As we approach the holiday season, Independent Software Vendors (ISVs) and Value-Added Resellers (VARs) are uniquely positioned to help small and medium-sized businesses (SMBs) navigate a crucial sales period. With holiday season sales projected to reach $1.328 trillion, marking a modest 4.5 percent increase from last year, the stakes are high, especially for SMBs competing against larger entities with more resources.

Early Shopping Trends and Omni-Channel Strategies

One key trend is the shift toward early shopping, with one in four consumers beginning as early as September. ISVs and VARs can encourage their SMB clients to capitalize on this trend by utilizing customer relationship management (CRM) software to target campaigns through text or email. Additionally, implementing omnichannel solutions, including inventory integration across various touchpoints, is vital for bridging the gap between online and offline channels. This includes popular services like Buy Online, Pickup In-Store (BOPIS), which caters to last-minute shoppers.

Gift Card Solutions and In-Store Analytics

Another effective strategy is offering omnichannel gift card solutions, tapping into the 76 percent of Americans who purchased gift cards in the last year. In-store analytics also play a crucial role during the holiday rush. By recommending tools like customer counting, geotargeting beacons, and in-store sensors, ISVs and VARs can help retailers analyze crucial metrics such as traffic and dwell time, aiding in staffing decisions and optimizing the customer experience.

Enhanced Security Measures and Mobile Solutions

Security is paramount during the holiday season. ISVs and VARs can support retailers by offering advanced security and surveillance solutions, including IP video systems that integrate with POS or analytics solutions. Additionally, guiding retailers in implementing mobile solutions, such as mobile POS systems for faster checkouts and mobile payment options, can streamline operations, catering to the busy holiday shopper.

Capitalizing on Small Business Saturday and Social Media Trends

While large retailers may dominate Black Friday with significant discounts, SMBs often find more success focusing on Small Business Saturday. ISVs and VARs should advise SMBs to leverage marketing materials that emphasize the importance of supporting local businesses. Moreover, with the rising influence of social shopping, SMBs should be encouraged to harness social media platforms, as these are predicted to be highly effective in driving sales.

Optimizing E-Commerce Experiences

Online shopping continues to grow, necessitating fast, convenient, and friction-free e-commerce experiences. ISVs and VARs should ensure their clients’ websites are user-friendly across all devices, with streamlined checkout processes and multiple payment options. Payment tokens can offer a more convenient checkout experience for returning customers by securely storing their payment data.

The Role of ISVs and VARs as Trusted Advisors

By acting as trusted business advisors, ISVs and VARs can strengthen their relationships with SMB clients, helping them navigate the competitive holiday market. Recommending the right solutions and integrated payment options empowers merchants to maximize every opportunity for holiday sales.

As we head into this festive season, it’s an opportune time for ISVs and VARs to step up and guide their merchant clients through what promises to be a highly competitive but potentially lucrative period. With the right strategies and technological support, they can help SMBs not just survive but thrive, setting the stage for long-term success and solid partnerships.

BOLD stands ready to partner with you in this endeavor. Our suite of services and solutions is specifically designed to address the diverse needs of your SMB clients, ensuring they are well-equipped for the holiday season and beyond. From integrated payment systems to cutting-edge analytics tools, our goal is to provide you with the resources necessary to support your clients’ success. Reach out to us today to learn more about how we can collaborate to maximize the holiday sales season. Together, let’s pave the way for a prosperous end of the year, setting a strong foundation for continued growth and partnership in the years to come.

Are you ready to speak with a Payment Industry expert?

Choosing the right integrated payments partner is not just about technology and transaction fees; it’s about building a relationship that will stand the test of time, adapt to market changes, and cater to evolving customer needs. In the multifaceted realm of digital transactions, every decision reverberates through the customer experience, operational efficiency, and long-term growth potential. ISVs and VARs are often at the forefront of these choices, acting as critical bridges between businesses and their end customers.

However, the landscape of integrated payments is vast and varied, with numerous providers vying for attention with an array of services and features. Cutting through the noise to identify a partner that aligns with both current and future goals is essential. This alignment goes beyond mere compatibility—it’s about shared vision, mutual growth, and a commitment to excellence. By equipping themselves with the right questions, ISVs and VARs can delve deeper into potential partners’ offerings, values, and aspirations.

In the following sections, we’ll identify key areas of consideration and unpack the significance of each question, ensuring that your next partnership in integrated payments is not just a choice but a strategic triumph.

