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InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals During the past two years, Paysafe Group's Lost in
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
In its latest installment, researchers surveyed 601 card-not-
Transaction series has highlighted global payment trends.
May 13, 2019 • Issue 19:05:01
and the customer experience. complex,
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
set of challenges. ing, analysts predict more retail growth in 2019, O. B. Rawls IV , chief commercial officer, payment processing
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
Conversational commerce:
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
have introduced SMBs to a big-brand experience and new
SMBs in the United States and Canada. Respondents shared interactive, evolving
at Paysafe, said the research revealed that brick-and-
IVR systems
mortar retailers aspire to truly innovate at the intersection
POS solutions.
Paysafe's sales discovery process has evolved from price
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
and service discussions to needs assessment and solution
Group found SMBs struggle with "competing priorities" in
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
published by Paysafe in October 2018, found 54 percent
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
of ecommerce merchants surveyed believe frictionless
security , data protection, business management tools and
that enable them to better their business," Rawls said. "By replace phoned-in payment card authorizations. Like Morse
aggressively targeted by fraudsters.
Payment technology's evolution began when interactive
transactions, such as in-app payments, make them more
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
vulnerable to fraud. Seventy-six percent reported feeling
Semafone, a data
code, early touchtone phones linked numeric values with
By Dale S. Laszig
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
Contributed ar ticles inside by:
dual-tone multifrequencies (DTMF) to enable machines to
security
transmit credit card numbers. Over time, service providers
began to mask DTMF sounds to prevent criminals from
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
findings and commentary by payments industry leaders
and
compliance
Jeh Holsomback ...................................................................................20
innovating in the space. Part 2 will examine how merchant
Martina Jeronski ...................................................................................36 machines to per- provider for call centers, uses advanced DTMF masking
messages to broadly distributed
solution
n a world where anyone anywhere can transact on
TOC on page 3
any device, digital assistants help deliver targeted
I it may seem incongruous to use
Steve Norell ............................................................................................34audiences. While
at Semafone, noted that Cardprotect 4.0 is Payment Card
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
Industry Payment Application Data Security Standard
Bill Pirtle ................................................................................................... 42
becoming adept at representing the people and companies
(P A-DSS) certified. "We are literally saving our payment
certification themselves," he added.
sonalize relationships, chat bots and digital assistants are
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [P A-DSS]
machines and humans on the phone, email or online chat.
Continued on page 31
"Voice: payments' next integration," The Green Sheet's lead
Adam Hofman, product manager at CallRail, mentioned
that advanced speech recognition has enabled IVR systems
than they were ten years ago, which has helped reduce wait
article in issue 19:04:01, examined the expanding role of
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
times while improving customer experience," he said.
jobs? level salespeople and their customers about AI in smart Contributed ar ticles inside by:
expressions of our interests, personalities and lifestyles.
The article also addresses concerns voiced by merchant
homes and connected workplaces. Will AIs respect our
Brandes Elitch ........................................................................................24
privacy and security and enhance productivity? Or will
they encroach on personal moments and take away our
TOC on page 3
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
Cover Story Insights and Expertise Continued on page 31
www.greensheet.com
Green Sheet Advisory Board: How merchant size influences acquirer selection ...........30
Secrets of payments industry resilience – Part 2 ................1 By Lee Jones and Habib Ansari, Worldline
This is the final article in series in which members of the Green Merchant acquirer selection now involves multiple departments
Sheet Advisory Board share why the industry excels at adapting to and deeper criteria beyond cost, as SMBs and enterprises seek reli-
disruption time after time, and how to keep it that way. ability, innovation, support and alignment with goals.
News Why ecommerce growth hinges
on local payment solutions .............................................32
News Briefs: By Zaki Farooq, PayFuture
Senator raises concerns over X Money-Visa deal ................8 With ecommerce booming in emerging markets, local payment
Bipartisan credit card bill methods, mobile-first strategies and fintech partnerships can unlock
would cap APRs at 10 percent ......................................................8 your business growth across Africa, Asia and Latin America.
A new era of consumer financing at Walmart .......................8 Legal ease
ISO international expansion – Flying
Consumers hammered by fraud losses ....................................8
the coop and winning legally ....................................................34
CFPB no longer wants BNPL covered by Reg Z.....................8 By Adam Atlas, Attorney at Law
Industry Update ...............................................................................12 Thinking of expanding your U.S.-based ISO business abroad? Be
mindful of key legal, cultural and operational considerations for
Insights and Expertise entering markets in Europe, the UK and Canada.
Street Smarts New Products
SM
How will you use AI in 2025? .....................................................16
By Allen Kopelman, Nationwide Payment Systems Inc. Cross-border transactions made easy for SMBs ...............36
This article explores how AI is transforming payments and offers All-in-one smart cash register, payment terminal ...........37
practical examples and tips to help ISOs and MLSs work smarter, Inspiration
boost efficiency and stay ahead of fraud.
Balancing automation and authenticity .............................39
The shift toward unified payment processing ..................26
By Cheryl Fitzgarrald, BHMI Departments
Payment processors must navigate real-time and legacy systems. Letter From the Editor ......................................................................5
Unified platforms can streamline operations, support evolving stan- DateBook .............................................................................................17
dards and future-proof payment back-office infrastructure. Spotlight Innovators ......................................................................18
Visa TC40 reports and VAMP ......................................................28 Resource Guide .................................................................................40
By Ken Musante, Napa Payments and Consulting Advertiser Index ...............................................................................44
Visa's aging TC40 fraud reports take center stage in the new VAMP
program, raising concerns about timeliness, acquirer accountability
and the need for modern detection tools.
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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