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InsideGS

Empowering and connecting Enterprise selling in an

January 14, 2019 • Issue 19:01:01
today’s payments professionals 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
During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
complex,
May 13, 2019 • Issue 19:05:01
In its latest installment, researchers surveyed 601 card-not-
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
Kingdom, Germany and Austria and 306 card-present
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
set of challenges.
ing, analysts predict more retail growth in 2019,
Conversational commerce:
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
Cover Story Insights and Expertise code, early touchtone phones linked numeric values with
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
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
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

security, data protection, business management tools and
published by Paysafe in October 2018, found 54 percent
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
"The end goal is to help our customers implement solutions
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
By Dale S. Laszig
This is the first article in a two-part series that takes a
dual-tone multifrequencies (DTMF) to enable machines to
deep dive into today's SMB market. It takes a deep dive
Contributed articles inside by:
transmit credit card numbers. Over time, service providers
into evolving SMB environments and includes research
An accelerated era in payments is here ...................................1 innovating in the space. Part 2 will examine how merchant Bill Pirtle ...................................................................................................42 Industry Payment Application Data Security Standard
eavesdropping on sensitive payment card data.
began to mask DTMF sounds to prevent criminals from
findings and commentary by payments industry leaders
any device, digital assistants help
n a world where anyone anywhere can transact on
messages to broadly distributed
Semafone, a data security and compliance solution
provider for call centers, uses advanced DTMF masking
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
sonalize relationships, chat bots and digital assistants are
By Patti Murphy Old lessons, new risks ....................................................................26
(PA-DSS) certified. "We are literally saving our payment
From colonial currencies to stablecoins: certification themselves," he added.
becoming adept at representing the people and companies
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [PA-DSS]
TOC on page 3 machines and humans on the phone, email or online chat.
"Voice: payments' next integration," The Green Sheet's lead
Adam Hofman, product manager at CallRail, mentioned
Continued on page 31
article in issue 19:04:01, examined the expanding role of

that advanced speech recognition has enabled IVR systems
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
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
From digital wallets to AI-driven agentic commerce, payments are By Ken Musante, Napa Payments and Consulting
expressions of our interests, personalities and lifestyles.
jobs?
The article also addresses concerns voiced by merchant
Contributed articles inside by:
level salespeople and their customers about AI in smart
homes and connected workplaces. Will AIs respect our
Dee and Emily Karawadra .................................................................33
privacy and security and enhance productivity? Or will
they encroach on personal moments and take away our
evolving faster than ever, reshaping consumer habits, business Fragmented colonial currencies undermined trust until the Consti-
Brandes Elitch ........................................................................................24
TOC on page 3
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
models and the very foundations of global commerce. tution unified U.S. money. Today, stablecoins promise efficiency but
Continued on page 31
www.greensheet.com
News risk fragmentation, inefficiency and renewed distrust.
Regulations empower developers
News Briefs: in app economy power shift .......................................................28
Fiserv gets on board with pot shops .........................................8 By Menno Hoekstra, Worldline Global
AGs to payment companies: Global regs are reshaping the app economy, shifting power from
help us stop 'deepfakes' ..................................................................8 app stores to developers, enabling more billing and payment op-
tions, higher margins and greater transparency.
Surcharges impact card use, satisfaction ...............................8
The illusion of simplicity: Why alternative payment
New bank-to-bank payment methods rule high-risk industries ...........................................30
option for cannabis shops ..............................................................8
By Viktoria Soltesz, PSP Angels
Nuvei partners with EWS for Paze online checkout ........8
High-risk merchants turn to alternative payments for fast onboard-
Industry Update ...............................................................................12 ing and few restrictions, but without strategy and expertise, costs,
compliance risks and banking disruptions can escalate.
Insights and Expertise
New Products
Street Smarts
SM
Win-win factor: Why plastic still leads at checkout .........16 Deploy enhanced fraud protection,
By Allen Kopelman, Nationwide Payment Systems Inc. speed risk decisioning .................................................................34
Without clear consumer demand and measurable merchant ben- Streamline billing, cash flow
efits, solutions like pay-by-bank, stablecoins and crypto risk creating with developer-friendly API .......................................................35
more problems than they solve. Inspiration
On the rise: Helping merchants prosper
Tailored funding solutions for niche markets ...................18 during the Halloween rush .........................................................37
By Chad Otar, Lending Valley
Departments
Industry-specific lending, or verticalized lending, is on the rise.
Discover how traditionally underserved businesses in the lending Letter From the Editor ......................................................................5
market can benefit from this unique form of borrowing. Spotlight Innovators ......................................................................19
DateBook ..................................................................................... 27, 36
Resource Guide .................................................................................39
Advertiser Index ...............................................................................44
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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