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
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