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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.
attitudes about payment acceptance methods, innovation
ing, analysts predict more retail growth in 2019,
Conversational commerce:
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
SMBs in the United States and Canada. Respondents shared interactive, evolving
at Paysafe, said the research revealed that brick-and-
IVR systems
mortar retailers aspire to truly innovate at the intersection
Independent research by global payments provider Paysafe
of payments and the in-store experience. In response,
POS solutions.
Paysafe's sales discovery process has evolved from price
Group found SMBs struggle with "competing priorities" in
and service discussions to needs assessment and solution
their efforts to balance frictionless checkouts with payment
selling, he noted. Direct and indirect sales representatives
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
aggressively targeted by fraudsters.
of ecommerce merchants surveyed believe frictionless
Payment technology's evolution began when interactive
transactions, such as in-app payments, make them more
voice response (IRV) systems and dial modems began to
vulnerable to fraud. Seventy-six percent reported feeling
"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
a data
Semafone,
This is the first article in a two-part series that takes a
Contributed articles inside by:
transmit credit card numbers. Over time, service providers
deep dive into today's SMB market. It takes a deep dive
began to mask DTMF sounds to prevent criminals from
security
eavesdropping on sensitive payment card data.
into evolving SMB environments and includes research
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
n a world where anyone anywhere can transact on
messages to broadly distributed
Jeh Holsomback ...................................................................................20 deliver targeted
provider for call centers, uses advanced DTMF masking
I it may seem incongruous to use
in its flagship solution, Cardprotect. Gary E. Barnett, CEO
Steve Norell ............................................................................................34audiences. While
Nicholas Cucci ........................................................................................40
Martina Jeronski ...................................................................................36 machines to per-
at Semafone, noted that Cardprotect 4.0 is Payment Card
Industry Payment Application Data Security Standard
Bill Pirtle ...................................................................................................42
sonalize relationships, chat bots and digital assistants are
becoming adept at representing the people and companies
(P A-DSS) certified. "We are literally saving our payment
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
that advanced speech recognition has enabled IVR systems
voice technologies in payments. This article explores how
times while improving customer experience," he said.
to recognize complex phrases. "These systems are smarter
sentient machines are transforming transactions from
than they were ten years ago, which has helped reduce wait
simple clicks into complex, interactive and contextual
expressions of our interests, personalities and lifestyles.
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 Continued on page 31
they encroach on personal moments and take away our
Brandes Elitch ........................................................................................24
Dee and Emily Karawadra .................................................................33
Peter Spee ...............................................................................................36
Adam Atlas ..............................................................................................38
www.greensheet.com
Cover Story Insights and Expertise
Agentic commerce, Part 2: Legal ease
Rethinking intelligence and trust ...............................................1 International acquiring: Legal tips on ISO expansion ...28
By Dale S. Laszig By Adam Atlas, Attorney at Law
This article explores how agentic commerce is reshaping payments, When ISOs go global, familiar acquiring rules collide with regional
and why orchestrating intelligence and trust is essential for autono- regulations, licensing requirements and sanctions laws, creating
mous AI agents to transact safely and at scale. hurdles ISOs must navigate before expanding abroad.
News Resilient finance in an uncertain world ................................30
By Chad Otar, Lending Valley
News Briefs:
As economic uncertainty persists, alternative finance and crypto are
Digital payments spur growth, ETA study finds ..................8 evolving alongside the Federal Reserve. Explore how money keeps
FTC alleges payment processor violations moving—and what to expect in 2026.
of 2015 I Works settlement ............................................................8 B2B marketplaces:
Surcharging a complex challenge Redefining the role of banks in the digital era ..................32
for merchants, J.D. Power finds ...................................................8 By Radi El Haj, RS2
CCCA opponents, fans remain resolute ................................10 To remain relevant, banks need to embed payments orchestration,
data intelligence and finance directly into the B2B marketplaces that
Feds foil skimmers and more than are now transforming financial services.
$400 million in potential card fraud ......................................10
New Products
Industry Update ...............................................................................11
GS 10 Years Ago Improve speed, reliability, insights
with cloud-based POS ...................................................................34
February 2016 Issue 16:02:01....................................................25 Stop low-intent fraud at email capture ................................35
Insights and Expertise Inspiration
A different kind of Valentine .....................................................37
SM
Street Smarts
Small change, big shift: Life after the penny .....................16 Departments
By Allen Kopelman, Nationwide Payment Systems Inc. Letter From the Editor ......................................................................5
The penny's retirement raises practical, legal and emotional ques- Date Book ............................................................................................18
tions. This article examines who is likely to feel the change first— Spotlight Innovators ......................................................................19
and how the payments ecosystem must adapt. Resource Guide .................................................................................38
How modern POS technology secures the storefront ...27 Advertiser Index ...............................................................................42
By Elie Y. Katz, National Retail Solutions (NRS)
As retail crime rises, POS systems are becoming security tools. This
article explores how payments technology helps merchants reduce
conflict, deter theft and protect staff.
3