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Insights and Expertise

StreetSmarts SM

SEAA: 23 years and going strong

By Allen Kopelman (value-added resellers), and ISVs (independent software
Nationwide Payment Systems Inc. vendors), which is one of my favorite topics.
n 2001, Judy Foster welcomed me to the payments Panelists Steve Casteel, president of Payteva; Bart Kohler,
industry. Knowing that my partner, Dave, and I chief sales officer at Unity Fi Payment Solutions; and
were new to the business, she said, "We're starting Travis Hare, chief revenue officer at OrderCounter Hybrid
I the Southeast Acquirers Association and we'll be Point of Sale Solutions, had a great discussion about how
having our first show in St. Petersburg, Florida, and you to grow your business, with good action points on selling,
should attend." diversifying your business and not concentrating on one
vertical.
So Dave and I went to our first industry show. Many of
the people we met that first day—Sonny Wooten from Other trending topics included selling POS systems
American Express, John McCormick from General Credit and payment processing, and why MLSs need to target
Forms and so many others have become lifetime friends merchants that have been in business for at least three
and mentors. years, because most businesses fail in the first year. And
of course, the importance of selling technology versus
Ever since then, we have attended every SEAA conference selling on price. During this discussion, I brought up the
and have even won citations for our perfect attendance. It's fact that MLSs' biggest competitors are Big Tech.
a great place to see our vendors and meet other merchant
level salespeople (MLSs), ISOs and technology companies. It's unfortunate that MLSs do not have our own trade
There is always a learning opportunity, and our goal is association to help us compete against Big Tech and
always to gain one or two new ideas at every show. internet platform companies. We need to work together,
strengthen our community and promote buying from
This year's conference was particularly memorable for local companies that provide local services. "Do business
the quality of content and presentations to around 1,200 with your local payment professional" is a worthwhile
or more engaged participants. Judging by the posts on message that needs to be front and center in all of our
Facebook and LinkedIn and responses to my recent communications.
podcast highlighting the benefits of regional shows, it's What else is new?
clear that conferences are the lifeblood of the payments
industry. Additional presentations explored how to make your
own software, leverage AI and work with ISVs, which
High-quality presentations
are rapidly becoming part of our growing industry. The
As usual, I participated in Q&As during breakout sessions. exhibit hall was filled with a diversified cohort of ISOs,
I've never been shy about asking questions. Ashley Naggy, equipment companies, POS vendors, leasing agents, and
vice president of sales at RSPA, did a great job moderating payment facilitators from across the increasingly complex
a panel discussion about partnering with ISOs, VARs payments industry landscape.
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