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Table of Contents

Lead Story

Cracking the B2B payments nut

Patti Murphy


Industry Update

New Briefs


How fully do you understand the fintech and payments industry?

Brandes Elitch
CrossCheck Inc.

The very point of sale: On-demand video selling

Dale S. Laszig
DSL Direct LLC


Street SmartsSM:
Archives: How do you measure your success?

Tom Waters and Ben Abel
Bank Associates Merchant Services

Six factors to consider when evaluating cash discount programs

Matt Nern
SignaPay Ltd.

Why surprising merchants is a smart way to sell

Jeff Fortney
Payments Professional

A rising force in payments - Generation Z

Zavida Mangaru
North American Bancard

Company Profile


New Products

New Product: Customizable, community-based mobile marketing platform

Village Vesl mobile app
Village Vesl


Mind those buying signals


Letter from the editors

Readers Speak: A huge downside to biometric authentication

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

June 25, 2018  •  Issue 18:06:02

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Letter from the editors

Business-to-business (B2B) payments comprise a huge market. Today, they outstrip all other types of payments and are on a steady growth trajectory. According to BI Intelligence research, B2B payments totaled $18.5 trillion in 2016, compared with $5 trillion in business-to-consumer payments and $709 billion in consumer-to-consumer payments. And consulting firm Deloitte reported that B2B payments have been expanding at a combined annual growth rate of 5.8 percent over the last several years and will exceed $23 trillion by 2020.

Yet businesses still overwhelmingly prefer checks for B2B payments, a highly specialized market, for two primary reasons: pricing and perceived workflow efficiencies. Payment professionals attracted to B2B payments, however, see plenty of opportunity for transitioning the B2B sphere to card payments, both plastic and virtual. The lead article in this issue delves into the nature and size of this opportunity, pain points that need to be addressed, and the benefits to businesses of converting from checks to card payments.

The discussion continues elsewhere in the issue when one contributing writer questioned whether corporate purchasing cards can truly enable buyers and sellers to exchange invoice information quickly, easily and cheaply, which is a primary benefit check payments provide. Other industry experts shared insights and information on how the element of surprise can work well in sales; the use of on-demand video for marketing in payments; the likely expectations of Generation Z and their impact on payments; and factors to consider when evaluating cash discount programs.

Stories highlighted in news include the debate on the proposed ENCRYPT Act in Washington;'s end-to-end payment done through a public bank API; Paysafe's open banking card; Visa and Mastercard's settlement with New Mexico over interchange fees; Ripple's blockchain-to-blackboard initiative; an arrest in connection with the Yahoo spear-phishing campaign; and the FBI's router reboot request issued to halt VPNFilter malware.

This issue also contains articles to inspire you; wisdom from our archives; company and product profiles; and updates on the latest industry developments of particular interest to ISOs and MLSs, including appointments, acquisitions, partnerships research, awards, investments, new initiatives, litigation and more. To be a consistently reliable resource for your professional development is our primary goal. Please let us know how we're doing. What do you like about this magazine? What would you like to see more of? Tell us at And, as always, we'll welcome your news at

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 | Impact Paysystems | Board Studios