ISV Integrations – Supercharged ReferralsMike Farley

Independent Software Vendor

What doesstandfor?

Some Examples

POS Solution Vending Machine Parking Equipment

Parking EquipmentCloud-based

Reservation System Salon System

Why

are referrals that help increase merchant retention & stickiness.

are giving away software in exchange for processing.

can bring you into businesses you wouldn’t normally have access to.

lead to other ISV relationships.

are essentially strategic partnerships that drive merchants to you.

ISV Integration Relationships…

Merchants more likely to change processor

than software

BenefitsISV Partnership

of

Benefits of ISV Partnerships

• Portfolio growth• Referrals sent to you• Increased brand exposure • New partnerships are more

likely to develop.

BENEFITS FOR YOU BENEFITS FOR ISV

• New revenue source• Increased customer

satisfaction• Single source setups for their

customers• Dependable boarding, billing

and service for customers

Examples

SmartWerks – Mattress, Hearth, Home, & Retail Solution

Semi-integration through TSYS. Face-to-Face with an S300.

6,000transactions a year

$2.3 Millionannual processing

Amano, WPS, Parking BOXX - Parking

Semi-Integration through Apriva and Creditcall.Face-to-Face EMV, Unattended EMV, Recurring,

Tokens, Card on File.

300,000monthly transactions

DailyReferrals

50+ accounts

DigitalRez – Cloud-based Lodging Application

Semi-integration through Gateway. Face-to-Face, recurring, tokens, hosted payment page.

$320K annual volume

4350 annual transactions100+accounts

AverageAccount

TypesIntegrations

of

Direct integrations leave the ISV in FULL PCI Scope. This is when an ISV does an integration to the network directly and takes on full responsibility for the payment processing connection. They maintain the connection and must have a PCI-DSSvalidation because they handle, store, or transmit card holder data.

DIRECT INTEGRATIONS

Semi-integrations reduce the PCI Scope of an ISV drastically.They integrate to the gateway or middleware which does the heavy lifting. They no longer maintain the payment processing connection but instead hand it off to a third party. They do not handle, store, or transmit card holder data.

SEMI-INTEGRATIONS

BenefitsIntegrations

ofThe

Semi-Integration• Quick Dev Time• Reduced PCI Slope• Usually a variety of network

options

Semi-Integration• Monthly Fee• You get what you get• No one size fits all option

Direct Integration• Greater Customization• No Monthly Fee

Direct Integration• Lengthy Development Time• High PCI Costs

PROS CONS

OptionsIntegrations

Face-to-face (EMV), unattended, mobile

app & recurring

Face-to-face (EMV), unattended, mobile

app &recurring

Face-to-face (EMV), ecommerce, hosted

payment pages, shopping cart

Face-to-face (EMV), no monthly fee

Face-to-face (EMV), unattended, mobile

app, recurring, & hosted payment pages

Thanks