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Merchant-level Sales Shake-up Ahead Abstract: The headlong dive to the pricing bottom by ISOs selling card acceptance services over the last few years has cheapened the service (in all senses), clobbered portfolio values and left sales reps with a single point of differentiation. The collision of that fatal selling strategy with the recession has produced a weakened industry ill prepared for the twin technology changes of mobility and server-based applications delivered via the Internet. The un-tethering of merchant payments coupled with cloud-based POS and line of business applications require significantly different selling strategies and, as we've seen during prior transitions, many merchant level salespeople will be unable to make the transition. Welcome to the brave new world. Other Emerging Technology Reports recently released:
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About Mercator Advisory Group
Mercator Advisory Group is the leading, independent research and advisory services firm exclusively focused on the payments and banking industries. We deliver pragmatic and timely research and advice designed to help our clients uncover the most lucrative opportunities to maximize revenue growth and contain costs. Our clients range from the world's largest payment issuers, acquirers, processors, merchants and associations to leading technology providers and investors.
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