Transaction Trends December 2012 by Content Communicators, LLC

SPECIAL INSERT: 2012-2013 Product and Services Directory

Transaction trends The Official Publication of the Electronic Transactions Association

| December 2012

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Transaction trends The Official Publication of the Electronic Transactions Association

Vol. 17 | No. 12

cover story

11 The Customer’s Always Right By Tom Goldsmith To accommodate the diverse needs of today’s consumers, many mobile payments technology companies are building systems that can handle multiple approaches to paying or accepting payments—with several adopting a “wait-and-see” approach to near-field communications.

FEATURES

Special Insert:

14 Next-Generation Thinking

17 Special Series

for the New World of Payments

Startup Stories: Selling the Company, Not Just the Service

By Josephine Rossi Consumer trends and investment strategies for new technologies were among the hot topics debated during ETA’s 2012 Strategic Leadership Forum.

By John Manasso Mainstream Merchant Services CEO Jay Vignale relies on knowledge and street experience to put the focus back on merchants.

depar tmentS 6 Industry News Trends, strategies, and news in the payments business and ETA member community

Ad Index

2012-2013 Product and Services Directory

The essential tool for merchant acquirers, this reference is your guide to companies serving the electronic transactions business. Refer to this directory all year long to identify and connect with industry partners.

Industry Insider Datapipe offers IT services— such as cloud computing and compliance—to a wide range of verticals.

Transaction trends | December 2012 3

Editorial Policy: The Electronic Transactions Association, founded in 1990, is a not-for-profit organization representing entities who provide transaction services between merchants and settlement banks and others involved in the electronic transactions industry. Our purpose is to provide leadership in the industry through education, advocacy, and the exchange of information. The magazine acts as a moderator without approving, disapproving, or guaranteeing the validity or accuracy of any data, claim, or opinion appearing under a byline or obtained or quoted from an acknowledged source. The opinions expressed do not necessarily reflect the official view of the Electronic Transactions Association. Also, appearance of advertisements and new product or service information does not constitute an endorsement of products or services featured by the Association. This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is provided and disseminated with the understanding that the publisher is not engaged in rendering legal or other professional services. If legal advice and other expert assistance are required, the services of a competent professional should be sought. Transaction Trends (ISSN 1939-1595) is the official publication, published monthly, of the Electronic Transactions Association, 1101 16th St. N.W., Suite 402, Washington, DC 20036; 800/695-5509 or 202/828-2635; 202/828-2639 fax. Postage paid at Pittsburgh, Pennsylvania, and additional mailing offices. POSTMASTER: Send address changes to the address noted above. Copyright © 2012 The Electronic Transactions Association. All Rights Reserved, including World Rights and Electronic Rights. No part of this publication may be reproduced without permission from the publisher, nor may any part of this publication be reproduced, stored in a retrieval system, or copied by mechanical photocopying, recording, or other means, now or hereafter invented, without permission of the publisher.

Electronic Transactions Association 1101 16th Street NW, Suite 402 Washington, DC 20036 202/828.2635 www.electran.org ETA CEO Jason Oxman Deputy Director/COO Pamela Furneaux Director, Education and Professional Development Rori Ferensic Director, Government and Industry Relations Mary Weaver Bennett Director, Membership and Marketing Del Baker Robertson Transaction Trends Publishing office: Stratton Publishing & Marketing Inc. 5285 Shawnee Road, Suite 510 Alexandria, VA 22312 703/914.9200

Publisher Debra Stratton Associate Publisher & Editor Josephine Rossi Contributing Editor Angela Hickman Brady Editorial/Production Associate Christine Umbrell Art Director Janelle Welch Contributing Writers Lia Dangelico, Tom Goldsmith, John Manasso, Phillip M. Miller, Bryan Ochalla, and Julie Ritzer Ross Advertising Sales Steve Schwanz or Fox Associates (800/440.0232; adinfo.eta@foxrep.com) Fox Associates Offices Chicago 312/644.3888 New York 212/725.2106 Detroit 248/626.0511 Phoenix 480/538.5021 Los Angeles 805/522.0501 Atlanta 800/440.0231

Learn without leaving your desk Do you want an affordable and flexible way to learn more about the electronic payments industry? ETA is proud to announce a new series of online, cutting-edge, educational seminars to help enhance your knowledge in a wide variety of payment topics.

You will learn:  Commonly used industry terminology  The roles of various industry participants  The principles of effective sales and marketing  The basics of establishing your sales office and much more.

Choose the online course that’s right for you:  Introduction to Electronic Processing  Introduction to Sales and Marketing  Introduction to Operations  Sales Channel Development

Member $195/each • Non-Member $295/each Register online:

www.electran.org Or call ETA:

1-800-695-5509

4 December 2012 | Transaction trends

INDuSTRYnews

The National Retail Federation (NRF) predicts holiday retail sales to jump 4 percent this season for a total of $586.1 billion, a significant percentage of those purchases

will be researched or completed using smartphones and tablets. The survey results revealed that 53 percent of smartphone owners and 64 percent of tablet owners are planning to use their devices to research and purchase holiday gifts, dĂŠcor, food items, and more. Thirty percent of tablet users reportedly plan to make purchases via the device, while just 15 percent of smartphone users plan to make purchases with their phones. Of tablet users, 44 percent plan to use their devices to research products and compare prices, 28 percent will look up store locations and hours, and 20 percent will redeem coupons. Thirty-two percent of smartphone users will research products and prices on their devices, 18 percent will use apps to do their research, and 25 percent will use their phones to look up store information.

fast FACT

info GRAPH Five-Year Fraud Rate for Card Holders

Tablets More Popular Than Smartphones for Holiday Shopping

This holiday season, 32% of shoppers will research an item online, view it in a store, then return online to buy it, according a recent Google/Ipsos OTX study.

United States Mexico The United Arab Emirates United Kingdom Brazil Australia China India Singapore Italy South Africa Canada France Indonesia Sweden Germany The Netherlands Source: Aite Group, ACI Worldwide study, Q3 2012

6 December 2012 | Transaction trends

Square Goes International Square now is providing mobile POS services to merchants in Canada, joining companies like Intuit and Payfirma, which have been offering mobile POS solutions there for some time. Canada is Squareâ&#x20AC;&#x2122;s first market outside of the United States, and pricing there will remain the sameâ&#x20AC;&#x201D;merchants will pay 2.75 percent of every transaction with no monthly fees or minimums. More than 2 million individuals and businesses currently accept credit cards with Square, which processes more than $10 billion in annualized payments.

Worldwide

37% 37% 33% 31% 30% 30% 27% 27% 23% 22% 20% 19% 18% 14%

11% 10% 8%

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News from the association

AROUND THE HORN AnywhereCommerce was granted two additional patents by the U.S. Patent and Trademark Office covering mobile payments using a dongle in conjunction with a mobile handset, PDA, tablet, and all other mobile devices. Elavon has launched Ingenico Telium2 terminals in the United States in preparation for migration to EMV/NFC key providers. Element is partnering with Tessitura Network to provide PCI DSS compliant payment processing. Fundtech’s Global PAYplus achieved Oracle Exadata Optimized and Oracle Exalogic Optimized status through the Oracle PartnerNetwork. North American Bancard was named the PCI Security Standards Council’s newest participating organization. Payment Alliance International was selected to provide ATM and POS payment processing services to Asian American Trade Associations retailers and affiliates through the WATCHDOG program, and was named a Fast 50 Company by Business First for the fourth consecutive year. Pivotal Payments announced it will begin offering multicurrency processing to U.S. and Canadian e-commerce, mail/telephone order, and brick-and-mortar businesses. Planet Group’s Acquire360 system has been enhanced to support aggregation processing. TSYS extended its long-term agreement with BB&T Financial, FSB, a subsidiary of BB&T Corp., to serve as its full-service payment solutions provider. VeriFone Systems announced the availability of SAIL EMV, a platform that enables banks and acquirers around the world to provide smartphone- and tablet-based chipand-PIN card payments solutions to small- and medium-sized merchants.

8 December 2012 | Transaction trends

n ETA’s Official Supplier

Directory Now Online

ETA is proud to announce its Official Supplier Directory—the one-stop resource for industry companies, products, and services—is now available online in a convenient, searchable format. Users may search by category list or by keyword and refine searches by city, state, postal code, or area code. For more information, contact Del Baker Robertson at dbaker@electran.org.

CALENDAR : n 2013 Annual Meeting & Expo

Ernest N. Morial Convention Center New Orleans, LA April 30-May 2, 2013 www.electran.org/am13 n 2013 Strategic Leadership Forum

Montelucia Resort & Spa Scottsdale, AZ Oct. 15-17, 2013

n ETA to Relaunch Website

in January

Be sure to visit the ETA website, www. electran.org, in early 2013 to take advantage of new user-friendly functionality, features, and a new look!

n Don’t Forget to Register

for 2013 Annual Meeting & Expo!

Online registration for the 2013 Annual Meeting & Expo is now available. Visit www.electran.org/am13 for more details.

New Members ETA is pleased to welcome the following companies to its membership.To inquire about a membership with ETA, please contact Del Baker Robertson, director of membership and marketing, at dbaker@electran.org. Citi New York, NY www.citigroup.com genTransact Inc. Irvine, CA www.gentransact.com Nomis Solutions San Bruno, CA www.nomissolutions.com

Shelby Financial Corporation Shelby Township, MI www.shelbyfinancialcorp. com ShopKeep POS New York, NY www.shopkeep.com

SignatureLink Inc. Ridgeland, MS www.signaturelink.com US Cellular Chicago, IL www.uscellular.com

Meet Larry Jones. VP of Sales

Larry understands what makes a successful ISO. Fast merchant boarding process Personal Relationship Management Team committed to your business Better pricing models to stay competitive in the industry Online Application and Agent Dashboard Reporting Superior products to compete in the marketplace

Larry recognizes that every ISO is unique. Custom fit partnership to meet your business needs Multi-processing platforms ISO branding program Business funding options

Larry knows the value of leadership. Partner with industry veterans Over 100+ years of industry experience shared among key MCPS leaders

Larry knows that Merchantsâ&#x20AC;&#x2122; Choice is your only true ISO partner. Get to know Larry! 800.478.9367 ext. 5 ljones@mcpscorp.com

april 30 â&#x20AC;&#x201C; May 2, 2013 ernest N. Morial Convention Center, New Orleans, La

Save the DateS

Transaction trends

2012-2013

Product and Services Directory A supplement to Transaction Trends magazine, published by the Electronic Transactions Association

You may not have access to these solutions, but we do. Don’t lose your next deal because you didn’t offer the right functionality.

CONNECT WITH SPARKBASE TO BECOME AN AFFILIATE. Refer large merchants to us, we’ll sell them the right technology, then send you the residuals.

ollaborations and partnerships are crucial for success in today’s ever-

evolving electronic payments industry. Transaction Trends’ Product and

Services Directory is designed to help ISOs make connections and capitalize on new opportunities. From mobile payments to data security, technol-

ogies and services are moving at breakneck speed, making it vital for today’s industry professionals to be in touch with top providers.

On the following pages, you’ll find more than 400 companies that can provide you

with the tools you need to form valuable partnerships and thrive in today’s market.

With suppliers specializing in all facets of the industry, this detailed guide serves as

a handy reference for ISOs in need of help. New this year, “Mobile” categories have

been expanded, featuring both new entrants into the field as well as established companies that are expanding their offerings.

The Product and Services Directory is produced as part of Transaction Trends

magazine’s commitment to serve you with the resources and information critical to

advancing your business. Comprehensive vendor categories will help you search and

find the right company for your needs. We hope this guide will serve you year-round and that you’ll refer to it often.

Note: Despite our best efforts, it’s possible that some companies that offer prod-

ucts/services to ISOs did not make it into this guide. Companies that would like to

be included in next year’s edition may email cumbrell@strattonpublishing.com and

include in the subject line “Contact me for the 2013-2014 Transaction Trends Product and Services Directory.”

Transaction Trends Publishing office: Stratton Publishing & Marketing Inc. 5285 Shawnee Road, Suite 510 Alexandria, VA 22312 703/914.9200 Publisher Debra Stratton

Advertising Sales Manager Steve Schwanz or Fox Associates 800/440.0232 adinfo@foxrep.com Fox Associates Offices Chicago 312/644.3888 New York 212/725.2106 Detroit 248/626.0511

Associate Publisher & Editor Josephine Rossi

Phoenix 480/538.5021

Contributing Editor Angela Hickman Brady

Atlanta 800/440.0231

Editorial/Production Assistant Christine Umbrell Art Director Janelle Welch

Los Angeles 805/522.0501

ACH Processing.....................................................A2 Alternative Payment Systems..........................A2 ATM & POS Networks..........................................A2 ATM Branding & Merchandising....................A2 ATM Sales & Leasing...........................................A2 Bill Payment Services..........................................A2 Business & Government Payments................A2 Business Financing..............................................A3 Business Insurance...............................................A3 Business Services..................................................A3 Card Companies...................................................A3 Check Processing.................................................A3 Consulting...............................................................A3 Data Security Services........................................A4 eCommerce Payment Processing..................A4 Equipment & Supplies........................................A5 Equipment Leasing & Finance.........................A5 Financial Institutions...........................................A5 Fraud Detection Services..................................A6 Gift & Loyalty Card Programs..........................A6 High-Risk Credit Card Processing...................A6 Independent Sales Organizations..................A6 International Transaction Processing...........A7 Internet Payment Gateways.............................A7 IT Services...............................................................A7 Legal Services........................................................A7 Marketing Agency & Services..........................A8 Merchant Cash Advance....................................A8 Merchant Site Inspections................................A8 Mobile Banking & Payments............................A8 Mobile Carriers......................................................A8 Mobile Loyalty, Rewards, Promotions, and Offers................................................................A9 Mobile P2P Payments.........................................A9 Mobile Prepaid......................................................A9 Mobile Promotions and Offers..................... A10 Mobile Software................................................ A10 Mobile Wallets & Acceptance....................... A10 Multi-Currency Processing............................. A10 Payment Processing......................................... A11 Payments Networking Services................... A13 PCI Compliance Services................................ A13 Portfolio Management System.................... A14 POS Hardware/Handsets................................ A14 POS Supplies....................................................... A14 POS Systems & Software................................ A14 Prepaid Cards & Processing........................... A14 Public Relations Agencies.............................. A14 Recruiting & Placement.................................. A15 Remote Deposit Capture................................ A15 Risk Management Services............................ A15 Software................................................................ A15 Terminals.............................................................. A16 Web Hosting....................................................... A16 Wireless Payment Gateways......................... A16 Other...................................................................... A16 Product and Services Directory

2012-2013 Product and Services Directory

ACH Processing ACH Payment Solutions, Inc.

