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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
set of challenges.
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
Conversational commerce:
ing, analysts predict more retail growth in 2019,
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
at Paysafe, said the research revealed that brick-and-
have introduced SMBs to a big-brand experience and new
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
POS solutions.
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
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
security. Lost in Transaction: The future of payments for SMBs,
have been centering conversations with merchants about
security, data protection, business management tools and
Contributed articles inside by: transmit credit card numbers. Over time, service providers
published by Paysafe in October 2018, found 54 percent
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
Payment technology's evolution began when interactive
voice response (IRV) systems and dial modems began to
vulnerable to fraud. Seventy-six percent reported feeling
"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
dual-tone multifrequencies (DTMF) to enable machines to
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
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
eavesdropping on sensitive payment card data.
findings and commentary by payments industry leaders
innovating in the space. Part 2 will examine how merchant
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
any device, digital assistants help
messages to broadly distributed
Semafone, a data security and compliance solution
n a world where anyone anywhere can transact on
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
at Semafone, noted that Cardprotect 4.0 is Payment Card
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
Bill Pirtle ...................................................................................................42
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
(PA-DSS) certified. "We are literally saving our payment
application partners valuable time and costs that would
becoming adept at representing the people and companies
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [PA-DSS]
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
article in issue 19:04:01, examined the expanding role of
that advanced speech recognition has enabled IVR systems
times while improving customer experience," he said.
voice technologies in payments. This article explores how
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
simple clicks into complex, interactive and contextual
than they were ten years ago, which has helped reduce wait
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
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 Insights and Expertise Continued on page 31
www.greensheet.com
Year in Review 2024 Drive success: Innovative payment
Choice is the name of the game...................................................1 solutions for automotive retailers ..........................................24
By Patti Murphy By Austin Mac Nab, VizyPay
In 2024, we saw more consumer demand for diverse options, contin- The used car market is booming, but dealerships face challenges in
ued disputes over interchange, a rise in digital wallet use, and keen payment processing such as slow transactions, cybersecurity risks
interest in BNPL and pay-by-bank methods. and high fees. Streamlined, secure solutions are key.
News The power of partnerships in payments ..............................26
By Paul Clarke, Cashflow
News Briefs:
Partnerships between ISVs and payment providers empower busi-
Faster payments can 'push' faster frauds ................................8 nesses to streamline operations, enhance customer experiences and
Consumers treating themselves with BNP .............................8 drive growth by embedding seamless, secure payments.
Shoppers to break records this holiday weekend ...........8 European insight into the U.S. fintech landscape ............28
By Robert Kraal. Silverflow
CFPB on the chopping block? ...........................................8
European fintechs face steep challenges entering the U.S. market.
Thanksgiving was a jolly good shopping weekend ...........9
But strategies exist to overcome regulatory, consumer and infra-
TCH to raise the RTP transaction limit to $10 million .......9 structure hurdles, emphasizing value-driven innovation.
Industry Update ...............................................................................10 New Products
Insights and Expertise Revolutionize medical billing
with accelerated payments .........................................................30
SM
Street Smarts
Recommended reading: Your residual report ...................14 Payments intelligence solution for banks ...........................30
By Allen Kopelman, Nationwide Payment Systems Inc. Inspiration
Residual reports are crucial for merchant level salespeople. Learn Reflecting on 2024 with gratitude
how to spot discrepancies, resolve payment issues, and build stron- and anticipation for 2025............................................................32
ger ISO partnerships with these actionable tips. Departments
DOJ versus Visa:
Preparing for a shake-up in debit ............................................18 Letter From the Editor ......................................................................5
By Leanne Lange, SRM Calendar ...............................................................................................31
The DOJ's antitrust lawsuit against Visa alleges anti-competitive DateBook .............................................................................................33
practices in the debit market, potentially reshaping U.S. payments Resource Guide .................................................................................34
by curbing Visa's dominance and encouraging competition. Advertiser Index ...............................................................................38
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::
pay attention, and you’ll advance your brand. Your Press Release
Send your press releases to press@greensheet.com.
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