Page 3 - GS201101

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-
May 13, 2019 • Issue 19:05:01
present (CNP) SMBs in the United States, Canada, United
complex,
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
O. B. Rawls IV , chief commercial officer, payment processing
B business (SMB) sector. Advanced technologies
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
Independent research by global payments provider Paysafe
of payments and the in-store experience. In response,
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
their efforts to balance frictionless checkouts with payment
selling, he noted. Direct and indirect sales representatives
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
published by Paysafe in October 2018, found 54 percent
"The end goal is to help our customers implement solutions dual-tone multifrequencies (DTMF) to enable machines to
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
Payment technology's evolution began when interactive
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
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
Contributed articles inside by:
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
into evolving SMB environments and includes research
eavesdropping on sensitive payment card data.
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
provider for call centers, uses advanced DTMF masking
I it may seem incongruous to use
Jeh Holsomback ...................................................................................20 deliver targeted
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
Steve Norell ............................................................................................34audiences. While
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
Bill Pirtle ...................................................................................................42
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
voice technologies in payments. This article explores how
than they were ten years ago, which has helped reduce wait
sentient machines are transforming transactions from
to recognize complex phrases. "These systems are smarter
expressions of our interests, personalities and lifestyles.
times while improving customer experience," he said.
simple clicks into complex, interactive and contextual
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 Company Profile
Insights from the digital conference trenches – Part 2 ....1 Payrix:
By Dale S. Laszig Advancing embedded payments .............................................19
This is the second article in a two-part series in which payments Education
industry event planners share how to overcome obstacles and in-
novate to make virtual shows extraordinary in their own right. Street Smarts SM
News Elite producers live like warriors ..............................................24
By Marc Beauchamp, Bankcard Life
News Briefs: Living like a warrior means fostering love and compassion, deliver-
ing value to others, and not seeking constant comfort or an easier
Deluxe builds fintech hub in Atlanta .....................................10
path—and this does apply to success in payments.
PCI DSS 4.0 blueprint draws record commentary ............10
It's critical to talk with your merchants now ......................28
UK retailers blast Visa, Mastercard over interchange ....10 By Jeff Fortney, Signature Payments
Paysafe surveys SMB digital commerce ................................10 The phone is a critical tool for staying in touch with merchants
while the country is in various stages of shutdown, but you can't
Industry Update ...............................................................................12 just start calling without a plan.
Views New Product
The disconnect from B2C to B2B Simplified EMV and contactless integrations ...................29
for merchant sellers ........................................................................15
By Roger McNamara, Guide2Interchange Inspiration
When seeking new markets to compensate for loss of B2C trans- Be an ambassador of kindness .................................................30
actions during the pandemic, the B2B market offers lucrative
options—that is, if you know what B2B really is and what breaking Departments
in entails. Letter From the Editor ......................................................................5
Using the cloud to overcome COVID-19's impact ............26 Readers Speak:
By Ronny Yakov, OLB Group Inc. Beware of 'turnkey' and 'custom' ................................................8
Merchants are searching for strategies and solutions that can help Spotlight Innovators ......................................................................17
them regain their footing. Cloud-based ecommerce technology is Resource Guide .................................................................................32
one option that may help them return to profitability. Advertiser Index ...............................................................................38
New + Tried and True = A Winning Strategy for You
Reaching the right partners and customers requires a mix of
old and new approaches. Press releases are a peerless, proven
way to tell your company’s story while also delivering a sense
of urgency. Share your latest achievements for free on our
homepage multimedia hub. The payments community will News from the Wire::
pay attention, and you’ll advance your brand. Your Press Release
Send your press releases to press@greensheet.com.
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