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Table of Contents

Lead Story

Expert advice on data security defense and planning

News

Industry Update

Merchant info possibly compromised in breach

Republican senators introduce national data security standard

ATM regs under fire, class action denied, consent decree approved

Durbin one piece of retail puzzle

Features

Research Rundown

Selling Prepaid

Prepaid in brief

Prepaid forums address challenges ahead

The new language of rewards

Views

Lead sources - the front line in sales competition

Marc Abbey and Lacy McDonnell
First Annapolis Consulting

Education

Street SmartsSM:
When you hit the doldrums, start rowing

Jeff Fortney
Clearent LLC

Revving the engines that drive success

Tom Waters
Bank Associates Merchant Services

Is the aggregator model right for you?

Chandan Mukherjee
PayCube Inc.

Be positively different to make your business stand out

Peggy Bekavac Olson

mPOS runs circles around PayPal, Square

Rick Berry
ABC Mobile Pay Inc.

Company Profile

Stream Cash LLC

New Products

A cashless ATM

Retail Teller Machine
KAL

Secure checkout for POS, web or mobile

Mercury HostedCheckout
Mercury Payment Systems LLC

Inspiration

Do you still love me?

Departments

10 Years ago in The Green Sheet

Forum

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

July 09, 2012  •  Issue 12:07:01

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Forum

Calling all partners

I've heard that some of the larger ISOs hold meetings with their partners, including vendors, cash advance outfits, gift and loyalty providers, etc., and smaller ISOs and agents working through them. What goes on at these meetings? How are they different than regional acquirers meetings? What objectives do they meet? What are the advantages to having these types of events?

Jeremy Corrigan
SaveOn Merchant Services

Jeremy,

Periodic meetings with partners have benefits both for the ISOs hosting them and for the partners who attend. Partner meetings are similar to regional acquirer meetings in that they offer a balance of educational, networking and social opportunities. They differ in several ways, as well.

First, ISOs hosting their own meetings can gear the agenda to meet their specific business needs. Perhaps an ISO is launching a new mobile payment initiative.

A partner meeting enables the ISO to provide attendees with the requisite information about the program, such as why the ISO selected this particular program, how to sell merchants on its benefits, how the software and hardware work together, how to implement the program, who to contact when you need technical assistance and how to provide ongoing support.

Or maybe the ISO has completely revamped the company's website. A partner meeting gives the ISO a chance to demonstrate all of the site's cutting-edge capabilities and how to take advantage of them. It also enables the ISO to test run the site and correct any problems that come to light.

Another example could be that the ISO has noticed an increase in merchant churn over the last quarter and devotes a portion of the meeting to gathering in-depth information about what's actually going on out in the field in an effort to pinpoint the problems and solve them.

For attendees, partner meetings offer an opportunity to see presentations geared specifically to their business needs, as opposed to the more general industry knowledge offered at regional acquirers meetings.

Participants can become better informed about the equipment, software, business practices and sales materials they use on the job. They can present questions that most concern them to knowledgeable people who are vested in their success.

Partner meetings also tend to be smaller than acquirer meetings, giving people ample opportunity to get to know each other.

They afford all participants, many of whom are independent entrepreneurs running sole proprietorships, a chance to feel connected with one another and the group brought together by the ISO; to reinforce common, mutually beneficial goals; and to become reinvigorated and inspired.

Both types of meetings provide worthwhile resources for professional development; we recommend you attend as many as you can.

Editor

Step up, be heard

Do you have expertise, wisdom, tips or opinions to share with your peers in the payments industry? Consider joining the group of industry experts we are proud to call our contributing writers. Or maybe you just want to dash off a paragraph or two because an issue has stirred you into action or you have an important observation to share. We can print those flashes of insight right on this page. Go ahead, send us your thoughts. You can reach us via email at greensheet@greensheet.com, by phone at 800-747-4441, on Facebook at or on Twitter using @the_green_sheet.

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

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Spotlight Innovators:

North American Bancard | USAePay | Super G Capital LLC | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems