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January 28, 2019 • Issue 19:01:02
Enterprise selling in an

SMB world – Part 2

questioned how to balance frictionless checkouts, such as
Uber and Amazon Go, where payments happen seamlessly,
with fraud protection and payment security.

These concerns reflect how much the SMB ecosystem has
changed in recent years. O.B. Rawls IV, chief commercial
officer, payment processing at Paysafe Group, pointed out
that merchants have become more knowledgeable about
payment processing. As a result, their conversations with
payment service providers have become more complex and
sophisticated. Rawls has seen a shift from discussions about
price and service to consultative, solution-based selling.

"By consulting with the customer, we are able to provide
them with solutions that meet their needs and are
reliable and easy to use," Rawls said. "We offer access to
multichannel solutions for in-store, online and mobile that
will help the merchant customer deliver the best possible
By Dale S. Laszig shopping experience, all while streamlining business
processes and people management, saving them time and
ith the holiday season in their rear-view mir-
money in their day-to-day operations and improving their
rors, small and midsize businesses (SMBs)
are looking ahead to opportunities and chal- individual bottom line."
W lenges in 2019. Payment professionals who Leverage expertise
work with them are doing the same, sharing common con-
cerns and varying their approaches as they proceed. Rawls observed that Paysafe's direct and indirect sales
teams have a similar consultative focus. Direct sales
Part 1 of this two-part series examined the evolving SMB representatives employed by Paysafe work on a variety of
sphere, sharing relevant research as well as insights from
payments industry leaders. Part 2 continues the discussion,
exploring how merchant level salespeople (MLSs) can use
their skills, industry knowledge and personal experience Contributed articles inside by:
to help SMBs solve some of their biggest challenges.

Sell solutions Brandes Elitch ........................................................................................18
Steve Norell ............................................................................................33
Paysafe Group published Lost in Transaction: The future Neetu Shaw ............................................................................................37
of payments for SMBs in October 2018. The report shared Adam Atlas ..............................................................................................38
findings on payment acceptance among 900 SMB merchants
Jeff Fortney .............................................................................................40
surveyed. Researchers found a majority of respondents
accept up to four payment types and would like to add Robert J. McCarthy...............................................................................42
more. However, retailers expressed concerns that digital
payment methods may expose them to fraud. Many TOC on page 3

Continued on page 30