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InsideGS

Empowering and connecting Enterprise selling in an
January 14, 2019 • Issue 19:01:01
today’s payments professionals By Dale S. Laszig Kingdom, Germany and Austria and 306 card-present
SMB world – Part 1
SMBs face.
Help me innovate
level salespeople (MLSs) can use their industry knowledge
and personal experience to solve the most pressing issues
During the past two years, Paysafe Group's Lost in
Transaction series has highlighted global payment trends.
In its latest installment, researchers surveyed 601 card-not-
May 13, 2019 • Issue 19:05:01
and the customer experience. complex,
present (CNP) SMBs in the United States, Canada, United
uoyed by reports of record 2018 holiday spend-
set of challenges.
ing, analysts predict more retail growth in 2019,
Conversational commerce:
attitudes about payment acceptance methods, innovation
particularly in the evolving small and midsize
B business (SMB) sector. Advanced technologies
O. B. Rawls IV , chief commercial officer, payment processing
have introduced SMBs to a big-brand experience and new
at Paysafe, said the research revealed that brick-and-
SMBs in the United States and Canada. Respondents shared interactive, evolving
mortar retailers aspire to truly innovate at the intersection
IVR systems
of payments and the in-store experience. In response,
Independent research by global payments provider Paysafe
Paysafe's sales discovery process has evolved from price
POS solutions.
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
selling, he noted. Direct and indirect sales representatives
their efforts to balance frictionless checkouts with payment
have been centering conversations with merchants about
security. Lost in Transaction: The future of payments for SMBs,
published by Paysafe in October 2018, found 54 percent
security, data protection, business management tools and
that enable them to better their business," Rawls said. "By dual-tone multifrequencies (DTMF) to enable machines to
of ecommerce merchants surveyed believe frictionless
aggressively targeted by fraudsters.
Payment technology's evolution began when interactive
transactions, such as in-app payments, make them more
vulnerable to fraud. Seventy-six percent reported feeling
voice response (IRV) systems and dial modems began to
"The end goal is to help our customers implement solutions
replace phoned-in payment card authorizations. Like Morse
By Dale S. Laszig
code, early touchtone phones linked numeric values with
Semafone,
a data
This is the first article in a two-part series that takes a
transmit credit card numbers. Over time, service providers
Contributed articles inside by:
deep dive into today's SMB market. It takes a deep dive
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
began to mask DTMF sounds to prevent criminals from
security
findings and commentary by payments industry leaders
and
TOC on page 3 machines and humans on the phone, email or online chat. certification themselves," he added. compliance solution
innovating in the space. Part 2 will examine how merchant
any device, digital assistants help
messages to broadly distributed
n a world where anyone anywhere can transact on
Jeh Holsomback ...................................................................................20 deliver targeted
I it may seem incongruous to use
provider for call centers, uses advanced DTMF masking
Steve Norell ............................................................................................34audiences. While
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Nicholas Cucci ........................................................................................40
at Semafone, noted that Cardprotect 4.0 is Payment Card
Martina Jeronski ...................................................................................36 machines to per-
Industry Payment Application Data Security Standard
sonalize relationships, chat bots and digital assistants are
Bill Pirtle ...................................................................................................42
(P A-DSS) certified. "We are literally saving our payment
becoming adept at representing the people and companies
application partners valuable time and costs that would
they serve. It's not always easy to differentiate between
otherwise have gone towards achieving the [P A-DSS]
"Voice: payments' next integration," The Green Sheet's lead
article in issue 19:04:01, examined the expanding role of
Continued on page 31
Adam Hofman, product manager at CallRail, mentioned
voice technologies in payments. This article explores how
times while improving customer experience," he said.
that advanced speech recognition has enabled IVR systems
to recognize complex phrases. "These systems are smarter
than they were ten years ago, which has helped reduce wait
sentient machines are transforming transactions from
expressions of our interests, personalities and lifestyles.
simple clicks into complex, interactive and contextual
jobs? privacy and security and enhance productivity? Or will Contributed articles inside by:
The article also addresses concerns voiced by merchant
level salespeople and their customers about AI in smart
homes and connected workplaces. Will AIs respect our
TOC on page 3
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
Cover Story Insights and Expertise Continued on page 31
www.greensheet.com
Payments in 2026: From promise to pressure test .............1 When payment providers trap merchants ..........................28
As payments innovation faces real-world constraints, 2026 emerges By Viktoria Soltesz, PSP Angels
as a pressure test of trust, governance, security and resilience. And As fintech choices multiply, treating payments as a finance after-
payments experts examine the implications. thought leaves merchants exposed. An FTC case shows why strat-
News egy, education and provider scrutiny matter.
From insight to trust:
News Briefs: The next stage of data monetization in banking .............30
Retailers balk at Visa-Mastercard settlement proposal ...8 By Radi El Haj , RS2
Shift4's Isaacman to head NASA .................................................8 Banks hold vast amounts of data, but value depends on execution.
Monetization, compliance and explainable AI are the foundations
More consumers take on more BNPL loans ...........................8
for growth and trust strategies.
Fed finds slower debit growth, rising Compant Profile
fraud losses, steady interchange ................................................8
Consumer spending posts healthy Field39:
gains during holiday season .........................................................8 Process globally with your own
branded, multi-acquirer platform ..........................................33
Industry Update ...............................................................................10 New Products
Insights and Expertise
Take payments anywhere, no hardware needed .............35
Street Smarts Verify identity faster with no added friction .....................36
SM
New ways to market your brand in 2026..............................16
By Allen Kopelman, Nationwide Payment Systems Inc. Inspiration
To start 2026 with strength and a competitive edge, revamp your Write the day you want to have ...............................................37
marketing to refine your personal branding, market technology-first Departments
solutions and build consistent online visibility.
Letter From the Editor ......................................................................5
How to introduce new payment initiatives
without causing public anxiety ................................................26 Spotlight Innovators ......................................................................19
By Scott Dawson, DECTA 2026 Events Calendar ....................................................................32
Resource Guide .................................................................................38
As the FCA allows providers to set contactless limits, evidence shows
fraud remains low. The real challenge lies in managing consumer Advertiser Index ...............................................................................42
anxiety as payments innovation accelerates.
New + Tried and True = A Winning Strategy for You
Reaching the right partners and customers requires a mix of
old and new approaches. Press releases are a peerless, proven
way to tell your company’s story while also delivering a sense
of urgency. Share your latest achievements for free on our
homepage multimedia hub. The payments community will News from the Wire::
pay attention, and you’ll advance your brand. Your Press Release
Send your press releases to press@greensheet.com.
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