Emerging Technologies

Merchant-level Sales Shake-up Ahead

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.

You must be subscribed to Mercator's Emerging Technologies service to download this viewpoint