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Insights and Expertise

Taking the concept a step further, how does an ISV
that relies on a third-party gateway compete against
a model that eliminates the gateway altogether? Every
intermediary in the stack introduces cost, and com-
petitors that can remove those layers gain a structural
advantage. Association Shows:
Merchants Risk Council
Some ISVs will choose to build their own gateway to
address this challenge. However, that path is neither MRC San Diego 2026
simple nor inexpensive. Gateway development re- Highlights: Get inspired, gain actionable insights, and grow your
quires significant investment in integrations, security, professional network in a setting designed for honest conversations
compliance and card network certifications. As a re- and real-world solutions. With a curated agenda of hands-on work-
sult, the economics typically work only for providers shops, impactful keynotes, and high-quality networking, this event
serving a narrowly defined vertical or those with suf- is built to help you sharpen your expertise and tackle the challenges
ficient transaction volume to justify the investment. that matter most. A range of motivational events are planned, includ-
ing: Inspiring Keynotes: Hear from leading voices in fraud, risk, and
Fewer layers with fewer intermediaries payments as they explore the biggest trends shaping our industry
today—and tomorrow. Hands-On Workshops: Roll up your sleeves
Because processor fees are largely a function of orga- and dive into practical sessions that give you tools and strategies
nizational design, the most successful providers are you can immediately apply. Networking and Community Building:
increasingly those that can eliminate layers from the Meet your peers, exchange ideas, and build meaningful relationships
payments stack. Stripe, Adyen and Square offer a com- through roundtables, structured networking, and casual meetups.
pletely integrated solution and have the scale to justify When: Sept. 14 – 16, 2026
said investment.
Where: Hyatt Regency Mission Bay Spa & Marina
Funny now, however, that in the age of AI, even their San Diego, CA
tech is now dated. But they each have an integrated Registration: https://merchantriskcouncil.org/events/2026/
stack. Each too is inching closer to residual payouts for mrc-san-diego-2026
sales professionals, which was unthinkable just a few
years ago. Western States Acquirers Association
WSAA 2026
The next challenge may not be payments economics
but software economics. As AI reshapes software de- Highlights: WSAA 2026 will bring merchant acquirers, ISOs,
velopment and deployment costs, today's integrated payment technology providers, SaaS companies and financial
leaders may face a new generation of competitors with institutions together for three days of networking, education and
dramatically different cost structures. technology showcases focused on the evolving payments landscape.
The conference will feature general sessions, breakout education
In the near term, providers should examine every lay- sessions, an exhibit hall with more than 150 vendors, networking
er of their technology stack and ask whether it creates receptions, sponsored events and after-parties, along with the Ken
differentiated value relative to the cost. The organiza- Elderts Memorial Golf Tournament. Organizers said attendees can
tions that can deliver more services through fewer in- expect expanded educational programming, high-value networking
termediaries will likely enjoy both a pricing advantage opportunities and presentations addressing emerging trends and
and stronger customer retention. innovations across the acquiring ecosystem. .
When: Sept. 15 – 17, 2026
Whether that destination ultimately becomes a bank- Where: JW Marriott, Palm Springs Resort & Spa
ing app, a software platform or something entirely dif- Palm Springs, CA
ferent remains to be seen, but the direction of travel is Registration: https://westernstatesacquirers.org/attend-
increasingly clear.
ee2026/

As founder of Humboldt Merchant Services, co-founder of Eureka 2026 Events
Payments, and a former executive for such payments innovators as
WePay, a division of JPMorgan Chase, Ken Musante has experience Wespay, Payments Symposium 2026, Sept. 10 – 11, 2026,
in all aspects of successful ISO building. He currently provides con- Las Vegas, NV
sulting services and expert witness testimony as founder of Napa
Payments and Consulting, www.napapaymentsandconsulting. Money20/20 USA, Money20/20 USA, Oct. 18 – 21, 2026,
com. Contact him at kenm@napapaymentsandconsulting.com, Las Vegas , NV
707-601-7656 or www.linkedin.com/in/ken-musante-us. Visit www.greensheet.com/datebook.php for more
events and a year-at-a-glance event chart.

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