On this episode of Payments Ground Game, hosts Elaina Smith and Kevin Smith are joined by Evan Wain, President and COO of Ordr, an ISV making big moves in the world of sports and entertainment payments. The conversation dives into how Ordr identified and tackled the unique challenges that sports teams and live event organizations face—moving beyond legacy payment systems to provide seamless, data-driven solutions that actually improve the fan experience and back-office operations. From optimizing reporting and reconciliation to helping teams better understand their customers, Evan shares how a focus on service, education, and true partnership has led Ordr to win over major clients like the Pittsburgh Penguins, Vegas Golden Knights, and Chicago Sky. Whether you're in payments, tech, or just curious about what really happens behind the scenes at your favorite live events, this episode uncovers the tactics and mindset that drive payment solutions that perform.Learn more about Ordr.ioConnect with Evan Wain, President & COO of Ordr on LinkedIn

In this episode, hosts Elaina and Kevin Smith tackle the sweeping changes coming to Visa’s Level 2 and Level 3 interchange programs. You’ll get an inside look at how these programs originally incentivized B2B transactions with lower rates—if merchants supplied enhanced transaction data—and how, over time, shortcuts and “junk data” have led Visa to rethink the system completely.Elaina and Kevin break down what Level 2 and Level 3 interchange really mean, the evolution and unintended consequences of these programs, and what the upcoming changes in Visa’s Commercial Enhanced Data Program (CEDP) will mean for ISOs, processors, and merchants. From a new assessment to the complete sunset of Level 2 for most merchants, discover why it’s crucial to adapt quickly and how these changes could impact revenue, reconciliation, and business strategies across the payments landscape.If you’re involved in B2B payments—whether as a merchant, sales office, processor, or gateway—this is an episode you can’t afford to miss. Tune in for insights, practical advice, and the critical steps you need to take now to stay ahead of Visa’s evolving rules.

On this episode of Payments Ground Game, hosts Elaina and Kevin Smith pull back the curtain on the process of monetizing payments for ISVs entering the space. Inspired by a recent conversation with an ISV looking to transition from Stripe to a more lucrative payments partnership, Elaina and Kevin walk listeners through the critical questions and considerations every software vendor should explore before signing on the dotted line.From understanding your business model and mapping out the payments process, to divvying up responsibilities like underwriting, risk, and customer service, this candid, "off-the-cuff" discussion covers the nuts and bolts ISVs need to navigate. The duo dives into the importance of knowing your card mix, choosing between cookie-cutter or custom pricing, and the often overlooked complexities of hardware certification and billing.Along the way, they stress the value of slowing down negotiations, investing in expert consultants and attorneys, and having thoughtful discussions about risk and revenue shares—rather than jumping straight to price. If you’re an ISV thinking about getting into the payments game, or just want to avoid the biggest pitfalls, this episode is packed with practical advice, real-world scenarios, and the kind of questions you should demand answers to before you launch.

In this episode, hosts Kevin and Elaina Smith roll up their sleeves to tackle one of the biggest milestones in the payments world: securing a direct processing agreement and an acquiring bank sponsorship.Whether you’re pondering the shift from sales-driven retail to a more wholesale, operational model—or you’re just curious about what it really takes to get your own BIN and board merchants directly—this conversation takes you through the practical realities, financial implications, and operational readiness you’ll need to make it happen. You’ll get firsthand insights on when to consider going direct, common misconceptions about profitability, and the critical elements banks look for before handing over the keys.Plus, Kevin and Elaina don’t shy away from the fine print. They break down the structure of processing agreements, minimums, reserve requirements, and those sneaky extra fees—from kilobyte charges to compliance reporting. You’ll also hear their candid takes on building your underwriting, risk, and accounting teams, and why operational expertise is make-or-break for this next phase of your business.If you’ve ever considered the leap into direct processing—or want to understand why so many ISOs struggle with the transition—this episode is packed with actionable advice, cautionary tales, and a few rants about the realities behind the numbers.

