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InsideGS
Cover Story Education
PCI SSC alive with collaboration, innovation ........................1 Making the most of niche opportunities .............................36
By Dale S. Laszig By Nicky Koopman, AEVI
From its welcoming annual meetings to strategic frameworks and Past successes may cause payments professionals to focus on
processes, and a new iteration of the PCI DSS, the PCI SSC is foster- broad business segments but what works for a broader segment
ing participation in new and effective ways. may be too generalized for more specialized merchants' needs.
News Credit cards surging in 2019 – fraud to .................................38
By Nicholas P. Cucci, Fluid Pay LLC
News Briefs: Having large amounts of data is only half the battle; you need
Money20/20 spotlights diverse, a robust system to support and back it. Keep this in mind when
convergent journeys forward .........................................10 deciding where your merchant data resides.
Monitor conference attracts Thankful for the bankcard industry .......................................40
equipment finance revolutionaries ........................................10 By Hawkins Siemon, Elevate Payment Alliance
In an ultra-competitive industry such as payments, it can be easy
Women cross borders for diversity in payments ..............10
to lose sight of its positive aspects. It makes sense to pause and
Online lender Kabbage makes payments play..................11 appreciate the many benefits our industry offers.
Industry Update ...............................................................................12 New Products
Views Fight fraud, boost sales with
Insider's report on payments: automated applications ...............................................................18
Outlook brightens for cannabis banking ............................19 Attract high-quality merchants
By Patti Murphy, ProScribes Inc. with best-in-class mPOS ..............................................................42
Legislation passed by the House of Representatives and now
awaiting action in the Senate would create a safe harbor for banks Inspiration
that want to offer services to cannabis businesses. The grace of gratitude ...................................................................43
Company Profile Departments
NavyZebra: Letter From the Editors ....................................................................5
Niche technologies and innovations .....................................27 Readers Speak:
Education Help with networking.......................................................................8
DateBook .............................................................................................17
Street Smarts SM
How to avoid setbacks at installation ....................................32 Spotlight Innovators ......................................................................22
By Dee and Emily Karawadra, Impact PaySystem Events Calendar ................................................................................44
Often, a new deal can go stale or not move through underwriting Resource Guide .................................................................................45
due to errors made during the merchant-application stage. The Advertiser Index ...............................................................................54
bulk of these errors can be avoided.
Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals 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
By Dale S. Laszig
During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
In its latest installment, researchers surveyed 601 card-not-
May 13, 2019 • Issue 19:05:01
complex,
present (CNP) SMBs in the United States, Canada, United
and the customer experience.
Kingdom, Germany and Austria and 306 card-present
set of challenges.
uoyed by reports of record 2018 holiday spend-
attitudes about payment acceptance methods, innovation
Conversational commerce:
ing, analysts predict more retail growth in 2019,
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV, chief commercial officer, payment processing
at Paysafe, said the research revealed that brick-and-
have introduced SMBs to a big-brand experience and new
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
POS solutions.
Paysafe's sales discovery process has evolved from price
Independent research by global payments provider Paysafe
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
their efforts to balance frictionless checkouts with payment
selling, he noted. Direct and indirect sales representatives
security. Lost in Transaction: The future of payments for SMBs,
have been centering conversations with merchants about
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
Contributed articles inside by: dual-tone multifrequencies (DTMF) to enable machines to
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
transactions, such as in-app payments, make them more
Payment technology's evolution began when interactive
vulnerable to fraud. Seventy-six percent reported feeling
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
code, early touchtone phones linked numeric values with
By Dale S. Laszig
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
transmit credit card numbers. Over time, service providers
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
findings and commentary by payments industry leaders
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
Semafone, a data security and compliance solution
messages to broadly distributed
n a world where anyone anywhere can transact on
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Bill Pirtle ...................................................................................................42
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
(PA-DSS) certified. "We are literally saving our payment
becoming adept at representing the people and companies
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [PA-DSS]
"Voice: payments' next integration," The Green Sheet's lead
Continued on page 31
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
than they were ten years ago, which has helped reduce wait
voice technologies in payments. This article explores how
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
simple clicks into complex, interactive and contextual
times while improving customer experience," he said.
expressions of our interests, personalities and lifestyles.
jobs? they encroach on personal moments and take away our Contributed articles inside by:
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
homes and connected workplaces. Will AIs respect our
TOC on page 3
privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
3
Continued on page 31
www.greensheet.com