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Table of Contents

Lead Story

MLS 2.0: secure, compliant, resourceful, discoverable

Dale S. Laszig


Industry Update

News Briefs


What it takes to thrive in payments today - Part 3

TSG's new directory of U.S. acquirers


Visa, Mastercard aim to accelerate B2B card payments

Patti Murphy
ProScribes Inc.


Street SmartsSM:
Archives: Veritably valuable added services

Dee Karawadra
Impact PaySystem LLC

Legal ease: ISO contract management in the digital age

Adam Atlas
Attorney at Law

Help your merchants increase customer loyalty

Barry Davis

Three ways to take your ISO to the next level

Jordan Olivas
RS Software Inc.

Company Profile


New Products

Unified security management, compliance solution

USM Anywhere
AlienVault Inc.


The sales door: close it or leave it open?


Letter from the editors

Readers Speak: Machine learning can safeguard global payments

Resource Guide


A Bigger Thing

The Green Sheet Online Edition

June 11, 2018  •  Issue 18:06:01

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MLS 2.0: secure, compliant, resourceful, discoverable

By Dale S. Laszig

Merchant level salespeople (MLSs) were the arbiters of the payments industry's original value proposition when they helped merchants replace paper receipts with electronic authorization and settlement. While much has changed in 35 years, MLSs continue to shape the industry through their close ties with merchants. And The Green Sheet continues to provide a platform for industry news, opinions and education to support the success of MLSs and ISOs.

This issue of our magazine contains the third and final article in a three-part series titled "What it takes to thrive in payments today." Parts 1 and 2 appeared in issues 18:05:01 and 18:05:02, respectively. The series shares insights from members of The Green Sheet Advisory Board on today's essential payment solutions and capabilities.

Members agreed MLSs must offer more than processing because today's merchants want integrated, verticalized solutions, and a wealth of options exist, including, for example:

Obviously, payments have become multilayered and complicated. Senior executives, employed staff, independent contractors and service providers have varying priorities. This can pose challenges for MLSs looking for advice on how the tools will help them and their merchants grow and scale their businesses. Extrapolating from these tools, this article presents four essential factors that foster success in assisting merchants and presents advice from industry leaders on how to leverage each.

Be secure: promote security best practices

Approaches to security are continuously evolving in response to the ever-changing threat landscape. The best systems combine artificial intelligence with human oversight. Here are three components of a security strategy:

2. Be compliant: advocate PCI compliance

When the PCI Data Security Standard was introduced, many merchants believed achieving compliance would make them invulnerable to breaches. Some felt betrayed when bad actors hacked their PCI-compliant businesses. Security analysts have noted today's merchants tend to think of compliance as a risk mitigation strategy but not a silver bullet. Here are three additional considerations:

3. Be resourceful: offer a diversified product mix

Today's merchants want intelligent systems with apps they can use to manage their businesses from anywhere on any device. Following is a sampling of products experts highlighted:

4. Be discoverable: stand out from your competitors

Standing out from the crowd in merchant services can be daunting. Experts recommend offering a unique value and consistent brand message. Here are some ways to be discoverable:

The customer is in the center of the new payments ecosystem, Mensdorff-Pouilly stated. "The key to new payments is understanding that use cases will be driven by the customer context, not the other way around." Service providers need to meet commercial requirements in the payments space while creating a seamless consumer experience. "We need to find a way to leverage possibilities in a good way and not in a way that's controlling or limiting," she said.

Dale S. Laszig, Senior Staff Writer at The Green Sheet. She can be reached by email at and on Twitter at @DSLdirect.

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

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North American Bancard | USAePay | Impact Paysystems | Board Studios