Most Important Issues to ISOs
We always assume that ISOs, if asked about what is most important to them in a service provider relationship, will always say, "Show me the Money!"
However, the truth is that a number of other issues come up first on everyone's list of wants and desires, that precede the money the ISO will make per sale.
When we look at the list of survey answers, and really think about it, they all make sense. First every sales professional either wants a real or at least a perceived advantage over the competition. So price and features are most important, because it really doesn't matter how much you are going to be paid, if you can't sell the product.
In addition, things like market restrictions are a very big issue. To create an example by extreme, it doesn't matter how much the commission is, if you can only sell in a six block radius.
Finally, since most ISOs are selling multiple things, they want the paperwork and set-up process as easy as possible, and an ease of getting answers from the service provider. Since time is money, they might be able to sell twice as many, if the process is hassle free.
While it may be surprising at first, it is really perfectly logical that the commission, or the "money" issue comes after several other important things. When you think about it, the money doesn't really matter if the market isn't open, and relatively easy to get to, or if you don't have superior price and features to sell.
