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May 14, 2018  •  Issue 18:05:01



                                       A
                                              dvisory



                                                 B       oard








                                   What it takes to thrive


                              in payments today – Part 1






             n today's complex payments world, where simple         4. Finally, given the degree of cooperation needed in
             terminals and competitive pricing are no longer        today's payments biz, what top three qualities must all
             enough to attract, let alone retain merchant accounts,   of these essential players on the payments value chain
        I industry leaders have emphasized the need for mer-        bring to the table to foster success for themselves, their
        chant level salespeople (MLSs), ISOs and other payment      partners and merchants? Please explain.
        professionals to transform into consultants who not only
        provide ever more powerful POS systems, but also offer a   Following is a portion of their responses; the remainder
        host of integrated business services tailored to help indi-  will be published in a subsequent issue of The Green Sheet.
        vidual merchants achieve their goals. A tall order.     Thank you to the industry leaders who carved out time
                                                                in their demanding schedules to share their insights here.
        With this in mind, we asked members of The Green Sheet
        Advisory Board to share their thoughts on the following:


            1. What top three tools of the trade are most critical for   Contributed articles inside by:
            MLSs to succeed in payments today?
            2. What about ISOs working with MLSs? Do they        Naganand Jagadeesh  ........................................................................20
            need the same ones, or are other types of aids more   Steven Feldshuh ...................................................................................38
            essential to them?
                                                                 Brion Bonkowski ...................................................................................42
            3. And for equipment, software and systems providers,   Dee Karawadra ......................................................................................46
            what might their most critical needs be in terms of
            tools of the trade? Are these different for long-time                                       TOC on page 3
            payment players than for startup payment facilitators
            and independent software vendors breaking into
            payments?




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