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June 11, 2018  •  Issue 18:06:01
                             MLS 2.0: secure, compliant,



                              resourceful, discoverable




                                                                  •  Business intelligence
                                                                  •  Secure payment technology
                                                                  •  Market differentiators
                                                                  •  Agile systems
                                                                  •  Market knowledge
                                                                  •  Payments industry knowledge
                                                                  •  Improved customer experience
                                                                  •  Relationship management

                                                               Obviously, payments have become multilayered and
                                                               complicated. Senior executives, employed staff, independent
                                                               contractors and service providers have varying priorities.
                                                               This can pose challenges for MLSs looking for advice on
        By Dale S. Laszig                                      how the tools will help them and their merchants grow
                                                               and scale their businesses. Extrapolating from these tools,
                    erchant level salespeople (MLSs) were the   this article presents four essential factors that foster success
                    arbiters of the payments industry's original   in assisting merchants and presents advice from industry
                    value proposition when they helped mer-
        M chants replace paper receipts with electronic        leaders on how to leverage each.
        authorization and settlement. While much has changed in  1. Be secure: promote security best practices
        35 years, MLSs continue to shape the industry through their
        close ties with merchants. And The Green Sheet continues to  Approaches to security are continuously evolving in
        provide a platform for industry news, opinions and educa-  response to the ever-changing threat landscape. The
        tion to support the success of MLSs and ISOs.          best systems combine artificial intelligence with human
                                                               oversight. Here are three components of a security strategy:
        This issue of our magazine contains the third and final
        article in a three-part series titled "What it takes to thrive in   Secure payment  technology: Chris Bucolo, Director of
        payments today." Parts 1 and 2 appeared in issues 18:05:01   Marketing Strategy at ControlScan Inc., said merchants
        and 18:05:02, respectively. The series shares insights from   have gained security awareness. "We're seeing more trac-
        members of The Green Sheet Advisory Board on today's     tion with end-to-end and point-to-point encryption," he
        essential payment solutions and capabilities.

        Members  agreed MLSs  must offer more than processing    Contributed articles inside by:
        because today's merchants want integrated, verticalized
        solutions, and a wealth of options exist, including, for
        example:                                                 Adam Atlas ..............................................................................................41
           •  Small business loans                               Barry Davis ..............................................................................................44
           •  Vertical solutions                                 Jordan Olivas ..........................................................................................46
           •  EMV and PCI compliance                                                                   TOC on page 3
           •  Integrated POS
                                                                                   Continued on page 35
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