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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 Kingdom, Germany and Austria and 306 card-present
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
During the past two years, Paysafe Group's Lost in
In its latest installment, researchers surveyed 601 card-not-
Transaction series has highlighted global payment trends.
and the customer experience. complex,
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
uoyed by reports of record 2018 holiday spend-
set of challenges.
Conversational commerce:
ing, analysts predict more retail growth in 2019,
attitudes about payment acceptance methods, innovation
particularly in the evolving small and midsize
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
SMBs in the United States and Canada. Respondents shared interactive, evolving
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
POS solutions.
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
published by Paysafe in October 2018, found 54 percent
"The end goal is to help our customers implement solutions code, early touchtone phones linked numeric values with
security , data protection, business management tools and
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
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
This is the first article in a two-part series that takes a
Semafone,
By Dale S. Laszig
dual-tone multifrequencies (DTMF) to enable machines to
a data security
deep dive into today's SMB market. It takes a deep dive
Contributed ar ticles inside by:
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
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added. compliance solution
Jeh Holsomback ...................................................................................20
innovating in the space. Part 2 will examine how merchant
messages to broadly distributed
n a world where anyone anywhere can transact on
provider for call centers, uses advanced DTMF masking
any device, digital assistants help deliver targeted
I it may seem incongruous to use
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
Steve Norell ............................................................................................34audiences. While
Bill Pirtle ................................................................................................... 42
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Industry Payment Application Data Security Standard
(P A-DSS) certified. "We are literally saving our payment
sonalize relationships, chat bots and digital assistants are
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]
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
that advanced speech recognition has enabled IVR systems
article in issue 19:04:01, examined the expanding role of
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
than they were ten years ago, which has helped reduce wait
simple clicks into complex, interactive and contextual
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
Green Sheet Advisory Board: Breaking the 30-day cycle: residuals reinvented .............29
Secrets of payments industry resilience – Part 1 ................1 By Kapil Pershad, Payzli
Members of the Green Sheet Advisory Board share why the industry Powered by next-gen fintech innovation, daily residual calcula-
excels at adapting to disruption time after time—and what busi- tions are now possible, offering sales professionals faster payouts,
nesses must do to meet the new challenges ahead. enhanced profitability tracking and improved merchant retention.
News No cash, no card, no problem:
The mobile wallet wave in convenience retail ...................30
News Briefs: By Elie Y. Katz, National Retail Solutions (NRS)
Numerous state AGs join actions As cash declines and plastic fades, mobile wallets are revolution-
to keep CFPB doors open ................................................................8 izing convenience stores, offering speed, efficiency and loyalty perks
BNPL usage surges among younger while shaping the future of retail transactions.
consumers, J.D. Power finds ..........................................................8 Five essential skills for success
Proposed bill would crack down in the payments industry.............................................................31
on crypto ATM scams ........................................................................8 By Robert Kraal, Silverflow
Tap to Phone transactions up 200%, Visa reports ..............8 Success in payments requires analytical skills, attention to detail,
clear communication, technical know-how and problem-solving.
Industry Update ..................................................................................9 Mastering these can help you thrive in this fast-paced industry.
Insights and Expertise New Products
Street Smarts Automate invoice factoring, open new opportunities ..33
SM
My Street Smarts medley ............................................................16 Help merchants reduce late payments
By Allen Kopelman, Nationwide Payment Systems Inc. with proactive collections ...........................................................34
Inspired by Jackson Browne’s "The Load-Out," this column looks Redefine ID security with speed, certainty and trust .....35
back on 23 insightful pieces covering partnerships, digital trends,
networking, branding, fraud prevention and more. Inspiration
Central bank digital currency: Help merchants spring into success
promise, challenges, unanswered questions – Part 2 ....26 with a seasonal refresh ................................................................36
By Mark Dillon, Ingenico Departments
This second installment examines the real-world feasibility of central
bank digital currency, exploring adoption hurdles, operational mod- Letter From the Editor ......................................................................5
els and its impact on payments and banking. DateBook .............................................................................................15
Spotlight Innovators ......................................................................18
Successful digital marketing Resource Guide .................................................................................38
during uncertain times ................................................................28
By Jaki Kackert, Creative Marketing Consultant Advertiser Index ...............................................................................42
In a rapidly evolving payments landscape, resellers and ISOs can
thrive by building brand trust, personalizing outreach, leveraging
partnerships and creatively repurposing content.
3