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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-
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
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,
published by Paysafe in October 2018, found 54 percent
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
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
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
code, early touchtone phones linked numeric values with
By Dale S. Laszig
a data
This is the first article in a two-part series that takes a
Semafone,
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
began to mask DTMF sounds to prevent criminals from
into evolving SMB environments and includes research
eavesdropping on sensitive payment card data.
and
findings and commentary by payments industry leaders
innovating in the space. Part 2 will examine how merchant
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added. compliance solution
any device, digital assistants help
n a world where anyone anywhere can transact on
messages to broadly distributed
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
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Bill Pirtle ...................................................................................................42
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
(P A-DSS) certified. "We are literally saving our payment
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]
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
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
times while improving customer experience," he said.
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
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 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
Cover Story Insights and Expertise Continued on page 31
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
2025 year in review: it was a happening year .......................1 Mastercard Alert to Control High Risk
Merchants (MATCH) Pro ................................................................26
By Patti Murphy
By Ken Musante, Napa Payments and Consulting
From BNPL and Big Tech to instant payments, stablecoins and agen-
tic AI, 2025 reshaped commerce as regulation shifted and innova- As underwriting evolves beyond credit bureaus, Mastercard's
tion accelerated across the payments landscape. MATCH Pro clarifies rules, timelines and thresholds, reshaping how
acquirers assess merchant risk and handle disputes.
News
Why Lloyds' acquisition of Curve is all
News Briefs: about re-investing the bank account ....................................28
By Chris Jones, PSE Consulting
Holiday weekend sets shopping records ................................8
Lloyds’ acquisition of Curve is less about NFC and more about
Small business credit card satisfaction surges .....................8
buying a payment-orchestration engine that could reshape bank
Beyond passkeys, FIDO Alliance accounts, embedded credit and wallet strategy.
eyes password-free ID future ........................................................8
As payments evolve, so must our story ................................30
States raise questions about BNPL ............................................8 By Dale S. Laszig, DSL Direct
Hotels must get AI-ready soon, or As payments evolve beyond processing, industry professionals must
risk falling behind, Mews warns ...............................................10 rethink their origin stories, strategies and AI use to stay differenti-
Fed considers changes to check services .............................10 ated and human in an increasingly commoditized market.
New Products
Industry Update ...............................................................................11
Insights and Expertise Strengthen your VAMP compliance strategy .....................32
Transform your checkout experience ....................................34
Street SmartsSM
Unfinished Business: Stop fraud in mobile payment apps .......................................35
The hemp ban and card brand settlement ..........................18 Strengthen fraud expertise
By Allen Kopelman, Nationwide Payment Systems Inc. through self-paced training .......................................................36
Potential hemp/CBD restrictions and the long-awaited Visa-Master- Inspiration
card settlement proposal are already rattling merchants, ISOs and
sales teams, with confusion outpacing clarity Less conventional ways to reflect on 2025 ........................41
Navigating regulation in the Departments
alternative finance space .............................................................20 Letter From the Editor ......................................................................5
By Chad Otar, Lending Valley
Spotlight Innovators ......................................................................21
The alternative finance space is now being hit hard by regulations DateBook .............................................................................................39
from both federal and state governments. Learn how businesses can Resource Guide .................................................................................42
navigate the increasingly tough regulatory landscape.
Advertiser Index ...............................................................................46
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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