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InsideGS
Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals During the past two years, Paysafe Group's Lost in
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
Transaction series has highlighted global payment trends.
In its latest installment, researchers surveyed 601 card-not-
complex,
present (CNP) SMBs in the United States, Canada, United
May 13, 2019 • Issue 19:05:01
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
IVR systems
mortar retailers aspire to truly innovate at the intersection
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
POS solutions.
Paysafe's sales discovery process has evolved from price
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
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
"The end goal is to help our customers implement solutions 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
that enable them to better their business," Rawls said. "By
replace phoned-in payment card authorizations. Like Morse
By Dale S. Laszig
code, early touchtone phones linked numeric values with
This is the first article in a two-part series that takes a
Contributed articles inside by:
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
findings and commentary by payments industry leaders
began to mask DTMF sounds to prevent criminals from
innovating in the space. Part 2 will examine how merchant
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added.
any device, digital assistants help
n a world where anyone anywhere can transact on
Semafone, a data security and compliance solution
messages to broadly distributed
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
Jeh Holsomback ...................................................................................20 deliver targeted
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Bill Pirtle ...................................................................................................42
sonalize relationships, chat bots and digital assistants are
Industry Payment Application Data Security Standard
becoming adept at representing the people and companies
(PA-DSS) certified. "We are literally saving our payment
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
article in issue 19:04:01, examined the expanding role of
Adam Hofman, product manager at CallRail, mentioned
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
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
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 Continued on page 31
privacy and security and enhance productivity? Or will
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
Cover Story Education
COVID-19 driving debit card, contactless payments ........1 Affiliate marketing 101 .................................................................26
By Patti Murphy By Nicholas P. Cucci, C.F.E., Fluid Pay LLC
During the COVID-19 pandemic U.S. consumers are using less An affiliate marketer promotes products from one or more com-
cash, more inclined toward debit than credit cards, and becoming panies and makes commissions off the sales. If you can put in the
much more comfortable with contactless payments. effort, this opportunity could be for you.
News Improve your business with in-store mobility ..................28
By Lee Jones,, Ingenico Enterprise Retail
News Briefs:
Many consumers now have favorite payment methods they
FTC slams Fiserv over fraud involving First Data .............10 expect to be offered to them. In-store mobility and onmichannel
FinTech Forward 2020 celebrates the digital future .......10 options can help provide what they want.
Virtual futurecast explores contactless future ..................10 Feature
PPP borrowers get more time to spend, repay funds ....10 Working together to harness AI's power .............................29
Industry Update ...............................................................................11 A new multimedia campaign will offer helpful tools, resources and
View thought-provoking content designed to improve awareness and
use of automation and artificial intelligence.
The very point of sale:
Are you asking the right questions? ......................................15 New Product
By Dale S. Laszig , DSL Direct LLC Boost ROI with customized software development ......30
Effective questions can help close a sale or capture the essence
of a problem. Whether they arise spontaneously or are planned, Inspiration
great questions have common characteristics. Put your best face forward ..........................................................31
Company Profile Departments
Payroc: Letter From the Editors ....................................................................5
A legacy like no other ....................................................................19 Readers Speak:
Education Facilitating contactless payments ..............................................8
Street Smarts SM Spotlight Innovators ......................................................................16
Mediocrity ...........................................................................................24 Resource Guide .................................................................................32
By Marc Beauchamp, Bankcard Life Advertiser Index ...............................................................................38
As things begin to shift to a more positive outlook, it's time to
discuss high-performance strategies that play a major role in the
results we produce across our businesses and lives.
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