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Table of Contents

Lead Story

Interchange under attack

News

Industry Update

New Visa, MasterCard fees stir debate within industry

Researchers say encryption doesn't always work

Kaplan an ideal fit for TMS

Selling Prepaid

Prepaid in brief

Into Africa with Obopay

Has mobile prepaid RDC finally arrived?

Views

Our industry has been invaded: What will you do?

Jeff Brodsly
Chosen Payments

Education

Street SmartsSM:
Remember your partners

Bill Pirtle
C3ET Credit Card Consortia for Education & Training Inc.

Are you selling rate, a solution or both?

Jeffrey Shavitz and Adam Moss
Charge Card Systems Inc.

Differentiation, the pricing-squeeze terminator

Peggy Bekavac Olson
Strategic Marketing

How ISOs and MLSs can use Pinterest

Alan Kleinman
Meritus Payment Solutions

When warm leads become elephants

Jeff Fortney
Clearent LLC

Company Profile

Complete Merchant Solutions LLC

New Products

An intelligent PCI compliance manager

TrustKeeper PCI Manager
Trustwave

Inspiration

Cultivating your own device-free zone

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

March 12, 2012  •  Issue 12:03:01

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Forum

How to pick an ISO

I am trying to find an ISO that I can be a reseller for, so I can find local merchants in my city that need credit card processing and resell the ISO's processing to them. The problem is that hundreds of ISOs all say they have the greatest reseller program. How can I figure out which is really the best?

One company is saying I would get 95 percent of the revenue, but I find this hard to believe. I don't see how they could make any profit if they keep just 5 percent. It sounds too good to be true. However, the company is among the fastest growing, according to Inc. magazine.

Could you please give me any advice on how to find the best ISO reseller program?

David J. Potter
Merchant level salesperson

David,

We referred your question to Andy Meadows and Kevin Jones who are, respectively, Vice President, Sales, and President of SignaPay Ltd. They also both belong to The Green Sheet Inc. Advisory Board. Here's what they had to say.

Offers that sound too good to be true may very well be. Many companies advertise high revenue shares and/or big upfront signing bonuses, but you need to consider a number of key points when it comes to the financial side of those relationships:

Furthermore, consider the type of partnership you need to be successful. Most companies promise the world when it comes to service and support, but will they deliver? Again, research their reputation.

Will the company provide you an all-inclusive, back-office infrastructure that supports your daily sales efforts? Things like statement analysis, pricing strategies, POS equipment options and marketing collateral all are critical to your ability to sign merchants.

Key departments like application processing, underwriting and risk management can either slow you down - or add to your efficiency. Will you have an open line of communication with these teams and their management staff, or will you feel like you're on the outside looking in?

What tools will you have access to? Online account boarding and residual reporting, e-signature applications, mobile processing solutions, and Europay/MasterCard/Visa capability are just a few of the tools you need.

Will you receive ongoing training and education to improve your sales strategies and keep you up to date on industry trends? Knowledge is power; you need a company that is committed to your ongoing development.

Don't be so fixated on high revenue shares and big signing bonuses that you forget to look at the whole relationship. The devil is in the details.

Thank you, Andy and Kevin, for your thorough, insightful response. And best of luck to you, David, in finding an ISO that is just right for your long-term success in the payments industry.

Editor

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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