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Table of Contents

Lead Story

Thriving in a disruptive market - MLS strategies

News

Industry Update

Zaxby's breach under investigation

UBPS acquisitions further ambitious vision

AmEx restructuring, reimbursements force job cuts

Fed assesses Durbin effect on networks, banks

Features

SMEs and important changes to the EU data protection act

Bill Farmer
Mako Networks Ltd.

Research Rundown

ISOMetrics:
Fed analysis of post-Durbin effects on networks

Website mistakes to avoid

Selling Prepaid

Prepaid in brief

Using KYC to boost prepaid usage

Low fees may be lynchpin for tax refund card adoption

Views

Is prepaid usage a valid measure of banking status?

Patti Murphy
ProScribes Inc.

Top five reasons to sell POS systems

Brian Jones
Harbortouch

Is m-commerce at a cultural tipping point?

Rick Berry
ABC Mobile Pay Inc.

Education

Street SmartsSM:
Tack like a sailor to strengthen your sales

Jeff Fortney
Clearent LLC

Time to take inventory of your leadership stock

Dale S. Laszig
Castles Technology Co. Ltd.

Distancing your ISO from the pack through partnerships

Christopher Briller and Sean O'Neil
MerchantPro Express LLC

Fraudsters persisting in the new year

Nicholas Cucci
Network Merchants Inc.

Company Profile

Glazer_Kennedy Insiders Circle LLC

New Products

Say yes to global customers

Multicurrency processing
Pivotal Payments

Artificial intelligence pinpoints fraud

Kount AI platform
Kount Inc.

Inspiration

You think you've got it bad

Departments

GS 10 Years Ago

Readers Speak

Resource Guide

Datebook

Miscellaneous

2013 events calendar

A Bigger Thing

The Green Sheet Online Edition

January 28, 2013  •  Issue 13:01:02

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Distancing your ISO from the pack through partnerships

By Christopher Briller and Sean O'Neil

Inside our ISO, we use the term "partner" a lot. Our sales agents are our partners. Our co-owners are our partners. A local company whose gateway and mobile product we default to is our partner. The processor where we board most of our accounts is our partner. Even competing ISOs with whom we discuss best practices and vertical market data are our partners.

So what does it mean to be partners? We get asked that a lot. Partners can be formally linked through a negotiated written agreement or informally connected through a handshake at a networking event. Some might call us partner-happy; we think of ourselves as partner-strategic. And we're confident that virtually all our partnerships have yielded at least small returns for all parties.

Also, we can't think of any partners who have been adversely affected by being referred to as our partners. Our partners have presented us with upside, and no downside, opportunities.

Why seek partnerships?

Having partners in the merchant services industry is not only helpful - it might just be essential. Here are several reasons why:

So maybe we are a little partner happy. But partnerships are a proven vehicle for relationship-driven sales. We often find ourselves in high-level discussions with people we would never have met but for our partnerships.

We seek partnerships and often suggest partnering when we meet someone with whom we feel we can enter into a mutually beneficial relationship. We suggest you consider doing the same.

Christopher Briller is Chief Executive Officer of MerchantPro Express LLC (www.merchantproexpress.com). Prior to that, he was a sales executive with TransFirst LLC and First Data Corp. He can be reached at cbriller@merchantproexpress.com. Sean O'Neil is Chief Operating Officer of MerchantPro Express. He is a sales and management training expert with clients that include First Data, Chase Paymentech Solutions LLC and WorldPay. Sean also co-authored the book Bare Knuckle People Management: Creating Success with the Team You Have - Winners, Losers, Misfits and All. Contact him at soneil@merchantproexpress.com.

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