9505 Williamsburg Plaza, Suite 202 Louisville, KY 40222

Actum Processing

7004 Bee Cave Road Bldg. 3, Suite 301 Austin, TX 78746

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

ProPay Inc.

3400 Ashton Blvd., Suite 200 Lehi, UT 84043

Allied Wallet, Ltd.

9000 Sunset Blvd., Suite 820 West Hollywood, CA 90046 888/255-1137 www.alliedwallet.com John Thorpe Allied Wallet is a globally leading provider of online credit card processing, multi-currency merchant services, digital eWallet solutions, and a PCI Level 1 payment gateway. By introducing new and innovative payment processing solutions for online merchants, Allied Wallet enables merchants to send and receive global payments with state-of-the-art security and features.

Check Gateway

15215 S. 48th Street, Suite 145 Phoenix, AZ 85044 480/281-6153 Chris DuBois

Community Merchant Solutions 16411 Scientific, Suite 200 Irvine, CA 92618

ePayData, Inc.

2851 S. Parker Road, Suite 1250 Aurora, CO 80014

Global eTelecom Inc. (GETI)

73 Eglin Parkway NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

M & A Ventures / REPAY

3 W. Paces Ferry Road NW Atlanta, GA 30305

My Clear Reports

800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breto

230 California Street, Suite 207 San Francisco, CA 94111

ATM & POS Networks Credit Union 24, Inc. 2120 Killarney Way Tallahassee, FL 32309 877/570-2824 Denise Grace

Affirmative Technologies, Inc.

35111 US Highway 19 N., Suite 200 Palm Harbor, FL 34684 727/772-9881 x225

ZipZap, Inc.

SHAZAM

6700 Pioneer Pkwy. Johnston, IA 50131 800/537-5427 www.shazam.net Dan Kramer The SHAZAM network, founded in 1976, is one of the last remaining member-owned and -controlled EFT networks and processors in the industry. SHAZAM is a single-source provider for ATM processing, debit and ATM card processing, card authorization services, merchant processing, Automated Clearing House (ACH) services, and information security solutions.

TSYS Acquiring Solutions

8320 South Hardy Drive Phoenix, AZ 85284 480/333-7878 www.tsysacquiring.com David Bowlin TSYS has a 30-year history as a cornerstone provider of third-party transaction processing services—a relied-upon and trusted partner to financial institutions, merchant acquirers, and independent sales organizations around the world. TSYS is known as a powerhouse processing giant—authorizing card payments at the point-of-sale and clearing and settling transactions around the clock, 365 days a year. TSYS is the secure facilitator of billions of transactions annually, serving merchants directly through TSYS Merchant Solutions™ and indirectly through TSYS Acquiring Solutions®.

SHAZAM

Switch Commerce

5605 N. Macarthur Blvd., Suite 650 Irving, TX 75038

ATM Branding & Merchandising Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

ATM Sales & Leasing Payment Alliance International

US Data Capture, Inc.

6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Vericheck, Inc.

My Clear Reports

800 Westchester Ave. Port Chester, NY 10573 12A Town Square Blairsville, GA 30512

Alternative Payment Systems 2000Charge

530 S. Lake Ave., Suite 303 Pasadena, CA 91101

Bill Payment Services 800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breton

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

BilltoMobile Network Merchants Inc.

201 Main Street Roselle, IL 60172 800/617-4850 www.nmi.com Nicholas Cucci Network Merchants Inc. (NMI) builds e-commerce payment gateways for companies that want to process online transactions in real-time anywhere in the world. With an exceptional team of software engineers, NMI created, maintains, and delivers a substantial suite of payment solutions through a unique channel of distribution. For more information: 800/617-4850 or sales@ nmi.com.

A2 Transaction trends

2833 Junction Ave., Suite 202 San Jose, CA 95134 408/232-3300 Marc Williams

Custos Mobile

c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

payvia

6601 Center Drive W., Suite 700 Los Angeles, CA 90045 888/9-payvia Tera Matthews

Business & Government Payments Global eTelecom Inc. (GETI) 73 Eglin Pkwy. NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

Gov-Pay

11918 Warfield Street San Antonio, TX 78216

Business Financing 1st Merchant Funding

10800 Biscayne Blvd., Penthouse Miami, FL 33161

American Finance Solutions

505 N. Euclid Street, Suite 620 Anaheim, CA 92801

Integrity Payment Systems, LLC 1700 E. Higgins Road, Suite 690 Des Plaines, IL 60018

Michigan Retailers Services, Inc. 603 S. Washington Ave. Lansing, MI 48933

My Clear Reports

500 N. Akard Street, Suite 2850 Dallas, TX 75201

800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breton

Capital Access Network, Inc.

Nomis Solutions

Calpian

2015 Vaughn Road, Bldg. 500 Kennesaw, GA 30144 877/500-8282 Joe Valeo

Cutter LLC

304 Gainsway Court Franklin, TN 37069 610/451-4096 Denise Shomo

ForwardLine Financial LLC

21700 Oxnard Street, Suite 1450 Woodland Hills, CA 91367 866/623-4900 x223 David Leibovitch

National Business Capital 1 Corporate Drive, Suite 5 Bohemia, NY 11716

Super G Funding, LLC

2721 E. Pacific Coast Hwy., Suite 107 Corona Del Mar, CA 92625

Business Insurance Frates Insurance & Risk Management, LLC 5005 N. Lincoln Blvd. Oklahoma City, OK 73105

Identity Fraud Inc.

1700 N. Broadway Walnut Creek, CA 94596 925/296-2600 x219 James Muller

RC Knox (A Division of PUIA) 1 Goodwin Square Hartford, CT 06103

Business Services ABC Financial Services 8320 Highway 107 Sherwood, AR 72120

Avant-Garde Marketing Solutions, Inc. 15707 Coit Road, Suite C210 Dallas, TX 75248

CHS

1111 Bayhill Drive, Suite 230 San Bruno, CA 94066

Open Solutions Canada

710 Dorval Drive, Suite 310 Oakville, ON Canada L6K 3V7

Payment Concepts

4500 S. 129th East Ave., Suite 175 Tulsa, OK 74134

RingCentral

999 Baker Way, Floor 5 San Mateo, CA 94404

topcreditcardprocessors.com

101 N. Michigan Street, P.O. Box 1073 Plymouth, IN 46563

Card Companies American Express

200 Vesey Street Mail Code 01-34-04 New York, NY 10285

Discover Network

2500 Lake Cook Road Riverwoods, IL 60015

General Credit Forms, Inc. 3595 Rider Trail S. Earth City, MO 63045

JCB International Credit Card Co., Ltd. 700 S. Flower Street Los Angeles, CA 90017

MasterCard Worldwide 2000 Purchase Street Purchase, NY 10577

Merchants Bancard Network (formerly iMAX Bancard Network) 25322 Rye Canyon Road, Suite 102 Valencia, CA 91355

Visa, Inc.

P.O. Box 8999 San Francisco, CA 94128

Check Processing

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Secure Payment Systems 10650 Scripps Ranch Blvd. San Diego, CA 92131 866/300-3376 Steve Eazell

Total Merchant Services 255 Gold Rivers Court Basalt, CO 81621 888/848-6825 Hawkins Siemon

Consulting 1st Secure IT, LLC

9900 W. Sample Road, Suite 339 Coral Springs, FL 33065

Compliance Solutions and Resources (CSR) 830 NE Pop Tilton Place Jensen Beach, FL 34957 866/462-7774 Jan Carroza

Custos Mobile

c/Sociedad de Conduenos 21 Alcalaâ&#x20AC;&#x2122; de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

DMM Consulting, Inc. 3434 N. 143rd Circle Omaha, NE 68164 402/213-1684 Diana Mehochko

Doeren Mayhew

755 W. Big Beaver Road Troy, MI 48084 248/244-3000 Robert Gawthrop

Double Diamond Group 7741 S. Glencoe Court Littleton, CO 80122

E&S Consulting LLC 4044 N. Ivy Road NE Atlanta, GA 30342

First Annapolis Consulting, Inc.

900 Elkridge Landing Road, Suite 400 Linthicum Heights, MD 21090

Global Vision Group

147 17th Ave., Suite A San Mateo, CA 94402

JLS Associates, Inc.

13804 Belle Pointe Drive Little Rock, AR 72212

CrossCheck Inc.

Keystone Advisors, Inc.

1414 E. Shangri La Road Phoenix, AZ 85020

1440 N. McDowell Blvd. Petaluma, CA 94954 800/654-2365 Travis Powers

Cyphter LLC

Global eTelecom Inc. (GETI)

Market Platform Dynamics LLC

5500 Cenex Drive, Suite 5400A Inver Grove Heights, MN 55077

Customer Bringer, LLC

P.O. Box 20546 New York, NY 10025

DAVO Technologies LLC 102 Highland Ave. Montclair, NJ 07042

GB Frank International 800 Heritage Road De Pere, WI 54115

73 Eglin Pkwy. NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

6473 Tremolite Drive Castle Rock, CO 80108 303/638-5000 Robert Berry

140 S. Dearborn Street, Suite 400 Chicago, IL 60603

National Benefit Programs, Inc. 2498 Jett Ferry Road, Suite 102 Atlanta, GA 30338

PE Systems LLC

245 W. Main Ave., Suite 400 Spokane, WA 99201

Product and Services Directory

2012-2013 Product and Services Directory Consulting (Continued)

Planet Group Inc.

407 N. 117th Street Omaha, NE 68022 402/964-1990 Mark Spurgeon

Preston Todd Advisors

481 Beacon Street, Suite 12A Boston, MA 02115

The leader in PCI compliance, Trustwave provides technology for both security and compliance. TrustKeeper PCI Manager combines compliance tools, with web and email security, antimalware detection and continuous compliance monitoring with the TrustKeeper Agent. Focus on your business, and have Trustwave handle your security and compliance.

Rich Consulting

Chargeback Guardian

Take Charge Business Consulting

Compliance Solutions and Resources (CSR)

16622 Gilmore Street Van Nuys, CA 91406 14119 Bazell Lane Willis, TX 77318 281/797-9044 Laurie LeBoeuf

814 Bamberger Drive, Suite C American Fork, UT 84003 830 NE Pop Tilton Place Jensen Beach, FL 34957 866/462-7774 Jan Carroza

Talbot Solutions

P.O. Box 18877 San Jose, CA 95158

ControlScan

The Strawhecker Group

10730 Pacific Street, Suite 234 Omaha, NE 68114 402/964-2617 www.thestrawgroup.com Mike Strawhecker TSG is a management consulting company within the electronic payments industry. Service groups include Payments Strategy, Strategic Acquisitions, and Metrics. Over the last three years, TSG has completed more than 300 projects for over 175 clients, including financial institutions, acquirers, card issuers, card associations, technology providers, ISOs, processing companies, and the investment community.

Value Exchange Corporation

3326 Aspen Grove Drive, Suite 404 Franklin, TN 37067

Wimsett & Company 160 Abbey Road Bardstown, KY 40004

Your Chargeback Support 1155 S. 700 E Springville, UT 84663

11475 Great Oaks Way, Suite 300 Alpharetta, GA 30022 678/279-2659 www.controlscan.com Jennifer Groese Headquartered in Atlanta, ControlScan is the leading provider of Payment Card Industry (PCI) compliance and security services designed to meet the unique needs of small to mid-sized merchants and the acquirers that serve them. The companyâ&#x20AC;&#x2122;s flexible solutions, easy-to-use online tools, and personalized support significantly simplify PCI and security for its clients. In addition, as an Approved Scanning Vendor and a Qualified Security Assessor, ControlScan is positioned to help merchants meet compliance requirements and maintain secure business environments for their customers. For more information about ControlScan and its cloud-based solutions, visit www.controlscan.com or call 800/825-3301.

Cryptera Ltd.

Fabriksparken 20, DK-2600 Glostrup, Denmark

GEOBRIDGE Corporation

20110 Ashbrook Place, Suite 275 Ashburn, VA 20147 703/857-2100 Laura Way

Panasonic

1314 W. Lighthall Street West Covina, CA 91790

PSC

1340 S. De Anza Blvd., Suite 204 San Jose, CA 95129

SHAZAM

Voltage Security

20400 Stevens Creek Blvd., Suite 500 Cupertino, CA 95014 408/886-3200 www.voltage.com Yu-Ting Huang Voltage Security offers the payment security solution of choice among the major players within the retail and payment ecosystem. With end-to-end payment data protection, merchants, processors, and acquirers can be sure that customersâ&#x20AC;&#x2122; sensitive data is protected. Partners and merchants trust Voltage solutions to meet compliance requirements and reduce audit scope.

eCommerce Payment Processing Beanstream Internet Commerce Corp. 125 N. Market Street, Suite 925 Wichita, KS 67202 888/472-2072

CLK CLK, INC.

