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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
Transaction series has highlighted global payment trends.
In its latest installment, researchers surveyed 601 card-not-
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.
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
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
O. B. Rawls IV , chief commercial officer, payment processing
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
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
POS solutions.
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
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
security, data protection, business management tools and
that enable them to better their business," Rawls said. "By dual-tone multifrequencies (DTMF) to enable machines to
published by Paysafe in October 2018, found 54 percent
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
Payment technology's evolution began when interactive
transactions, such as in-app payments, make them more
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
replace phoned-in payment card authorizations. Like Morse
By Dale S. Laszig
code, early touchtone phones linked numeric values with
This is the first article in a two-part series that takes a
Semafone,
a data
deep dive into today's SMB market. It takes a deep dive
transmit credit card numbers. Over time, service providers
Contributed articles inside by:
security
eavesdropping on sensitive payment card data.
began to mask DTMF sounds to prevent criminals from
into evolving SMB environments and includes research
and
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. compliance solution
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
messages to broadly distributed
n a world where anyone anywhere can transact on
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
provider for call centers, uses advanced DTMF masking
Nicholas Cucci ........................................................................................40
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Bill Pirtle ...................................................................................................42
Industry Payment Application Data Security Standard
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]
"Voice: payments' next integration," The Green Sheet's lead
article in issue 19:04:01, examined the expanding role of
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
times while improving customer experience," he said.
to recognize complex phrases. "These systems are smarter
than they were ten years ago, which has helped reduce wait
sentient machines are transforming transactions from
expressions of our interests, personalities and lifestyles.
simple clicks into complex, interactive and contextual
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
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
Cover Story Insights and Expertise Continued on page 31
www.greensheet.com
Fed rethinks its role in check clearing system ......................1 Day 365 test: Why ISV payment
By Patti Murphy processor decisions fail ................................................................26
The Federal Reserve is weighing the future of its check-clearing By Ken Musante, Napa Payments and Consulting
services as volumes decline, but value remains high, drawing strong Why ISVs regret processor contracts—and how a Day 365 perspec-
opposition from banks, businesses and consumers. tive, deeper due diligence and honest self-assessment can prevent
News costly, hard-to-unwind payments decisions.
B2B payment trends that will define 2026:
News Briefs: Working capital, intelligence, interoperability .................28
Ransomware gangs expand insider By Zachary Held, Boost Payment Solutions
recruitment to fuel growth ............................................................8 B2B payments are becoming a strategic liquidity engine as interop-
Crypto advancing at the point of sale ......................................8 erability, embedded workflows, data intelligence and working
capital optimization reshape enterprise finance.
Socure launches SocureGov RiskOS
amid escalating fraud threats ......................................................8 Why cross-border expansion requires
a payment and banking strategy....................................................30
ACH sets records in 2025 .................................................................9
By Viktoria Soletsz, PSP Angels
Deep freeze impacts store traffic in January ......................10
International expansion fails when payments are an afterthought.
Industry Update ...............................................................................11 Banking strategy must anchor cross-border growth in today’s frag-
mented regulatory and fintech landscape.
Insights and Expertise
New Products
Street Smarts
SM
Where to get capital to grow your business .......................16 Take control of your AI model lifecycle .................................33
By Allen Kopelman, Nationwide Payment Systems Inc. Prepare merchants for agent-driven commerce ..............34
Bootstrapping or borrowing? A practical look at working capital Gain instant visibility into portfolio performance ..........35
options for MLSs and ISOs, from residual sales to alternative lending, Inspiration
and how investors value portfolios.
The very point of sale The long stretch of winter...........................................................36
Encore, encore, NEAA! ...................................................................25 Departments
By Dale S. Laszig, DSL Direct LLC
Letter From the Editor ......................................................................5
NEAA's 41st annual conference spotlighted fintech innovation, lead- Date Book ............................................................................................18
ership and competition, from a lively tech showdown to inspiring Spotlight Innovators ......................................................................19
insights on career growth and resilience.
Resource Guide .................................................................................37
Advertiser Index ...............................................................................42
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::
Your Press Release
pay attention, and you’ll advance your brand.
Send your press releases to press@greensheet.com.
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