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Table of Contents

Lead Story

PCI SSC raises bar on data security

Ann Train


Industry Update

News Briefs


Lead and follow desire lines

Dale S. Laszig
DSL Direct LLC

Change means opportunity for those willing to learn

Brandes Elitch
CrossCheck Inc.

Cracking the merchant retention nut

Patti Murphy


Street SmartsSM:
Merger mania, oh how it can hurt

Steven Feldshuh
Merchants' Choice Payment Solutions East

Five reasons why buyers will spurn your ISO

Adam T. Hark
Preston Todd Advisors

Selling solutions – the new merchant services paradigm

Dinesh Saparamadu
Apptizer Inc.

Company Profile


New Products

Advanced CRM, marketing automation for SMBs

Womply Engage

Cash discounts for merchants in-app, in-store, online

PayLo technology suite
SignaPay Ltd.


Four decisions that lead to a close


Checkout experience a top merchant priority


Letter from the editors

Readers Speak

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

March 26, 2018  •  Issue 18:03:02

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Letter from the editors

PCI compliance is often a headache for merchants, who want payment processing to run smoothly behind the scenes so they can focus on building their businesses. ISOs, merchant level salespeople, and the processors and other service providers they work with offer various solutions designed to secure sensitive data and systems. But working with merchants to implement them can be a headache for payment professionals, as well. Drilling down to the technical details to solve problems with compliance or to help merchants with updates and new standards can be overwhelming.

Just imagine what a huge job it is for the PCI Security Standards Council, which took over management of the Payment Card Industry (PCI) Data Security Standard (DSS) and PIN Transaction Security Standard in 2006. Today the organization oversees 12 standards in addition to assessor programs, certified solutions and online resources driven by global Participating Organization and Affiliate members and founders at the committee and board levels. Various working groups, task forces and special interest groups are also critical to the PCI SSC's efforts. All of this requires such extensive expertise and consistent collaboration it could make you dizzy just contemplating it.

Fortunately, there are experts who thrive on technical details and work diligently for and with the council to help all parties in the payments chain keep sensitive data safe. This issue's lead article provides a look at the evolution of the PCI SSC, what it's doing now and what it plans for the future.

Our much-valued contributing writers are also endeavoring to help payment professionals stay informed so they can thrive day to day. In a given year, the depth and breadth of information and insight they provide is astounding. In this issue they've addressed issues that arise for ISOs and MLSs when their own company or a business they work with is part of a merger or acquisition; five reasons a potential buyer will quickly reject a merchant portfolio; opportunities for those who learn about products merchants need beyond payment processing; and how smart systems and smart apps help ISOs and MLSs sell solutions, not price.

We've also included news briefs on recent developments and trends in payments, updates on individual and company milestones, relevant industry research, company and product profiles, and other features you've come to rely on. Thank you for sending your press releases to And for questions and suggestions, please email

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 | Simpay | USAePay | Impact Paysystems | Board Studios