Data Security Services

1 Riverway, Suite 1700 Houston, TX 77056

Heartland Payment Systems RGS Limited LLC

3310 W. Big Beaver, Suite 104 Troy, MI 48084 888/747-8220 x801 www.royalgroupservices.com Robert Halsey RGS is a leader in delivering unique programs to protect health-care providers, financial institutions, and merchants from data security risks associated with HIPAA, HITECH, Payment Card Industry (PCI), and corporate account takeover.

90 Nassau Street Princeton, NJ 08542 888/798-3131 www.heartlandpaymentsystems.com Darina Pinaire Heartland Payment Systems, Inc. (NYSE:HPY), one of the largest payments processors in the U.S., delivers credit/debit/prepaid card processing, gift marketing and loyalty programs, payroll, and related business solutions to more than 250,000 business locations nationwide. A Fortune 1000 company, Heartland is the founding supporter of The Merchant Bill of Rights.

Justified Data Security LLC Trustwave

70 W. Madison, Suite 1050 Chicago, IL 60602 312/873-7500 www.trustwave.com James Taylor

A4 Transaction trends

2776 S. Arlington Mill Drive, Suite 238 Arlington, VA 22206

K3DES LLC

9037 Larston Street Houston, TX 77055

Kount

917 S. Lusk Sreet, Suite 300 Boise, ID 83706

Credorax

106 Southville Road Southborough, MA 01772 972-3-5652239 www.credorax.com Kira Tchernikovsky Credorax is a leading provider of smart acquiring solutions enabled by NextGen Technology. An EU-licensed financial institution and Principal Member of Visa and MasterCard, Credorax partners/customers include PSPs, ISOs, and merchants. Credorax offers increased transaction approval rates, higher conversion rates, efficient online chargeback handling services, and advanced fraud management.

Durango Merchant Services LLC 2855 Main Ave. Durango, CO 81301

Plug’n Pay Technologies

1363 Veterans Hwy., Suite 26 Hauppauge, NY 11788

eMerchantPay Corp.

2499 Glades Road, Suite 313 Boca Raton, FL 33431 888/833-2842 x201 www.emerchantpay.com Garima Shah eMerchantPay is a leader in international payment processing. With our global banking relationships, multi-currency acceptance, and inhouse risk liability, eMerchantPay is able to offer merchant accounts to businesses of all sizes across the risk spectrum.

eProcessing Network, LLC

1415 North Loop West, Suite 1185 Houston, TX 77008 800/971-0997 Steve Sotis

ForwardLine Payment Services, LLC 21700 Oxnard Street, Suite 1450 Woodland Hills, CA 91367 866/623-4900 x225 Rodney Adams

Instabill

875 Greenland Road, B-9 Portsmouth, NH 03801 603/436-1270 Jason Field

Maxpayments

15303 Ventura Blvd. Sherman Oaks, CA 91403

Network Merchants Inc.

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Planet Payment

670 Long Beach Blvd. Long Beach, NY 11561 516/670-3200 www.planetpayment.com Jill Raftery Increase global eCommerce sales with Planet Payment’s suite of online processing services. Shop in Your Currency lets eCommerce merchants target international markets by allowing international customers to view pricing and pay in their home currencies. Our iPAY Gateway offers subscription and billing management, virtual terminal, and online credit, ACH processing.

Equipment Leasing & Finance

Shopify Inc.

126 York Street, Suite 200 Ottawa, ON Canada K1N 5T2

Total Merchant Services

ExecuTech Lease Group

Transaction Network Services

P.O. Box 820590 Vancouver, WA 98682 888/574-9178 www.elgleasing.com Kyle Moys ExecuTech Lease Group is a service-driven leasing company specializing in the bank card, ATM, and POS industries. With over 20 years of experience at our disposal, our goal is to provide customers the highest level of customer service, quick credit responses, same-day funding, simple paperwork, and courteous advice.

TSYS Acquiring Solutions

Northern Leasing Systems, Inc.

255 Gold Rivers Court Basalt, CO 81621 888/848-6825 Hawkins Siemon

11480 Commerce Park Drive Reston, VA 20191 703/453-8300 Travis Lee

8320 S. Hardy Drive Phoenix, AZ 85284 480/333-7878 www.tsysacquiring.com David Bowlin TSYS has a 30-year history as a cornerstone provider of third-party transaction processing services—a relied-upon and trusted partner to financial institutions, merchant acquirers, and independent sales organizations around the world. TSYS is known as a powerhouse processing giant—authorizing card payments at the point-of-sale and clearing and settling transactions around the clock, 365 days a year. TSYS is the secure facilitator of billions of transactions annually, serving merchants directly through TSYS Merchant Solutions™ and indirectly through TSYS Acquiring Solutions®.

Equipment & Supplies Cardware International 432 S. 22nd Street Heath, OH 43056 740/522-2150 Sandy Jackson

132 W. 31st Street, 14th Floor New York, NY 10001

Resource Leasing Company

950 Herndon Pkwy., Suite 300 Herndon, VA 20170

Financial Institutions Advance Restaurant Finance, LLC 3027 Marina Bay Drive, Suite 202 League City, TX 77573

Business Financial Services

3111 N. University Drive, Suite 800 Pompano Beach, FL 33065

Capital One Merchant Services Corporation 2245 N. Loop 336 W, Suite B Conroe, TX 77304

Chesapeake Bank

1229 Lafayette Street, Suite 201 Williamsburg, VA 23185

Commerce Bank

811 Main Street, P.O. Box 411036 Kansas City, MO 64105

First California Bank (formerly Palm Desert National Bank) 72750 El Paseo, Suite C-2 Palm Desert, CA 92260

POS Portal

180 Promenade Circle, Suite 215 Sacramento, CA 95834 866/940-4POS www.posportal.com Since 2000, POS Portal has been changing the payments industry. First, as a leading distributor of supplies and terminal modules; and now, as the industry-leading innovator for merchant acquisition CRM. As such, we certainly don’t take that reputation lightly. We’re committed to continuing with the relentless pursuit of our corporate mission: to provide exceptional service to the payments industry through mutually beneficial, long-lasting relationships.

Uniform Industrial Corp.

1F, No. 1, Ln. 15, Zigiang Street, Tucheng Dist. New Taipei City, Taiwan 236 886-2-2268-7075 Orion Chen

First National Bank of Omaha

1620 Dodge Street, Stop Code 3395 Omaha, NE 68197

Houlihan Lokey

245 Park Ave. New York, NY 10167

Imperial Capital Group Ltd.

200 King Street West, Suite 1701 Toronto, ON Canada M5H 3T4

MeridianBank

92 Lancaster Ave. Devon, PA 19333

Merrick Bank

135 Crossways Pkwy. W. Woodbury, NY 11804

MoneyDart Global Services, Inc. 1407 Oak Tree Road Iselin, NJ 08830

Mutual of Omaha Bank 3333 Farnam Street Omaha, NE 68131

On Deck Capital, Inc.

155 E. 56th Street, 2nd Floor New York, NY 10022

Product and Services Directory

2012-2013 Product and Services Directory Financial Institutions (Continued)

Priority Payment Systems

2001 Westside Pkwy., Suite 155 Alpharetta, GA 30004 800/935-5961 Ed Alba

Security BankCard Center, Inc. 225 E. Eufaula Street Norman, OK 73069

State Bank of Mauritius Level 10 SBM Tower 1 Queen Elizabeth Ave. Port Louis, Mauritius

TD Merchant Services

100 Wellington Street W., 29th Floor Toronto, ON Canada M5K 1A2

The Bancorp Bank

409 Silverside Road Wilmington, DE 19809 302/385-5082 Charles Crawford

Wells Fargo

1200 Montego, Bldg. C Walnut Creek, CA 94598

Fraud Detection Services Global eTelecom Inc. (GETI) 73 Eglin Pkwy. NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

SignatureLink, Inc.

605 Crescent Blvd., Suite 200 Ridgeland, MS 39157

The Fraud Practice LLC

Tecmark, Inc.

444 Cedar Street, Suite 1000 Saint Paul, MN 55101

v Promos

1450 E. Beltwood Pkwy., Suite 200 Farmers Branch, TX 75234

9 Devonshire Square London, United Kingdom SW1V 2NE 44/20-31708125 Emmanuelle Filsjean

Zumigo

2001 Gateway Place, Suite 680 West San Jose, CA 95110 Robin Nijor

Gift & Loyalty Card Programs Global eTelecom Inc. (GETI) 73 Eglin Pkwy. NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

113 Seaboard Lane, Suite A-200 Franklin, TN 37067

World Gift Card

1321 Precision Drive, Suite 300 Plano, TX 75074

High-Risk Credit Card Processing

Humboldt Merchant Services

250 Stephenson Hwy. Troy, MI 48083 877/840-1945 www.hbms.com Adam McDonald At Humboldt, we board over 15 high-risk merchant categories, support dynamic currency conversion, can board Canadian businesses, and offer an ISO program with generous revenue shares. Our competitive pricing, easy pre-approval process, and rapid underwriting turnaround have made us the industry leader for two decades.

Independent Sales Organizations Accelerated Card Company Inc. 3410 Midcourt Road, Suite 126 Carrollton, TX 75006 972/392-4565 Pamela Stewart

Alpine Payment Systems

9120 NE Vancouver Mall Loop, Suite 270 Vancouver, WA 98662 877/804-7286 www.alpinepaymentsystems.com Christopher V. Wagoner With many changes in regulation and technology, Alpine Payments Systems positions itself as an organization possessing a visionary approach to electronic payment services. We lead the industry with adherence to EMV and implementation of new technology, such as our Dine Fraud Free program and the advancements in NFC.

BlueSquare Resolutions

15950 N. 76th Street, Suite 100 Scottsdale, AZ 85260 602/292-0444 Sabin Burrell

ReYrD (formerly RosterWire, LLC)

COCARD®

SparkBase

3615 Superior Ave. E., Suite 4403C Cleveland, OH 44114

A6 Transaction trends

30-30 47th Ave., 9th Floor Long Island City, NY 11101 800/933-0064 www.cynergydata.com Angel King Cynergy Data is a premier provider of payment services. Cynergy delivers unique product differentiators, such as DonateWiseNow®—the only point-of-sale donations solution that enables small and mid-sized retailers to accept microdonations at the point of sale, and VIMAS, a superior merchant boarding tool with online application and digital signature capabilities.

eMerchantPay Corp.

2499 Glades Road, Suite 313 Boca Raton, FL 33431 888/833-2842 x201 Garima Shah

ForwardLine Payment Services, LLC 21700 Oxnard Street, Suite 1450 Woodland Hills, CA 91367 866/623-4900 x225 Rodney Adams

Merchant Concepts

1314 NW Irving, Suite 610 Portland, OR 97209 503/281-1460 William Mitchell

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273 4065 St. Cloud Drive Loveland, CO 80538 877/775-0075 Ken Salszar

Priority Payment Systems

2001 Westside Pkwy., Suite 155 Alpharetta, GA 30004 800/935-5961 Ed Alba

Regal Payment Systems

803 S. Garden Street, Suite 201 Columbia, TN 38401 866/939-9397 Karen Whiteley

SignaPay

105 Decker Court Irving, TX 75062 800/944-1399 Nancy Drexler

Bluestone Payments

100 S. Ellsworth Ave., 9th Floor San Mateo, CA 94401 5340 S. Quebec Street, Suite 365N Greenwood Village, CO 80111

Cynergy Data

Payment Solutions

1029 N. Peachtree Pkwy., Suite 314 Peachtree City, GA 30269 770/631-2988 Linda Rossetti

Plastic Jungle, Inc.

9150 S. Dadeland Blvd., Suite 800 Miami, FL 33156 888/822-4368 Joe Creegan

Valutec Card Solutions LLC (A FIS company)

4940 Lakewood Ranch Blvd. N., Suite 103 Lakewood Ranch, FL 34240

ValidSoft

Credomatic

3401 West End Ave., Suite 306 Nashville, TN 37203 800/882-1352 Jenny Allen

Total Merchant Services

255 Gold Rivers Court Basalt, CO 81621 888/848-6825 www.isooftheyear.com Hawkins Siemon Total Merchant Services is a 16-year-old ISO that offers innovative and cost-effective solutions

currently to over 100,000 merchants who accept credit cards for the payment of their goods and services. Recently passing the $9 billion processing milestone, Total Merchant Services is one of the fastest growing credit card merchant account acquirers in the nation. It was recently voted ETA’s 2012 ISO of the Year and continues to offer one of the most comprehensive compensation programs in the industry today. For additional information about the company and its services as well as to learn more about partnering with Total Merchant Services, visit www.isooftheyear.com.

Transaction Resources, Inc. P.O. Box 667 Richmond, VT 05477 888/494-9988 Sue Strezo

Transpay Processing

P.O. Box 13830 Palm Desert, CA 92255 888/205-7922 Kristy Razo

International Transaction Processing CC Bill LLC

2353 W. University Drive, Bldg. A Tempe, AZ 85281

eMerchantPay Corp.

2499 Glades Road, Suite 313 Boca Raton, FL 33431 888/833-2842 x201 Garima Shah

National Merchants Association 43620 Ridge Park Drive, Suite 310 Temecula, CA 92590 866/509-7199 x100 Heather Petersen

Internet Payment Gateways 2Checkout.com

1785 Obrien Road Columbus, OH 43228

Allied Wallet, Ltd.

