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What to Watch for When You Sign Your Next Deal

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What to Watch for When You Sign Your Next Deal CMT T V T A AGENT CONTRACTS 8IBUUPXBUDIGPSXIFOZPVTJHOZPVSOFYUEFBM C1_ISOApr14 1 3/19/2014 4:56:26 PM 044_ISOApr14 1 3/18/2014 7:47:41 PM !"# $$ %&!#'())#! #*!+&,- #$ (!2#!(!) *)3"#*!+ +.*,'(+ ()&+ *% ($#!&,- !*,)*'&#, *,+ *'3 (*&% !#$#)*% /(,(!*#! (!&(.*% *,+ 3*!-("*'0 %(!) ,(-!*(+ &'0(&,- 1)( #4,%#*+*"%( #,3%1 *((,) 2#! ,"# ,+ (*+) &)0 %(!) "1 7(14#!+ *%() &$(%&,( '&.&1 "1 -(, (!'3*, #$$(+ !#'())&,- %(!) 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MasterCard And Visa ir i i i Join Forces On EMV rl i r March r r r rp rii r ri ONOA ISO&AGENT EE AIES l ir i ri r A l i pri li A i li r p lr A i rr r r ll p i i p iii www.isoandagent.com iri ir r r i r lr r r www.isoandagent.com r i www.isoandagent.com il p i A i r lr ISO&AGENT April 2014 004_ISOApr14 2 3/19/2014 3:49:00 PM Most Major Tablet Processors POS Full Suite of All Major SMB Products Networks Merchant Foundry FOR A DEMO OF OUR NEW FOUNDRY PRODUCT, SEE US AT BOOTH 362! 005_ISOApr14 2 3/18/2014 2:25:52 PM ED MCKINLEY Editor’s Letter Editor ONE STATE STREET PLAZA, 27TH FLOOR • NEW YORK, NY 10004 EITO Ed McKinley 312-777-1380 [email protected] ONTITING EITO David Heun AT IETO Monica Pizzi GO EITOIA IETO ANING Richard Melville [email protected] IETO O ESEA onoring omen In aments Dana Jackson NATIONA SAES ANAGE AETISING TEE AIING INST EETIES are among the 2014 Most Hope Lerman 312-475-0649 Influential Women in Payments, as chosen by SourceMedia, parent com- [email protected] pany of ISO&Agent and ISO&Agent Weekly. GO EATIE IETO Hope Fitch-Mickiewicz They are Holli Targan, a partner at the law firm of Jaffe Raitt Heuer GENEA ANAGE IGITA ONTENT & Weiss; Donna Embry, senior vice president of strategic development Paul Vogel EETIE IETO INT & for Payment Alliance International; and Linda S. Perry of Linda S. Perry IGITA ANATING & ISTITION Consulting. Michael Candemeres ASSOIATE OTION ANAGE Honorees from other parts of the payments industry are Vickie Brown, Jason Tebaldi chief operating officer of ercmhant processing, First Data; Elizabeth Buse, GO AETING IETO former executive vice president of the global solutions group, Visa; Ann JeaNNie Nguyen AETING OOINATO Cairns, president of international markets, MasterCard; Sabrina Chin, Ashley Tavoularis senior director of payments services, Walmart; Janet O. Estep, president IENT ANAGE Christopher Onyekaba and CEO, Nacha; Annmarie “Mimi” D. Hart, president and CEO, Mag- EINTS ANAGE Howard Gilbert Tek; Pamela Joseph, vice chair of payment services, U.S. Bancorp; Linda 212-803-8367 Mantia, executive vice president, cards and payment solutions, RBC; [email protected] STOE SEIE Jennifer Miles, president of the Americas, VeriFone; Diane Offereins, 800-221-1809 executive vice president, president of payment services, Discover; Sandra [email protected] Pianalto, president and CEO, Federal Reserve Bank of Cleveland; Ginger Schmeltzer, senior vice president of emerging payments, Fiserv; Jennifer Shasky Calvery, director of Fincen; Melissa Smith, president and CEO, Wex; Susan Sobbott, president of global corporate payments, American IE EETIE OIE Douglas J. Manoni IE INANIA OIE Rebecca Knoop Express; Valerie Soranno Keating, CEO, Barclaycard; and Colleen Taylor, E & ANAGING IETO ANING & executive vice president, head of treasury management and enterprise AITA AETS Karl Elken payments, Capital One. E & IE ONTENT OIE David Longobardi Look for more details in future issues of ISO&Agent. E AETING SOTIONS Adam Reinebach IE IGITA OIE Minna Rhee S ONEENES John DelMauro * * * S TENOOG Aneel Tejwaney S AN ESOES As I write this it’s late March and just about time to start working once OIE ANAGEENT Ying Wong again on the ISO&Agent Fact Book, our annual directory of acquiring industry companies. The Fact Book takes up much of the July-August © 2014 ISO&Agent and SourceMedia, Inc. and ISO&Agent. issue. ISO&Agent is published 7 times a year by SourceMedia, Inc., One State Street Plaza, 27th Floor New York, NY 10004. For The Fact Book’s becoming an integral part of the acquiring industry, customer