On this episode of Payments Ground Game, we take a deep dive into the complicated, often misunderstood world of payment processing. Whether you’re new to the industry or a seasoned pro, you’ll appreciate their clear breakdown of what actually happens on the front end and back end of processing—from real-time authorizations to the nitty-gritty of batch settlement and clearing.Elaina and Kevin use easy-to-understand analogies (remember Ma Bell and those old-school telephones?) to demystify how terminals, gateways, and virtual terminals communicate with processors, and why product certification to the front end is so critical. They’ll tackle the important distinctions between credit and PIN debit transactions, why reliability isn’t as simple as you think, and the real reasons those occasional outages seem to strike at the worst times.On the back-end, they’ll explain why timing—like batching out at just the right moment—can make a big difference in your interchange rates, and what can go wrong if you or your processor slip up. Expect honest stories and industry insights about rejected transactions, interchange reclassifications, and the challenges of maintaining accuracy in a fast-changing payments landscape.So, if you’ve ever wondered what “front end” and “back end” really mean for your business—and how your bottom line can be affected by everything from cut times to product certification—this episode will give you the tactical, real-world knowledge you need to scale your payments operation effectively.

In this episode, hosts Kevin & Elaina Smith are joined by special guest, Ken Musante, Founder and President of Napa Payments and Consulting. We explore the necessary relationship between acquiring sponsor banks and card payment processors, as well as how sponsor banks and independent sales organizations (ISOs) share different levels of responsibility and risk for the merchants they serve. We cover the game-changing role of automated tools in risk monitoring and underwriting as well as the vital importance of operational compatibility over mere cost in bank relationships. We also cover the kinds of things that can go wrong in sponsor bank relationships, how it affects the entities that do business with them, and what lessons can be gleaned from recent events.Contact Ken Musante by reaching out to him on LinkedIn or visiting his website, Napa Payments and Consulting.

In this episode, hosts Kevin and Elaina Smith dive deep into the transformative power of technology in the payments ecosystem. We explore how to leverage scoring solutions, identity verification tools, and automated processes to enhance risk management and operational efficiency. We also discuss evaluating new tools, balancing cost vs. value, and ensuring scalability for future growth. Tune in to explore how these strategies can transform operational tactics in your business.

In this episode, hosts Kevin and Elaina Smith welcome payments industry marketing leader, Rebecca Walden. We address critical issues plaguing current marketing efforts in our industry—lack of creativity, excessive jargon, and a focus on self-congratulatory tactics. Our conversation explores why marketing in the industry often falls short of engaging potential clients and the perils of relying on pay-to-play awards.We underscore the importance of authentic marketing and the benefits of humanizing a brand through its employees, as well as the careful management of personal and professional personas on social media platforms. Moreover, we touch upon the significance of clear policies, regular training, and the thoughtful use of personal content on business-oriented platforms like LinkedIn.Rebecca discusses the criticality of reflecting genuine company values through marketing, especially during times of crisis. Kevin and Elaina highlight the importance of robust networks, personal growth, and meaningful connections in navigating economic downturns and career transitions.We also explore the synergy between marketing and sales, the importance of a feedback loop, and the need for consistency in messaging. Rebecca shares insights on embracing new strategies, monitoring and experimenting over the long term, and ensuring marketing is an integral part of product design and customer experience.Join us for this profound discussion, brimming with actionable insights, as we strive to elevate marketing practices in the payments industry.Connect with Rebecca on LinkedIn: https://www.linkedin.com/in/rebeccacwalden/

In this episode, hosts Kevin and Elaina Smith unravel the complexities of Acquiring Bank Identification Numbers (BINs) and their pivotal role in the payment processing ecosystem. This episode is perfect for payment ISOS and professionals eager to deepen their industry knowledge! Three Key Takeaways: Understanding BIN Responsibilities: Managing a BIN involves underwriting, risk management, and meticulous reconciliation. It’s not just about having a BIN; it’s about managing it effectively to safeguard your operations and maintain compliance with card networks. Strategic Importance of Owning a BIN: Owning a BIN can drastically increase the value of your business by providing control over processing relationships and the flexibility to manage financial transactions, contributing to a robust exit strategy when selling your business. Risks & Rewards: The pursuit of your own BIN is laden with considerable responsibilities and risks. However, for the right business model and with the proper financial backing and expertise, it can be a game changer, providing independence and competitive advantages in the marketplace. Whether you're contemplating getting your own BIN or simply want to understand what your partners may be handling behind the scenes, this episode is packed with valuable insights!