Optimal Payments

2 Place Alexis-Nihon 3500 de Maisonneuve Blvd. W., Suite 700 Montreal, QC Canada H3Z 3C1

Planet Payment

670 Long Beach Blvd. Long Beach, NY 11561 516/670-3200 www.planetpayment.com Jill Raftery Help merchants globalize their business and earn new profit margins on foreign transactions. Our signature Shop in Your Currency and Pay in Your Currency solutions let your merchants target international customers with the convenience of personalized pricing, whether online or at the point-of-sale. Retain your merchants and attract new customers.

PrimePay Global

P.O. Box 8999 San Francisco, CA 94128

BLUEFIN

9820 E. 41st Street, Suite 101 Tulsa, OK 74146

Card Systems, Inc.

1721 SE 47th Terrace Cape Coral, FL 33904

First Atlantic Commerce

48 Par-la-Ville Road, Suite 498 Hamilton, HM11, Bermuda 441/294-4625

IT Services

Trustwave

70 W. Madison, Suite 1050 Chicago, IL 60602 312/873-7500 www.trustwave.com James Taylor The leader in PCI compliance, Trustwave provides technology for both security and compliance. TrustKeeper PCI Manager combines compliance tools, with Web and email security, anti-malware detection, and continuous compliance monitoring with the TrustKeeper Agent. Focus on your business, and have Trustwave handle your security and compliance.

Ascert, LLC

759 Bridgeway Sausalito, CA 94965

Network Merchants Inc.

Payments Gateway

500 W. Bethany Drive, Suite 200 Allen, TX 75013

PayPal, Inc.

2211 N. 1st Street San Jose, CA 95131

Phoenix Managed Networks

2850 W. Horizon Ridge Pkwy., Suite 200 Henderson, NV 89052

11600 Sunrise Valley Drive, Suite 440 Reston, VA 20191 703/230-7600

RocketPay

The iTransact Group

2 Tilton Street Newburyport, MA 01950 978/255-3109 Caroline Hometh

11480 Commerce Park Drive Reston, VA 20191 703/453-8300 www.tnsi.com Travis Lee TNS offers merchants, banks, processors, and mobile and fixed telecommunications network operators a rich set of communications, security, interoperability, and value-added services via a PCI-certified platform. Successfully serving these segments for over 20 years, TNS is a trusted, neutral partner that our customers look to for independent solutions that simplify complex payments environments.

Authorize.Net

NuPay System (U.S.) Inc.

505 Montgomery Street, Suite 1100 San Francisco, CA 94111

Transaction Network Services

1576 South 200 West, P.O. Box 999 Farmington, UT 84025

Columbus Data, Inc.

5220 Spring Valley Road, Suite 300 Dallas, TX 75254

Connex Info Systems

17777 Main Street, Suite B-2 Irvine, CA 92614

Datapipe

10 Exchange Place Jersey City, NJ 07302

ISTS Worldwide, Inc. (a Clear2Pay Company) 39420 Liberty Street, Suite 250 Fremont, CA 94538

ITS Corporation

7415 Torbram Road Mississauga, ON Canada

Layered Tech

10828 NW Airworld Drive Kansas City, MO 64153

Neustar, Inc.

1775 Pennsylvania Ave. NW Washington, DC 20006

Softek, Inc.

650 Munoz Rivera, Suite 601, 650 Plaza San Juan, Puerto Rico 918

Legal Services Alston & Bird

950 F Street NW Washington, DC 20004

Product and Services Directory

2012-2013 Product and Services Directory Legal Services (Continued)

Aschettino Struhs, LLP

1500 Broadway, Floor 21 New York, NY 10036 212/354-7600 Stephen Aschettino

Business Credit & Capital

1998 Coney Island Ave., 2nd Floor Brooklyn, NY 11223

BuckleySandler LLP

1250 24th Street NW, Suite 700 Washington, DC 20037

Global Legal Resources, LLP

2100 Palomar Airport Road, Suite 206 Carlsbad, CA 92011

Jaffe Raitt Heuer & Weiss, PC 27777 Franklin Road, Suite 2500 Southfield, MI 48034 248/727-1460 Holli Targan

Manatt, Phelps & Phillips, LLP 700 12th Street NW, Suite 1100 Washington, DC 20005

Reeve Augustine, PLLC

268 S. Gun Barrel Lane Gun Barrel City, TX 75156

Siavage Law

1360 Peachtree Street NE, Suite 1050 Atlanta, GA 30309

1921 Northwood Drive Troy, MI 48084

Columbia Advance Group

9120 NE Vancouver Mall Loop, Suite 140 Vancouver, WA 98662 877/217-0707 www.alpinepaymentsystems.com Emily Ensminger Columbia Advance Group provides capital advances to merchants nationwide. We specialize in advances ranging from $2,000 to $250,000, most completed in as little as five days. We are known for our high approval rating and fast responses and offer competitive rates for all customers, including businesses that have been turned down elsewhere.

eMerchant Services

1001 Lower Landing Road, Unit 108 Blackwood, NJ 08012

ForwardLine Financial LLC

Waller Lansden Dortch & Davis LLP

GRP Funding, LLC

Marketing Agency & Services Strategic Marketing 13626 S. 32nd Street Phoenix, AZ 85044 480/706-0816 Peggy Olson

Merchant Cash Advance

201 Townepark Circle Louisville, KY 40243

Swift Capital

501 Carr Road, Suite 301 Wilmington, DE 19809 302/374-7027 Andrew Kanzer

Total Merchant Services 255 Gold Rivers Court Basalt, CO 81621 888/848-6825 Hawkins Siemon

Merchant Site Inspections

545 E. John Carpenter Hwy., Suite 670 Irving, TX 75062

Snell & Wilmer, LLP

511 Union Street, Suite 2700 Nashville, TN 37219

Stream Cash

Express Working Capital, LLC

21700 Oxnard Street, Suite 1450 Woodland Hills, CA 91367 866/623-4900 x223 David Leibovitch

1 Arizona Center, 400 East Van Buren Phoenix, AZ 85004

7316 Wisconsin Ave., Suite 350 Bethesda, MD 20814

Retail Capital

Berkowitz, Trager & Trager, LLC 8 Wright Street Westport, CT 06880

Rapid Financial Services LLC

1350 Main Street, 4th Floor Springfield, MA 01103

Liberty Capital Group Inc. 7007 Osler Street San Diego, CA 92111

Max Advance LLC

4208 18th Ave. Brooklyn, NY 11218

Merchant Cash Group

5745 SW 75th Street, Suite 110 Gainesville, FL 32608

Merchant National Processing LLC 545 8th Ave., Suite 401 New York, NY 10018

Quiktrak

9700 SW Nimbus Ave. Beaverton, OR 97008 877/927-8727 www.quiktrak.com Kami Stehman Quiktrak is the industry leader in asset verification services. With nationwide inspection coverage and turnaround as fast as 24 hours, our product offerings include merchant site inspections and on-site terminal verifications for the merchant advance industry. Contact us today to learn how we can help you achieve your risk management objectives.

Spectrum Field Services

220 E. Morris Ave., Suite 400 Salt Lake City, UT 84115 800/700-1701 Devin Rushton

Mobile Banking & Payments

Merchants Capital Access Capital for Merchants

250 Stephenson Hwy. Troy, MI 48083 855/291-5816 www.sellcashadvances.com Rita Feldman Why wait for residuals to add up to make a fortune? Get to six figures faster selling businesses cash advances with Capital for Merchants. With the most aggressive and competitive compensation program in the industry, our unique approach allows you to maximize your income on every merchant we advance.

Advantage Capital Funds

5900 Sepulveda Blvd., Suite 515 Van Nuys, CA 91411

AmeriMerchant

475 Park Ave. S. New York, NY 10016 800/267-3790 Andrew Altschuler

Business Consulting Options 7257 NW 4th Blvd., Suite 270 Gainesville, FL 32607

A8 Transaction trends

515 Broadhollow Road Melville, NY 11747

MotherFund

Phone Swipe

4500 Biscayne Blvd. Miami, FL 33137

250 Stephenson Hwy. Troy, MI 48083 855/811-6421 www.phoneswipeagents.com/tt Rita Feldman Offer merchants a mobile payment solution they canâ&#x20AC;&#x2122;t refuse with our three-minute application, instant approvals, free app, and free card reader. Choose from flexible pricing options including our Pay-As-You-Go model while earning bonuses on every deal. Phone Swipe has the features merchants need and is the program you deserve.

Payment Alliance International

ACI Worldwide

615 National Rockwall, TX 75087

My Clear Reports

800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breton

Next Wave Enterprises (formerly Genesis Funding)

6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Principis Capital

132 W. 31st Street, Suite 1301 New York, NY 10001

ProMAC

150 Motor Pkwy., Suite 104 Hauppauge, NY 11788

3520 Kraft Road Naples, FL 34105 239/403-4600 Michael Grillo

Admeris Mobile

2209 Clay Street, Suite 3 San Francisco, CA 94115

Mobile Loyalty, Rewards, Promotions, and Offers

AppNinjas

5555 Wall Street Dublin, OH 43017 888/364-6527 Sarah Schiffer

AT&T Mobility

1065 Lenox Park Blvd. NE Atlanta, GA 30342

B2 Processing Solutions Inc.

19-2555 Victoria Park Ave., Unit 316 Toronto, ON Canada M1T 1A3

Boku, Inc.

2 Harrison Street, Suite 600 San Francisco, CA 94105

CHARGE Anywhere

4041 Hadley Road, Suite B South Plainfield, NJ 07080 732/417-4447

Custos Mobile

c/Sociedad de Conduenos 21 Alcalaâ&#x20AC;&#x2122; de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

Distra, Inc.

3500 Lenox Road NE, Suite 710 Atlanta, GA 30326

Firethorn Mobile

3333 Piedmont Road Atlanta, GA 30328

FreedomPay

5 Radnor Corporate Center, Suite 100 Radnor, PA 19087

Gemalto

Peartree Business Centre, Cobham Road Wimborne, United Kingdom BH21 7PT

Hybrid Paytech

643 Notre-Dame W., 3rd Floor Montreal, QC Canada H7E 2H8

Isis

230 Park Ave., Suite 2829 New York, NY 10169

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

Mobelisk

7702 E. Doubletree Ranch Road, Suite 300 Scottsdale, AZ 85258

Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

Movenbank

25 W. 31st Street, Floor 11 New York, NY 10001

Payair US LLC

2626 Tamiami Trail E., Suite 2 Naples, FL 34112

Payfone, Inc.

215 Park Ave. S., Suite 101 New York, NY 10003 212/614-6927 Prakash Hariramani

Payment Alliance International

payvia

Adility Inc.

6601 Center Drive W., Suite 700 Los Angeles, CA 90045 888/9-payvia www.usapayvia.com Tera Matthews payvia is a leading mobile and online payments company that allows consumers to make simple and secure payments via their mobile phone. By connecting directly to the carrier network, payvia enables consumers to pay for digital goods and services using their mobile phone, adding purchases directly to their carrier bill.

153 Townsend Street, Suite 9005 San Francisco, CA 94107

Priority Payment Systems

6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

2001 Westside Pkwy., Suite 155 Alpharetta, GA 30004 800/935-5961 Ed Alba

BuyFi

732 Brandermill Court San Jose, CA 95138

Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

Payment Alliance International

Placecast

165 Page Street San Francisco, CA 94102

Street Savings SHAZAM

Tabbedout

804 Congress Ave., Suite 500 Austin, TX 78701 866/626-8045 Kevin McKeand

Total Merchant Services 255 Gold Rivers Court Basalt, CO 81621 888/848-6825 Hawkins Siemon

Vesta Corporation

11950 SW Garden Place Portland, OR 97223 503/790-2500 Scott Boucher

ViVOtech, Inc.

451 El Camino Real, 2nd Floor Santa Clara, CA 95050

Mobile Carriers Sprint Nextel

900 7th Street NW, 7th Floor Washington, DC 20001

US Cellular

8410 W. Bryn Mawr, Suite 700 Chicago, IL 60631

Verizon

1300 Eye Street NW, Suite 400 W Washington, DC 20004

1442 E. Lincoln Ave., Suite 479 Orange, CA 92865 866/683-9050 Pal Flagg

Mobile P2P Payments Custos Mobile

c/Sociedad de Conduenos 21 Alcalaâ&#x20AC;&#x2122; de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

Heartland Payment Systems

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Mobile Prepaid Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Product and Services Directory

2012-2013 Product and Services Directory

Mobile Promotions and Offers Groupon

600 West Chicago, Suite 620 Chicago, IL 60654

solutions through a unique channel of distribution. For more information: 800/617-4850 or sales@nmi.com.

Mocapay

MeNetwork

4800 Baseline Road, Suite E104-303 Boulder, CO 80303

Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Transaction Network Services

Zumigo

2001 Gateway Place, Suite 680 West San Jose, CA 95110 Robin Nijor

POS Portal

VAULT Acquiring Solutions 5699 Kanan Road, Suite 400 Agoura Hills, CA 91301 818/477-3922 Anthony Ribas

Mobile Wallets & Acceptance AnywhereCommerce

4141 Sherbrooke Street W., Suite 400 Montreal, QC Canada H3Z 1B8 408/416-3302 Mitchell Cobrin

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 www.mocapay.com Karen Moritzky Mocapay is the one stop for mobile, providing merchants with the technology to open a new customer channel and access information in a way that allows them to truly own the customer relationship. Mocapay’s mobile marketing, loyalty, gift card, comp card, and payments solutions are easily integrated with existing programs and strategies.

