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Insights and Expertise

The ISO world needs to catch up to the fintech world.
Unlike us, fintechs sell value-added services to create
stickiness.

They add features to their applications and platforms
and throw in payments to create a seamless user ex-
perience. That's the opposite of old-school ISOs that
create a payment app and throw in a few value-added
services like a glitter bomb.

Users who rely on Stripe or Square Capital for financ-
ing or payroll are not likely to switch to another pro-
vider, especially a generic payment provider. They
want feature-rich, all-in-one solutions that are cus-
tomized for their industries and can adapt to their
changing needs.
Don't be a generalist

If you want to reach these business owners, find good
partners, and don't try to be a jack of all trades. It's
not easy to sell stuff that falls outside our areas of ex-
pertise. The right partners can help us sell more and
extend and monetize customer relationships. These
partners ideally have automated systems that can on-
board customers without requiring phone calls, be-
cause that is the future of merchant services.

We're way past the point where providing excellent
customer service could be considered a differentiator.
Payment providers who didn't give great service went
out of business years ago. It's up to the rest of us to of-
fer value-added services without creating friction or
burying merchants in paperwork.

Embedded finance solutions are shaping the future. bluu™ Tab Order is designed to
Every ISO needs to have these products and services
on their radar. Every independent software vendor help restaurants improve efficiency,
needs to have payments on their roadmap. reduce labor costs, and boost
customer experience.
Software is eating the world; don't let it eat up our
hard-earned residuals. Let's collaborate with partners
who share our commitment to providing technology
that helps merchants manage not just payment flows
but also cash flow, payroll, customer credit and more.
Why let competitors have all the fun?

Want to know more? Keep reading The Green Sheet
and consider following me on LinkedIn, www.linke-
din.com/in/allenkopelman, where we can share ideas
and support each other.

Allen Kopelman, a serial entrepreneur, is co-founder and CEO of
Nationwide Payment Systems Inc. and host of B2B Vault: The Biz
to Biz podcast. Email him at allen@npsbank.com and connect
on LinkedIn https://www.linkedin.com/in/allenkopelman/ and
Twitter @AllenKopelman.

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