Integration Capabilities

1. How easily can your payment solution be integrated into our existing software or hardware system?
Seamless integration is crucial to minimize disruptions and ensure that current operations continue without a hitch.
2. What APIs do you provide for integration?
APIs determine how flexible and adaptive the integration process can be, allowing for customization and scalability.

Support & Assistance

1. What kind of technical support do you provide during and after the integration process?
Continuous support ensures any issues are promptly addressed, leading to an efficient and optimized system.
2. Do you offer dedicated account or partner experience managers?
A dedicated point of contact can streamline communication and provide specialized assistance tailored to your needs.

Pricing & Transaction Fees 

1. How are transaction fees structured?
Transparent and predictable fee structures ensure you can manage and project financials effectively.
2. Are there any additional fees or hidden charges?
Hidden fees can affect profitability. It’s essential to have a complete understanding of all costs involved.

Security & Compliance 

1. How do you ensure PCI compliance?
PCI compliance is essential to maintain the trust of your clients and protect against potential legal issues. Learn more about PCI here.
2. What security measures do you have in place to prevent fraud and data breaches?
Robust security is a must to protect both your company and your clients’ data from cyber threats.

Settlement & Funding

1. How quickly are transactions settled and funds deposited into merchant accounts?
Speedy settlements enhance cash flow and can significantly influence day-to-day operations for your clients.

Reporting & Analytics

1. What kind of reporting tools and analytics do you offer? How can they help businesses make informed decisions?
Detailed analytics provide insights into transactions, helping identify trends, improvement areas, and decision-making.

Flexibility & Customization 

1. How customizable are your solutions to fit our unique business needs and those of our clients?
Every business is unique. Customizable solutions can cater to specific needs, providing a competitive edge.

Revenue Sharing

 1. How does the revenue-sharing model work?
Understanding revenue-sharing models is vital to projecting potential earnings and ensuring a mutually beneficial partnership.
2. Are there opportunities to earn more based on volume or other factors?
Incentive structures can influence your business growth and the depth of partnership with the payments provider.

The right partnership can catalyze transformative growth and unparalleled customer satisfaction. ISVs and VARs stand at the nexus of this potential, and their choice of a payments partner can shape the trajectory of their success. The questions highlighted above are a testament to the complexity of an integrated payments partnership. They underscore the need to seek clarity and alignment in every piece of the relationship.

BOLD understands the intricacies of this landscape and is equipped to answer all your pressing questions and to anticipate the challenges and opportunities that lie ahead. Don’t leave your decisions to chance. Reach out to BOLD today, and together, let’s chart a course for a future defined by seamless transactions, robust integrations, and unwavering trust. Make BOLD your trusted integrated payments partner.

Are you ready to speak with a Payment Industry expert?

In our recent blog post, Navigating Card Brand Changes, we delved into the importance of staying informed about changes made by major card brands to their interchange rates and fees. As an Independent Software Vendor (ISV) or Value Added Reseller (VAR), awareness of these changes is crucial to maintaining a healthy residual income from credit card processing. We also highlighted some recent updates, including new interchange programs for merchant category codes (MCC) for e-commerce and card-not-present (CNP) transactions, and discussed the significance of avoiding downgrades to protect your profit margins.

As promised, we’re back with part two, and this time, we’re taking a deep dive into the world of residuals. In this blog, we’ll guide you through understanding your residuals, how to identify areas for interchange optimization savings, and exploring the impact of different pricing models on your earnings. Additionally, we’ll provide you with valuable insights into level 2 and 3 processing, ensuring that you’re well-equipped to maximize your revenue and stay ahead in the competitive payments landscape.

So, buckle up and join us on this journey as we continue to empower ISVs and VARs like you with the knowledge and tools needed to succeed in the ever-evolving world of payment processing. Let’s dive in!

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Understanding Residuals

Residuals refer to the recurring revenue that payment processing partners earn from the credit card transactions processed by the merchants they support. Residuals are typically a small percentage of the bank card volume and/or a fee per transaction that the ISV or VAR receives as compensation for their services.

