Page 3 - GS250202

InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals By Dale S. Laszig Kingdom, Germany and Austria and 306 card-present
SMB world – Part 1
SMBs face.
level salespeople (MLSs) can use their industry knowledge
Help me innovate
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.
In its latest installment, researchers surveyed 601 card-not-
present (CNP) SMBs in the United States, Canada, United
May 13, 2019 • Issue 19:05:01
and the customer experience. complex,
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
Conversational commerce:
set of challenges.
particularly in the evolving small and midsize
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
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
POS solutions.
of payments and the in-store experience. In response,
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
Paysafe's sales discovery process has evolved from price
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
security. Lost in Transaction: The future of payments for SMBs,
have been centering conversations with merchants about
of ecommerce merchants surveyed believe frictionless
published by Paysafe in October 2018, found 54 percent
security , data protection, business management tools and
"The end goal is to help our customers implement solutions code, early touchtone phones linked numeric values with
Payment technology's evolution began when interactive
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
voice response (IRV) systems and dial modems began to
vulnerable to fraud. Seventy-six percent reported feeling
replace phoned-in payment card authorizations. Like Morse
that enable them to better their business," Rawls said. "By
Semafone,
By Dale S. Laszig
This is the first article in a two-part series that takes a
Contributed ar ticles inside by:
deep dive into today's SMB market. It takes a deep dive
dual-tone multifrequencies (DTMF) to enable machines to
a data security
eavesdropping on sensitive payment card data.
transmit credit card numbers. Over time, service providers
into evolving SMB environments and includes research
and
findings and commentary by payments industry leaders
began to mask DTMF sounds to prevent criminals from
Jeh Holsomback ...................................................................................20
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added. compliance solution
innovating in the space. Part 2 will examine how merchant
messages to broadly distributed
n a world where anyone anywhere can transact on
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
any device, digital assistants help deliver targeted
Nicholas Cucci ........................................................................................40
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Bill Pirtle ................................................................................................... 42
Industry Payment Application Data Security Standard
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
sonalize relationships, chat bots and digital assistants are
(P A-DSS) certified. "We are literally saving our payment
becoming adept at representing the people and companies
they serve. It's not always easy to differentiate between
application partners valuable time and costs that would
otherwise have gone towards achieving the [P A-DSS]
Adam Hofman, product manager at CallRail, mentioned
"Voice: payments' next integration," The Green Sheet's lead
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
sentient machines are transforming transactions from
voice technologies in payments. This article explores how
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 ar ticles 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
Insider's report on payments: A growing threat: The persistent rise of chargebacks ...26
The changing payments landscape .................................................1 By Monica Eaton, Chargebacks911
By Patti Murphy Merchants face rising chargeback fraud, with losses exceeding $183
From pay-by-bank to QR codes, recent reports reveal shifting pay- billion in 2023. Learn how to combat friendly fraud, leverage AI and
ment preferences across generations. This article explores evolving safeguard revenue.
consumer behaviors and merchant adoption trends. Master your payroll, master your business .........................28
News By Elie Y Katz, National Retail Solutions (NRS)
News Briefs: Payroll errors erode employee trust, increase turnover costs and
expose merchants to legal risks. Accurate payroll management pro-
X partners with Visa for instant funding .................................8 tects businesses, boosts morale and unlocks opportunities.
Americans will lose big if Durbin-Marshall bill passes .....8 New Products
NRF 2025 highlights AI, experiential retail ............................8
Stand out with white-label payment orchestration .......34
RTP doubles volume in 18 months .............................................9
Mobile selling for frictionless in-store checkout ..............35
CFPB put on mothball status ........................................................9
Inspiration
Industry Update ...............................................................................10 Supporting each other in times of crisis..............................37
Insights and Expertise Departments
Street Smarts Letter From the Editor ......................................................................5
SM
Is software the new ISO? ..............................................................16 DateBook .............................................................................................20
By Allen Kopelman, Nationwide Payment Systems Inc. Spotlight Innovators ......................................................................30
MLSs are losing residuals as ISVs and investors claim bigger shares. Resource Guide .................................................................................38
What's the solution? This article explains the shift toward all-in-one Advertiser Index ...............................................................................42
providers and strategies for long-term stability.
Why reviewing non-compete and
non-solicit laws is essential .............................................18
By Leo Azurmanyan, Global Legal Law Firm
Non-compete and non-solicit agreements help businesses protect
trade secrets, employees and clients. However, they contain key dif-
ferences and implications for the payments industry.
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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