Transaction Network Services

Zumigo

2001 Gateway Place, Suite 680 West San Jose, CA 95110 Robin Nijor

Mobile Software Custos Mobile

c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

Lunex Telecom

3805 Crestwood Pkwy. NW, Suite 350 Duluth, GA 30096

Microsoft

1 Microsoft Way Redmond, WA 98052

Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

C-Sam Inc.

1 Tower Lane, Suite 2325 Oakbrook Terrace, IL 60181 630/928-0890 www.c-sam.com Barbara Ballard We provide an enterprise-grade, white label, mobile wallet platform to handle both financial and nonfinancial transactions on any phone, securely. c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

First Data

6200 S. Quebec Street, Suite 320B Englewood, CO 80111 1600 Amphitheatre Pkwy. Mountain View, CA 94043

A10 Transaction trends

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Payvision

60 Lispenard Street New York, NY 10013

Custos Mobile

Google

Network Merchants Inc.

Multi-Currency Processing

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

MobiSquad

5055 E. Washington, Suite 300 Phoenix, AZ 85034 866/482-0352 Summer Adanski

Planet Payment

670 Long Beach Blvd. Long Beach, NY 11561 516/670-3200 www.planetpayment.com Jill Raftery Multiply profits on foreign transactions. Pay in Your Currency lets merchants offer international customers the convenience of paying for their purchase, stay, or meal in their own currency. Shop in Your Currency lets online merchants target new markets by pricing in multiple currencies, with settlement in their home currency.

Payment Processing

Bank of America Merchant Services 150 N. College Street, NC1-028-15-01 Charlotte, NC 28202

Bill 1st North American Bancard

250 Stephenson Hwy. Troy, MI 48083 855/211-1610 www.gonab.com/tt Rita Feldman As an industry leader, North American Bancard offers the best lifetime residual program in the business. Our superior support and business tools combined with the ability to place free equipment and offer no cancellation fees, all while keeping your bonuses, gives our agents an incredible opportunity to close more deals.

1515 N. Federal Hwy., Suite 300 Boca Raton, FL 33432

BR Merchant Service

4680 E. Los Angeles Ave., Suite C Simi Valley, CA 93063

BridgePay Network Solutions/T-Gate Payments 1821 Walden Square, Suite 220 Schaumburg, IL 60173

CenPOS

7750 SW 117th Ave., Suite 306 Miami, FL 33183

Charge Payment

5353 Hillsboro Pike Nashville, TN 37215

PayPros

8200 Central Ave. Newark, CA 94560 800/774-6462 www.paypros.com Richard Livingston PayPros is a payments technology company, delivering robust, secure, and profitable integrated solutions. We believe payments should add value to software applications, resulting in better solutions for developers and their customers. It’s what we mean by “Software Differentiation Through Payment Innovation.”

3Delta Systems, Inc.

14151 Newbrook Drive, Suite 200 Chantilly, VA 20151

1601 Bond Street, Suite 103 Naperville, IL 60563

Clearent

222 South Central, Suite 700 Clayton, MO 63105 866/205-4721 Brad Staudt

Computer Services, Inc. 2401 Calumet Ave. Valparaiso, IN 46383

CreditCall Corporation

1133 Broadway, Suite 706 New York, NY 10010

CrossCheck Inc.

16100 N. 71st Street, Suite 170 Scottsdale, AZ 85254

Accelerated Payment Technologies

CT-Paiement

2436 W. 700 South Pleasant Grove, UT 84062 888/427-2260 Al Duggan

534 Notre-Dame, Suite 240 Repentigny, QC Canada J6A 2T8

Allied Wallet, Ltd.

Atos Worldline SA/NV

Haachtsesteenweg 1442 Brussels, Belgium 1130

AuthoTrans Merchant Services, LLC 11415 Pauls Drive Conifer, CO 80433

Autoscribe Corp

9801 Washingtonian Blvd., Suite 200 Gaithersburg, MD 20878

EVO Merchant Services

515 Broadhollow Road Melville, NY 11747 516/962-7898 www.goevo.com Joann DeFilippo With specialization in national and international growth, EVO actively services approximately 300,000 merchants today. Dedicated to providing strength, security, and longevity to our partners, EVO strives to develop quick, secure, and reliable payment processing solutions that ensure business success. Our comprehensive cutting-edge products and services keep us in the forefront of technology to better service all our merchant needs.

E-xact Transactions, Ltd.

228 W. 7th Ave. Vancouver, BC Canada V5Y 1M1

Ezic, Inc.

3 E. Hawthorne Pkwy., Suite 410 Vernon Hills, IL 60061

Adapt Merchant Services, LLC P.O. Box 4636 Reading, PA 19606

1415 North Loop West, Suite 1185 Houston, TX 77008 800/971-0997 www.eProcessingNetwork.com Steve Sotis eProcessing Network (ePN) specializes in secure, real-time transaction processing services, solutions, and support for all SMBs. ePN is certified to process electronic payment transactions through all major credit card, check/ACH, and gift card/loyalty processors, selling exclusively through the ISO sales channel. ePN is compliant with PCI and PA-DSS Data Security Standards.

Clark Brands, LLC

1440 N. McDowell Blvd. Petaluma, CA 94954 800/654-2365 Travis Powers

5th Dimension Logistics

eProcessing Network, LLC

Financial Merchant Services Cynergy Data

20301 Ventura Blvd., Suite 325 Woodland Hills, CA 91364

First American Payment Systems 100 Throckmorton Street, Suite 100 Ft. Worth, TX 76102 817/317-2639 Margeaux Johnson

First Capital Payments 120 Main Street E. Rochester, NY 14604

First Financial Payment Solutions 34550 Glendale Street, Suite B Livonia, MI 48150

Digital Processing Solutions

FlowPay Corporation

EFX Corp.

ForwardLine Payment Services, LLC

68 S. Service Road Melville, NY 11747

22101 U.S. Highway 19 N. Clearwater, FL 33765

Elavon

1 Concourse Pkwy. NE, Suite 300 Atlanta, GA 30328

300 Capitol Street, Suite 1301 Charleston, WV 25301 21700 Oxnard Street, Suite 1450 Woodland Hills, CA 91367 866/623-4900 x225 Rodney Adams

FrontStream Payments, Inc.

1950 Roland Clarke Place, Suite 410 Reston, VA 20191 888/777-4071 Chamele Bazemore

Product and Services Directory

A11

2012-2013 Product and Services Directory Payment Processing (Continued)

genTransact Inc.

14372 Majorca Ave. Irvine, CA 92606

Global Payments Inc.

10 Glenlake Pkwy. NE, North Tower Atlanta, GA 30328

Group ISO

P.O. Box 11207 Newport Beach, CA 92658 800/571-2606 Mike Fox

Heartland Payment Systems

Infintech

4010 Executive Park Drive, Suite 430 Cincinnati, OH 45241

International Bancard 1239 Anderson Road Clawson, MI 48017 800/827-4880 Brian Bellhorn

iPayNet Corp.

525 Tribble Gap Road, Unit 2182 Cumming, GA 30028

Mercadotecnia, Ideas y Tecnologia (Mexico) Corregidora #92, Col. Miguel Hidalgo DF Mexico, 14260 52 55 1500 9014 Claudia Arvizu

Merchant Data Systems

1688 Meridian Ave., Suite 802 Miami Beach, FL 33139 305/538-5050 Drew Freeman

Merchant Profit Solutions, Inc. 1902 Wright Place, 2nd Floor Carlsbad, CA 92008

Merchant Services Ltd.

1900 Purdy Ave., Suite 300 Miami Beach, FL 33139

Merchant Solutions Inc.

iTransact

P.O. Box 999 Farmington, UT 84025 801/298-1212 Jared Poulson

JetPay LLC

3361 Boyington Drive, Suite 180 Carrollton, TX 75006 972/503-8900 Coy Lynch

Liberty Electronic Payment Services, Inc. 1960 E. Grand Ave., Suite 520 El Segundo, CA 90245

LL Merchant Solutions

17822 17th Street, Suite 208 Tustin, CA 92780

MagTek, Inc.

1710 Apollo Court Seal Beach, CA 90740 562/546-6333 Ginger Wu

Main Street Softworks, Inc.

5800 NW 39th Ave., Suite 104 Gainesville, FL 32606

Mainstream Merchant Services 3820 Mansell Road Alpharetta, GA 30022 J. Vignale

A12 Transaction trends

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Payment Express Systems, LLC 124 Leeville Pike Lebanon, TN 37087

Payment Logistics

6265 Greenwich Drive, Suite 110 San Diego, CA 92122 888/472-9564 Dustin Niglio

Payment Systems Worldwide, Inc. 4700 Stockdale Hwy., Suite 104 Bakersfield, CA 93309 661/323-9700

Mile High Merchant Group

PayTrace

Multi Service Corporation

Pivotal Payments

518 17th Sreet, Suite 1575 Denver, CO 80202 8650 College Blvd. Overland Park, KS 66210

National Merchant Center

18300 Von Karman Ave., Suite 850 Irvine, CA 92612

NewNet Communication Technologies 1455 West Shure Drive Arlington Heights, IL 60004 224/795-5200 Mary Lynch

P.O. Box 2952 Vancouver, WA 98664 200 Broadhollow Road, Suite 207 Melville, NY 11747 866/457-4868 Gigi Beyene

Planet Group Inc.

407 N. 117th Street Omaha, NE 68022 402/964-1990 Mark Spurgeon

Newtek, The Small Business Authority 6737 W. Washington Street, Suite 2275 West Allis, WI 53214 414/831-3938 Steve Hauler

800 Shames Drive Westbury, NY 11590 P.O. Box 11910 Glenageary County Dublin, Ireland

3 Easton Oval Columbus, OH 43219

2239 W. 190th Street Torrance, CA 90504

IRN Payment Systems ITPS

Payliance

NPC

5100 Interchange Way Louisville, KY 40229 800/925-0230 www.npc.net NPC, a Vantiv Company, is a leading provider of innovative payment processing and technology solutions for independent sales organizations (ISOs). With insightful data analytics and a committed management team, we develop solutions to help our ISO partners break through to new levels of productivity and profitability.

Planet Payment

670 Long Beach Blvd. Long Beach, NY 11561 516/670-3200 www.planetpayment.com Jill Raftery Put profitability back in your portfolio. Planet Payment速 is an international, multi-currency payment processor with innovative solutions designed to help your merchants attract more customers, increase revenue, and make informed business decisions. Our payment processing services offer powerful competitive advantages to acquirers and ISOs. One partner. One platform. Planet Payment.

POST Integrations, Inc.

3131 E. Camelback Road, Suite 320 Phoenix, AZ 85016

NXGEN

Preferred Health Technology, Inc.

Ogone - Payment Services

Priority Payment Systems

940 Spokane Ave., Suite 8 Whitefish, MT 59937 Woluwedal/Boulevard de la Woluwe 102 Brussels, Belgium

Parallel Solutions

P.O. Box 681283 Park City, UT 84068

Pay Pros

8200 Central Ave. Newark, CA 94560 800/774-6462 Richard Livingston

Payfirma Corporation

2002 -1188 W. Georgia Street Vancouver, BC Canada V6E 4A2

2828 E. Trinity Mills Road, Suite 315 Carrollton, TX 75006 2001 Westside Pkwy., Suite 155 Alpharetta, GA 30004 800/935-5961 Ed Alba

ProfitStars

1025 Central Expwy. S. Dallas, TX 75013

Remote Merchant Services 55 E. 59th Street, 4th Floor New York, NY 10022

Retail Council Services Corp. 258 State Street Albany, NY 12210

SafeCharge International Group Limited Kafkasou 9, Aglantzia CY 2112 Nicosia, Cyprus 44 20 3051 3031 Meidad Sharon

Sage Payment Solutions

1750 Old Meadow Road, Suite 300 McLean, VA 22102 703/269-9200 Nick Oettinger

SecureNet Partners

16211 Park Ten Place Houston, TX 77084

SecureNet Payment Systems

8834 N. Capital of Texas Hwy., Suite 300 Austin, TX 78759 512/426-9924 Nicole Andreas

SHAZAM

Shift4 Corporation

1491 Center Crossing Road Las Vegas, NV 89144

Sterling Payment Technologies 111 N. Westshore Blvd. Tampa, FL 33607 813/371-8210 Steve Hall

Total Merchant Services 255 Gold Rivers Court Basalt, CO 81621 888/848-6825 Hawkins Siemon

TrustCommerce

9850 Irvine Center Drive Irvine, CA 92618 800/915-1680 Beth Paul

TSYS Acquiring Solutions

T-Tech, Inc. USAePay

866/535-3478 www.mypcisite.com Chris Lake PCI compliance for small merchants is a big deal. MyPCISite makes it easy for your merchants and profitable for you. Contact us at 866/535-3478 and ask for Chris, or visit us at www.mypcisite.com for more information.

Vantiv

Trustwave

7512 E. Independence Blvd., Suite 107 Charlotte, NC 28227 4929 Wilshire Blvd., Suite 800 Los Angeles, CA 90010 866/872-3729 Lauren Schaefer

8500 Governors Hill Drive Cincinnati, OH 45249 866/622-2833 www.vantiv.com We’re Vantiv. Dedicated, strategic professionals with 40 years of experience in developing innovative payment processing solutions. We’ll work with you to develop programs that help simplify payments, while focusing on new opportunities and revenue for your business. Our people, technologies, and partnerships are the Vantiv difference. Let’s discuss your future success.

VersaPay Corporation 32 Artisan Ave. Huntington, NY 11743

WorldPay

600 Morgan Falls Road Atlanta, GA 30350

Payments Networking Services

403 Labs, LLC

17145J W. Bluemound Road, Suite 200 Brookfield, WI 53005 877/403-5227 Christopher Jones

Acquiring Solutions International 23875 Ventura Blvd., Suite 103 Calabasas, CA 91302

KORE Telematics, Inc.

