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InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals By Dale S. Laszig SMB world – Part 1 May 13, 2019 • Issue 19:05:01
SMBs face.
Help me innovate
level salespeople (MLSs) can use their industry knowledge
and personal experience to solve the most pressing issues
During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
and the customer experience. complex,
In its latest installment, researchers surveyed 601 card-not-
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
set of challenges.
Conversational commerce:
attitudes about payment acceptance methods, innovation
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
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
Independent research by global payments provider Paysafe
of payments and the in-store experience. In response,
Paysafe's sales discovery process has evolved from price
Group found SMBs struggle with "competing priorities" in
POS solutions.
and service discussions to needs assessment and solution
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
published by Paysafe in October 2018, found 54 percent
have been centering conversations with merchants about
Contributed articles inside by: transmit credit card numbers. Over time, service providers
security, data protection, business management tools and
of ecommerce merchants surveyed believe frictionless
transactions, such as in-app payments, make them more
aggressively targeted by fraudsters.
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
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
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
began to mask DTMF sounds to prevent criminals from
into evolving SMB environments and includes research
eavesdropping on sensitive payment card data.
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.
any device, digital assistants help
innovating in the space. Part 2 will examine how merchant
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
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
at Semafone, noted that Cardprotect 4.0 is Payment Card
Nicholas Cucci ........................................................................................40
Industry Payment Application Data Security Standard
Bill Pirtle ...................................................................................................42
Martina Jeronski ...................................................................................36 machines to per-
sonalize relationships, chat bots and digital assistants are
(P A-DSS) certified. "We are literally saving our payment
application partners valuable time and costs that would
becoming adept at representing the people and companies
otherwise have gone towards achieving the [P A-DSS]
they serve. It's not always easy to differentiate between
"Voice: payments' next integration," The Green Sheet's lead
Adam Hofman, product manager at CallRail, mentioned
Continued on page 31
article in issue 19:04:01, examined the expanding role of
times while improving customer experience," he said.
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
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 Continued on page 31
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
Cover Story Insights and Expertise
Access to cannabis banking going nowhere fast ................1 Trays boost cash logistics efficiency .......................................26
By Patti Murphy ByJim Petit, Giesecke+Devrient (G+D)
Efforts to reclassify marijuana face setbacks as a DEA hearing is Standardized trays streamline cash logistics by enabling efficient,
canceled amid legal disputes. Several issues hinder cannabis-related secure transportation and processing. This reduces waste and offers
banking, leaving businesses cash-heavy and vulnerable. scalable solutions for modern cash management.
News Signs that drive success:
Signage and payments for gas stations ...............................28
News Briefs: By Elie Y. Katz, National Retail Solutions (NRS)
Consumers ring in holiday spending growth .......................8 Discover how integrating well-designed signage with advanced
CFPB sues Walmart, fintech over payment systems helps gas stations attract business, enhance the
gig worker pay access .......................................................................8 customer experience and boost sales for lasting success.
X marks the spot .................................................................................8 How business line of credit cards
empower SMB owners ...................................................................29
RTP reports substantial growth ..................................................9
By Will Tumulty, Rapid Finance
CFPB research reveals growing BNPL Business lines of credit paired with payment cards empower SMBs
usage by subprime borrowers .....................................................9
with real-time capital access, enhancing growth opportunities while
Industry Update ...............................................................................10 offering FIs revenue and customer retention benefits.
Insights and Expertise A voice from the UK: The SME outlook for 2025 ...............30
By Scott Dawson, DECTA
Street Smarts 2024's challenges for SMEs: lackluster budgets, inflation and cau-
SM
Position your business for success in 2025, Part 1 ..........16 tious consumers. Payments innovations, effective use of AI and
By Allen Kopelman, Nationwide Payment Systems Inc. open banking services may lead to a brighter 2025.
Find out how merchant level salespeople can thrive in a digital-first
payments world with essential tips on branding, networking and New Products
reinvesting for success in 2025. Seamless access with major upgrade
Trends shaping digital finance to SwipeSimple Mobile App .......................................................32
and crypto access in 2025 ............................................................18 Enhanced revenue streams,
By Scott Buchanan, Bitcoin Depot simplified billing for ISVs ............................................................33
Bitcoin ATMs are now bridging traditional banking and crypto Inspiration
transactions with improved technology, industry partnerships and
evolving regulations to enhance accessibility and security. Keeping momentum alive:
Sustaining your New Year's goals ...........................................37
New Year's resolutions for effective
marketing solutions ......................................................................24 Departments
By Jaki Kackert, Creative Marketing Consultant Letter From the Editor ......................................................................5
Explore top marketing strategies in 2025, from leveraging om- DateBook .............................................................................................35
nichannel payments to fostering trust with tailored messaging, Resource Guide .................................................................................38
security features and a focus on consumer-centric trends. Advertiser Index ...............................................................................42
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