On this episode of Payments Ground Game, hosts Kevin and Elaina Smith are joined by guest, Billy Boozer, the new CTO at Secure Bancard.  Billy shares his expertise on the vital role of customizable, API-oriented payments and the importance of prioritizing merchant experiences.  He highlights the benefits of integrating AI, maintaining operational efficiency, and the necessity of adapting rapidly to technological advancements.  We also delved into how businesses can leverage agility to outmaneuver larger enterprises and the significance of close collaboration among technical teams.   Join us as we unpack the challenges and opportunities facing the payments industry today, and learn how businesses like ours are staying ahead of the curve by prioritizing flexibility, customization, and a holistic merchant experience. Get ready for an episode filled with practical advice, personal stories, and strategic insights that could help propel your business forward.

In this episode, we delve deep into the core of what makes a business thrive.   Join us as we unpack the journey of Ryan O'Leary, owner of SONA,  based in Nova Scotia. We shed light on the art of scaling with soul, diving into the differences between the Canadian and U.S. ISO market, and unpacking why quality always trumps quantity. Key Takeaways: - Maintaining Values at Scale: Learn how SONA upholds exceptional service and clings tightly to its founding values, even as it navigates the complexities of expansion. - Insights into Canadian Payments and Sales Models:  Ryan O'Leary gifts us with an exploration of the Canadian market's banking infrastructure and sales strategies, contrasting them with the U.S. approach. - Future-Focused Partnerships: We discuss the shift toward tech-forward payment solutions, emphasizing the synergy between ISVs and payment providers. Tune in to hear about Ryan's transformative leadership practices, SONA's approach to sales that focuses on solid customer relationships, and the exchange of some fine Canadian whiskey and lobster promises.   And, if you enjoy our conversation around charting a course through authentic growth and staying true to your service ethos, don't forget to support us by sharing this episode and leaving your ratings and reviews. To learn more about SONA, visit https://sonapay.ca/ To connect with Ryan O'Leary: https://www.linkedin.com/in/ryanoleary1/

In this episode of Payments Ground Game, we welcome John McCormick, a seasoned industry connector who played a pivotal role in establishing the Southeast Acquirers Association (SEAA.)  The SEAA revolutionized the way Independent Sales Organizations (ISOs) engaged with products and networks when it was founded back in 2001.  The inception of this initiative was driven by a practical need: the challenge for salespeople to reach and connect with the numerous ISOs scattered across regions. The Annual SEAA Conference became a space where ISOs could convene to explore offerings, share industry insights, and enjoy a communal atmosphere without the typical hustle of their sales routines. In the episode, we talk about why the regional shows are great for networking for a variety of different professions, ways you can use the shows to stay fresh on updates in our industry, and we even give a few recommendations on how you can get the most out of the upcoming show.  So tune in, go ahead and register right after you listen, and we’ll look forward to seeing you in New Orleans!

In this episode of Payments Ground Game, hosts Kevin & Elaina Smith are joined by a special guest, James Shepherd, a well known industry expert who’s behind a few different successful businesses including ISO Amp and CCSales Pro. In this episode, we talk about the significant shift in the ISO model over the past few years and do some forecasting about what’s to come.  We talk about the trend of point of sale systems transitioning from being predominantly processor agnostic to now favoring integrated payment solutions. Private equity firms are honing in on this, which is changing the profitability landscape for processor-agnostic POS companies. James shares details around his venture into the self-storage sector, unveiling the lessons learned from an initial failure and then, his strategic comeback. This example really helps shed light on the specialized focus required in our industry today and the growing importance of vertical solutions. We'll explore the changing ISO model and the future of payment processing, delving into the necessity for operational efficiency and scale. Plus, we'll cover the recent industry shifts, such as traditional gateway and terminal providers directly entering the market, upending old strategies and prompting a rethink on partnerships. So, get ready to challenge the way you think about the ISO model and uncover what it takes to navigate this industry moving forward. Stay with us as James Shepherd brings his perspective to the Payments Ground Game. 