In the payments industry, various factors can influence the residuals earned by ISVs, VARs, or ISO agents. Here’s a summary of the key factors to consider:

1. Volume, transactions, and fees: Higher bank card volumes, transaction counts, and monthly fees can lead to increased residual income.
2. Pricing models: The choice of pricing models, such as interchange-plus, flat-rate pricing, or dual pricing, can influence residuals. Each model has its pros and cons, and the impact on residuals will vary depending on the specific circumstances and strategy of the ISV, VAR, or ISO agent.
3. Merchant retention: Provide exceptional support, communication, and services to merchants to ensure they remain loyal and continue generating residuals.
4. Card brand changes: Changes in interchange rates and fees by major card brands like Visa, Mastercard, Discover, and American Express can directly affect residuals. Staying informed about these changes helps ISVs, VARs, or ISO agents adapt their strategies to protect residual income.
5. Technological advancements: Embracing new payment methods, security enhancements, and improved processing solutions can help ISVs, VARs, or ISO agents stay competitive and maintain their residual income streams.

Pricing Models and Their Effects on Residuals

Flat rate pricing offers a straightforward approach, charging a fixed percentage and/or a per-transaction fee for all transactions, regardless of card type or transaction details. This model can provide predictable residuals and easy-to-understand pricing for merchants and payment partners. However, it can have limited earnings potential due to possible interchange downgrades leading to higher costs making this model risky and less profitable for certain merchant category codes.

Cost Plus (Interchange-Plus) pricing is a transparent model that separates interchange fees and card brand fees from the payment processor’s markup, charging merchants the actual interchange cost plus a fixed markup. This approach promotes higher residuals, tailored pricing strategies, transparency, and flexibility, giving payment partners a competitive edge. Although, it comes with increased complexity and variable residuals due to merchant transaction profiles.

A Dual Pricing Program

or dual sticker pricing, allows merchants to offer preferential pricing based on the payment method used for a transaction. The strategy involves offering two different prices for a product or service depending on whether the payment is made with cash or a credit card. Cash payments do not incur the cost of acceptance that credit card payments do, so merchants can incentivize customers to use cash by offering a lower price.

By offering dual pricing, ISVs, and VARs can reduce or eliminate the costs associated with credit card payments for merchants. Passing higher rates through to the consumer can result in higher profits for each transaction, ultimately leading to higher residuals for the ISV or VAR.

Impact of Pricing Models on Downgraded Transactions 

Downgrades are important to consider when managing your residuals on merchants using a flat-rate or dual pricing program. A downgrade occurs when a credit card transaction does not qualify for the best possible interchange rate due to missing or incorrect information, failure to meet specific processing requirements, or delays in settlement. When a transaction is downgraded, it is processed at a higher interchange rate, which ultimately increases the processing cost and reduces the profit margin for the partner. Additionally, downgrades can lead to lower merchant satisfaction as they seek more cost-effective payment processing solutions, potentially resulting in merchant attrition and further declines in residual income.

How to Identify Interchange Optimization Savings

Interchange optimization is the process of ensuring that your book of business gets the best possible interchange rates when processing credit card transactions. One key factor that can lower interchange rates is level 2 and 3 processing. Level 2 processing requires additional data, including tax amounts, customer codes, and merchant postal codes, leading to lower interchange fees and enhanced reporting. Level 3 processing, the most comprehensive tier, demands even more transaction data, such as item descriptions and quantities, making it particularly advantageous for B2B merchants. By adopting the appropriate processing level, merchants can enjoy reduced processing costs and a deeper understanding of their transactions.

Assessing Residuals and Identifying Areas for Improvement

When assessing residual income from merchant processing, ensure you have access to detailed transaction data from your payment processing partner. This data should include information on bank card volume, the type of payment method used, the monthly processing fees charged, and any disputes.

At BOLD, we offer extensive reporting to our ISV and VAR partners. This report includes detailed information on all their residuals down to the penny. This level of transparency allows our partners to track and analyze their residual income with precision, identifying trends and issues that may affect their profitability. With access to this level of reporting, BOLD partners can optimize their residual income and ensure that they are getting the most out of their payment processing partnership.

Empowering your Payment Processing Partnership  

In conclusion, staying informed about card brand changes and understanding the intricacies of residuals is vital for Independent Software Vendors (ISVs) and Value Added Resellers (VARs) looking to maintain a healthy residual income in the ever-evolving payment processing landscape. By carefully considering the effects of different pricing models, optimizing interchange rates, and embracing level 2 and 3 processing, you can maximize your revenue potential and maintain a competitive edge. At BOLD, we’re committed to empowering our partners with the knowledge, tools, and transparency needed to succeed in this dynamic industry. So, go ahead and leverage the insights shared in this two-part series to navigate card brand changes and unlock the full potential of your payment processing partnership. Here’s to your continued success!

Want to learn more about maintaining a healthy residual income?

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