A-lign Security and Compliance Services

Merchant Link LLC

Compliance Solutions and Resources (CSR)

3700 Mansell Road, Suite 250 Alpharetta, GA 30022 8401 Colesville Road, Suite 900 Silver Spring, MD 20910

MRL Posnet Private Limited 620 Road No. 33, Jubilee Hills Hyderabad, India

2202 N. Westshore Blvd., Suite 200 Tampa, FL 33609 830 NE Pop Tilton Place Jensen Beach, FL 34957 866/462-7774 Jan Carroza

Net Secure Payments

12600 Deerfield Pkwy., Suite 100 Alpharetta, GA 30004

Transaction Network Services

Tranzlogic

543 Country Club Drive, Suite 542 Simi Valley, CA 93065

PCI Compliance Services

ControlScan

11475 Great Oaks Way, Suite 300 Alpharetta, GA 30022 678/279-2659 www.controlscan.com Jennifer Groese Headquartered in Atlanta, ControlScan is the leading provider of Payment Card Industry (PCI) compliance and security services designed to meet the unique needs of small to mid-sized merchants and the acquirers that serve them. The company’s flexible solutions, easy-to-use online tools, and personalized support significantly simplify PCI and security for its clients. In addition, as an Approved Scanning Vendor and a Qualified Security Assessor, ControlScan is positioned to help merchants meet compliance requirements and maintain secure business environments for their customers. For more information about ControlScan and its cloud-based solutions, visit www.controlscan.com or call 800/825-3301.

Custos Mobile

c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

JDS MyPCISite

12631 Lithuania Drive Granada Hills, CA 91344

2776 S. Arlington Mill Drive, Suite 238 Arlington, VA 22206 800/746-9201 Susie Maxwell

Product and Services Directory

A13

2011-2012 Product and Services Directory PCI Compliance Services (Continued)

My Clear Reports

800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breton

POS Supplies Bixolon America Inc. 3171 Fujita Street Torrance, CA 90505

Panoptic Security

Castles Technology Co., Ltd.

1814 Lake Street Salt Lake City, UT 84105

2F, No. 205, Sec. 3, Beixin Road, Taipei County Xindian City, Taiwan 23143

Payment Alliance International

CleanTech Cleaning Cards

6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

3400 SW 26th Terrace, Bldg. 49 Dania Beach, FL 33312

PCI Compliance

1129 Northern Blvd., Suite 303 Manhasset, NY 11030

P.O. Box 631113 Littleton, CO 80163

Dejavoo Systems

Digicom International, Inc. 155 Rome Street Farmingdale, NY 11735

Sysnet Global Solutions

400 Perimeter Center Terrace NE, Suite 900 Atlanta, GA 30346 770/392-4200 www.sysnetglobalsolutions.com Sysnet Global Solutions provides PCI compliance services, specializing in PCI compliance validation and merchant intelligence solutions. Sysnet offers a range of services, including its fully white-labeled, web-based compliance management and merchant intelligence solution SysnetAIRTM, to a wide variety of businesses including acquirers, ISOs, international banks, payment service providers, and merchants.

Moneris Solutions

3300 Bloor Street W. West Tower, 10th Floor Toronto, ON Canada M8X 2X2

mTech Payments

248 N. Main Street Spanish Fork, UT 84660

Omega Transactions Corporation

3033 Chimney Rock Road, Suite 580 Houston, TX 77056

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Portfolio Management System

800 Shames Drive Westbury, NY 11590 855/438-6271 www.getmcr.com Jacques Breton MCR enables acquirers, processors, banks, and ISOs to generate significant new revenue streams, while increasing merchant retention, and reducing business expenses. MCR gives merchants 24/7/365 online access to a comprehensive customizable suite of payment solutions, services, and tools to manage and grow their businesses. For more information please visit www.getmcr.com.

POS Hardware/Handsets

SPECTRA Technologies Holdings Co. Ltd. Unit 1301-09, Tower II, Grand Century Place 193 Prince Edward Road W. Kowloon, Hong Kong

The Phoenix Group

6705 Keaton Corporate Pkwy. O’Fallon, MO 63368

POS Portal

A14 Transaction trends

6300 Legacy Drive Plano, TX 75024

Gilbarco Veeder-Root 7300 W. Friendly Ave. Greensboro, NC 27410

Heartland Payment Systems

Heiko Group Inc.

P.O. Box 717 Dunedin, FL 34697 727/736-0758 Amy Heimlich

Leaf

1 Broadway, 14th Floor Cambridge, MA 02142

Mtrex Networks

11 Florentine Crescent, Richmond Hill, ON Canada L4S 1H1

PayFirst Solutions POS Portal

My Clear Reports

Ericsson

POS Systems & Software Custos Mobile

c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

Dinerware, Inc.

400 N. 34th Street, Suite 200 Seattle, WA 98103 866/346-3792 Rob Freytag

Epicor

7683 Southfront Road Livermore, CA 94551

800 Kings Hwy. N., Suite 503 Cherry Hill, NJ 08034

TASQ Technology

1169 Canton Road Marietta, GA 30066

VeriFone Systems Inc.

2099 Gateway Place, Suite 600 San Jose, CA 95110 800/837-4366 Kelly Schmidt

ZingCheckout

225 W. 3rd Street, Apt. 337 Long Beach, CA 90802

Prepaid Cards & Processing My Clear Reports

800 Shames Drive Westbury, NY 11590 855/438-6271 Jacques Breton

NetSpend

701 Brazos Street, Suite 1200 Austin, TX 78701

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

Public Relations Agencies Infogroup Targeting Solutions (formerly INfogroup/Salesgenie) 1020 E. 1st Street Papillion, NE 68046

Recruiting & Placement Card Resource Group

2155 Second Concession W. Lynden, ON Canada L0R 1T0

Impact Payments Recruiting

18325 N. Allied Way, Suite 210 Phoenix, AZ 85054 480/307-9000 Curt Hensley

Planet Group Inc.

407 N. 117th Street Omaha, NE 68022 402/964-1990 Mark Spurgeon

Headquartered in Atlanta, ControlScan is the leading provider of Payment Card Industry (PCI) compliance and security services designed to meet the unique needs of small to mid-sized merchants and the acquirers that serve them. The company’s flexible solutions, easy-to-use online tools, and personalized support significantly simplify PCI and security for its clients. In addition, as an Approved Scanning Vendor and a Qualified Security Assessor, ControlScan is positioned to help merchants meet compliance requirements and maintain secure business environments for their customers. For more information about ControlScan and its cloudbased solutions, visit www.controlscan.com or call 800/825-3301.

R & P Group

825 W. 10th Street, Suite 1 Sioux Falls, SD 57104 605/274-8800 Amy DeBeng-Ferwerda

Remote Deposit Capture

CrossCheck Inc.

1440 N. McDowell Blvd. Petaluma, CA 94954 800/654-2365 www.cross-check.com Travis Powers CrossCheck provides remote deposit capture, check guarantee, and check conversion services for merchants and auto dealers nationwide. Founded in 1983, CrossCheck offers ongoing lifetime residuals, generous compensation, buy rate programs, training, and sales support for the ISO. Unique revenue-sharing affiliate programs and private-label opportunities are also available

Fundtech

30 Montgomery Street, Suite 501 Jersey City, NJ 07302

Global eTelecom Inc. (GETI) 73 Eglin Pkwy. NE, Suite 301 Fort Walton Beach, FL 32548 877/454-3835 Hal Hanna

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

RDM Corporation

4-608 Weber Street N. Waterloo, ON Canada N2V 1K4 800/567-6227 Stacy Carson

Risk Management Services Adaptive Payments

49 Skyline Drive Lagrangeville, NY 12540

ControlScan

11475 Great Oaks Way, Suite 300 Alpharetta, GA 30022 678/279-2659 www.controlscan.com Jennifer Groese

Compass Plus

Cumberland House, 35 Park Row Nottingham, United Kingdom

Custos Mobile

c/Sociedad de Conduenos 21 Alcala’ de Henares Madrid, Spain 28804 34 918788789 Jose Manuel Gonzalez Saez

First National Technology Solutions 1620 Dodge Street, Stop 1161 Omaha, NE 68197

ICG Software Corp

4112 Aurora Street Coral Gables, FL 33146

Integrated Merchant Alliance, Inc. G2 Web Services, LLC

1750 112th Ave. NE, Suite C101 Bellevue, WA 98004 425/749-4040 www.g2webservices.com David Landis G2 Web Services, LLC, is a leader in merchant risk management. G2 helps acquirers, ISOs, and PSPs identify, mitigate, and monitor risk throughout the merchant lifecycle, from conducting due diligence at boarding, to monitoring merchants for compliance and identifying third-party service providers. To learn more, visit www.g2webservices.com.

Higginbotham & Associates 500 W. 13th Street Fort Worth, TX 76102

13314 I Street Omaha, NE 68137

Mocapay

1660 17th Street, Suite 310 Denver, CO 80202 303/444-1770 Karen Moritzky

MoleQ USA Inc.

66-00 Queens Midtown Expwy., Suite 200 Maspeth, NY 11378

On-Line Strategies - OLS 7520 Belt Line Road Dallas, TX 75254 972/432-7146 Ron Barker

Paragon Application Systems 326 Raleigh Street Holly Springs, NC 27540 919/567-9890

Payscape Advisors Quiktrak

729 Lambert Ave. Atlanta, GA 30324

PaySimple

1433 17th Street, Suite 300 Denver, CO 80202 800/466-0992 David Sharp

Planet Group Inc.

407 N. 117th Street Omaha, NE 68022 402/964-1990 Mark Spurgeon

SecurityMetrics 1275 W. 1600 N Orem, UT 84057 801/995-6858 Wenlock Free

POS Portal

50 Castilian Drive Goleta, CA 93117

180 Promenade Circle, Suite 215 Sacramento, CA 95834 866/940-4POS www.posportal.com Since 2000, POS Portal has been changing the payments industry. First, as a leading distributor of supplies and terminal modules; and now, as the industryleading innovator for merchant acquisition CRM. As such, we certainly don’t take that reputation lightly. We’re committed to continuing with the relentless pursuit of our corporate mission: to provide exceptional service to the payments in-dustry through mutually beneficial, long-lasting relationships.

APPI Tecnologia

RealPage, Inc.

BillingOrchard

Recombo

Software Aperia Solutions, Inc.

14881 Quorum Drive, Suite 600 Dallas, TX 75254

AppFolio

Rua Do Mercado, 11/11th Floor Rio De Janeiro RJ, 20010 729 Lambert Drive Atlanta, GA 30324 404/350-6565 Jason Swenk

4000 International Pkwy., Suite 1000 Carrollton, TX 75007 1133 Melville Street, Suite 730 Vancouver, BC Canada V6E 4E5

Product and Services Directory

A15

2012-2013 Product and Services Directory Software (Continued)

Retailcloud

2702 Clayton Road, Suite 200 Concord, CA 94519 925/288-4300 Eric Kirk

RS Software

POS Portal

100 Technology Way, Suite 240 Mount Laurel, NJ 08054

TrxServices LLC dba Transaction Services

ROAM Data, Inc.

1900 McCarthy Blvd., Suite 103 Milpitas, CA 95035

RS2 Software

120/6, The Strand Gzira, Malta

Tele-Works, Inc.

1080 S. Main Street Blacksburg, VA 24060

TranSEND IT, Inc.

4469 S. 168th Ave. Omaha, NE 68102

Wind River, Inc.

5305 Buttonwood Drive Madison, WI 53718

ZirMed, Inc.

888 W. Market Street Louisville, KY 40202

Terminals Azura Leasing

1412 84th Street SW Byron Center, MI 49315

Epson America, Inc.

3840 Kilroy Airport Way Long Beach, CA 90806

Equinox Payments

8901 E. Raintree Drive, Suite 400 Scottsdale, AZ 85260

ExaDigm, Inc.

2871 Pullman Street Santa Ana, CA 92705 949/486-0320 Herve Auch-Roy

Ingenico

6195 Shiloh Road, Suite D Alpharetta, GA 30005

280 Summer Street, Lobby Level Boston, MA 02210

Symlink Corporation

6F, No. 13, Lane 35 Jihu Road Neihu District, Neihu Technology Park Taipei City 114, Taiwan

Techtrex Inc.

1-2-3, 3F ASIS Bldg, Manpukuji Asao-ku, Kawasaki Kanagawa, Japan

4901 Belfort Road, Suite 130 Jacksonville, FL 32256 877/859-0099 www.pax.us Heather Hatch PAX is one of the fastest growing POS terminal manufacturers in the world. PAX provides a full line of POS products to include all communication types for all different industry needs (pin pads, countertop, mobile, contactless, NFC, multi-lane). Choose PAX for simpler, more secure payment integration solutions.

Payment Alliance International 6060 Dutchmans Lane Louisville, KY 40205 866/371-2273

VAULT Acquiring Solutions 5700 Kanan Road, Suite 400 Agoura Hills, CA 91301 818/477-3922 Anthony Ribas

OTHER Manufacturer of Magnetic Stripe, Smart Cards, Etc.