In this episode of Payments Ground Game podcast, hosts Kevin and Elaina Smith explore the rugged terrain of long-term strategies and goal setting. We delve into the art of building your business with patience, prioritizing strong foundations over flash-in-the-pan success. We talk smart financing—equity, debt, and key partnerships—while highlighting the inevitable trade-offs, like maintaining control versus aggressive expansion. Always remember, align your business aspirations with personal values and long-term visions. And never underestimate the power of a well-matched business partner. Whether you're gearing up for growth or eyeing an elegant exit, it's your game plan that dictates your success. 

In this episode, hosts Elaina Smith and Kevin Smith take a close look at the crucial component of sales strategy: customer acquisition cost. They share insights on how to calculate this important number and discuss the implications for strategic decision-making. Using real-life examples and practical tips, they guide ISOs and agents on understanding the cost of acquiring new clients and balancing it with potential revenue. Tune in to learn how to effectively manage marketing spend and ensure a positive return on investment in the pursuit of new business.

In this episode of Payment Ground Game, we hash out this pressing question for payments companies: is it better to build or to buy software? We cover potential pitfalls, highlight the must-asks when outsourcing, and share our personal experiences with our own software products for underwriting and merchant settlement, Prospector and Pioneer. We take you deep into the realities of costs, timeline uncertainties, customizability, and why constant reinvestment is essential. We also talk about planning, testing, and user feedback. Join us in unraveling the complexities of software development in the payments industry. No one said it would be easy, but with the right balance, success is within reach! Tune in, get smarter, and let’s turn challenges into opportunities!

In today's episode, we'll be exploring the concept of risk in merchant services.  Why do applications get declined in underwriting?  Why do merchants get terminated after they've been processing for a while.  It all comes back to risk, so we discus the different types of risk, what makes one merchant account riskier than another, and ways that you can help your chances to get riskier accounts approved.

One common misstep for ISOs is trying to manage too many processing relationships. While having diversification is important, spreading thin often leads to lack of leverage in any of the relationships. ISOs need to focus on building strong relationships with their processing partners, as commitment and trust are the foundations for growth. Managing merchants across multiple platforms becomes inefficient and time-consuming, making it difficult to streamline processes and provide excellent customer service. With each relationship having unique platform and product nuances, ISOs spend too much time learning the ins and outs of each processor. Consolidating residual downlines also becomes complicated and costly, as different processors may have varying reporting formats. Additionally, having numerous income streams can significantly reduce the value of an ISO's business, especially when it comes to selling. Therefore, ISOs should aim to narrow down their processing partners to a select few, ensuring efficiency, better customer service, and increased business value.

Hosts Elaina Smith and Kevin Smith dive into the world of operational improvements for ISO owners.  In this episode they tackle five key areas that present massive opportunities for enhancement.  From the application process to deployment, Elaina and Kevin share their insights on how to streamline operations, eliminate redundancy, and maximize efficiency. They stress the importance of automation, proper documentation, and focusing on strengths to create a smooth and seamless experience for both ISO owners and their merchants. Get ready to learn how these operational improvements can significantly impact the bottom line. 

As entrepreneurs in the payments industry, we've experienced the highs and lows of building and running an Independent Sales Organization (ISO). In this episode, we share our personal stories, memorable moments, and the pivotal role mentorship has played in our success. Here are three key takeaways from the episode: 1️⃣ Embrace Opportunities for Growth: Our decision to start our own business was driven by the desire to escape the limitations of a corporate environment and build something meaningful. We explore the power of saying "yes" to new experiences and taking on challenges that stretch our capabilities. 2️⃣ Cultivating a Collaborative Culture: At Secure Bancard, we value mentorship and believe in providing learning opportunities to our team. We discuss the importance of fostering a collaborative culture where employees are encouraged to explore different areas of the business and continuously expand their knowledge. Together, we've built a team that is not afraid to embrace change and drive innovation. 3️⃣ Lessons from the Past: Our past experiences at various companies and environments have shaped our approach to building Secure Bancard. We reflect on the valuable skills, knowledge, and insights we gained throughout our journey, and how they have influenced our current practices. We emphasize the importance of learning from the past while adapting to an ever-evolving industry. Make sure to tune in to the latest episode of Payments Ground Game to discover the untold story of Secure Bancard and gain valuable insights into building and running an ISO. Stay ahead of the game and join us on this exciting podcasting journey!