Tune in this week to get a lawyer's take on protecting your merchant portfolio from (upstream and downstream) poachers, and upstream partners who hold back residuals. "Think of who you're doing business with," says Eugene Rome of Rome LLP. Then stick around for James's advice on overcoming objections around dual pricing through vertical-specific solutions, and Patti's reporting on Visa's cybersecurity investments.
"As ISOs we need to stop being generalists and start being specialists," Elaina Smith of Secure Bancard explains in this in insightful discussion with James on what the future holds for ISOs. Then James talks about how vertical-specific solutions can 86 cost objections, and Patti has an update on the BNPL market.
"Selling payment processing for B2B requires always being on the lookout for better and more streamlined solutions," explains Russ Hayes, Pinnacle Business Products, in this week's featured interview. James continues on the theme of B2B, which he describes as "primed" for the 1099 distribution model, and Patti reports on the escalating cost of financial crime compliance
Particularly 1099s. "Selling POS is more important today than it ever was," says Dustin Magaziner, Founder & CEO at PayBright. Learn what PayBright is doing to help 1099 agents adjust to this new reality. James follows that with insights for managing and running a 1099 team, and Patti has a report on Sen. Durbin's latest doings in Washington.
Fresh off the sale of the ISO Beyond, industry veteran Michael Peters explains what goes into building and executing an exit strategy for a payment processing ISO. "You need to have full command of the sales model and what drives revenues," he advises. Then James talks about the power of telemarketing in today's marketplace, and Patti reports on the acquisition of Discover by Capital One and what it means for competition.
Crypto is on fire, and crypto payments are no longer a one-off. "We're seeing a lot of activity in niche markets, especially for high-ticket items," Eric Brown, CEO at Blockwyre, explains in this week's featured interview. Blockwyre has developed a suite of blockchain tech, from digital wallets and payments to digital asset custody and partners with ISOs and agents. Then stick around for James's advice for creating demand to support your prospecting efforts, and Patti's reporting on new surcharging regulations for merchants in New York.
Learn how Netevia is helping ISOs and agents rewrite the merchant sales playbook to include banking services as new sources of residual income. "We see massive opportunities," said Vlad Sadovskiy, Netevia's CEO. Than stick around for James's take on value-added services for sub-verticals, and Patti's reporting on a new surcharging law in New York.
"There are a variety of ways cannabis dispensaries can take payments," explains Glen Kaplan of Charge Today. Discover what Charge Today is doing to support merchant accounts within this controversial vertical. James continues on the verticalization theme with some insights on stealing customers from Square. And Patti wraps up this week's podcast by reporting on a class action lawsuit brought against Visa by ISOs challenging the card company's surcharging and cash discounting rules.
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