Building Sales On Battle-Tested Security

By Matt Pillar, chief editor

After being forged in the fire of a customer data security compromise, a veteran ISV turns its attention to security beyond the POS.

Payment security as a differentiator is dead. If you’re still going to market with a “PCI-compliant, EMV-ready” POS system sales lead, it’s time to put that pony out to pasture and find some fresh legs.

Yes, there’s a blazing-hot payment security spotlight shining into every nook and cranny of retail and hospitality. Every merchant worth your time — whether a Fortune 100 behemoth or a corner pizza shop — is keenly aware of payment systems protection necessities. They might not be well-educated, but they’re profoundly aware. You think that spells opportunity, but so does your competition. Like you, they’re all leading with the payment security fear, uncertainty, and doubt that keep your customers up at night. They’re all pushing PCI accreditation. They’re all touting EMV readiness. If feeding on the FUD factor is your sales and marketing shtick, there’s no longer anything special about your dog-and-pony show. Neither is there anything special about the protections you offer to back up that marketing propaganda.