ID Tech

20 Pacifica, Suite 240 Irvine, CA 92618

XAC Automation Corporation

ISO Portfolio Buyout

146 Main Street, Suite 208 Los Altos, CA 94022 720/202-3310 Chuck Chagas

Web Hosting Clover

785 Castro Street, Suite A Mountain View, CA 94041

Firespring

1200 N Street, Suite 100 Lincoln, NE 68508

Web Guide Partner

Wireless Payment Gateways

American Bancard, LLC 1081 Holland Drive Boca Raton, FL 33487 800/793-3250 Sam Zietz

Merchant Engagement Solutions

Sysnet Global Solutions

400 Perimeter Center Terrace NE, Suite 900 Atlanta, GA 30346 770/392-4200 Merchant Marketing & Social Media

Real Local Pages

8751 W. Broward Blvd., Suite 307 Plantation, FL 33324 954/332-1790 Michele Daughtry Payment Testing Solutions

Clear2Pay

4110 N. Scottsdale Road, Suite 310 Scottsdale, AZ 85251 800/931-0777 Privacy

Apriva

Compliance Solutions and Resources (CSR)

8501 N. Scottsdale Road, Suite 110 Scottsdale, AZ 85253 877/277-0728 www.apriva.com Stacey Tappin Apriva’s market-leading wireless transaction solutions enable merchants to take payments securely from any location, any time, across any network. We offer a fully managed, end-to-end solution that integrates hardware, software, network services, management tools, and support. Count on Apriva for unsurpassed flexibility, security, and customer support.

830 NE Pop Tilton Place Jensen Beach, FL 34957 866/462-7774 Jan Carroza

Supergate

Certified Payments

803 S. Garden Street, Suite 201 Columbia, TN 38401 866/939-9397 Karen Whiteleg

A16 Transaction trends

10721 Walker Street Cypress, CA 90630 714/761-6368 Ron Kong

TF Payments Inc.

14 Palm Harbor Village Way Palm Coast, FL 32137

PAX Technology Inc.

Transaction Network Services

Sponsorship

Pueblo Bank & Trust 301 W. 5th Street Pueblo, CO 87003 719/585-2314 Elizabeth Bohlen

Third-Party Government Processing 3410 Midcourt Road, Suite 136 Carrollton, TX 75006 866/539-2020 Pamela Stewart

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[ COVER STORY ]

The Customer’s

Always Right New mobile payments strategies guided by customer wants and needs, with no single enabling technology prevailing By Tom Goldsmith

t’s not surprising that the world of mobile payments seems like a confusing mess—with dozens of mobile payment solutions, including all-purpose digital/mobile wallets and single-purpose payment apps for specific merchants, not to mention competing enabling technologies. But the confusion may well be an inevitable by-product of the strategies employed by the companies that will eventually bring mobile payments into the mainstream. “What we’re seeing is that most of the important players in mobile technology and payments technology seem to be avoiding a singleminded approach to mobile payments,” says David Snow, an analyst with Basingstoke, England-based Juniper Research.“They’re either building systems that can handle multiple approaches to paying or accepting payments through mobile devices, some with non-mobile backup methods, or they’re standing back, creating basic infrastructure, and waiting for consumers and merchants to point the way.”

KEY NOTES 8

Consumers and merchants will figure out what works best and what offers the most value, and mobile commerce companies will quickly adapt their strategies.

Isis represents the best path for mobile network operators and handset makers to get a slice of mobile payments revenue.

The customer-led strategies are a recognition that mobile payments are, at best, an incremental improvement to a card-based payment system that works very well: efficient, secure, reliable, and convenient.

Transaction trends | December 2012

[ COVER STORY ] Flexibility and Choice The most obvious example of the latter approach is Apple. When the company unveiled the iPhone 5 in October, mobile payments technology companies that were anticipating millions of new near-field communications (NFC) users almost overnight were certainly disappointed. NFC on the iPhone has been rumored for a couple of years, but rather than add the technology now, Apple has created a digital wallet dubbed Passbook that, for now, will use the iPhone display or a Wi-Fi connection to transmit payment information.While not ruling out tying Passbook to NFC or some other technology down the road, Apple Senior Vice President Phil Schiller has made it clear the company is taking a wait-and-see attitude.“Passbook does the kinds of things customers need today,” he explained in interviews following the iPhone 5 release. Google, which jumped on the NFC bandwagon early with its Nexus smartphones and Google Wallet, also has broadened its approach to give consumers some payment flexibility. Earlier this year, the company unveiled a cloud-based version

Processing Network

The

everywhereProcessingNetworkSM

12 December 2012 | Transaction trends

of its wallet that enables shopping on mobile websites and is rumored to be gearing up to offer a plastic card version of Google Wallet that would work with non-NFC payment terminals. The Google Wallet Card, according to several technology websites, would be linked to (and replace) all of the conventional credit/debit cards in the consumers’ Google Wallet. PayPal, which sees mobile as its entry point into the mainstream of payments, also has adopted the idea of maximum flexibility.The company’s approach starts with a PayPal account that is, in effect, a virtual wallet.The account then can be used to pay at most mobile commerce sites, and at a growing number of physical retail locations using a mobile phone number and PIN or a plastic card.The in-store business was given a big boost when the company completed a deal earlier this year with Discover that will eventually make PayPal a payment option anywhere Discover Cards are accepted. There is even a new express checkout feature for mobile websites—unveiled in October—that completes purchases with a two-click procedure.

PayPal’s president, Dave Marcus, has described the company’s present strategy as “test and learn.”And that is especially apparent in the company’s in-store acceptance efforts. In addition to the partnership with Discover, PayPal also has reached agreements with the leading terminal suppliers that will ensure that when NFC or other technologies come to the fore, a PayPal option will likely be available. One of the newest entries in the mobile payments fray is MCX, Merchant Exchange, a consortium of major retailers led by Walmart, BestBuy, and Target, that plans to deliver its own mobile payment platform and wallet.While the details of the platform are under wraps during development, the merchant group has said from the outset that its goal is to build a system that is compatible with “virtually any smartphone,” a criterion that rules out dependence on any particular technology. American Express,Visa, and MasterCard are taking the same approach. The card companies all have announced digital wallets in recent months and are quickly lining up retail and financial institutions as part-

ners. None immediately offered a mobile version of their wallets, though they’ve indicated that will come in due time. But MasterCard and Visa have said their mobile offerings, when released, will be compatible with several payment technologies such as NFC and QR codes. The common thread that runs through these strategies—and those of many other mobile commerce companies—is an unwillingness to second guess customers, whether merchant or consumer. “The feeling seems to be that consumers and merchants will figure out what works best and what offers them the most value or the best return on their investment,” says Juniper’s Snow. “If it turns out that NFC or another technology does that, then they’re in a position to adopt it relatively quickly and easily.”

Exception That Proves the Rule One mobile payments company that, understandably, has elected to tie its fortunes to a particular set of technologies is Isis, the joint venture assembled by AT&T, Verizon, and T-Mobile. The Isis digital wallet is designed specifically for smartphones and uses card emulation (which stores mag-stripe data on the phone’s secure element) and NFC to transmit the data to an NFC-equipped terminal. Isis represents the best path for mobile network operators and handset makers to get a slice of mobile payments revenue, especially after Google (which has partnered with Sprint and Samsung on the Nexus NFC-equipped handset) moved storage of card data off the phone and into the cloud. Isis, not surprisingly, has received impressive support from handset makers and the trusted service managers (TSMs) that provision the smartphone secure element. Isis launched its much-anticipated tryout in Austin, Texas, and Salt Lake City in October—a start that was delayed by several months as the company took extra care to work out any bugs. “It was important that we get all the details right,” said Jim Stapleton, Isis chief sales officer, who announced the trial launch at ETA’s Strategic Leadership Forum. Todd Ablowitz, president of Greenwood, Colorado-based Double Diamond Group, an industry consulting firm, says that while Isis’

success may hinge on the company making NFC work well in a payment context, the success of NFC technology in a mobile commerce context probably doesn’t depend on Isis becoming successful. “Remember, NFC is just a communication technology,” he points out.“If there is something that NFC does better than other technologies, it will find its place.”

Holistic Experience For most of the companies leading the way to mainstream mobile payments, the customer-led strategy is unconventional.

Customers, whether merchants or consumers, he adds, are best-positioned to design the “holistic experience” that he thinks will bring mobile payments into everyday usage. Juniper’s Snow agrees. “Think about texting. It was almost an afterthought that mobile carriers made the SMS service available, but consumers, especially younger consumers, adopted it because it met their needs, and that adoption radically changed mobile phone design.” Ironically, it may not be the ability to use a smartphone for payments that proves the

“Merchants and consumers will let us know when the experience is good enough to supplant the existing payment systems.”

—Perry Chan, Sapient

They are more accustomed to designing technical wonders and launching new product and service categories that create consumer demand. The customer-led strategies are a recognition that mobile payments are, at best, an incremental improvement to a system that works very well. Card-based payments are efficient, secure, reliable, and convenient. The customer-led strategies are necessary to get consumers to adopt mobile payments, says Perry Chan of the global consulting firm Sapient.“There will always be the technocrats and first adopters who will engage in mobile payments out of interest, curiosity, and perhaps even necessity, in spite of any pain points or hurdles inherent in the experience,” he says. “But for most consumers, well-designed-use cases and experiences will motivate them to switch from cash/cards to using mobile payment services.” Chan says that to ensure widespread adoption of mobile payments, the experience has to be seamless, purposeful, effortless, informative, and convenient. Mobile payment services have to fully address the purchase behaviors of consumers—the moments before, during, and after a transaction—in a meaningful way.

worth of customer-led strategies, but the other possibilities that a mobile device can marry to the payment transaction.And that possibility isn’t lost on the mobile payments designers. Google Wallet, Apple’s Passbook, Visa’s V.me, and most of the other digital wallets are vehicles for receiving merchant offers, storing receipts, coupons, and plane tickets, and serving as advertising platforms. More specialized mobile payment apps can connect mobile wallets to restaurant POS systems and allow customers to split checks, calculate tips, and document business expenses.Visa’s wallet, PayPal, and American Express’ Serve platform also are designed to facilitate personto-person transactions, as are some others. Convincing merchants to adopt mobile payments, on the other hand, may hinge on the ability to collect data about customer preferences, the ability to communicate offers, and other nonpayment functionality, Chan says.“Merchants and consumers will let us know when the experience is good enough to supplant the existing payment systems.” TT Tom Goldsmith is a contributing writer to Transaction Trends. Reach him at tom@tomgoldsmith.com. Transaction trends | December 2012

[â&#x20AC;&#x2030;FEATURE ]

ETA CEO Jason Oxman addresses more than 400 industry experts at the 2012 Strategic Leadership Forum.

Next-Generation Thinking for the

New World of Payments SLF speakers discuss regulation, consumer trends, and the technologies reshaping the e-payments ecosystem By Josephine Rossi

14 December 2012 | Transaction trends

s new technologies and increasing business pressures are forcing merchant acquirers to rethink their business models and positions in the payments industry, questions remain. How can these new products and services be focused to appeal to merchants so that ISOs can sell those services? Which technologies are worth the investment? How will current consumer trends and regulations factor in? At the 2012 Strategic Leadership Forum in Palm Beach, Florida, more than 400 industry executives—the largest in ETA’s history—gathered to hear leading experts analyze these questions and share their strategies for overcoming challenges on the horizon.The following are some highlights from those conversations.

Ramped-Up Regulation Ensuring the evolving electronic payments system operates efficiently and securely has challenged regulators and card brands to rethink existing programs, processes, and rules and to increase enforcement efforts. As a result, the industry will be seeing better coordination among entities to accept responsibility for curbing fraud across the ecosystem. Still, experts said the best ways for ISOs/ acquirers to effect change are merchant scrutiny and basic monitoring. “From the onboarding perspective, we see customers being diligent, but we all get tripped up in the ongoing monitoring,” said Linda Kirkpatrick, MasterCard’s group head, customer performance integrity, franchise development. “Criminals are very adaptable and can quickly change from when you board them. Daily monitoring is extremely important.” The same is true for cross-border transactions, which many believe will be a source of big revenues in the future:“The question you have to ask yourself is, If I didn’t have a reserve, would I sign this merchant?” said Martin Elliot, head of Americas acceptance risk and global brand protection for Visa. At the federal level, the formation of the Consumer Financial Protection Bureau (CFPB) 15 months ago has many payments professionals wondering about its role in watching and regulating the industry. Keynote Speaker David Silberman, CFPB associate director of research, markets, and regu-

lations, explained that the organization is “not a hammer seeing everything as nails.” Rather, it is responsible for ensuring consumers receive “timely and understandable information so that they can make responsible decisions in terms of financial services” and to provide “protection from unfair, deceptive, and abusive acts and practices.” More specifically, the CFPB will be looking at how it can foster financial innovations but also monitor the risks to consumers that can arise from those innovations. For example, while the mobile device technology now available enables vast information sharing, “at the same time it is clear that putting a smartphone in the hands of a not-so-smart consumer can create some real risks—that consumer can be steered

consumers are in control,” said Dom Morea, SVP of advanced solutions and innovation for First Data. Expectations are growing higher with each new experience that adds value, relevance, personalization. Mercator Advisory Group VP of Research Operations Ken Patterson revealed that while awareness of and interest in mobile payments is high among consumers, relatively few—only 15 percent—of smartphone owners actually have completed a mobile phone transaction. Many do not have confidence in the security of the transaction and are not aware of the security measures in place, and only 25–33 percent are confident in the reliability and replacement experience if their phone is lost.

David Silberman of the Consumer Financial Protection Bureau shared the entity’s plans to foster financial innovations while monitoring risks to consumers.

into spending without really knowing what is going on,” said Silberman. “For now we are in a period of active learning and watchful waiting,” he explained. “We are not in the business of picking winners and losers. We want to be thoughtful, but we don’t want to let things get too far along that we have to play catch up.”

