Payment platform to automate, enhance accuracy and ensure
Security and Fraud Prevention category of the Digital compliance in payments reconciliation and reporting for
Commerce 360 2024 Leading Vendors to the Top 1000 fintechs, acquirers and financial institutions worldwide.
Retailers Report. This recognition reflects ClearSale's
trusted status among major retail businesses, the compa- The accelerator offers mentorship and access to FIS'
ny stated. As ecommerce revenue is projected to grow by network. Kani Payments said its participation follows
nearly 10 percent annually from 2023 to 2028, ClearSale's its acceptance into the Mastercard Start Path Global
position highlights its commitment to fraud prevention program in 2022, highlighting its impressive growth
and security, aligning with consumer preferences for trajectory.
protection over easy checkout, the company added.

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