ISV Sales Advice In A Competitive Payment Landscape

A conversation with Dan Viscount, SVP and Co-General Manager, IPOS Division at EVO

ISVs are viewed as trusted providers by their customers and are therefore in a prime position to sell payment processing. In a competitive landscape where merchants face endless options for payment providers, ISV sales teams are looking for ways to expedite sales cycles and offer differentiated solutions to customers. Dan Viscount — SVP and Co-General Manager, IPOS Division at EVO — recently spoke with The Business Solutions Network this and more.

Q: What tactical advice can you give ISV sales teams to help them win the processing business over a merchant’s existing payment provider?

Viscount: The ISV sales team should focus on removing the pain of the conversion. Most merchants hate change and they don’t like disruptions in their money flow. Stress the positives: Better speed, proven payment integration, award-winning service, and lastly, some monthly savings.