Customer Trends and Technology Maximizing mobile commerce opportunities means first understanding the trends and habits of customers—both consumers and merchants. The “new normal is that

One demographic in which smartphone use is growing rapidly is among consumers aged 65 and older, the late adopters and novice users who are being forced into the market by planned obsolescence. “As contracts on regular cell phones come up for renewal, basically on an 18–24 month cycle, there are just fewer of those phones available on the market. Smartphones really are becoming the mainstream device.” Consumers are more open to merchantdriven mobile commerce apps than payments applications, Patterson pointed out. This is important because merchants in many cases are leading the way in terms of Transaction trends | December 2012

[ FEATURE ] mobile engagement via e-coupons, coupon wallets, QR codes, and more. “Consumers perceive this as something of real value,” he said.“They perhaps see it as something with less risk. Merchant mobile apps are likely to pave the way toward mobile payments down the road.” Panelists also weighed in on technologies beyond the mobile movement, including EMV. Sid Singh, SVP and global product head at Global Payments, predicted that EVM is still at least four years away. Other markets had government mandates and incentives.“We’ve got a stick here in the U.S. for meeting a mandate date… but there is no carrot.There is no motivation except for a few large merchants.” Chip and signature is not a comparable option in the United States as it has been in other markets because it only helps authenticate the card, not the cardholder.“In the U.S., (where) you’ve got hundreds of EFT networks and people are very familiar with checking out with a PIN, there’s no reason that you wouldn’t go with that if the true catalyst is fraud (prevention),” he said. But chip and PIN also poses a potential

business problem for financial institutions that stand to lose revenues from lower interchange rates based on risk.

The Evolving Landscape Throughout the two-day event, experts emphasized the need for customer choice, value, and relevancy in order for the new wave of payment options to gain mass adoption. In the case of the mobile wallet, ubiquity will be the biggest success factor, according to Isis Chief Sales Officer Jim Stapleton. “The notion that a consumer will be affiliated with one wallet and defining market share around that perspective is a silly idea,” he said. “I challenge anyone to find another person who has the exact same applications on their smartphone…it’s like a fingerprint for the consumer. No two are the same. They are going to choose a variety, and it is likely that they will use multiple wallets.” Rewards and loyalty offers, too, need to deliver value to customers in a way that gets them to come back to the merchant. “I always ask about objectives for loyalty

and how they quantify it,” said Stephanie Cohen, a partner at LoyaltyOne Consulting. “If you don’t know what you are trying to achieve, that’s a problem. Not all customers are the same, and [merchants] retain the best and get the next best to step up by understanding what drives them.” Leveraging that data and relationships will be critical for the merchant acquiring side to survive.The potential here is great, said one panelist.“They key is that we have to find benefit for everyone in the ecosystem, not just the merchant….if we create an environment that is balanced, that is how we get to ubiquitous acceptance.” This is the first time that consumers are pushing the merchants for different types of payment acceptance, and that’s where ISOs come in, said Joe Kaplan, CEO of Total Merchant Services. “We bring strength and value to new players. If we partner well, over time ISOs will be purveyors of information.” TT Josephine Rossi is editor of Transaction Trends. Reach her at jrossi@ strattonpublishing.com.

Why should I do business with an ETA CPP? By obtaining your payments processing solution from an ETA CPP, you can be sure that your representative is knowledgeable about the products and services he recommends and has the expertise to recommend the best and most appropriate solution for your business. Your ETA CPP has made a significant personal (and financial) commitment to his or her profession and has agreed to adhere to the Electronic Transactions Association (ETA) Code of Conduct.

For more information visit: www.electran.org

16 December 2012 | Transaction trends

Startup Stories: Mainstream Merchant Services

Selling the Company, Not Just the Service

Mainstream coaches sales reps to tell the company story with focus on quality and service By John Manasso

Mainstream Merchant Services Alpharetta, GA Founded: 2007 Annual processing volume:

$1 billion Portfolio Size:

3,000 merchants

ay Vignale had worked in the payments industry for seven years when he decided to put up his own shingle. H e saw an oppotunity to create a company where he could do things his way and put lessons into practice that he had learned during his career. He wanted to gain control of his ISO’s processes to manage customer service in the best way possible. So in April 2007, Vignale founded Mainstream Merchant Services along with Andy Glover, vice president of sales, and Marcelino Duran, the company’s CFO/vice president of finance. Vignale, who serves as the company’s CEO, and Glover had met when they were both in their 20s while working at Lynk Systems, a company that was founded in 1989 and was later acquired by Royal Bank of Scotland. (After a few name changes, the entity currently goes by WorldPay).Vignale and Glover worked there for almost six years before founding Mainstream. Vignale noticed how RBS Lynk, once privately held, changed after it was run from overseas by a publicly held company. The focus became more about numbers and less about the merchants. With his own company, Vignale wanted to put the focus back on the merchants.

When it came to growth and hiring sales reps, Mainstream sought to place a value on quality over quantity and to create a more inclusive approach. While it often is common practice to pay sales reps on a 1099 contractual basis, Mainstream makes them company employees with a generous benefit package. “I believe if you’re not confident about selling, it will affect how you portray yourself out there,” Vignale says. “We provide service to sales reps or the company that in turn somebody will confidently share these good stories and really sell the company, versus just being another guy out there selling a process.” With that philosophy and from its modest start of three employees, the Alpharetta, Georgia-based company has grown to 50. While it entered the market with zero merchants under contract, Mainstream has grown to 3,000 with a processing volume of $1 billion.

Little Things Count Mainstream has placed a special emphasis on its support staff and sales reps, who are scattered throughout the country. The company invests time not just before its employees are hired in making sure they have Transaction trends | December 2012

Startup Stories: Mainstream Merchant Services

people with long tenures and experience in the industry—often hired based on referrals—but also after they join the company to make sure they are happy and successful. “I would say with all the knowledge and street experience that this company has, that really gives us an edge out there,” Vignale says. “Between everybody, they have a lot of great networking in place, which gives them the ability to give us some great accounts.The knowledge of the sales reps we bring in kind of sets that tone for us.” Employees in Mainstream’s customer support and operations roles have a minimum of four years’ industry experience. In addition, industry veterans comprise 95 percent of the sales force, which tends to result in a low attrition rate for the company, according to Glover. For now, the young company has not attempted to target merchants in particular industries. Mainstream’s merchants tend to be restaurants or retail business or hair salons and often are medium-sized. On top of the belief in a strong compensation plan, one of the approaches Mainstream takes with its sales force is to hold contests, which is a relatively common approach, but, in this case, the rewards are not so common. The company has created an annual “President’s Club” trip in which the top 10 reps are recognized. One recent trip was a cruise. This year, Mainstream plans something similar, with an all-expenses-paid trip to a yet-to-bedetermined sunny locale. “Sometimes it’s the little things that count,” Glover says.“Not that a trip is a little thing, but [you should do what you can] as a company to show your appreciation to the salespeople. A lot of keeping them happy is about our flexibility. If something’s wrong or they come across a different situation, we do what we can to rectify it.We don’t just say ‘no’ and ‘go figure it out.’ “We help figure out a solution because we’ve been out there in the streets, and we know it’s tough.” Even with sales reps telecommuting from offices around the country—California, Texas, Chicago, Florida, Baltimore, and New Jersey—Mainstream also has turned to ways to make them feel a cohesive group. It uses an intercompany email chain that any of the reps can send out so that the whole group will see it. “So if they have a question or a certain situation, they can call into the office or into their manager and ask their peers,” Glover says. Mainstream also encourages the use of the emails to reinforce a positive atmosphere. After a sales rep closes a deal, he or she is encouraged to write an email to the rest of the staff describing the experience. “Everyone congratulates you,” Glover says.“Even though they haven’t met each other, they feel like they know each other.” Glover says the concept, in part, was born out of the memory of their former company in which the sales teams were physically separated from other teams and didn’t really get to know them. “It’s worked out very well for us,” he says of the new approach. Mainstream also uses a social networking service in which the users are confined to the company called “Chatter” that allows employees to put a face to names. 18 December 2012 | Transaction trends

WORDSTOTHEWISE

Make It Right Just as Mainstream has invested in technology to improve the work experience of its employees, it also has invested in technology as a way to service its customers— which Vignale says is essential to ensuring Mainstream controls its service processes. After the initial three founding members, some of the next hires the company made were computer programmers. Currently, Mainstream employs several programmers. It took them about two years to build out Mainstream’s systems, which are continually updated. Glover says the company offers its merchants detailed reporting, customer service tools, and payroll statements, among other data. “It’s really important to us to know our industry because our industry is so different and always changing; there are a lot of details that other industries don’t experience,” Glover says. “The first programmer we hired, he had about 15 years of industry experience programming.The second one had more or about the same. Our technology, again, we don’t have a huge department, but we have two technology gurus.” Perhaps partially as a result of those first two initial years, when Mainstream was building up its technical infrastructure, it purposely grew slowly. The top executives were wary of protecting the company’s good name, as they often stress

� Control the services your company provides.“You don’t want to be at the mercy of somebody else’s service levels,” says Jay Vignale, founder and CEO of Mainstream Merchant Services. “I really believe that the more control of the service processes that you have—because, at the end of the day, most of these companies are middle men that are providing a service by using the facilities of these processors that were put in place to process the transaction and settle it—you’re only as good as the service you can provide. I believe that the more of the service you can control, the result of your product is going to be that much better.” � Value your sales representatives.“They’re the ones bringing in business,” says Andy Glover, vice president of sales. “You always have to keep that focus on them and show your appreciation. This industry—it’s a very competitive industry.You’ve got to work hard. It’s not a 9-to-5 job. You’re on call 24 hours a day, pretty much. Go and find quality people, rather than just quantity, because it keeps your reputation intact.” � Maintain strong relationships with your processors. “It’s not always about the cost,” Vignale says, “but more about the integrity of the relationship if things get stressed.”

integrity and quality. They didn’t want Mainstream to bite off more than it could chew, resulting in a potentially bad experience for a merchant. “When you’ve got too many things going on, you can’t properly service all parts of the business, and if you don’t properly manage it, things will get out of control,” Vignale says. Adds Glover: “It’s not worth creating a

bad name over one customer. We typically do what we have to do to make it right.” As a result, the company is poised for sustainable growth in the coming years.“We’ve created a nice foundation to build on,” Vignale says. TT John Manasso is a contributing writer to Transaction Trends. Reach him at john_manasso@yahoo.com.

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Industry Insider

One-Stop Shop

Datapipe assists mid- to large-sized companies with IT services, from cloud computing to compliance By Bryan Ochalla

atapipe sells itself as a one-stop shop—or, rather, a single-provider solution—for “managing and securing mission-critical IT services.” But what does that mean for acquirers, ISOs, processors, and others in the payments space? To answer that question, Datapipe Director of Marketing Richard Dolan points to the company’s laundry list of solutions: cloud computing, infrastructure as a service, platform as a service, compliance enablement, co-location, and data centers. Jersey City, New Jersey-based Datapipe delivers all of these solutions from a number of locations—Silicon Valley, London, Hong Kong, and Shanghai among them. Clients typically are mid- to large-sized organizations, such as service providers or merchants, covering a wide range of verticals, including business and financial services, health care and pharmaceutical, retail, media and communications, social networking, technology, and software.

“We do our best to let folks in the payments space focus on the things they need to do.” —Joel Friedman

Alleviating Burdens Smaller service providers and merchants are less likely to seek Datapipe’s assistance because “there are costs associated with being able to properly deploy all of the security controls as they are mandated by the security council or PCI DSS, and that caters more toward the medium to large enterprise,” explains Joel Friedman, the company’s chief security officer. While larger clients could handle in-house some or all of the tasks Datapipe and its solutions aim to cover, Friedman says some clients “like the idea of outsourcing some of those complex requirements. Sometimes larger organizations find it easier to outsource those functions than to use their own internal folks due to less red tape and quicker movement.” In fact, a couple of Datapipe’s clients are “Fortune 500 companies that have internal data centers and infrastruc20 December 2012 | Transaction trends

tures and massive amounts of support personnel, and they still come to us, just because it’s easier,” Friedman adds. Other organizations approach Datapipe because “they’re preparing an e-commerce application, for instance, but they don’t have a full security staff or security capabilities,” Friedman says. In such cases, he and his colleagues “provide them with many of the technical controls that can be outsourced.” Granted, he adds,“there’s always going to be some level of joint responsibility related to things that need to be performed by the merchant or service provider in-house—such as their policies and procedures and maintaining their list of admins and whatnot—but as far as any technical controls are concerned, Datapipe wants to take on as much as possible in order to alleviate the burden of compliance and securing the data.” Offering Flexibility In an industry where some service providers and merchants turn to third parties for their shared servers but do the rest themselves (set up, configure, and maintain) and others hand over the reins to folks who will “take on everything,” Datapipe “is the best of both worlds,” says Friedman. “We have the flexibility of being able to offer cloud infrastructure and that kind of Amazon-like rate-card hourly pricing, while also being able to design a complex infrastructure around a client’s particular application,” he adds. “If you’re, say, trying to support so many transactions per second with so much latency, we can help architect and design the infrastructure and then build it, deploy it, maintain it, and secure it.” That “How can we assist you?” attitude goes hand in hand with the company’s mantra, which, according to Friedman, is “to let our clients focus on their core business. And by that I mean we do our best to let folks in the payments space focus on the things they need to do—whether that’s e-commerce or acting as a processor, or whatever else— while we take everything related to their architecture and data compliance infrastructure off their plates.” Or, as Dolan puts it:“We make it so our clients don’t have to worry about any of that in the middle of the night.” TT Bryan Ochalla is a contributing writer to Transaction Trends. Reach him at bochalla@yahoo.com.

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