ISVs need to carefully choose a payment technology partner to support evolving payment trends, enhance their software value, and enable new business services. Key considerations for partners include their technology's support for multiple industries and use cases, payments and industry expertise, and sales and support capabilities. Without the right partner, ISVs risk higher fees, slower development, unreliable assistance, and damage to their brand from partner issues.

1. Choosing a Payment
Technology Partner: What
ISVs Need to Know
JORDAN MCKEE, RESEARCH DIRECTOR, CUSTOMER EXPERIENCE &
COMMERCE, 451 RESEARCH
MARK BUNNEY, DIRECTOR OF GO-TO-MARKET STRATEGY, INGENCO
NORTH AMERICA

2. 2
What Makes Payments Exciting?
• The merchant/consumer interaction is
evolving
• A way for ISVs to augment and enhance
the value of their software
• Can be an enabler for other business
services at the point of interaction
• Quickly evolving technology and
payment methods

3. 3
Trends / Growth of Mobile Wallets and Contactless
Source: 451 Research Global Unified Commerce Forecast, 2018; Visa 2018
Mobile Contactless CAGR ’18-’22:
30.7%
US Contactless Acceptance Is Increasing
► 70%+ of top 100 US merchants by
transaction volume now accept contactless
► 50% of US F2F transactions occur at
contactless-enabled merchants
US Contactless Card Opportunity is
Emerging
► ~100m Visa contactless cards anticipated in
US by EOY
► 50%+ of Citi-Costco co-brand volume was
contactless within 3mo of launch

4. 4
Trends / Consumers want the convenience of unattended

5. 5
Trends / Personalized, consultative experiences

6. 6
Trends / PIN on Mobile
• Extinction of magstripe
• Better security for consumers
• Affordable card acceptance costs
for merchants
• Lower fraud risks
• New SPOC standard from PCI

7. 7
The Correct Payments Partner is Key

8. 8
Is your payments partner up to snuff?

9. 9
What’s at Risk?
• Replacement and maintenance fees
• Speed to market
• Reliability of support
• Brand impact

10. 10
Key Considerations
• The technology: hardware and software
• Support for multiple industries and use
cases (not all merchants want the same
thing)
• Payments and industry expertise
• Marketing and sales enablement
support
• Sales, product and technical support

11. Questions?

12. Thank You!