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Privacy and social media: a delicate balance ........................1 Flywire:
By Dale S. Laszig The universal language of currency .......................................21
The race is on to provide frictionless commerce. Mostly hidden Education
from view, fraudsters package datasets from social media and
mobile apps for quick sale on the Dark Web. Street Smarts SM
News What MLSs should expect from
ISOs and processors – Part 1 ......................................................32
News Briefs: By Dee and Emily Karawadra, Impact PaySystem
What can MLSs reasonably expect from their ISOs and processors?
EMVCo publishes EMV SRC Specification v1.0 ..................10
In this first article of a two-part series, Emily Karawadra discusses
Ruling in Spec's case a setback for First Data ....................10 several points and asks questions of relevance.
Libra, a marriage of social media and payments? ...........10 What salespeople can learn from painters .........................36
By Jeff Fortney, TouchSuite LLC
Target POS outage sparks interest in data protection ..10
Landscape painters learn to start with the farthest point, stand
Venmo an open book for fraudsters ......................................10 back to get a sense of the whole and elicit positive emotions. This
Consumer privacy gains congressional support ..............10 practice applies equally to merchant sales.
Ingenico enhances terminals to What exactly is 'the cloud' or 'cloud computing'? ............38
By Nicholas P. Cucci, Fluid Pay LLC
protect consumer environments .............................................10
When your data is in the cloud, instead of being stored on your
Industry Update ...............................................................................12 own device, it is stored on offsite servers that can be accessed eas-
ily through web browsers. What are the pros and cons?
Views
New Product
Insider's report on payments: Integrated platform helps ISOs, ISVs, payfacs grow .......41
Facebook's cryptocurrency
play faces trust challenge ............................................................16 Inspiration
By Patti Murphy, ProScribes Inc. Good ole summertime merchant care ...................................43
Is Facebook's initiative to collaborate with leading payment
brands to develop a new cryptocurrency a watershed moment for Departments
cryptocurrency adoption, or is it a dud? Letter From the Editors ....................................................................5
The 2019 CNP Expo .........................................................................19 Readers Speak:
By Brandes Elitch, CrossCheck Inc Take a selfie, help a child .................................................................8
The CNP Expo, which focuses on ecommerce fraud and global Spotlight Innovators ......................................................................30
payment acceptance, is evolving into a must-attend event for all DateBook .............................................................................................40
parties involved in online commerce.
Resource Guide .................................................................................44
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-
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
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
of payments and the in-store experience. In response,
Conversational commerce:
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
security. Lost in Transaction: The future of payments for SMBs,
have been centering conversations with merchants about
at Paysafe, said the research revealed that brick-and-x, interactive, evolving
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
that enable them to be er their business," Rawls said. "By IVR systems
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
findings and commentary by payments industry leaders
voice response (IRV) systems and dial modems began to
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
innovating in the space. Part 2 will examine how merchant
code, early touchtone phones linked numeric values with
Jeh Holsomback ...................................................................................20
By Dale S. Laszig
Steve Norell ............................................................................................34
dual-tone multifrequencies (DTMF) to enable machines to
Martina Jeronski ...................................................................................36
transmit credit card numbers. Over time, service providers
eavesdropping on sensitive payment card data.
Nicholas Cucci ........................................................................................40
began to mask DTMF sounds to prevent criminals from
Bill Pirtle ...................................................................................................42
Semafone, a data security and compliance solution
n a world where anyone anywhere can transact on
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
sonalize relationships, chat bots and digital assistants are
they serve. It's not always easy to
certification themselves," he added.
(PA-DSS) certified. "We are literally saving our payment
application partners valuable time and costs that would
becoming adept at representing the people and companies
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
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
times while improving customer experience," he said.
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
TOC on page 3 Continued on page 31
privacy and security and enhance productivity? Or will
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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