service contact us at (800) 221-1809 or (212) 803-8333; fax: (212) 803-1592; email: [email protected]; or send with more companies participating every year. And that’s a good thing. correspondence to Customer Service, ISO&Agent, One State Street Plaza, 27th Floor New York NY 10004. Having more information makes the Fact Book more valuable and enc- For permission to reprint published material, call (800) 367-3989 or (212) 803-8367. Those registered with the Copyright Clearance courages your colleagues, customers and partners to keep it on the shelf Center (222 Rosewood Drive, Danvers, Mass., 01923) have permission to photocopy articles. The fee is $10 per copy. Copying for reference throughout the year. for other than personal use or internal reference is prohibited What’s unfortunate is that a lot of executives who would like to see their without express permission. This publication is designed to provide accurate and authoritative companies included in the Fact Book don’t know how to make it happen. information regarding the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering Each spring, we send a questionnaire to everyone who subscribes to the financial, legal, accounting, tax, or other professional service. ISO&Agent is a trademark used herein under license. Direct ISO publications. Simply fill it out and email it back. Don’t miss out! ISO editorial inquiries, manuscripts, or correspondence to ISO&Agent, 550 W. Van Buren St., Suite 1110, Chicago IL 60607 USA. ISO&AGENT April 2014 006_ISOApr14 1 3/19/2014 11:05:23 AM 005_ISOFeb14 3 1/30/2014 3:44:58 PM Perspectives O O AISO OA at adie would ou gie to someone starting out in te paments industr s F t ew entrants to the smartphone and tablet P have been acceptable. ow Apriva payments industry today oerings. nderstanding however businesses want would be welladvised to and advocating how these the eibility to work with become subect matter solutions can benet a processor that can meet eperts with the newer merchants will be critical for their changing reuirements. products in the market. the successful payments erchant acuirers should obile payments and professional. consider partnering with a integrated software solutions hey should also reliable gateway provider oering loyalty capabilities recognie that todays that can not only connect can represent a signicant merchant wants eibility merchants to multiple growth opportunity for and options. n the past processors but can also merchant acuirers and their oering a single payment help customers seamlessly agents as they look to tap processor to an entire integrate new features and into the strong demand for merchant portfolio may services. d e y advice for someone issues facing the industry. e networking are available in Payment Alliance International starting out in the payments curious when reading these one place. industry would be to become articles formulate some All of the paymentrelated deeply R and to uestions and reach out to associations such as the A . the authors and companies to and AA have various o begin take some basic drill further into the subect. committees that need new courses oered by the A o become involved ideas and talent so seek some of which are online. attend annual national out those committees and here are many free andor regional conferences volunteer. ts a great way to industry publications such such as the AA idwest network and contribute to as Agent that can keep Acuirers Association the industry. you uptodate on trends where educational sessions statistics and compliance product ehibitions and d s ork a niche like the medical can identify as likely to buy you dont have a supervisor EZCheck Check Services industry. ecome an epert from you in a meaningful holding you accountable for learn what uniue needs timeframe. hey have a need the number of new prospect those buyers value and work you have contact with the calls you make the follow that industry thoroughly to decision maker the timing is up calls you place and the build your portfolio network right your price is right. he results you get then do and referral base. suspect is one you want to this yourself.
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