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Learn more, earn more with training ........................................1 Subscription-based plans leverage
By Dale S. Laszig secure MagTek technology .........................................................23
Training initiatives for MLSs reflect a growing interest in payments Company Profile
best practices and self-governance. Most learning programs are
self-directed, enabling MLSs to study at their own pace. South Seas Data LLC.:
News The business of machines ............................................................25
Education
News Briefs:
Street Smarts SM
ThreatMetrix, TSYS detect increasing mobile fraud .......10
Cash discount – more pros than cons ....................................36
Any authentication better than By Dee and Emily Karawadra, Impact PaySystem
none, Google, NYU say ..................................................................10 Many merchant level salespeople and merchants are enthusiastic
New York transit system goes contactless ...........................10 about cash discount programs. Yet Visa issued an opinion that
cash discount products implemented today are non-compliant.
Bitcoin? There's a Cash App for that .......................................10 Don't copy the competition ........................................................38
Global, TSYS join elite group of jumbo acquirers ............10 By Jeff Fortney, TouchSuite LLC
Some CBD businesses getting a Square deal .....................10 If you sell exactly like your competition, why would merchants
sign with you? Why would they find you a better option than their
Industry Update ...............................................................................12 current providers? There is another way.
Views Tapping into the health and beauty vertical .....................40
By Nicky Koopman, AEVI
Insider's report on payments: The health and beauty retail sector is a multibillion dollar, primar-
Are stars aligning for contactless payments? ....................18 ily small-business market that is eager for innovative payment
By Patti Murphy, ProScribes Inc. solutions – like smart POS systems.
Big players are banking on a rise in contactless payments. Visa and Inspiration
Mastercard both have mandated that new U.S. POS deployments
support contactless by mid-2020. Leadership for a new era ..............................................................43
The ETA's Transact: a must for Departments
serious payment professionals .................................................20 Letter From the Editors ....................................................................5
By Brandes Elitch, CrossCheck Inc. Readers Speak:
This year more than 4,000 attendees and 200 exhibitors attended The need for cryptocurrency acceptance ...............................8
the ETA's annual tradeshow, Transact. Its comprehensive, varied Events Calendar ................................................................................21
offerings have made it a must-see event for serious payments
professionals. Spotlight Innovators ......................................................................30
DateBook .............................................................................................39
Resource Guide .................................................................................45
Advertiser Index ...............................................................................54

January 14, 2019 • Issue 19:01:01
Knowledge of the By Dale S. Laszig Enterprise selling in an
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.
payments industry their efforts to balance frictionless checkouts with payment selling, he noted. Direct and indirect sales representatives May 13, 2019 • Issue 19:05:01
In its latest installment, researchers surveyed 601 card-not-
and the customer experience.
present (CNP) SMBs in the United States, Canada, United
Kingdom, Germany and Austria and 306 card-present
SMBs in the United States and Canada. Respondents shared
uoyed by reports of record 2018 holiday spend-
set of challenges.
a itudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
particularly in the evolving small and midsize
comple
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
have introduced SMBs to a big-brand experience and new
mortar retailers aspire to truly innovate at the intersection
Independent research by global payments provider Paysafe
Conversational commerce:
of payments and the in-store experience. In response,
Paysafe's sales discovery process has evolved from price
POS solutions.
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
security. Lost in Transaction: The future of payments for SMBs,
at Paysafe, said the research revealed that brick-and-x, interactive, evolving
have been centering conversations with merchants about
published by Paysafe in October 2018, found 54 percent
that enable them to be er their business," Rawls said. "By IVR systems
security, data protection, business management tools and
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
transactions, such as in-app payments, make them more
vulnerable to fraud. Seventy-six percent reported feeling
"The end goal is to help our customers implement solutions
This is the first article in a two-part series that takes a
deep dive into today's SMB market. It takes a deep dive
Contributed articles inside by:
into evolving SMB environments and includes research
Payment technology's evolution began when interactive
voice response (IRV) systems and dial modems began to
findings and commentary by payments industry leaders
innovating in the space. Part 2 will examine how merchant
replace phoned-in payment card authorizations. Like Morse
TOC on page 3 I it may seem incongruous to use machines to per- Industry Payment Application Data Security Standard
Jeh Holsomback ...................................................................................20
code, early touchtone phones linked numeric values with
By Dale S. Laszig
Steve Norell ............................................................................................34
dual-tone multifrequencies (DTMF) to enable machines to
transmit credit card numbers. Over time, service providers
Martina Jeronski ...................................................................................36
eavesdropping on sensitive payment card data.
began to mask DTMF sounds to prevent criminals from
Nicholas Cucci ........................................................................................40
Bill Pirtle ...................................................................................................42
n a world where anyone anywhere can transact on
Semafone, a data security and compliance solution
provider for call centers, uses advanced DTMF masking
in its flagship solution, Cardprotect. Gary E. Barne , CEO
any device, digital assistants help deliver targeted
messages to broadly distributed audiences. While
at Semafone, noted that Cardprotect 4.0 is Payment Card
they serve. It's not always easy to
sonalize relationships, chat bots and digital assistants are
(PA-DSS) certified. "We are literally saving our payment
certification themselves," he added.
becoming adept at representing the people and companies
application partners valuable time and costs that would
Continued on page 31 differentiate between
otherwise have gone towards achieving the [PA-DSS]
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
article in issue 19:04:01, examined the expanding role of
times while improving customer experience," he said.
voice technologies in payments. This article explores how
that advanced speech recognition has enabled IVR systems
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
expressions of our interests, personalities and lifestyles.
simple clicks into complex, interactive and contextual
jobs? homes and connected workplaces. Will AIs respect our Contributed articles inside by:
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
privacy and security and enhance productivity? Or will
TOC on page 3 Continued on page 31
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
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